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Big Ideas & New Perspectives


Newopinion

Why Clients Buy

By Sally Haldorson, published October 10, 2006, at 6:30 PM in News & Opinion

Clients will buy from us because they know, like, and trust us. Period. I used to work for a company that did a competitive de-brief whether we won or lost a client.

Newopinion

Why Have a Sales Strategy, Anyway?

By Sally Haldorson, published October 10, 2006, at 4:28 PM in News & Opinion

How many business plans have a well-crafted sales strategy? Very few. Most of the time it is buried in a marketing plan.

Newopinion

We're Being Fooled

By Sally Haldorson, published October 10, 2006, at 3:15 PM in News & Opinion

I get very angry when I read books that claim to be about not cold calling or about referrals (and Im not going to refer you to them), when they actually are talking about cold calling and networking. Networking is about connecting with people. Period.

Newopinion

Where’s the Money?

By Sally Haldorson, published October 10, 2006, at 2:48 PM in News & Opinion

Im always amazed at how much money were leaving on the table. Were not asking our clients, our friends, our peers to refer us to people they know. We spend so much time on knee-jerk prospecting tacticsand theyre just thattactics.

Newopinion

It’s All About Referrals

By Sally Haldorson, published October 10, 2006, at 2:45 PM in News & Opinion

Thanks to Jack and Todd for inviting me to host the blog today. I wrote No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust from Warner Business Books, to transform the way every salesperson, sales executive, and sales organization works. The book is about more than why cold calling doesnt work, but it makes a catchy title.

Newopinion

Specific Books For Specific Problems

By 800-CEO-READ, published October 6, 2006, at 6:33 PM in News & Opinion

I have a theory that people buy business books for one of two reasons: They are trying to solve a problem. They are looking for ideas. We have a tendency to talk about idea books here.

Newopinion

Thanks! Goodbye.

By 800-CEO-READ, published September 28, 2006, at 9:37 PM in News & Opinion

When I last talked to Johnny, he was at a cross road. The question is simple; will Johnny get what he needs to succeed, or will he take the path of least resistance? I guess you will have to look inside yourselves to really know that answer.

Newopinion

Johnny's tools

By 800-CEO-READ, published September 28, 2006, at 8:48 PM in News & Opinion

Finally the smartest thing Johnny said to me was he wanted to develop a set of sales tools that would capture information, assess value and present solutions --and then package them to use in a successful, repeatable sales process. I guess there is hope for him. He really needs to enlist marketing to help him.

Newopinion

Ask questions....lots and lots of them

By 800-CEO-READ, published September 28, 2006, at 7:14 PM in News & Opinion

I asked Johnny about the sales environment. He said, like anywhere, a lot of tension between sales and marketing, and sales and development. Everyone thinks youre always selling them something.

Newopinion

Why Johnny Can't Sell

By 800-CEO-READ, published September 28, 2006, at 6:36 PM in News & Opinion

Well Johnny shared some of his ideas for increasing sales with me and I have to tell you. I now know why Johnny cant sell. His first thought was, lower the price everyone buys the cheapest.

Newopinion

Sales technologies and tools

By 800-CEO-READ, published September 28, 2006, at 4:45 PM in News & Opinion

Tom Siebel once wrote: Sales is the untamed frontier of the business world; unpredictable, passionate, theatrical, full of eccentric characters, and dangerous to the newcomer. Like the frontier, the destiny of sales is to be explored, settled, and tamed by people using the RIGHT TOOLS AND TECHNOLOGY. But many also will perish on this frontier, because they are unprepared, unnecessarily exposed to the elements, and annihilated by quick-footed and aggressive foes.

Newopinion

And Johnny asks...

By 800-CEO-READ, published September 28, 2006, at 4:02 PM in News & Opinion

Johnny called me today and asked me this question: Why is it that we spend millions of dollars on technology to keep sales people from selling to us, and yet management constantly complains when we are having trouble contacting stake holders? SPAM filters, Email, gatekeepers, number blockers, etc. are all technologies that keep sales people from reaching their target market.