SNAP Selling
NEW (May 2010) Fresh strategies to speed up sales & win more business with today's crazy-busy customers.
Selling to Big Companies
Award-winning book; Fortune selects 1 of 8 "Must-Reads" for sellers; Top 25 Amazon sales book for over 4.5 years.
I hate closing. I always have. In fact, I used to feel like a real failure because I was so bad at it.
Now, I thank my lucky stars that I listened to my gut-level reaction. Just because you hate closing, doesn't mean you can't be a success in sales.
Want to learn more? Listen in to my Closing Can Kill Sales podcast with Clayton Shold of Salesopedia.
To me, the most important thing a seller can do is to become the differentiator! And the only way to do that is by investing time and resources in professional development.
Well I have some good news for all of you! I'm one of the exclusive authors and sales experts featured on CanDoGo. They've just launched a brand-new site with thousands of tidbits of advice on sales, personal development, leadership and motivation.
Here are three links that go to some of my videos on CanDoGo.
Of course, that's just a start of what you'll find on CanDoGo. Enjoy the learning - and then put it to good use!
3 Leading Sales Gurus Answer Your Most Pressing Sales Questions
Landslide Technologies invites you to ask your most pressing questions about selling and managing salespeople.
Join me on this call! I'll be there along with two colleagues whom I have a great deal of respect for:
We'll be talking about talk the realities of today's selling landscape and available to answer the sales questions that keep you up at night. Click here to register now.
Join me for this upcoming webinar
sponsored by InsideView.
Not sure what the title of this webinar means? If so, you need to check it out. In this session, you'll learn about sales strategies & Sales 2.0 tools that can help you can crack into corporate accounts and speed up your sales cycle.
Additionally Tina Babbi, VP of Sales for Lucid Era will tell you about how her salespeople are using Sales 2.0 technologies to boost sales & increase the quality of their customer interactions.
Busy at the scheduled time? Register anyway. We'll send you a link to listen in at a time that works for you. Plus, you'll get a copy of my ebook, Leveraging Trigger Events.
How to Leverage Triggering Events to Get Your Foot in the Door
When: Thursday, Oct. 9, 2008; 2-3:30 pm EDT
Investment: $99 per connection
Register now.
(Note: Can't make it at that time. No worry. You can listen in later at your leisure.)
Top rainmakers are not promiscuous prospectors. You'll never find them randomly dialing for dollars hoping to stumble across an unhappy decision makers. They know that effective prospecting requires a focus on two very critical things:
That's why they leverage triggering events – changes in the prospect's internal and external business environment – to set up meetings with targeted decision makers. This is a strategy that most sellers don't even know exists, yet top rainmakers use all the time.
Join me for this Advanced Cold Calling webinar sponsored by Rain today and you'll add a powerful technique to your cold calling arsenal.
If you're trying to get into big companies, but still "dialing for dollars," you're missing the boat.
Corporate decision makers won't have anything to do with you if you're giving them the same old spiel that you give everyone else. Want to find out what works today?
Then check out my most recent podcast, Promiscuous Prospecting, on Salesopedia. It's only 10-minutes long and you'll pick up a few tips - guaranteed!
It's your last chance to sign up for the teleseminar I'm hosting on Wednesday. As of right now, 1016 people have already signed up to learn from these savvy sales experts:
Even if you can't make the call on Wednesday, sign up and we'll send you a link as soon as it's ready. Register now.
Join me! I'll be interviewing three top experts who are speaking at the Sales SheBang 2008 being held in Minneapolis on Sept. 23-24.
- Kendra Lee, author of Selling Against the Goal
- Ardath Albee, power blogger at Marketing Interactions
- Michelle Nichols, founder of Hug Your Kids Day
If you can't attend because you're already busy, sign up anyway. We'll send you the link to listen in as soon as it's posted only. Register Now
Secrets of Business Gurus Radio Show
In his insatiable quest to enhance your knowledge, Lee Salz interviews top business experts to find out the secrets to their success. If you have 10 minutes, listen in to his interview with me. You'll find out how I got into sales, challenges sellers face today and my thoughts on women in sales. Click here to listen in now.
Lee is author of Soar Despite Your Dodo Sales Manager. He recently launched Business Expert Webinars, a website that offers a full schedule of webinars on a wide variety of business topics.
Sales & Management Podcast
If you'd like to hear the background story behind why I launched the Sales SheBang, listen in to Paul McCord's interview of me for his weekly podcast. You'll get the inside scoop, plus details on what's coming at this year's event. Click here now.
P.S. Paul McCord is the President of McCord Training and the author of two sales books: Creating a Million Dollar a Year Sales Income and SuperStar Selling: 12 Keys to Be Becoming
a Sales SuperStar (2007).
If you have a few minutes today, you might want to check out these two podcasts:
Creating Sales Opportunities
In this podcast, Leah Rust from EyesOnSales, interviews me about a powerful sales strategy that's available to everyone, costs almost nothing, and you can start using today. (11:24 min.)
On Selling to Big Companies
In this podcast, John Caddell interviews me about the difference between selling to big companies & small ones, what's changed in sales and what you really need to do to be successful. (20:27 min.)
Eyes on Sales editor Leah Rust interviews me about how the current state of our economy is impacting our ability to crack into corporate accounts.
Click to listen to this 11:25 minute podcast now. Then pat yourself on the back for being so proactive. Yeah, you!
When GoToMeeting asked me to host a webinar on How to Develop & Deliver an Enticing Presentation, initially I was a bit hesitant. After all, I haven't talked about this stage of the sales process for a long time.
But as luck would have it, I was the victim of two very disorganized non-enticing online sales presentations in the days following the invite. And to make matters worse, the hapless sellers had no idea how badly they'd bungled their opportunity.
Suddenly I had a lot to say! And if you'd like to listen in on the webinar, you can hear me talk about how to:
Click here to view the webinar now. (Registration is required.)
Or should I say, "Listen in." A couple new websites launched recently that should be of high value to people who sell. In both cases, I've been a guest expert. I highly encourage you to take a look at both sites and check out my interviews.
Clayton Shold, founder of Salesopedia - a new website that focuses on "The World of Sales from A to Z" - interviewed me as his initial guest when he launched in February. In this podcast, I talk about the challenges of selling to the corporate market. You'll find a wealth of info on this site!
Jonathan Farrington, the brains behind the recently launched Top 10 Sales Articles website, interviewed me as his first guest on his new BlogTalkRadio show. John also reviews some of the top sales articles submitted that week. This new website will be adding more good content every week, so it's definitely worth visiting.
John Jantsch, Duct Tape Marketing guru recently interviewed Brian Carroll, author of Lead Generation for the Complex Sale & me about what sales really needs from marketing.
After years of being on the receiving end of grossly inadequate marketing and even more years of working with marketing to ensure sales had the necessary tools at launch time, I have a few things to say about this topic! Brian also has strong opinions on what marketing can do to create & nurture leads before handing them off to the sale force.
Listen to the podcast now. (approx time - 1 hour)
P.S. John Jantsch's new book on Duct Tape Marketing: The World's Most Practical Small Business Marketing Guide will be available shortly. If you pre-order it , he's offering all sorts of extra goodies. It's definitely worth checking out.
Michelle Nichols, the Savvy Selling Columnist for BusinessWeek Online just interviewed me in her new masters of selling podcast series. She asks about my secrets for Selling to Giants. As you can imagine, I have a few thoughts on the subject. If you have a few minutes listen to it now or download it to tune in later.
Sales Roundup interviewed me the other day on strategies sellers can use to crack into corporate accounts. As you can imagine, I had a few thoughts on the topic.
You might also want to listen to Joe & Mike (the sales guys) talk about what to do if your hot prospects have stalled out and you're Stuck in the Mud!
What does it take to get into big companies these days? Dan Walker over at Sales Rep Radio recently asked me that question. Check out my interview on Cracking Corporate Accounts. It's less than 10 minutes long. But I talk fast so you'll find lots of good info packed into a short time period. Listen to the podcast now.
