Selling to Big Companies Blog

Teleseminar: Customer Retention & Leadership

Just wanted to let you know about this teleseminar on Tuesday, May 20th at 2 pm ET. Remarkable Leadership's Kevin Eikenberry is interviewing Jonathan Farrington, a globally recognized business coach and consultant.

I know Jonathan personally and always gain fresh insights whenever I talk with him. In the teleseminar, he'll be talking about:

• Why customer complaints are a good thing.
• How organizations can - and should - make it easy for customers to complain.
• Why every customer is a consultant.
• The leadership lessons from Sir Ernest Shackleton
• Your questions and much more!

Normally these sessions are $47, but this one is compliments of Kevin Eikenberry. Click here to learn more.

If you lead a sales team, this post is for you

Last week I wrote about my 5 Top Tips for New Sellers. Many of you added your own suggestions. Today I want to address sales managers & entrepreneurs.

If you want your new salespeople to be successful, you can't just fill them up with info about your product or service, then kick them out the door to make calls. Yes, miracles sometimes do happen, but it's not a real proactive way to grow your business.

More than anything else, your new salespeople need you to be a sales coach for them. Most likely, you haven't been trained in this critical skill.

From my own personal experience, it's not something that comes naturally or that we do intuitively. It's a learned skill and it's a discipline - and it will have a huge impact on your sales results.

If you'd like some insights to help you be better at it, download these chapters from Keith Rosen's new book on Coaching Salespeople into Sales Champions.

• Nine Barriers to Coaching Your Team
• The Seduction of Potential
• Fatal Coaching Mistake Number 5

If you like what you read and want to learn more, Keith is offering a whole slew of bonuses if you buy the book before April 17th. There are goodies in there from me and a whole bunch of other sales experts.

Note: This is a time sensitive offer. Click here to learn more.

Sales Expertise

Jill's Personal Favorites

Selling to Big Companies - My primary website with lots of great info

Sales Shebang - Resource, conferences & community for women who sell

Marketing Interactions - Ardath Albee's blog on lead generation

Get Fresh Minds - Katie Konrath's new site on innovation & creativity

Sales Leadership

The JF Blogit - Jonathan Farrington's blog for dedicated sales leaders seeking optimum performance

The State of Selling - Dave Stein's blog for sales leaders; insights into sales effectiveness & sales training

The Management Curve - How technology is changing the way sales is managed

Advice from Top Sales Pros

Sales 2.0 Network - Sharing sales insight, hindsight & little foresight.

Cold Calling Tools - Leslie Buterin on reaching the "top dog"

Life in the Telebusiness Trenches - Josiane Feigon on inside sales

Sales Hunter - Mark Hunter on finding customers/closing sales

Entrepreneurial Salesman - Colin Wilson's sales strategies

Garth's World - Jigsaw cofounder on the life of a sales guy

Sales & Management - Insights from Paul McCord & friends

Selling to Big Companies - Jill Konrath's fresh sales strategies

Sales 2.0 - Nigel Edelshain features current thinking on sales

The You Blog - John Windsor advice on presentations & persuasion

Inside Sales Experts - Trish Bertuzzi shares best practices

Sales Blogcast - Doyle Slayton's top sales strategies

Sales Coaches

Score More Sales - with Lori Richardson

The Top Dog - with Leslie Buterin

Gemini Pro - with Pat Schuler

10,000 Foot View - with Todd Anderson

Coaching Sales Champions - with Karl Goldfield