Be the first to present

You are one of three suppliers bidding on/pursuing a lucrative prospect. All three of you have conducted the necessary needs assessments and site surveys to determine the scope of the opportunity. You have learned that your two competitors are scheduled to provide their final presentations on Tuesday and Wednesday.

When do you schedule your final presentation? Read the full post

Peer-to-peer coaching

For a period of time I was a member of a powerful organization called SalesTeam. While I don’t personally have the time to participate with the organization today, I thought I should put in a plug for them. We’re all about linking you to resources that will make you more successful.

Check them out. The concept is this: Twelve to 14 non-competing sales professionals get together at a scheduled place and time each month to learn from each other, “train” each other, and push each other to be more accountable for results. The meetings are led by a well-drilled, experienced facilitator who will also contribute some solid content. Good stuff.

There are peer groups meeting in about 20 major metropolitan areas throughout the country. Very effective system they’ve put together.

sales training, sales workshops

8 tips for increasing sales

The team over at 37signals has posted their “Tips for Increasing Sales,” part of their series entitled “Small Biz 101.” Good ideas.

sales tips, increase sales

Sales-only search engine

I’ve built a sales-only search engine using Rollyo that allows you to find how-to information from some selected sales websites. Check it out and let me know what sites you think should be added to the search engine itself.

sales professional, rollyo

Moving your brain online

I’m a big believer in incorporating whatever tools you can reasonably manage to save your precious brain cells for your real creative work. Sometimes that involves technology, other times just good work habits and time management skills.

For the last several months I’ve worked off and on with a couple of online task and project management tools that are flexible, powerful and easy to use. Read the full post

You can’t please everyone

I’ve met a lot of very nice salespeople. Some sell a lot, some not so much.

Part of being a professional at anything is not only knowing what it takes to succeed, but being single-minded in the pursuit of your goals. The big difference between the “nice salespeople” who succeed vs. those who fail is this:

Those who succeed are focused on their goals and results, and treat people well along the way. Those who fail are often caught up in how they treat people, how they come across as treating people, and how much people like them, while the results are left hanging in the balance. Read the full post

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