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!
Don’t miss out on hundreds of eager, qualified candidates! Continue reading to learn how to develop your own mobile recruiting strategy and capitalize on the growing number of candidates who search and apply for jobs on mobile devices.
How has your recruiting strategy evolved as more people perform their job search from their mobile devices?
I couldn’t believe he wouldn’t stop talking. I had been in his office for a full 45 minutes, and he had not stopped once to ask anyone else’s thoughts or to even get a response. Finally, the meeting came to a close and I had the fortunate or unfortunate opportunity to meet with him one on one.
My first question (as his friend and “outside guy”) was, “What did you learn in the meeting today?” He stumbled over his words, looking for something to say. The answer was obvious: he didn’t learn anything. The meeting had ended up being about his audience and his thoughts. This was a lost opportunity for sure.
Then, I thought back on my own career development and how many times I had done the same thing—sad, but true. All of this raises the great question, “How much should we talk and when should we simply be quiet?” [...Continue Reading...]
A typical day in the life of a sales person… Come in to the office. Check voice-mail Go through prospect list and find customers marked for follow up. Call the list only to find out some of the prospects no longer work for the company, other companies have gone out of business, and others just simply aren’t ready to buy. That was a good 2 hours wasted.
Moving on to cold calling. Starting with a search engine, the sales person searches for all companies in his/her territory. Once they find the company, the search begins for the right person with whom to talk. After several phone calls, they are finally given an email address for someone who might be the right person to make a decision. The email bounces. And that’s another hour or two down the drain.
Each year, the Miller Heiman Sales Best Practices Study captures and measures the behaviors, attributes and performance of “world-class sales organizations” – companies that outperform the rest in key sales performance metrics such as lead growth, quota achievement and average account billing. The 2013 study results were released in early April and reflect data collected from more than 1,100 sales professionals from around the world during fall 2012.
So, what are the world-class sales organizations doing that separate them from the rest? The Miller HeimanSales Best Practices Study identified three common attributes that define and separate world-class sales organizations from the pack – Customer Core, Collaborative Culture and Calibrated Success.
World-class sales organizations know that greatness is rarely achieved alone. Collaboration is their currency and what helps set them apart from the competition.