My Top 5 Articles from 2012

In my last post, I shared my top 10 articles of all time. As today is New Year’s Eve, I wanted to reflect on my top five articles of 2012.

 #1 How to Deal with Difficult Customers

In sales, we all have to deal with difficult customers. Today, I am going discuss how to deal with difficult customers. In a previous post, I discussed how to get customers to pay on time. Before I can discuss how to handle difficult customers, the situation needs to be put in context. In other words, why were the customers being difficult? Were they being difficult because you screwed up their order or service call? Are they just miserable people? Does the customer constantly cancel their orders? What kind of relationship do you have with this customer? How important is your customer to your bottom line or monthly quota. …

 #2 How to Build Your Business & Brand Using Facebook Pages

In my last post, I discussed about how to build your personal brand on Facebook. Today I am going to discuss how to brand your business using Facebook pages. Remember Facebook is the largest Social networking site which means that your customers and prospects are on the site. Your job as a business and a brand is to engage with fans, prospects and customers. The goal is to convert this engagement (marketing) to product sales. Facebook pages are a great way to do this. …

 #3 10 Things a Sales Leader Needs to Do or Have to Be Successful

Deciding to go into sales management is a very big step for a sales person. Recently, I received an offer to serve as a sales trainer or de-facto sales manager; based on my time in field sales and my blog.

What are a VP of Sales, Sales Director and Sales Manager? …

#4 How to Handle the Objection: “call me after the holidays”

The holiday season is upon us. Everyone is in holiday shopping mode from Black Friday, Cyber Monday and many other things. Also, everyone is thinking about going to parties. So the last thing on your customers and prospects mind is to make a year-end purchase; unless they receive a year-end tax advantage. As a sales rep, you are under pressure to close deals so you can earn that bonus.  Unless your customer is in a buying mood, you are going to …

 #5 How to Generate Leads for Your Business

Lead Generation is an essential building block for businesses to find potential buyers who are interested in their products and services. In previous posts, I discussed how to prospect and identify your target market. In this post, I will discuss how businesses can find leads and what mediums can be used to obtain leads.

Many mediums can be used to obtain leads. These mediums include: Direct mail, Email, Marketing, Surveys, Advertising, Social Media, referrals from current customers, business networking, trade show marketing. …

Happy New Year! Thank you for reading my blog, I appreciate your support. There are more articles to come in the coming weeks. Feel free to send me your comments, questions and suggestions. Have a wonderful 2013.

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