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  No Magic Bullet for Sales
by Barbara Giamanco - Jan, 2010
2009 will be a year remembered for many things. Most of them non too positive. Financial meltdowns, rampant greed, thousands put out of work. Fear, negativity, anger and often complete disrespect for other human beings showed up everywhere. For entrepreneurs, it proved tough just trying to make it through, while at the same time companies beat them down on price and strung out the process of paying their bills to boot. Sales o...
 
  How to Communicate Difficult Stories on Your Resume
by Barbara Safani - Dec, 2009
My son just recently celebrated his birthday. It is a tradition in our family to tell our kids the story of the day they were born each year on their birthday. And while I’ve been telling my son this story for the past 13 years, it has always been somewhat sanitized. You see, my son’s birth was particularly hairy and what seemed like a routine delivery quickly turned into an emergency. For awhile, the doctors didn’t know if he...
 
  The Shortest Distance Between YOU and $$$$? Network Calling!
by Bernadette Boas - Dec, 2009
Did you notice I did not say Cold Calling? I said Network Calling...more on that in a minute. Like so many people, when I went out on my own, I knew that my marketing plan would include various techniques; definitely networking, one-one close contact lead generation, referrals, partner programs, direct mail (maybe), third party telemarketing (maybe). But one technique I was not prepared to do, nor did not want to do was the...
 
  Beware of the Great Business Sabotager - the Holidays!
by Bernadette Boas - Dec, 2009
For a lot of businesses the holidays bring the last minute rush of sales before the year comes to a close. For other businesses and their owners the holidays create distractions for them that the ringing of the cash register doesn’t seem to help. Here are a few distractions (or what I call excuses) that I hear from clients, prospects, colleagues, and anyone else who is looking to postpone activities: • “Businesses sto...
 
  Storytellng for Sales Professionals
by Suzanne Bates - Dec, 2009
If you want to be successful in sales you know what you need to do. • Find out what the customer wants. • Create a high value proposition for the customer. • Give the customer what they want. Step one is what trips up most sales people. Why? They never find out what they customer REALLY wants. We are so focused on selling what we need to sell and making our numbers that we fail to do the things that will he...
 
  Time for a Reboot
by Barbara Giamanco - Nov, 2009
A series of recent events has me thinking about how “stuck” people seem to be in their approaches to situations of all kinds. As human beings, I suppose its part of our hard wiring to resist change, even when presented with information suggesting we move in another direction would be wise. Reminds me of the movie – Groundhog Day. Bill Murray portrays Phil Connors an egotistical TV weatherman faced with living one day in his li...
 
  Do You Want Fries With That Burger?
by Barbara Giamanco - Sep, 2009
A conversation earlier today reminds me of what I see as a pervasive, obsessive attitude in our society – a me first, quick fix, I’m so important, gotta have it now mentality. That attitude and short sighted thinking can never lead to building a sales pipeline that leads to closing business consistently month in and month out. Look around the next time you are out in public and notice the couple sitting at a nice restaurant...
 
  Do You Have a Sales Mindset?
by Barbara Giamanco - Sep, 2009
Perception is reality so the saying goes. Never is that more true than when it comes to the process of selling. How you view this critical business function will either help or hinder what you plan to achieve. It seems to me that more than one sales person out there needs this reminder. For the record, I’m calling anyone – that means you too Mr. or Ms. business owner who needs to sell a product or service – a sales person....
 
  Sales Needs to Change
by Barbara Giamanco - Aug, 2009
In a recent presentation I delivered, I talked about how John Patterson, NCR founder is typically credited with being the father of the structured sales process largely in use today. Patterson wanted a way to create a repeatable pattern of sales success and in 1887 rolled out his NCR Primer. Patterson created a detailed management system to monitor and train company salesman. Scripts were given to salesman to memorize and t...
 
  Sometimes You Just Gotta Dance!
by Barbara Giamanco - Aug, 2009
Sales is a lot like acting and dancing. That’s been my experience anyway. Flexibility, an open mind, great listening skills and a willingness to totally let go of your agenda are key. It is so important to flex and adjust your behavior and communication style with each person you meet, as if you were moving about the ballroom dancing with one partner after another. It is all about appreciating diversity and being willing to fl...
 
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