Category Archives: sales

The Customer Experience:
Not What It Used to Be

Leaders seem to forget that their human assets make or break a customer’s experience. “Interpersonal interaction, though sometimes not the top reason for making a purchase, is almost always the reason for not repurchasing.” ~ Marshall Goldsmith, Don Brown and Bill Hawkins, What Got You Here Won’t Get You There in Sales!: How Successful Salespeople […]
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Social Media: Sink or Swim with Customers?

If your company hasn’t jumped on the social media bandwagon yet, It’s probably missing opportunities to connect with customers in new ways. Information technology is reshaping the company/consumer relationship, often bringing benefits to both. The misuse of technology, however, can erode customer care. In the work I do with organizations, I’ve heard more than a […]
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7 Tips for Selling BEFORE You Approach Anyone

In a series of recent posts, I suggest 7 tips to prepare the way to getting more appointments for selling, and having more sales conversations: How to Prepare for Selling: 3 Really Tough Tips 2 Tips to Prepare for Good Sales 7 Tips for Getting Known in Your Target Market None of these tips involve […]
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Mapping Your Sales Preparation: Gather Info

In a recent post, Better Informed, Better Sales, I explain how important it is to research information about your target market and prospects before you ever approach the selling process. I quoted the late Bill Brooks of the Brooks Group: “In a highly competitive crowded marketplace, all other things being equal, the one with the […]
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Selling Is NOT Accidental – Visual Tips

In the last few weeks I’ve been excerpting tips from the book I collaborated on with 7 esteemed colleagues, Masterminds Unleashed: Selling for Geniuses, Selling When Selling Isn’t in Your Title. Not because I want to flog more books, although that’s always fun to hear someone’s bought it. My main motivation, however, is this: I’ve […]
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How to Prepare for Selling: 3 Really Tough Tips

What selling tips are the hardest for professionals to implement? Previously I introduced 4 tips for preparing the way to successful sales. When you pay attention to these things, your selling becomes a lot easier: be visible, ask your target market, reach out, and be easy to find. These next tips are harder to implement […]
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2 Tips to Prepare for Good Sales

What other tips do I suggest that paves the way for an effective sales process? Last week I introduced this topic with 2 out of my 7 tips: Be visible, volunteer and get involved in industry activities; write a column Ask your target market questions Here are two more of my tips from the book […]
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7 Tips for Getting Known in Your Target Market

When planning a sales campaign, once you have a list of target opportunities, what should you do next? When I’m working with clients, coaching them on their selling process, it takes a good degree of clarity and focus to develop a realistic list of prospects. This is no small task. It involves some serious thinking, […]
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Better Informed, Better Sales

“In a highly competitive crowded marketplace, all other things being equal, the one with the most information about the prospect and market, who knows how to turn it into solutions, will win the sale.” ~ Bill Brooks Bill Brooks was a great sales person I had the opportunity to get to know, before he passed […]
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How to Build a Network – fast!

When I began my coaching, speaking and writing business, we had just moved to Charlotte, North Carolina from Los Angeles. We knew only five people in Charlotte and two were the realtors, the builder,  his rep, and the lawyer who closed the deal. We moved 2500 miles from our network of friends and associates and […]
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