Certain behaviors determine a person's sales effectiveness—such as asking the right questions, uncovering the buyer's true need, and developing rapport with the buyer. What you might not know is selling with purpose, truly wanting to make a difference in clients' lives, can also lead to more sales. In fact, organizations that have a higher sales purpose outperform organizations that are focused on just producing revenue, says Lisa McLeod, author of Selling with Noble Purpose.

Direct download: Noble_Sales_Purpose_McLeod.mp3
Category:podcasts -- posted at: 7:00am EST

The natural tendency is to appeal to all buyers, providing everything and anything people might need.  If you do that, however, you will have less business. When you specialize and differentiate, you will be much more successful, says Lee Frederiksen, co-author of Professional Services Marketing, Second Edition.

Direct download: Specialize_and_differentiate_Frederiksen.mp3
Category:podcasts -- posted at: 7:00am EST

Buyers are in control of the buying process. In fact, most of the process is complete before they even contact you. They've already done the research: searched the web, read reviews and reports, and talked with their friends. That's why content marketing is so important, says content marketing evangelist Joe Pulizzi. To succeed at content marketing, however, you must have a content marketing strategy.

Direct download: Content_Marketing_Buying_Process_Pulizzi.mp3
Category:podcasts -- posted at: 7:00am EST

Ideally when you meet someone at a networking event, you end the conversation by scheduling a time to meet later and continue the conversation. A lot of the time, however, all you leave with is a business card that gets put into the top drawer of your desk with all the other cards you've collected over the years, never to be touched again. To prevent those opportunities from being wasted, Nancy Fox suggest following her 30-minute follow-up process.

Direct download: Networking_Fox.mp3
Category:podcasts -- posted at: 7:00am EST

A lot of people are afraid to ask for referrals because they think they will appear pushy, needy, or unsuccessful. And some people don’t ask because they’re afraid of rejection. The truth is asking for referrals doesn’t make you look like any of those things. Further, not getting a referral is not a failure, says Bill Cates author of Beyond Referrals. How you ask for a referral does affect your chances of receiving one, however. Listen as Cates explains how you should ask for one.

Direct download: Asking_for_Referrals_Cates.mp3
Category:podcasts -- posted at: 7:00am EST



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