SALES PRODUCTIVITY is driven by a critical INTERDEPENDENCE between process and tools. Sales effectiveness is driven by skill competency and proficiency. The degree that organizations focus on improving productivity and effectiveness will...
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SALES PRODUCTIVITY is driven by a critical INTERDEPENDENCE between process and tools. Sales effectiveness is driven by skill competency and proficiency. The degree that organizations focus on improving productivity and effectiveness will drive sales results.
This Wikizine is focused on identifying and discussing practical: methods, strategies, process, tools, and tactics that when implemented improve sales results.
Marketing With Greeting Cards
George Marsh | MKTGWiz.com
Have you experienced any of the following scenarios?
You have been on the phone with a very interested prospect sharing an overview of your products and compensation plan. The prospect is not ready to commit to signing up. You thank them for the opportunity and ask when it would best to follow-up. What could you do at this point to keep them interested in your business?
There is a member of your organization who just achieved a... Read Full Story
In an earlier post about forwarding incoming Lotus Notes email to your gmail account , one of the challenges that my team brought to my attention was how to prevent the Lotus Notes database from growing wildly like an unchecked weed now that it was largely ignored.
Here’s the deal. If you have your Lotus Notes email forwarded to another account, like your gmail account, then you will need to constantly log back in to your Lotus Notes account to delete all of the email copies that reside... Read Full Story
For me, this last week has been a wild roller coaster ride: Machines going up and down requiring virus scans and cleanup, new lead generation activities, new schedules to put up, new marketing programs to implement, new blog posts and on top of all of that two networking activities in two major cities. So I can imagine what last week was like for Lewis Howes, the co-author of LinkedWorking . Last week was LinkedWorking Success Week. In a 7 city run over 4 days, Lewis used his past experience... Read Full Story
Back in 2006 I had the good fortune of working with a small VoIP startup for about a year in addition to my sales and training work with the Dale Carnegie Franchise in Ohio and Indiana. The time spent with this group was insightful in a number of ways. But particularly exciting was this VoIP technology and what it allowed its owner to do with their calls.
By digitizing and streaming a voice call over a packet network (that’s techno-geek for voice calls over the Internet), the end user had... Read Full Story
Last year, in my personal blog ( A Few Days With Figgins ), I posted an article about a movie called “FIREPROOF” . As I said in that article, “Just from the movie’s logo, the word ‘FIREPROOF’ with the ‘OO’ represented by interlocking wedding rings, you quickly get a sense of what the movie is about.” Since my Wife, Ruth and I head up our church’s Married Couples Fellowship, we welcome seeing a movie that encourages married couples to tend to their marriage. Of course, techniques that are... Read Full Story
I noticed an interesting fact about Google and an interesting difference between Google and Yahoo. If you are a consultant and work with several accounts, or an independent sales ronin working with several companies, you may have more than one yahoo account or several Google accounts.
If that is the case, then you’ve probably noticed this interesting artifact. If not, here is something that you can leverage to help you in your business and your sales organization.
Let’s say that you are... Read Full Story
I spend my days in the office working on machines, websites, blogs, reviewing instructor material, running point on new marketing programs, and making sales cold calls. As this is all done in a call center, I get to try a lot of different things and I get to hear a lot from both sides of the phone.
And some of the things that I’ve heard have been simply amazing .
I often get cold calls and voicemail messages from people following up with me after I’ve downloaded a whitepaper. And after... Read Full Story
It’s not uncommon for Clients to ask me to review their Sales Pay Plans. Often, this involves making changes and additions to what’s already written, to make it an effective and productive program for everyone involved. Nearly as frequently, though, this requires me to write whole new sections that are just plain missing. Thankfully, it’s a rare occasion for me to come across a section of a pay plan that needs to be excised completely. That did happen recently, however, when I came across a... Read Full Story
Recently, I read an article on SalesBlogcast.com entitled “ Making Time for Business Improvement and Staff Development “. The key points of this are:
It seems that there’s never a “good time” for a company to invest its resources in business improvement and staff development.
When business is good, companies feel secure and they don’t want to divert resources from processing as much business as possible.
When business is down; there are RIFs, along with cuts in travel and training... Read Full Story
This is the final chapter in my three-part overview, aimed at being “… a good way to share lessons I’ve learned on how I could’ve done things differently and better in developing my career, as a Sales Professional.” In Part One , I discussed the general recommendation, to “ BE INTENTIONAL ABOUT IT!” From there, I went on to make the specific suggestion to “ HAVE A MENTOR!” In Part Two , I offered a more detailed proposal to “ Have A Proper Formal Education, As A Foundation!”
Of course... Read Full Story
