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March 31, 2011 07:13 AM
If you follow a sales process that does not match the steps of the customer buying process (change; discontent; research; compassion; fear; commitment; expectations; satisfaction), you end up making inadvertent mistakes. When you become more familiar with what is going on in the customer’s head at each step of their buying process, you will be able to explain some of the most common mysteries of selling, including:
March 27, 2011 11:22 AM
By RICHARD PLINKE
March 24, 2011 09:04 AM
By TIM WACKEL My wife and I are the proud parents of two great kids – a teen-age son and daughter. Our daughter is getting ready to start college next week, and our son is like almost every other 15-year-old, living life large with a lot of attention on comfort and few worries about appearance. Last week I promised my son, Nicholas, that I would take him to the mall to buy new shoes. He loves to wear athletic shoes (or is still OK to call them sneakers?) and prefers to wear them until they fall apart at the seams.
March 20, 2011 10:15 AM
By RICHARD A. PLINKE The sales puke told me that most people will start what he called “nervous talking” when confronted with periods of silence, and interviewers would use all kinds of methods like that to try and make me nervous so that it would be easier to remove my viral organs without a great deal of fuss on my part, although he said they did it to see how I would react under pressure.           
March 18, 2011 02:41 PM
By JOHN MINAHAN  
March 18, 2011 02:09 PM
  By RICK KASH and DAVID CALHOUN In the flagrantly expansionary economy of the past several years, sloppiness in planning and execution were hidden as business sales and profits went up constantly. These days, you are not only competing with ever-growing sources of supply from competitors all over the world, but all of that supply is competing for flattening  – even contracting – demand. In this new competitive reality, any mistake can have significant consequences.
March 14, 2011 05:57 AM
By DAVID LaBONTE
March 14, 2011 06:22 AM
By RICHARD A. PLINKE
March 14, 2011 10:40 PM
By ROBERT S. GNUSE While sales are sharply declining, technical professionals are happily busy with existing work and headquarters…well…the mantra is consistently implying that “we’ve got to sell, sell, sell!” Sound familiar? If you’re one of the many professional services firms that depend on your technical professionals for new sales generation, this is anecdotally referred to as “just another round of the feast or famine cycle.”
March 10, 2011 03:04 PM
By BARBARA GIAMANCO A fundamental shift in the way that people communicate has occurred requiring salespeople to adapt their process and approach. Most are moving too slowly, preferring to stubbornly stick to outdated strategies that haven’t worked for some time.
March 10, 2011 07:29 AM
By NEIL MAHONEY Positioning was the word that was used in the 1980s, the Golden Age of Marketing, to describe the multi-step process marketers must use to develop what’s now called the “value proposition.” Whatever you call it, you can’t develop these sales and marketing tools without it:
March 6, 2011 11:10 PM
By RICHARD PLINKE
March 4, 2011 06:35 AM
Established in 1944, EBSCO is the world’s leading information agent providing consultative services and cutting-edge technology for managing and accessing quality content, including print and e-journals, e-packages, research databases, eBooks, and more. Headquartered in Birmingham, Alabama, EBSCO services libraries, corporations, and research organizations in more than 200 countries. Challenges
February 27, 2011 09:39 PM
By RICHARD PLINKE
February 25, 2011 09:56 AM
By SCOTT ZIMMERMAN, President of TeleVox Software, Inc. The request is all too common in marketing departments across corporate America today: “Keep customers happy, and while you’re at it, increase sales. But don’t – and this is important – increase your spending.” A monumental if not impossible task, you say? Not to some. In growing numbers, forward-thinking companies are turning to the power of behavioral science to achieve impressive and cost-effective growth in both loyalty and sales.
February 21, 2011 08:00 AM
By RICHARD PLINKE Editor’s Note: This is the first installment in a 10-part series of excerpts from Richard A. Plinke’s upcoming book, “How to Sell the Plague (Without Being a Rat and Other Cheeky Musings of an Unrepentant Salesman).” The series humorously explores how Plinke ended up in sales, the last place he ever thought he’d be and what he learned during those early days that carried over through his 35-year sales career. Subsequent installments will be posted each Monday.
February 17, 2011 04:05 PM
By LARRY BOWDEN
February 16, 2011 09:25 PM
By STEVE BARRY “Just give me my goals and get out of my way.” Does that sound like any salespeople you know? Many salespeople, by nature or necessity, are action oriented. Instant action, particularly when action equals sales, compensation and personal gratification, is glorified.
February 15, 2011 12:00 AM
By Neil Mahoney
February 14, 2011 10:09 PM
By Dave Dunbar Mental clarity, physical stamina, a sense of self-worth. We all want these, but salespeople need them to do their jobs profitably.  These are fruits of a continuing yoga practice. Some 15 million Americans practice yoga and 705,000 of them are salespeople. Yoga is a $6 billion industry in the U.S. and growing daily.
February 9, 2011 06:17 PM
Valentine’s Day is a time for people to let those they love or want to love know how they feel – and businesses should do the same.
February 6, 2011 11:33 AM
It’s hard to go anywhere these days without catching someone flicking their fingers across a smartphone screen. The Pew Internet Project estimates that one in four U.S. adults now uses mobile apps, and of those, nearly two in three people use their apps every day. To date, more than 6.5 billion apps have been downloaded just by Apple users.
February 6, 2011 12:16 PM
The American model of business is dysfunctional. Along with small and medium-sized companies, the backbone of the U.S. economy, large multinational firms have been lured into a misconceived form of producing and selling. It goes like this:
January 30, 2011 10:54 AM
Less than half of today’s business-to-business sales professionals have ever weathered a true economic downturn. These folks learned how to sell in the nifty ’90s, which was one of the longest business expansions in U.S. history. Hey, it’s not that hard to hit quota with double-digit market returns and huge growth in the number of new jobs. But what should you do when the economy starts to tap the brakes?
January 20, 2011 02:00 AM
By Erik Laurijssen, CMO and Vice President, Platform, Alliances, and Channels, Luma Technologies