Archive for the ‘Sales Management’ Category


1 Good Lead Generation Reason Why Video is the Next Big Thing

March 28, 2007

It’s becoming more and more difficult to find new customers. The floor of the Google Adwords exchange is filled with hordes of screaming bidders. Email pitches are regularly thrown into your customers’ spam detectors. And, web site optimization seems only to optimize the optimizers’ pocketbook, not yours.
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How to Find Exactly What You Need from a Corporate Web Site in Seconds

March 23, 2007

It’s standard advice for sales people. Before you make that cold call (warm call or referral follow-up call – or even go to that initial meeting) surf the company’s web site for the information you need. You know you should, but who really has the time?
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Re-Inventing the Customer Service Experience

March 12, 2007

About a year ago at 6 AM in the morning I shot an email off to the service rep that had processed my order at one of those low-cost online companies. Worth a try, I figured. Before 6:30 AM my phone rang. “Who calls me at this hour of the morning?” I wondered. It was Len from Read the rest of this entry ?


Searching for the Sale – by guest writer Derrick Moe

January 11, 2007

Derrick Moe portraitDerrick Moe is a Managing Partner of Select Metrix, a process-based hiring firm located in Minneapolis, MN that specializes in sales selection services using an array of approach & assessment techniques to find the strongest salesperson.

There is a part of sales that is now extinct and it is this – the cold call to an executive that contains this question, “What is it your company does?” That question spells doom for the salesperson. Executives today expect salespeople to have an understanding of their business, their market and, at times, even their company-specific challenges.
They expect the salesperson to be well-informed. Read the rest of this entry ?


The Selling Power without the Search Power

November 1, 2006

I like Selling Power magazine. But I have to admit I don’t understand it. Here is a quote from an article (The Seven Qualities of Top Sales Managers) written by the founder of Selling Power, Gerhard Gschwandtner – “We live in a knowledge-based society where information moves at lightening speed.” Uh-huh. Then why can’t I find articles about how to increase sales through better Internet search skills that can more effectively mine the exploding information universe? Read the rest of this entry ?


Is Anyone Doing Sales Training for the New Economy?

October 21, 2006

You’ve just finished reading your favorite sales newsletter and that creepy feeling starts to set in. Or, you’ve just attended a sales training workshop and you know you’re missing something, but you just can’t put your finger on it. So, you read the blog the sales trainer directed you to, but you still feel strangely empty and edgy. Don’t worry, it’s not your fault. It’s the fault of your sales trainer. They missed a small event called – shhhh… don’t tell anyone – the Internet.
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When Stephen Covey is NOT Stephen Covey

October 2, 2006

At the Search Engine Strategies conference in Denver last week, we met Dante Monteverde at the Website Services Magazine booth. Great guy, but he told us he wasn’t the only Dante Monteverde. You see, his father is, too. Next Tuesday, we will get to meet and hear Stephen Covey speak – no, not that Stephen Covey. You see, this Stephen Covey is Stephen MR Covey. The one you probably already know about is Stephen R Covey. Is that clear? Read the rest of this entry ?