Category Archives: marketing

Getting to Yes when the Answer has been No:Dealing with Rejection in Sales and Business

Originally posted on Sales, Marketing & Social Media Today:
Dealing with rejection in sales and business is tough.  I remember my time in outside sales in New York City. I would make a lot of cold calls or try to up-sell or cross-sell products to existing customers. I remember days in the field when the answer I…

Poor Customer Service Costs Businesses Sales

Poor customers service costs businesses sales. I observed this first hand yesterday. I was in the supermarket yesterday and I observed a man who was wanted to buy mussels (seafood). These mussels were packaged in bushels. As you can imagine, there were long lines in the supermarket. There were scales to weigh food items bothContinue reading “Poor Customer Service Costs Businesses Sales”

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

Originally posted on Sales, Marketing & Social Media Today:
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…

Four Basic Things Every Person in Sales Needs to Do to Be Successful

Originally posted on Sales, Marketing & Social Media Today:
Selling is a very detailed process. There are four basic things that every person in Sales needs to do to be successful. These four things are: belief in your products and services, knowing how to prospect/knowing your target market, knowing how to engage prospects and customers with…

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

Originally posted on Sales, Marketing & Social Media Today:
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…