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SBWire Is ‘The’ Place To Go
Sep 8, 2009 Favorite URLs View Comments
For some reason, SBWire bills itself as the place to go to help small and medium businesses be successful. After playing around with it for a while, I’d say that everyone needs it. It’s easy to navigate, very useful, and very comprehensive.
Indeed, it covers every known industry, every level and type of story (from news to online shopping, to world politics), and every sort of navigation possibility. If a business executive reads the material on this wire every morning, they’d be set for the day with a knowledge of the news, and the ramifications of whatever changes are happening that affect business. Not only that, journalists go to the site to find company news, and the site helps business owners use Sales/Marketing 2.0 to it’s best advantage. Read More..
Labor Day: What Do We Work For?
Sep 4, 2009 Random Thoughts View Comments
This weekend we all get a rest because we’ve worked so hard all year. Makes me wonder about ‘work.’ What is it, why do we do it, what does it mean, what could it mean. I guess I kinda feel like rambling a bit…
When I was young, I had to work myself through college. For two years I was a live in maid. One year I did dishes for my dorm (got up at 5:30 a.m…. impressed?) and was a secretary. One year I had a State car and did public opinion polls. I could really tell you some great stories about that! Read More..
Good Practice Praises Buying Facilitation®
Sep 3, 2009 Friends and Partners View Comments
“Working with Sharon Drew has provided much more than a new skill set. She has great change skills and brings a wonderful insight which means she is a catalyst for change and she has the skills, perception and knowledge to help ensure that the change succeeds. Buying Facilitation® is not just about sales, and serving your clients better. For individuals it is a life skill that gives them the skills to help others reach their right decision and for an organisation it provides a change catalyst that is exciting and dynamic.”
Working with Peter has also been a blessing. Not only did we work with his sales team, but we used the Model to help him get implementation for the sorts of change he wished for, and got buy-in from the folks along the way. What fun we had!
Read more: Deep Dive And Learning Buying Facilitation® at Good Practice
Josiane Feigon’s new book
Sep 2, 2009 Book Reviews View Comments
In 1992, I decided to write my first sales book. I didn’t really mean to, but I was ‘retired’ from my company in London, and living on a small ranch in Taos, and had absolutely nothing to do with my time for the first time in my life. So I began putting together pages of thoughts that I had, and they turned in to “Sales on the Line” which is still in print. When the book came out in 1993, it was one of 26 telephone-based sales books. 26. Really.
Now, Josiane Feigon – one of the leading sales thinkers focused on inside sales – has updated, upgraded the form: her new book “Smart-Selling on the Phone and On-Line: inside sales that gets results” tells it like it is and gives sellers the tools to use to be successful immediately both on the phone and on-line. Read More..
Being A Trusted Advisor
Sep 1, 2009 Sales Related View Comments
My colleague Reg Nordman emailed me with a query today. One of his clients posed the following question: ” How do I market that our firm is committed to be a trusted advisor? “
There is so much marketing going on – so so much noise – that buyers have no way of knowing who to respond to, who to believe, or what to read. Frankly, when you’re sales effort focuses on placing a solution, it all seems to be the same to a buyer.
The problem is not a marketing problem: it’s a BEing problem. All the marketing in the world will not convince a prospect that you can take care of them better than another vendor. They have to experience it. Read More..
When Does A Buyer Buy?
Aug 31, 2009 Sales Related, Top Posts View Comments
Let me say something you’re not going to like: If a buyer truly needed your solution they would have either bought it already or resolved their problem already.
David Sandler called the buyer’s need ‘Pain.’ But think about it: If you broke your arm, would you wait weeks/months/years to get it fixed? Of course not. So how can buyers wait to resolve their need when it’s so obvious (to us, of course) that using our solution would create a state of excellence that they are not experiencing?
Because of their system. The system that has created the ‘need’ is the same system that is holding it in place. Think about any extra weight you might have, or your inability to stop smoking, or your reluctance to work out as much as you know you should, or eat healthier. You’ve been talking about managing those issues for…for how long?? SOOO why aren’t you? You have the need, right? You have the “pain,” right? What’s the deal? Read More..
