sales burnout

Overcome Sales Burnout.

If you’ve been in any kind of position (sales or otherwise), a business owner, and/or manager for any length of time you know what I’m talking about. I always know I’m “in a bad place” when after winning a deal it’s a pain to fill out the contract. One of my sales people tell me about a deal they won and while I show excitement I’m not. These should always be good things, right? What happened to the passion? The “I can’t wait to go to work” attitude?

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friends

Facebook, Customer Connections and Hell No!

You’ve finally built a relationship with a potential customer and are getting pretty chummy. Thinking a social media customer connection is a great next step you start in with… “Hey let’s connect” you say. “Great!, LinkedIn?” says the customer. “No, I was thinking Facebook.” you blurt out. Silence [cricket noise]. Things just got awkward. Why?

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cyber bully

Social Media Cyber Bullying and Mean-Spirited Comments.

I was raised in a witty, cutting, aggressive dialogued environment and became a master of it in high school and college. With this background it would be easy to derail conversations for my own purpose. Regardless, I have consciously decided not to do so; one… out of manners and respect for the author, and two… for the possibility to learn something new. I would never lash out with a personal attack as I see that as a weak and small minded response. I wish that were true of others.

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social waste

Social Media a Waste of Time.

Somewhere along the way sales professionals thought they had found the infamous “silver bullet” for sales success. “If I just Twitter, Facebook, and Linkedin I will have thousands of sales easily!” Question… when has marketing using email, faxing, or mailers ever worked that way? Isn’t social media the same? You’re return will always be fractions of a percent for the effort. Always has, always will be… and you know what? That’s o.k. So, Is social media a waste of time?

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wordpress plugins

2015 Top 6 WordPress SEO Plugins.

Anyone that has followed my articles for any length of time know I am a huge fan of WordPress. Search Engine Optimization or SEO wasn’t even a concern when I first started blogging using this fantastic free tool. Of course today we know that without some thought to SEO, for any type of website endeavor, you just can’t get anyone to pay attention to your site.

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decisions848x565

5 Questions to Ask Yourself Before You Hire Top Sales Talent.

The sales industry as a whole has always been a transitional career move/path environment. Today it’s more than ever. Managers, Owners, Presidents, and CEO’s are short fused with their sales teams. Sales members are looking at the proverbial “grass is greener” across all industries in response. A great time to hire and get that sales team dreamed of. Or so I thought.

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pushy

Sales Process Gone Wrong.

I went to get my car washed the other day after a long holiday trip. Pulling up to this large full service auto wash center I was presented with some options on a billboard overhead. As I was looking at the choices offered, a young man walked up and asked what could he do for me. I said I needed a car wash which he then did an assumptive close of the highest priced choice. Ok a little irritating but I get asking for the gold. After explaining that the lowest priced option would be fine he became noticeably irritated. Then the battle began. An arsenal of upsell “value” add options were shot at me in rapid fire procession. I literally turned down 5 different options each one with a comeback to my objection from this aggressive employee. Just wanted a “basic wash please”, which was still 17 bucks, was now my final stance no matter what he was going to offer. I had won the battle… so I thought.

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sales leads

Why You’re Chasing Too Many Bad Sales Leads.

I’m a big fan of tracking performance metrics, in-depth and granular. I’m talking about much more than just tracking leads, appointments and opportunities however. I monitor actual daily activity that rewarded a salesperson with sales leads in the first place. Where did the lead come from? What activity was performed to get that lead? Are the sales leads quality? I want to know what is working to produce qualified leads. Here’s why.

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