Fourteen years ago this month, Jim and I started this adventure we call Vendere Partners.Read More
B2B Sales, Lead Generation and Marketing Blog
In the services world, you typically have sales and delivery of those services. More often than not, those divisions are silo’ed with limited communication and tons of frustration. Delivery develops a hatred for all sales people and sales develops a sense that delivery cannot deliver on time or budget regardless. The purpose here is to outline some ways we recommend to ensure sales and delivery are on the same page.Read More
It’s no secret that engaged employees pay off. Research shows that organizations with highly engaged workforces are 22 percent more profitable, and employees invested in their organizations miss about 3.9 days a year compared to the 10.7 days a year of their non engaged counterparts.Read More
In last week’s blog post, we used five quotes from transcendentalists as inspiration for thoughts on how to become a true sales leader in the face of certain challenges. Today, we take a look at five more quotes from some of the 19th century’s most provocative thinkers in an effort to dig even deeper into the subject of what it takes to overcome difficulties and surpass expectations in the competitive—and often cutthroat—field of sales. We left off last week at transcendentalist quote number five. Today, we start with quote number six.
Know the process – The process is the most fluid way to move through the conversation, ie asking the right questions at the right time. This way you will be most confident in your telemarketing appointment setting.
Know the product – Know the client for whom you act as the appointment scheduling service. Know the product(s) that their appointment will cover. It also helps to know some industry jargon and hot topics!
Know your prospect – take 30 seconds to look over the prospect’s website. It helps to have an idea of what they do so you can formulate a sales process before the call, and prevent you from asking obvious questions that could irritate them.
Is America headed for the Great Recession, part two?
Unfortunately the statics say yes. With high gas prices, the housing market taking another dip, unemployment stagnant, the costs of goods and services rising, and manufacturing slowing down again, it looks like another rough turn for sales managers and representatives for a while longer.
Unlike the Great Recession part one, companies have already ‘trimmed the fat’ with downsizing, reduction of benefits, reduction in spending, and other cost saving moves. As a result, now companies will start looking at how to become more streamlined and effective in today’s economy leaving sales managers with a more difficult task even more challenging.
Ask a simple question and you can tell instantly how an individual processes information and what their observations are of how the question was asked, what the details are and what solutions, if any, are to the question. I call this the E-I-E Test (Employee, Intrepreneur, Entrepreneur Test)
One of the most challenging aspects of my career in B2B lead generation has been in learning how to lead people.
I've spent many hours reading and meditating on the subject. It can be a tricky, slippery slope. So, what’s the difference between Management and Leadership? Most people, myself included, once assumed that once they achieve a title of Manager that they are anointed a leader in the company. I challenge that, and I feel most would. I think that while you may be in a leadership role, that doesn’t mean you are leading anyone - meaning no one is following you.