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  Sales and Communications: 16 Bad Habits You Can Change
by Dr. Maynard Brusman - Jan, 2013
Creating a positive experience for customers is every employee’s job, including those who work outside the sales department. Unfortunately, training often overlooks key interpersonal skills for influencing others. Workers at all levels fail to understand that: Customer expectations for the sales experience have increased. Customers enjoy a broader, more competitive selection of products and services. There is often...
  Sales and Communications - Connecting Through Empathy
by Dr. Maynard Brusman - Dec, 2012
Empathy allows us to understand others’ feelings, thoughts and experiences. Customers must sense that you care about their needs. Studies show, however, that our sense of empathy is eroding. The Institute for Social Research at the University of Michigan has collected data for more than 30 years, and researchers have found that young adults are 40 percent less empathetic than their counterparts in 1979. The ability to empathi...
  Success Tips for Sales Professionals
by Valerie Sokolosky - Jul, 2011
So what's all the hubbub about this Personal Branding? It all started in 1997 when Tom Peters wrote an article for Fast Company called "The Brand Called You." Here's the main message: "Big companies understand the importance of brands. Today, in the 'Age of the Individual,' you have to be your own brand and stand out from the crowd. The following five branding tips are worth knowing, so read, practice and watch y...
  7 Tips for Being a Great Communicator
by Courtney Templin - Oct, 2010
Communication skills – it sounds so rudimentary, but it can really make or break your career. Can you name any great leaders who couldn’t communicate their ideas or share their vision? If you want to be a great employee and leader, you need the ability to command a room with your communication and presentations. Here are a just a few tips for becoming a great communicator: 1. Listen first. The best communication s...
  Three Keys to Sales Excellence
by Alexandra Levit - Jul, 2010
Even if you don’t have the word “sales” in your title, don’t be fooled into thinking this post isn’t for you. Everyone who works in business is a salesperson, whether you’re selling an actual product to a client or an idea to a team member. #1: Nail the Big Five Traits When I worked in the agency world, there were certain individuals who could always be counted on to bring in the big clients. My boss used to say that th...
  Have You Compromised Your Values?
by Barbara Giamanco - Jul, 2010
At the core of what I believe about success in life is personal accountability and responsibility. This is certainly true in sales. If you are not hitting quota, have you taken the time to evaluate your own actions, attitudes and beliefs? Or, as so often happens, are you blaming the economy, the local market, your boss, the crappy CRM system that was installed, or maybe the prospective buyer who doesn’t call you back? It is ea...
  How to Fix Six Dysfunctional Social Sales Behaviors
by Barbara Giamanco - Jul, 2010
Utilizing the appropriate social media to tools to improve sales performance represents an investment of time, and depending on the types of tools that you are using, money. A common myth is that social media doesn’t actually work; in terms of driving the sales process forward. It does, IF, you have an open mind, you know what you are doing while participating online and you are very clear about the results you want to achi...
  NextGen Sales: Understanding Social Selling
by Barbara Giamanco - Jun, 2010
There is fair amount of buzz about a concept called “social selling” (often used synonymously with Sales 2.0, a term coined and trademarked by Nigel Edelshain). Certainly some people will argue that sales, particularly B2B sales, has always depended on a sales reps ability to build a relationship with their potential buyer, which could be viewed as a social activity. Since successful selling has always revolved around relation...
  Five Ways to Screw up Your Sales Leads
by Barbara Giamanco - May, 2010
Companies invest sizable chunks of time and money implementing lead generation campaigns that are designed to deliver high potential sales opportunities to their sales force. The idea is that sales activity becomes more focused when reps are responding to qualified leads that have the highest potential for close (as identified by specific factors designed into the led gen campaign). In theory, this is exactly what should happe...
  You Can’t Close the Sale if You Don’t Open Well
by Suzanne Bates - Feb, 2010
“Show me someone who has done something worthwhile, and I’ll show you someone who has overcome adversity.” -Lou Holtz The economy is still bumping along. This is a fact. Unemployment stubbornly sits at 10%. Businesses are holding back on their decisions. People are delaying their purchases. I flew back and forth to Florida this week and one third of the seats on both planes were empty. It all feels so - uncertain. The...
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