SalesTeamTools Book Club #2
Written by Brandon Hull on October 31, 2005
How to Win Friends and Influence People
I was recently organizing my library of sales and business books and stumbled across this great classic. What a powerful book. Read the full post
Ten minutes better spent
Written by Brandon Hull on October 31, 2005
Do you realize how much more people in this world could accomplish if they used 10 minutes every day more effectively? Here are just a handful of ideas on what 10 minutes gets you… Read the full post
Momentum towards 2006
Written by Brandon Hull on October 31, 2005
It’s time to start getting geared up now for 2006.
You make it very hard to hit your 2006 sales plan if you crawl out of the gate, behind plan after just two weeks. At the same time, many companies are “locking in” sales plans for their professionals by mid-November.
So if you can build towards a power-packed November and December, you are in a great position to start January. Here are some self-coaching questions you can ask yourself and your sales team members to start getting things in order: Read the full post
SalesTeamTools Book Club #1
Written by Brandon Hull on October 31, 2005
Never Eat Alone
Not enough credit/publicity for Never Eat Alone : And Other Secrets to Success, One Relationship at a Time, by Keith Ferrazzi.
Here’s just one of many practical suggestions spurred on from my reading: schedule more one-on-one business breakfasts. Read the full post
Cold calling machine
Written by Brandon Hull on October 27, 2005
There’s a newly discovered, interesting article on cold calling. Thanks goes to Anita Campbell at Bnet.
It reminded me of this highly motivational Inc. magazine profile of Pat Cavanaugh, who started Cavanaugh Promotions in Ohio.
Now, I’m not the biggest fan of pure, walk-in-the-door cold calling, but the first article is worth a read. The second one is a classic story of a highly motivated, achievement-oriented professional.
Setting Appointments, Part 1
Written by Brandon Hull on October 27, 2005
Do you set face-to-face appointments by phone? Then you’ve heard a thousand times how it’s a numbers game…you’ve got to keep at it…memorize your script…don’t say “How are you”…give them two appointment times…and so on.
It’s time you learned a new approach. This approach will earn you more appointments with fewer calls, and you will feel much less stress and tension. Read the full post
Where’s your motivation?
Written by Brandon Hull on October 25, 2005
The world needs more “powerhouse” sellers.
I’ve known several true powersellers in my life, including: Mark Boyd of Insource Safety and Clay Andrews of National Linen Service.
You are a powerhouse if, when others in your company hear your name, they think immediately such words and phrases as, “dynamic,” “doesn’t quit,” “she just gets it,” or “on the ball.” You are a powerhouse if, when others go home after a so-called long day that included a one-hour lunch with co-workers, you’re preparing for tomorrow. You are a powerhouse if, instead of wasting time chit-chatting, you’re visiting customers and prospects. Read the full post
Be clear up front
Written by Brandon Hull on October 21, 2005
I like what Michael Oliver has to say about qualifying your prospects, rather than heavy-hand selling them. And that starts with being clear about your reason for meeting. Read the full post
Where’s the freshest stuff?
Written by Brandon Hull on October 20, 2005
I re-visited a site I’ve seen in the past—Salesbooks.com—to see if there’s anything new there. I was disappointed. I’ll even check Amazon and Barnes & Noble out pretty regularly.
Here’s my opinion: no one has issued any widespread, fresh thinking on face-to-face selling in several years. There have been articles and unique strategies on prospecting and the various steps in selling. Some of them very good and practical.
But where’s the really revolutionary thinking coming from?
I think it’s coming from the worlds of marketing and technology, even for good-old-boy-selling. More to follow…
The daily activity report
Written by Brandon Hull on October 19, 2005
If you or your team manage existing accounts and sell new accounts, and need to track your activity, we’ve provided a free, sales tool for doing just that.
You can either right-click and “Save as…” the form to your PC, or just click the link and your PC will try to open Excel and this file directly.
But why stop here? Register at our free downloads page and you’ll gain access to several more easy-to-implement tools.
