tag:blogger.com,1999:blog-37889689.comments2023-07-08T10:58:59.745-05:00R SalesBlog™Richardson 2015http://www.blogger.com/profile/06575592271379188776noreply@blogger.comBlogger93125tag:blogger.com,1999:blog-37889689.post-67086279900888177422011-06-21T06:45:07.835-05:002011-06-21T06:45:07.835-05:00Really good post!Really good post!Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-41429664129788202912011-05-04T14:40:32.788-05:002011-05-04T14:40:32.788-05:00You got great points there, that's why I alway...You got great points there, that's why I always love checking out your blog. <br /> <br /> My blog: <br /><a href="http://fr.wikipedia.org/wiki/Cr%C3%A9dit_immobilier" rel="nofollow">Credit immobilier</a> puis <a href="http://www.rachatdecredit.net" rel="nofollow">Rachat de credits</a>Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-846217784739645112011-02-07T03:11:10.052-05:002011-02-07T03:11:10.052-05:00Very simple to comprehend data. Cheers!Very simple to comprehend data. Cheers!Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-59100474551189393032011-02-04T07:17:09.629-05:002011-02-04T07:17:09.629-05:00Good article. Thank you.
http://priligys.infoGood article. Thank you. <br />http://priligys.infoAnonymousnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-8511785874388725082010-10-22T03:46:38.419-05:002010-10-22T03:46:38.419-05:00This is the kind of thing I try to teach people. C...This is the kind of thing I try to teach people. Can I expect a sequel?Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-13053324548602866302010-10-21T20:39:16.851-05:002010-10-21T20:39:16.851-05:00Has casually found today this forum and it was spe...Has casually found today this forum and it was specially registered to participate in discussion.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-24931423638484307932010-10-21T17:26:43.650-05:002010-10-21T17:26:43.650-05:00It's amazing how similar the objection handlin...It's amazing how similar the objection handling processes are. Most successful sales professionals follow a similar, though not exactly the same, process. You video puts it pretty well.<br />GregGreg Woodleyhttp://www.sellingandpersuasiontechniques.com/sales-coaching.htmlnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-71442089525195041852010-08-20T13:44:42.090-05:002010-08-20T13:44:42.090-05:00Good point.
Your ROI must be on the mark and inclu...Good point.<br />Your ROI must be on the mark and include every penny. Things are different today!<br />Thanks!Nick Morenohttp://www.nationalsalescenter.com/noreply@blogger.comtag:blogger.com,1999:blog-37889689.post-15800937924544615672010-07-31T02:55:09.023-05:002010-07-31T02:55:09.023-05:00Crystal clear!
Most of sales professionals jump to...Crystal clear!<br />Most of sales professionals jump to a rebuttal when they hear an objection. They lean forward into a threatening position and say something like: "yes, but ..." at best.<br />It is equal to saying: "you're wrong!".<br />Your 4 steps model is easy to use!Marian Hanganuhttps://www.blogger.com/profile/00299209241543916908noreply@blogger.comtag:blogger.com,1999:blog-37889689.post-33046230222916893812010-04-21T18:53:48.804-05:002010-04-21T18:53:48.804-05:00Sorry for my bad english. Thank you so much for yo...Sorry for my bad english. Thank you so much for your good post. Your post helped me in my college assignment, If you can provide me more details please email me.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-50221546037294562562010-02-17T10:28:22.424-05:002010-02-17T10:28:22.424-05:00Great advice. You nailed it!
Steve Waterhouse
Wat...Great advice. You nailed it!<br /><br />Steve Waterhouse<br />Waterhouse Group <a href="http://www.waterhousegroup.com" rel="nofollow">sales training</a>Steve Waterhousehttps://www.blogger.com/profile/11152453576941211286noreply@blogger.comtag:blogger.com,1999:blog-37889689.post-48840901776818763552010-02-01T05:35:44.449-05:002010-02-01T05:35:44.449-05:00Good dispatch and this enter helped me alot in my ...Good dispatch and this enter helped me alot in my college assignement. Thank you as your information.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-69136680122903337032009-12-21T20:09:38.104-05:002009-12-21T20:09:38.104-05:00It was rather interesting for me to read the blog....It was rather interesting for me to read the blog. Thank author for it. I like such themes and anything connected to this matter. I definitely want to read more soon.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-4643388949022432732009-12-05T23:05:10.207-05:002009-12-05T23:05:10.207-05:00That "must do" date is critical. A proj...That "must do" date is critical. A project can cost a lot more when you have to manage a relationship for months before getting started - or before signing a contract that might never get signed.Philadelphia fence companyhttp://www.fencephiladelphia.com/noreply@blogger.comtag:blogger.com,1999:blog-37889689.post-6000906757516469502009-11-25T15:40:34.619-05:002009-11-25T15:40:34.619-05:00As always, great advice from one of the masters of...As always, great advice from one of the masters of the art and science.<br /><br />My clients are telling me that not only are sales cycels lengthening, but loyalty is fading faster. The incumbant position has gone away and you almost need to requalify (your value add)for each sale.<br /><br />Item 12 on Linda's list is knowing when to put an opportunity on the back burner is critical, but also is continuing to nurish the relationship almost simultaneously...<br /><br />What was the line from the movie Major League ??? Nobody said this was easy....if it was, we wouldn't need you !!!<br /><br />Keep selling !!Todd Sparenoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-50223644563777138982009-11-24T18:09:41.225-05:002009-11-24T18:09:41.225-05:00richardsonsalesblog.blogspot.com is very informati...richardsonsalesblog.blogspot.com is very informative. The article is very professionally written. I enjoy reading richardsonsalesblog.blogspot.com every day.<br /><a href="http://www.paydayloanstation.com" rel="nofollow">payday advance</a> <br /><a href="http://www.paydayloanstation.com/payday-loan.shtml" rel="nofollow">payday loan</a>Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-81821452594987826372009-11-18T07:53:47.986-05:002009-11-18T07:53:47.986-05:00Nice blog as for me. I'd like to read more abo...Nice blog as for me. I'd like to read more about that matter.<br />BTW check the design I've made myself <a href="http://www.admirableescorts.com/high_class_escorts_london.html" rel="nofollow">High class escort</a>Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-56717931174799630342009-08-22T15:21:43.958-05:002009-08-22T15:21:43.958-05:00It's funny. I always thought of sales people a...It's funny. I always thought of sales people as outgoing, people-person type bond builders. Yet, this post is nearly a year old now and mine is the first comment.<br /><br />Perhaps selling is something completely different from what I have imagined.<br /><br />How do people who don't even have a bond with others in their profession possibly bond with the people they want to do business?<br /><br />Help me out here?Terrencenoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-9801468111872229282009-06-11T08:11:39.606-05:002009-06-11T08:11:39.606-05:00Dave,
This is an important question. In a recent...Dave,<br /><br />This is an important question. In a recent survey to our Cyber Sales Tip subscribers, 44% of salespeople who responded told us that their sales organizations are doing little to nothing to support them in their sales efforts in this challenging economy. It actually was your research report that inspired this survey and my blog posting. <br /><br />Many sales organizations lack a sales methodology that they can articulate. If they can’t articulate, it’s hard to follow it and even harder to repeat. Your definition of sales methodology is the best I have seen because you understand not only the multiple components but the importance of having all the pieces integrated.<br /><br />To try to answer your question, I think many sales organizations are not exactly sure what a sales methodology is and therefore don’t think about the parts of a sales methodology that they already have in place that they can organize and shape into an effective and repeatable system and examine to identify gaps. Once gaps are identified, they can take incremental steps to fill them. Like everything else it takes a champion — someone with the vision and passion to give salespeople a plan of action to follow, skill building to execute, a common language, tools to support them in executing it, and of course sales managers accountable to coach.<br /><br />It can seem daunting to put sales methodology in place. But an incremental approach makes it very doable. The first step is to take the mystery out of Sales Methodology. You have described the components (see link above) and your definition serves as a great framework. From a development perspective, there are three essential parts: 1) The Process for each step of the sales cycle (generate, win and expand relationships) and the skills and sharing of best practices to execute at each stage. 2) Leadership to recruit well and coach consistently. 3) Enablement so the process and skills are embedded in the work stream and salespeople and sales managers literally trip over them and can’t help but use them. The methodology has to be practical, repeatable, and easy to use for it to become a part of the culture and what really goes on every day.<br /><br />Often I am asked where to start. While this is not a simple question my heart of heart answer is to start with the Process and Skills. Process is making sure salespeople and sales managers know what they need to do in each part of the sales cycle (for example, generating opportunities requires prospecting and territory management) and to give them a common sales framework and common language so they have the skills to be successful in executing the strategy. It is a matter of both the what and the how. This will have the fastest return on investment. Along with that make sure sales managers are skilled and committed to coaching. Once that is in place, work on building tools to help make it easy for salespeople and sales managers to use the process and skills and win and expand business.<br /><br />While training budgets may have been trimmed, there are so many alternatives for companies to use to support their salespeople from compressed classroom for where it is needed, interactive online training, VoDs, podcasts, and technology-driven ”just-in-time” tools that finally really are just in time, thanks to technology, and are embedded into the work stream. This is not the time to expect salespeople to go it alone. An investment in development, when others may be cutting back, will pay big dividends.<br /><br />Your question was very compelling and it would be great to hear from others on their thoughts on a sales methodology.Richardson 2015https://www.blogger.com/profile/06575592271379188776noreply@blogger.comtag:blogger.com,1999:blog-37889689.post-63686189276044191692009-05-29T17:04:15.597-05:002009-05-29T17:04:15.597-05:00Good points Linda and Dave.
CSO Insights have be...Good points Linda and Dave. <br /><br />CSO Insights have been examining the sales performance difference between companies with a formal methodology and those without. The differences are quite startling<br /><br />MarkMark Parkerhttps://www.blogger.com/profile/02847133461332029265noreply@blogger.comtag:blogger.com,1999:blog-37889689.post-38736510946397188022009-05-29T16:00:46.147-05:002009-05-29T16:00:46.147-05:00Great post, Linda.
There is now abundant and inco...Great post, Linda.<br /><br />There is now abundant and incontrovertible research proving that companies that employ a methodology outsell those that don't. During these tough times when every Sales VP is looking for a competitive edge, why isn't everyone following your advice?Dave Steinhttp://davesteinsblog.comnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-14036143846306100282009-02-27T12:09:00.000-05:002009-02-27T12:09:00.000-05:00Your credibility with your customers is often the ...Your credibility with your customers is often the number on strength of the small business owner - and the number one thing they don't choose to use when persuading prospects to do business with them! I guess we all take it for granted that if we are honest and honourable, everyone else must be. But this is so often not the case, and prospects are so often leery, that we need to SHOW how trustworthy are all the time. Testimonials are great, but even better is a written "How We Work" process that lays out with total transparency how customers will interact with you, and how you will earn their trust.The Buzzhttps://www.blogger.com/profile/17563613359584319910noreply@blogger.comtag:blogger.com,1999:blog-37889689.post-89937684711031026182008-11-16T19:09:00.000-05:002008-11-16T19:09:00.000-05:00You bet there is! As with any profession we insta...You bet there is! As with any profession we instantly have so much in common with another sales peofessional. <BR/><BR/>I liken it to that of the bond between teachers. They can teach many different subjects and any grade level, yet they still have stories to share and roughly the same concerns to voice. There is never any shortage of topics for them to discuss when they get together.<BR/><BR/>In sales we may be in different industries, selling to a vastly different consumer/client and yet, we never run out of topics to discuss...Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-76173293039021830522008-11-16T18:38:00.000-05:002008-11-16T18:38:00.000-05:00In my mind, if i did not believe in my product and...In my mind, if i did not believe in my product and services offering, I would not be able to sell with integrity and would have to find a product that was a fit for me.<BR/><BR/>In short, I wouldn't do it.<BR/><BR/>SNAnonymousnoreply@blogger.comtag:blogger.com,1999:blog-37889689.post-1176488823898516122008-10-21T11:59:00.000-05:002008-10-21T11:59:00.000-05:00yeah! its much better,yeah! its much better,Anonymousnoreply@blogger.com