|
|
|
7 Cold Calling Secrets Even The Sales Gurus Don't Know
More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying: - "Cold calling terrifies me." - "The phone feels like a 10,000-pound weight." - "Every time I have to make a cold call, I...
8 Tips For Establishing Successful Reseller Agreements
So you’re a small but growing company, thinking about establishing some reseller contracts to push your products. Maybe you’ve decided to expand into a new market where you don’t have a presence. Maybe you’ve hit on a windfall – a company has come...
GITEC opts to upgrade its gomembers’ meetingtrak software
gomembers, Inc. (http://www.gomembers.com) today announced that the Government Information Technology Executive Council (GITEC: http://www.gitec.org) has selected to upgrade its meetingtrak software solution. meetingtrak is the industry’s leading...
How to Easily Increase Your Profits
Do you remember the last time you went into a shop and the person ‘serving’ raced over to you, greeted you with a lovely smile, heaps of enthusiasm and said, “Welcome to our store, what can I help you with today?” And then listened attentively...
Sales Therapy 101: Breaking Your Fear of Cold Calling
Almost every day, visitors to my Unlock The Game™ website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question."
And do you know what their most common question is?
Yes, you guessed it: "Is there...
|
|
| |
|
|
|
|
|
|
The “better people” fallacy
It’s easy enough to convince your own staff that better people will prevail, even against the odds. It’s what they want to hear. And surely in a marketing war quality is a factor as well as quantity.
It is, but superiority of force is such an overwhelming advantage that it overcomes most quality differences.
We have no doubt that the poorest team in the National Football League could consistently beat the best team in the NFL if it could field 12 men against the opposition’s 11.
In business, where the teams are much larger, your ability to amass a quality difference is much more difficult.
The clear-thinking marketing manager won’t confuse the pep talk at a sales rally with the reality of the marketing area. A good general never makes military strategy based on having better personnel. Nor should a marketing general. (“Our army,” said Wellington “is composed of the scum of the earth, the mere scum of the earth.”)
Obviously you’d be in deep trouble inside your company if you used Wellington’s words to describe your own army. Tell your people how terrific they are, but don’t plan on winning the battle with superior personnel.
Count on winning the battle
with a superior strategy.
Yet many companies cling deeply to the better people strategy. They’re convinced they can recruit and hire substantially better training programs can help them keep their “people” edge.
Any student of statistics would laugh at this belief. Sure, it’s possible to put together a small cadre of superior people. But the larger the company, the more likely the average employee will be average.
And when it comes to the mega companies, the possibility of assembling an intellectually superior team becomes statistically almost zero.
At last count, IBM had 369,545 employees, a number which is growing rapidly. On a one-to-one basic, there may be more white shirts at IBM but not more gray matter.
IBM is winning the computer war the Eisenhower way. Where the competition has 2, IBM has 4. Where the competition has 4, IBM has 8.
About the Author
Arvind Kumar is an Electrical Engineer from a premier Institute, Indian Institute of Technology, Delhi, India. He has 3 years experince in marketing business consulting services and marketing services. He is founder and CEO of www.nuttymarketer.comYou may reach him at arvind@nuttymarketer.com .
|
|
|
|
|
| free online sales training articles, sales & selling processes ... |
| Free online sales training and selling glossary: sales techniques, selling skills and methods, free online from AIDA to modern selling methods. |
| www.businessballs.com |
|
| Sales Training International, classroom training, online sales ... |
| Sales Training International is a Houston based sales training, customer service training, and sales management training and consulting company offering ... |
| www.saleshelp.com |
|
| Waterhouse Group - Sales Training Programs: Consultative, Value ... |
| Sales Training and Consulting by Waterhouse Group - Your solution for Consultative Selling and the Complex Sale. Customized sales training courses and ... |
| www.waterhousegroup.com |
|
| Sales training consultancy - UK sales training, sales staff ... |
| Sales training courses, sales consultancy and sales related products. |
| www.salestraining.co.uk |
|
| Professional Sales Training Courses & Sales Coaching Programs ... |
| Need a sales training course or professional sales coaching program to improve your sales and thicken your skin? Industrial Ego Sales offers help for sales ... |
| www.industrialego.com |
|
| Sandler Sales Institute;Sandler Selling System:sales training ... |
| Provides sales management training and program. Offers international and domestic franchise for sales training, coaching, and sales management techniques. |
| www.sandler.com |
|
| Sales Management Training - Selling Seminars - Reinforcement & ROI ... |
| Sales management and sales training programs focused on creating a lasting return on your investment, not just a temporary increase in sales. |
| www.brooksgroup.com |
|
| Professional Corporate and Leadership Training from Dale Carnegie ... |
| For 94 years, business professionals have turned to Dale Carnegie's powerful books and winning interactive seminars to help them reach new levels of ... |
| www.dalecarnegie.com |
|
| Sales Training |
| We always have things to learn when it comes to sales and marketing. You'll find the best sales tips and advice in this resource of valuable information ... |
| marketing.about.com |
|
| Sales Training, Sales Management Training, Corporate Sales Training |
| Sales Training - Sales Management Training - Selling Skills Certification Programs. Follow a proven sales management process based on research of over ... |
| www.thesalesboard.com |
|
| Miller Heiman Sales Training: The Sales Performance Company |
| Sales training, process and strategy for outstanding performance. For nearly 30 years, Miller Heiman has helped thousands of companies, their salespeople, ... |
| www.millerheiman.com |
|
| Sales Training Camp offers sales training and sales coaching ... |
| Slife Sales Training, Inc. brings the top sales training to you at a reasonable price through sales seminars, keynote speakers, a free Sales Tip of the Week ... |
| www.salestrainingcamp.com |
|
| Sales Training, Sales Consulting & Sales Seminars |
| Sales training with Perpetual Development is intense with a focus on results - Sales training consultants offer a variety of sales consulting delivery ... |
| www.perpetualdevelopment.com |
|
| Sales Training America: Corporate Training Seminars and Custom ... |
| Offers sales training seminars across the US. Other training seminars include leadership training, management training, customer service training, ... |
| www.salestrainingamerica.com |
|
| Sales Training, Telephone Sales Training, Sales Management Training |
| Sales Training through public courses, also on-line sales training, sales recruitment, psychometric testing available, telephone sales training with ... |
| www.salesxcellence.co.uk |
|
| sales training and business development - free online sales help |
| Provides sales training and management courses, covering presentation skills, public speaking and negotiation techniques. Offers range of free reports and ... |
| www.salessense.co.uk |
|
| Sales training: choosing the right course/seminar |
| Practical advice on how to choose a good sales training course. |
| www.teamtechnology.co.uk |
|
| Sales Training International Ltd - Sales Training, Management ... |
| Providers of bespoke sales training courses, covering subjects from human resources to leadership and selling skills. |
| www.salestrainingintl.com |
|
| Sales Training Home Page: Sales and Sales Management Training Firm ... |
| CPSA offers acclaimed sales training and sales management training workshops and seminars throughout Canada. |
| www.cpsa.com |
|
| Sales Lead Generation Seminars and Sales Training Courses |
| Sales Lead Generation Seminars and Sales Training Courses showing how to write compelling prospecting letters, create a dynamic sales presentations, ... |
| www.leadersinstitute.com |
|
|