Top Dog Recession-Busting Sales Secrets by Michael Dalton Johnson offers advice and inspiration from 50 of America’s leading sales experts. There are 80 quick read sales lessons showing proven ways to sell more in a struggling economy. Readers will learn how to create opportunities in a downturn, shorten sales cycles, take business from the competition, attract new clients and stay motivated.
The book also gives priceless advice on ways to overcome price objections to earn top dollar even in tough times. Readers get the sales insights of internationally renowned sales performance experts and trainers along with that of presidents/CEOs of over 25 sales and business growth companies. This stellar group of experts has advised companies ranging from start-ups to Fortune 500 firms. Collectively they have authored over 250 books on sales and selling. Buy It Now!
Have you played competitive sports? Yes, winning takes a little bit of luck, but it mostly requires skill.
In this new era of job search, you need to be the best. To win a job today, you can have no unforced errors, you need practice and preparation, and you must be “on your game” at all times.
Most job seekers forget the feeling, the emotion and the discipline required to compete for employment. While there are jobs available in the market today, more people are applying per job than ever before. It’s really competitive out there!
Have you ever wondered what makes a wise person wise? To be sure, in part it’s that they are smart. But being wise is not just about knowing a lot of stuff. The Hebrew word for wisdom is ‘hokmah’ and it implies knowledge but that’s not all. Hokmah is more accurately translated as a “skill for living.” The word hokmah is used throughout the Old Testament to refer to the skill of the craftsmen, sailors, singers and counselors. These wise men had hokmah, the knowledge and expertise to put their know-how into action.
So let’s fast forward to you and your role as sales person or sales manager. Are you wise? Do you have the expertise and the practice management discipline to effectively put your know-how into action? Or do you know what you should do (you’re smart), but you may not actually put that knowledge into action? [...Continue Reading...]
Working from home is an awesome perk, but have you inadvertently created a work-space as drab as a cubicle? Here, Laura Vanderkam (Fast Company), shares how to create the ultimate home office in 10 easy (and inexpensive) steps.
Compelling calls to action are the bridge from your message to the beginning of the sales engagement. They are the links that tie your audience to your product offering, and they’re not one-size-fits-all. This white paper describes three steps designed to help you create compelling BtoB messaging and effective calls to action for your audience segments.
Identify and prioritize “hot topics”
Map your message to your audience’s behavioral cues
In order to be profitable, you need to know which clients you should spend your time with and which ones you should let go. Because let’s face it, not all of your clients are helping you make more money. In some cases, it is best to let a client go so you can spend your time and other resources on a more lucrative account. [...Continue Reading...]