Most Active Articles 2009-11-24T07:24:52.889-05:00 Business Exchange Business_Exchange@businessweek.com urn:com:businessweek:bx:topic:most-active:sales-strategies Rick Wemmers rwemmers032 urn:com:businessweek:bx:article:17520595459605916917-38d3cdcd50ff3a651e70e9ce8ed7b106 2009-11-23T10:35:39.892-05:00

Even the most seasoned executives make blunders in the sales process that are easily fixed. Before you lose more business, Jim Lewis, CEO of Princeton Sales Partners and author of Five Deadly Sins CEOs Make in Sales, recommends that you keep in mind these five selling sins.

Even the most seasoned executives make blunders in the sales process that are easily fixed. Before you lose more business, Jim Lewis, CEO of Princeton Sales Partners and author of Five Deadly Sins CEOs Make in Sales, recommends that you keep in mind these five selling sins. http://www.fuelnet.com/daily/effective_sales_techniques/sales-blunders-to-avoid/ Ken Beaulieu kbeaulieu381 1 1 0 0 urn:com:businessweek:bx:article:980682477267667538-d8e8fa89c33090db17825c46468a8acb 2009-11-20T16:07:15.646-05:00

Harvey Mackay has fallen out of favor but deserves recognition as one of the top sales gurus ever and a CRM pioneer.

Harvey Mackay has fallen out of favor but deserves recognition as one of the top sales gurus ever and a CRM pioneer. http://media-proinc.com/ribblog/thanksgiving-is-time-to-praise-harvey-mackay/ John Ribbler jribbler704 3 1 0 2 urn:com:businessweek:bx:article:15611102627466216051-85e30a806ae0640b6b1fab82ca651519 2009-11-18T10:41:37.516-05:00

Steve Fretzin, president of Sales Results Inc., says your goal should be to improve group performance, and the best way to achieve that is to learn successful sales techniques. He offers these four tips.

Steve Fretzin, president of Sales Results Inc., says your goal should be to improve group performance, and the best way to achieve that is to learn successful sales techniques. He offers these four tips. http://www.fuelnet.com/daily/effective_sales_techniques/take-the-next-step/ Ken Beaulieu kbeaulieu381 9 9 0 0 urn:com:businessweek:bx:article:16013834825359090125-8089f8f692fb3b6b38b247a0fab647c8 2009-11-19T12:42:06.208-05:00

Dear Dan: The last time I tried to raise prices it was a disaster. Customers revolted. But I’ve cut costs as far as I can, and profits are too thin. How can I raise prices and not lose business? — Once Burned, Price Shy

Dear Dan: The last time I tried to raise prices it was a disaster. Customers revolted. But I’ve cut costs as far as I can, and profits are too thin. How can I raise prices and not lose business? — Once Burned, Price Shy http://blogs.business.com/whatworks/2009/raise-prices/ Daniel Kehrer dkehrer628 0 0 0 0 urn:com:businessweek:bx:article:11194250755293572568-bb2bb8252f918c91bf531321fd6f8228 2009-11-19T00:23:23.499-05:00

In an environment where conditions are getting tougher (with increased number of local/global players, elevated customer expectations, new technologies which makes product and service comparison easier than ever, the economic downturn, etc.) the pressure on sales channels are increasing, as is the importance. Companies need to support and uplift their sales channel with the right tools to increase their competitive advantage.

In an environment where conditions are getting tougher (with increased number of local/global players, elevated customer expectations, new technologies which makes product and service comparison easier than ever, the economic downturn, etc.) the pressure on sales channels are increasing, as is the importance. Companies need to support and uplift their sales channel with the right tools to increase their competitive advantage. http://forteconsultancy.wordpress.com/2009/02/03/empowering-sales-channels-developing-sales-battle-cards/ Berkin Ozmen bozmen588 1 1 0 0 urn:com:businessweek:bx:article:12555864712837764581-3da768a5b501c2fed34099e2a4ac9c95 2009-11-19T00:24:06.992-05:00

The dealer network is the most important channel for many companies operating in the retail sector. Unfortunately, examples of poorly managed dealer networks are abound, particularly on the issue of geographic distribution of dealers. Companies that do not optimize their dealer networks geographically based on potential income are losing out on a lot more than just revenues.

The dealer network is the most important channel for many companies operating in the retail sector. Unfortunately, examples of poorly managed dealer networks are abound, particularly on the issue of geographic distribution of dealers. Companies that do not optimize their dealer networks geographically based on potential income are losing out on a lot more than just revenues. http://forteconsultancy.wordpress.com/2009/01/16/where-are-your-dealers-optimizing-the-dealer-network/ Berkin Ozmen bozmen588 0 0 0 0 urn:com:businessweek:bx:article:13053700901159963519-8415194a1369b5a84326f9be40111f8e 2009-11-19T00:21:16.219-05:00

The latest economic crisis necessitates the need for companies to revisit their sales channels. Why? The drastically effected marketplace has altered factors like sales potential, competitive landscape, customer preferences, partnerships, etc. As these factors are the foundation for the initial strategies used in designing sales channels, the changing environment dictates companies revisit their plans around acquiring and cross / upselling to customers.

The latest economic crisis necessitates the need for companies to revisit their sales channels. Why? The drastically effected marketplace has altered factors like sales potential, competitive landscape, customer preferences, partnerships, etc. As these factors are the foundation for the initial strategies used in designing sales channels, the changing environment dictates companies revisit their plans around acquiring and cross / upselling to customers. http://forteconsultancy.wordpress.com/2009/04/07/are-you-sales-channels-crisis-ready-revisiting-sales-channel-strategies/ Berkin Ozmen bozmen588 0 0 0 0 urn:com:businessweek:bx:article:13619247842780580866-f064a1d9ac1772e7d208815ff98efad9 2009-11-19T00:20:37.691-05:00

Although executives can manage diversification related issues when they have one or two partners, it is quite difficult to effectively manage the channel’s overall diversification without a numeric measure when the number of partners is greater. The Channel Diversity Index (CDI) can be used to measure and to monitor the power of any one given partner over time.

Although executives can manage diversification related issues when they have one or two partners, it is quite difficult to effectively manage the channel’s overall diversification without a numeric measure when the number of partners is greater. The Channel Diversity Index (CDI) can be used to measure and to monitor the power of any one given partner over time. http://forteconsultancy.wordpress.com/2009/05/06/a-new-metric-for-sales-channel-management-channel-diversity-index/ Berkin Ozmen bozmen588 0 0 0 0 urn:com:businessweek:bx:article:145191810330584196-1031f2c49050078379aa5212278e84dc 2009-11-18T01:06:27.784-05:00

Be sure to talk with your hands, whether it be when you’re talking on the phone or in person. It’s amazing how much it reinforces what you’re saying by showing your conviction and confidence. It doesn’t matter how tight you are with money, spend the cash to get a headset to allow you to talk without your hands being tied up holding the receiver. No matter who you are, we all speak with our hands, and we all speak with more confidence, energy and authority when we use your hands. Nothing will kill a telephone sales call faster than a voice that lacks energy. Use your hands to help increase your level of energy. Keep in mind this does require you buy the top-of-the-line headset. I’m not going to recommend a specific one, because the type you need will vary based on the type of phone you have and the quality of your connections. When you speak with your hands while talking on the phone, use the same gestures you would if you were talking to the person face-to-face. This also will help you to be more comfortable and will help increase your listening skills.

Be sure to talk with your hands, whether it be when you’re talking on the phone or in person. It’s amazing how much it reinforces what you’re saying by showing your conviction and confidence. It doesn’t matter how tight you are with money, spend the cash to get a headset to allow you to talk without your hands being tied up holding the receiver. No matter who you are, we all speak with our hands, and we all speak with more confidence, energy and authority when we use your hands. Nothing will kill a telephone sales call faster than a voice that lacks energy. Use your hands to help increase your level of energy. Keep in mind this does require you buy the top-of-the-line headset. I’m not going to recommend a specific one, because the type you need will vary based on the type of phone you have and the quality of your connections. When you speak with your hands while talking on the phone, use the same gestures you would if you were talking to the person face-to-face. This also will help you to be more comfortable and will help increase your listening skills. http://thesaleshunter.com/blog/?p=1347 Mark Hunter mhunter316 0 0 0 0 urn:com:businessweek:bx:article:445106771079975110-9d53e2eea16de9c9c719f131896a9eb9 2009-11-17T12:18:45.285-05:00

[ Professional Services Sale ... ] Social media has certainly changed marketing, but few people are addressing just how dramatically it’s changed sales. In this interview we hit that subject pretty head on.

[ Professional Services Sale ... ] Social media has certainly changed marketing, but few people are addressing just how dramatically it’s changed sales. In this interview we hit that subject pretty head on. http://www.ducttapemarketing.com/blog/2009/11/17/is-social-media-changing-selling/ John Jantsch jjantsch566 1 1 0 0 urn:com:businessweek:bx:article:8111517562196617079-08a0ed2544426cfaf50839bad8a3b592 2009-11-17T11:35:25.735-05:00

What makes it so hard for some of us to say No?

What makes it so hard for some of us to say No? http://blog.rebelbrown.com/phoenixrising/2009/11/learning-to-say-no.html Rebel Brown rbrown311 0 0 0 0 urn:com:businessweek:bx:article:5525946381451000793-4cb49372e4f6e7eeffbda7f5891878ad 2009-11-16T19:29:58.176-05:00

Who are your biggest, baddest competitors? How do you compete, by slugging it out head-to-head or by doing the unexpected? Here's how to be "unconventionally conventional" and use innovative strategies to redefine your competitive position. Know when to "duck" and when to lead.

Who are your biggest, baddest competitors? How do you compete, by slugging it out head-to-head or by doing the unexpected? Here's how to be "unconventionally conventional" and use innovative strategies to redefine your competitive position. Know when to "duck" and when to lead. http://rightideas-brightideas.blogspot.com/2009/11/ultimate-leadership-sales-marketing.html Andy Johnston ajohnston570 0 0 0 0 urn:com:businessweek:bx:article:145191810284126607-88fc88ec133ff8bd467166a4dc64a53f 2009-11-16T10:54:19.277-05:00

The other day, I was checking my phone messages. I couldn’t believe the number of people who breeze past basic techniques when leaving a voice mail. As I went through several messages, I quickly could tell the difference between people who...

The other day, I was checking my phone messages. I couldn’t believe the number of people who breeze past basic techniques when leaving a voice mail. As I went through several messages, I quickly could tell the difference between people who... http://thesaleshunter.com/blog/?p=1344 Mark Hunter mhunter316 0 0 0 0 urn:com:businessweek:bx:article:145191810253154881-b0d28ec167d316566cd0fee5332cda4c 2009-11-12T07:50:39.294-05:00

It’s not unusual for customers to put up a fight against your current price or a price increase, especially when the customer is concerned about finances. You have to prepare yourself for these situations, because it’s not a question of if they are...

It’s not unusual for customers to put up a fight against your current price or a price increase, especially when the customer is concerned about finances. You have to prepare yourself for these situations, because it’s not a question of if they are... http://thesaleshunter.com/blog/?p=1342 Mark Hunter mhunter316 4 4 0 0 urn:com:businessweek:bx:article:144951998393215290-c727f019b621014f6ee6efa0ad46be92 2009-11-10T23:54:03.609-05:00

Customers will pay a premium for confidence and “risk minimization.” Confidence sells! I can’t emphasize this enough and especially now with the economy behaving the way it is. The confidence I’m talking about is...

Customers will pay a premium for confidence and “risk minimization.” Confidence sells! I can’t emphasize this enough and especially now with the economy behaving the way it is. The confidence I’m talking about is... http://thesaleshunter.com/blog/?p=1338 Mark Hunter mhunter316 1 1 0 0 urn:com:businessweek:bx:article:144951998331271838-98946412556479ce5b5e3e61f03695ef 2009-11-10T00:22:50.889-05:00

When you’re ready to close the sale, your eye contact should only go in two places. Either looking at the item you’re selling, which may include the contract, or directly into the eyes of your customer. Looking at anything else shows a sign of...

When you’re ready to close the sale, your eye contact should only go in two places. Either looking at the item you’re selling, which may include the contract, or directly into the eyes of your customer. Looking at anything else shows a sign of... http://thesaleshunter.com/blog/?p=1334 Mark Hunter mhunter316 2 2 0 0 urn:com:businessweek:bx:article:5653264012380158379-73ef46be40c86bbefa232206aedbbae1 2009-11-10T11:12:30.642-05:00

The assumption that a big network - thousands of followers on Twitter, an enormous rolodex, a really big mailing list - directly translates into influence and performance is ridiculous. Anybody can build a big list of names. The more important...

The assumption that a big network - thousands of followers on Twitter, an enormous rolodex, a really big mailing list - directly translates into influence and performance is ridiculous. Anybody can build a big list of names. The more important... http://www.business-strategy-innovation.com/2009/11/it-is-not-who-you-know.html Braden Kelley bkelley034 1 1 0 0 urn:com:businessweek:bx:article:903088942819608348-67501ddb1bbae57952d207086a07aaa6 2009-11-10T16:44:14.657-05:00

Research has shown that 60% of websites do not know their conversion rates. By regularly measuring the websites effectiveness it will increase your sales in comparison with most competitors. Several lead – sales management tools are available to help you monitor the download conversion rates. Do you know your site's conversion rates? What do you take into consideration when making changes to your site's design?

Research has shown that 60% of websites do not know their conversion rates. By regularly measuring the websites effectiveness it will increase your sales in comparison with most competitors. Several lead – sales management tools are available to help you monitor the download conversion rates. Do you know your site's conversion rates? What do you take into consideration when making changes to your site's design? http://www.fastcompany.com/blog/mr-rickman/sustainable-business-news-services/sales-results-developing-website-conversion-rates James Rickman jrickman047 0 0 0 0 urn:com:businessweek:bx:article:14173193597906783867-d22dd28d555de3049f1d0585f3ad33f4 2009-11-05T10:14:49.750-05:00

Software-as-a-service pioneer and salesforce.com (CRM) co-founder and CEO Marc Benioff credits storytelling as one of the primary reasons for his company's rapid success. "Communication is probably the most essential part of my job," Benioff told me...

Software-as-a-service pioneer and salesforce.com (CRM) co-founder and CEO Marc Benioff credits storytelling as one of the primary reasons for his company's rapid success. "Communication is probably the most essential part of my job," Benioff told me... http://www.businessweek.com/smallbiz/content/nov2009/sb2009112_279472.htm Leslie MacCallum lmaccallum946 2 1 0 1 urn:com:businessweek:bx:article:144951998269328386-92af6868e60004ed8170df96f6272247 2009-11-06T07:55:49.303-05:00

Your confidence is on the line when you close the sale, and your level of sales motivation will drive your confidence. As we near the end of the year, it’s very easy to start chasing any sale, no matter what it takes. As soon as you begin believing...

Your confidence is on the line when you close the sale, and your level of sales motivation will drive your confidence. As we near the end of the year, it’s very easy to start chasing any sale, no matter what it takes. As soon as you begin believing... http://thesaleshunter.com/blog/?p=1330 Mark Hunter mhunter316 4 4 0 0 urn:com:businessweek:bx:article:10070171830580109693-e74cbfde3fa48ab673551a9653b61718 2009-10-14T22:18:12.353-04:00

Interesting business lesson learned on a bicycle: it's very difficult to improve your performance on the downhills.

Interesting business lesson learned on a bicycle: it's very difficult to improve your performance on the downhills. http://sethgodin.typepad.com/seths_blog/2009/07/winning-on-the-uphills.html Jacob Thorwart jthorwart608 13 12 0 1 urn:com:businessweek:bx:article:144712186440360521-1a372d74c8a6bb2608d52b0e453d6cc2 2009-11-03T23:30:19.765-05:00

Low-level people make tactical buys. High-level people make strategic buys. Many times salespeople believe they can crack a new customer by contacting a person they already know who happens to work in a mid or lower position in the company.

Low-level people make tactical buys. High-level people make strategic buys. Many times salespeople believe they can crack a new customer by contacting a person they already know who happens to work in a mid or lower position in the company. http://thesaleshunter.com/blog/?p=1328 Mark Hunter mhunter316 3 3 0 0 urn:com:businessweek:bx:article:12190633241498605946-729af5e72e590f915017611d48f645d3 2009-11-03T08:40:55.184-05:00

Last week I finally joined the Kirkland Chamber of Commerce. I've attended a few events over the past year, but it was time for me to become an active member. I know in an age of Twitter and LinkedIn and all kinds of alternatives to business...

Last week I finally joined the Kirkland Chamber of Commerce. I've attended a few events over the past year, but it was time for me to become an active member. I know in an age of Twitter and LinkedIn and all kinds of alternatives to business... http://www.business-strategy-innovation.com/2009/11/7-reasons-i-joined-local-chamber-of.html Braden Kelley bkelley034 1 1 0 0 urn:com:businessweek:bx:article:6080395755491378979-7b087c8085274e365c68099597af7f23 2009-10-26T13:33:38.972-04:00

Below are six reasons your sales numbers might be suffering, each of which are within your control to address and improve – in good times and bad. It’s been a bad year for many reasons and on many...

Below are six reasons your sales numbers might be suffering, each of which are within your control to address and improve – in good times and bad. It’s been a bad year for many reasons and on many... http://www.focus.com/ugr/research/sales/six-tips-boosting-sales-numbers-bad-economy/ Trevor Usken tusken827 8 8 0 0 urn:com:businessweek:bx:article:6183420090491398382-0991594c51374693b35fedce35629b13 2009-10-27T08:50:58.209-04:00

Your prospects don't care what you do. They don't care how it works. They're only thinking of themselves. And can you blame them? Their butt is on the line if they don't deliver results, cut costs, delight their own customers. They have their own...

Your prospects don't care what you do. They don't care how it works. They're only thinking of themselves. And can you blame them? Their butt is on the line if they don't deliver results, cut costs, delight their own customers. They have their own... http://www.business-strategy-innovation.com/2009/10/stop-telling-prospects-what-you-do.html Braden Kelley bkelley034 7 7 0 0