Expert Tips On How To Handle Sales Rejection, Emotionally Sales is hard --not necessarily because of the job itself but because of what you have to go through if you want to be any good at it.  Over years of having sold my consulting services and IT solutions to scores of decision makers in various parts of the country, my skin got thicker.  I grew, did mistakes and I got kicked about.  I often felt stupid.  I learned, however, that the sales profession has a funny way of teaching you lessons --it humiliates you before it makes you better. How is that?  I'm thankful I'm able to share it with...


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The first ten seconds of your first call with someone will determine the rest of your relationship with your client. Those ten seconds determine whether you will ultimately succeed or fail. You may get a subsequent appointment, but if you fail to capitalize on those ten seconds then you are going to face harsh negotiation and the psychological chess games. So use those precious ten seconds to show your prospect (more...)


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No doubt about it we are living in some turbulent times. And unless you are consciously proactive, all the negative news spewed out every other minute can have a negative impact on your psyche. And worse yet it, it can affect your sales results and your sales people. As an owner or sales/marketing executive, you have do everything you can to avoid the following attitudes and their related actions among your sales team (more...)


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According to a some IT analyst, budgets in 2011 will remain flat, if not a little higher than in 2010. This is something you probably already know but the real question is: given that IT leaders will spend differently, how will you respond? For instance, in our experience IT decision makers have 5 main priorities both from a business and IT perspective. They are (more...)


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There is an old saying “Good times hide your flaws, bad times magnify them”. I would certainly classify this past recession as a bad time and based on the request I have received for sales training, the flaws being magnified have to do with sales skills. In the good old days when sales were a plenty many organizations felt the route was to purchase sales automation software or get neat little gadgets to help you become more efficient. Now that our sales flaws and foibles have show themselves in the last few years and each new sale is harder to get, companies are beginning to re-examine their...


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We all know follow-up is critical to keeping customers and making sales. But can there be a wrong way of doing it? First of all, let’s agree that the whole idea of “follow-up” is to form a relationship with a customer that communicates trust and the value that you offer to them. If all you communicate to them is how low you’ll go in price or what is the latest upgrade promotion on the new technology solution buzzword of the month then you aren’t (more...)


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I want you to stop marketing. I just don’t see the use of it. And the money you spend could better be spent or invested elsewhere. Here’s why: We know that the market has changed. Companies have changed their buying behavior and so it is a given that you too must change. The problem is, FEW PEOPLE ARE CHANGING HOW THEY MARKET AND SELL (and I don’t mean cutting your prices). Many IT Solution Providers are still conducting marketing as a “one-off” activity and here is why that doesn’t work. (more...)


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