Tag Archives: sales

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Keith Rosen’s Post: [Video] The Art of Enrollment

When you have something you need your people to do or buy into, how do you get your people on board? You could use your authority to demand compliance or you could choose a better way and learn how to create alignment towards a shared goal through the art of Enrollment. Get notified each time a new 60-Second Sales Coach video is released. Complete transcript taken from a live Q & A session in Phoenix. Backdrop: Someone in the audience … Continue reading →

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Lorenzo Cavalieri’s Post: False partite IVA vere partite IVA

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Superare l’anomalia più insopportabile del nostro mercato del lavoro Tutti sappiamo cosa sono le cosiddette false partite IVA. L’imprenditore vorrebbe assumerci ma non può/vuole perché gli costa troppo e perchè non vuole trovarsi sulle spalle un costo fisso se i suoi affari dovessero peggiorare. Così ci propone di aprire una partita IVA per svolgere un lavoro a tutti gli effetti da dipendente (orari, rapporto gerarchico, presenza in ufficio, eccetera) ma con l’impianto contrattuale leggero di un fornitore, di un consulente … Continue reading →

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S.Anthony Iannarino’s Post: A Yes Is More Difficult Than a No

A Yes Is More Difficult Than a No is a post from: The Sales Blog | S. Anthony Iannarino Getting a “yes” is more difficult than getting a ‘no.” You have to work very hard for a “yes.” You have to work very hard to understand your dream client’s needs. This is easier said than done, and it almost always requires that you start building that understanding in advance of an opportunity. Sometimes a “no” is easier than upsetting the … Continue reading →

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Jonathan Farrington’s Post: What Will Distinguish The Top Sales Professionals of Tomorrow?

It is common knowledge that even today in most industries, a very high percentage of training budgets are spent on “product knowledge” workshops and training sessions. This is understandable to a degree, particularly in the more technical sectors, but what about all the other types of “knowledge”? That statement is guaranteed to produce a lot of blank faces, and considerable head scratching! But, if we are highly motivated, and we have received ongoing skills training, and we are using the … Continue reading →

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Keith Rosen’s Post: Managers Don’t Know What Their People Are Doing

Managers worldwide struggle to find the time and resources necessary to properly observe their people. Learn why this is a crucial mistake and how to avoid it. I recently delivered a webinar in partnership with Salesforce.com and Work.com that focused on key concepts from my book Coaching Salespeople Into Sales Champions. It was an exciting and fast-paced conversation. We answered as many questions from attendees as we could, but still had to wrap things up leaving dozens of questions unanswered. … Continue reading →

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S.Anthony Iannarino Post: Episode 16 – Reaching Decision Makers with Marhnelle and David Hibbard

Episode 16 – Reaching Decision Makers with Marhnelle and David Hibbard is a post from: The Sales Blog | S. Anthony Iannarino David and Marhnelle Hibbard are the authors of a new book on sales called SOAR Selling: How to Get Through to Almost Anyone–the Proven Method for Reaching Decision-Makers. You know I have strong feelings about salespeople using the telephone. I picked up their book and invited them Into the Arena to talk about whether cold calling is dead, … Continue reading →

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S.Anthony Iannarino’s Post: On Upselling

On Upselling is a post from: The Sales Blog | S. Anthony Iannarino You must upsell your clients. Upselling your clients isn’t about producing more revenue for you and your company, although it will certainly produce that outcome. Upselling your clients isn’t about improving your profit margins, even though it will absolutely make you and your company more profitable. Upselling isn’t about moving your clients upstream into a high priced solution as part of your sales strategy, even though it’s … Continue reading →