Many hold to the belief that money is one of life’s most important things. But money comes, and money goes, and comes once again. What is more important than money? That would be time. Unlike money, time just goes…and never comes back. So rather than maintaining the focus on money–return on investment, or ROI–change your ...
College sales programs are disproportionately low to the number of salespeople. The sales industry is a giant one, and many people who enter the industry aren’t prepared when they graduate. With sales making up so much of the business world, why don’t we have more college sales programs? Daniel P. Strunk, interviewed by John Golden, ...
While it might be easy for some professions–a doctor, a judge, a firefighter, even a lawyer–to find meaning in their lives, for a salesperson it can be tough. Along with countless negative media portrayals over the years, and tainted social attitudes, a salesperson encounters the highest percentage of rejection of just about any profession out ...
What is Key Account Management? Key account management (KAM) defines the full relationship between your business and the customers you are selling to. It describes the individual approach of salespeople to their customers in order to create a long everlasting business relationship. Key account management (KAM) means far more than just selling products to big customers. It revolves around ...
Want make a few significant changes that will help you to be more successful? It’s all up to you. Your success and growth is all a matter of your own attitude. ACHIEVING SUCCESS is a choice that YOU have the power to make each and every day. And there are steps that you can take ...
Many experts point out that that the most powerful single source of new business for sales is referrals–from networking contacts, existing clients or strategic partners. Endless studies have shown that people are far more inclined to buy a product or service that has been referred to them. Referred clients tend to be stickier than other ...
Sales processes and sales strategies are important parts of selling. A sales process follows from sales strategy. A successful operation does not just come about naturally; it is something that requires planning and intense consideration from both customers and companies. And yet, many companies don’t put sufficient work into creating their strategies, leaving their processes ...
Having a solid customer strategy is a crucial part of any sales organization. If you don’t have a strategy, or if your approach isn’t up to par, you lose out on creating a dynamic client base. This ultimately impacts your bottom line. John Golden interviews Jeff Tanner to provide essential tips on building and improving ...
Magic words might make you think of a magician. But what if you could use this same kind of magician magic as a salesperson? “One of the biggest differences that I’ve noticed between those salespeople that get a good result, and a great result, that the great person gets their word right at the moment,” ...
Creating urgency is necessary to transition a buyer from uncertain and unsure, to serious and ready to close the deal. However, it can be difficult for salespeople to maintain a buyer’s initial urgency, and maintain that urgency until the sale is complete. Andy Gole, interviewed by John Golden, has some concrete tips for salespeople to ...
