The Sales Blog » Sales Leads http://sales-blog.salescareersonline.com The Sales Blog at SalesCareersOnline.com Mon, 13 Sep 2010 23:25:01 +0000 http://wordpress.org/?v=2.2.2 en Selling at a Big Firm vs. Selling at a Small Company by www.kasplacement.com http://sales-blog.salescareersonline.com/selling-at-a-big-firm-vs-selling-at-a-small-company-by-wwwkasplacementcom/ http://sales-blog.salescareersonline.com/selling-at-a-big-firm-vs-selling-at-a-small-company-by-wwwkasplacementcom/#comments Tue, 20 Jul 2010 01:53:09 +0000 Ken Sundheim http://sales-blog.salescareersonline.com/selling-at-a-big-firm-vs-selling-at-a-small-company-by-wwwkasplacementcom/  As a recruiter, the best sales professionals whom I come across are not exclusively members of either a large or small organizations. They come from all corners, all walks of life, all races and backgrounds, all different types of companies. However, the one thing they share is a hunter mentality, passion for their work, intelligence and an entrepreneurial sales spirit. Regardless of personality, there is an astronomical difference between selling at a large a firm and a small organization.

Here are some concrete reasons why.

Selling at a Large Firm (our perception 1,000 + employees)

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]]> http://sales-blog.salescareersonline.com/selling-at-a-big-firm-vs-selling-at-a-small-company-by-wwwkasplacementcom/feed/ Sales Associations: Are You Participating? http://sales-blog.salescareersonline.com/sales-associations-are-you-participating/ http://sales-blog.salescareersonline.com/sales-associations-are-you-participating/#comments Tue, 26 Jan 2010 18:34:30 +0000 Rob Halvorsen http://sales-blog.salescareersonline.com/sales-associations-are-you-participating/ Sales associations are


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]]> http://sales-blog.salescareersonline.com/sales-associations-are-you-participating/feed/ Where Do You Go After the Initial Prospect Meeting? http://sales-blog.salescareersonline.com/where-do-you-go-after-the-initial-prospect-meeting/ http://sales-blog.salescareersonline.com/where-do-you-go-after-the-initial-prospect-meeting/#comments Fri, 03 Oct 2008 12:30:24 +0000 paulmccord http://sales-blog.salescareersonline.com/where-do-you-go-after-the-initial-prospect-meeting/ As Carle was walking back to her car after her first meeting with Ann, the COO for a small manufacturing company, she was worrying about her next call to Ann.  The meeting seemed to have gone well—Ann seemed to be genuinely interested, there seemed to be real potential for a sale, but she didn’t feel that there was a definite direction to go from here.  What should be her next move?  When should she get back with Ann?  What was she going to say?  What could she do to move the sale along?  What sale exactly?Carle’s dilemma is one faced by thousands of salespeople everyday.   They work hard to find and connect with a prospect, have a really good initial meeting—and then don’t know where to go from there.If you find that you also have meetings that seem to go well but when you walk out you’re not sure how to proceed, there is a simple three prong solution that should be incorporated into every one of your sales calls: (more…)

]]> http://sales-blog.salescareersonline.com/where-do-you-go-after-the-initial-prospect-meeting/feed/ It’s National Sales Lead Management Week http://sales-blog.salescareersonline.com/its-national-sales-lead-management-week/ http://sales-blog.salescareersonline.com/its-national-sales-lead-management-week/#comments Wed, 11 Jun 2008 15:50:55 +0000 paulmccord http://sales-blog.salescareersonline.com/its-national-sales-lead-management-week/ June 9 through 13 is National Sales Lead Management Week—so taking some time to visit the Sales Lead Management Association site and blog to get the latest on managing leads would be a good way to spend a bit of time this week.

In addition, the association although fairly new has just reached 500 members. If you’re responsible for managing your company’s sales leads and haven’t joined yet, now would be a great time to do during the Sales Lead Management Week.

]]> http://sales-blog.salescareersonline.com/its-national-sales-lead-management-week/feed/ The Value of Sales Leads: A Perspective from the Trenches http://sales-blog.salescareersonline.com/the-value-of-sales-leads-a-perspective-from-the-trenches/ http://sales-blog.salescareersonline.com/the-value-of-sales-leads-a-perspective-from-the-trenches/#comments Thu, 14 Feb 2008 14:15:27 +0000 paulmccord marketingpaul mccordsalessales leadsselling http://sales-blog.salescareersonline.com/the-value-of-sales-leads-a-perspective-from-the-trenches/ Sales leads.  Coveted by salespeople—and equally hated by them. 

Having worked in sales all my life, first as a salesman, then in management, then as sales trainer and consultant, I’ve had the opportunity to see sales lead generation from all perspectives, especially from the view of the salesperson and their immediate manager.

Salespeople love leads.  They crave them.  They can’t get enough.  Leads are manna from heaven.  Leads mean the salesperson doesn’t have to claw and scrape to find some kind of a suspect to call—today anyway.
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]]> http://sales-blog.salescareersonline.com/the-value-of-sales-leads-a-perspective-from-the-trenches/feed/ Lessons Learned from a Podcasting Connoisseur, an article by Brian Carroll http://sales-blog.salescareersonline.com/lessons-learned-from-a-podcasting-connoisseur-an-article-by-brian-carroll/ http://sales-blog.salescareersonline.com/lessons-learned-from-a-podcasting-connoisseur-an-article-by-brian-carroll/#comments Mon, 05 Nov 2007 13:21:14 +0000 paulmccord brian carrollcommunicationslead generationmarketingsalessales articlessales careers onlinesales trainingselling http://sales-blog.salescareersonline.com/lessons-learned-from-a-podcasting-connoisseur-an-article-by-brian-carroll/ Lessons Learned from a Podcasting Connoisseur

by Brian Carroll 

We all know that there is growing agreement that podcasts are a great way to share your thought-leading content.  

According to a study released by KnowledgeStorm and Universall McCann on the emerging role of new media, more than 41% of survey respondents claimed they listen to podcasts on more than one occasion, while 13% stated they frequently download or listen to them. And 65% responded that they listen to podcasts for both personal and business interests.*  
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]]> http://sales-blog.salescareersonline.com/lessons-learned-from-a-podcasting-connoisseur-an-article-by-brian-carroll/feed/ Why Sales Fail, an article by Sharon Drew Morgen http://sales-blog.salescareersonline.com/why-sales-fail-an-article-by-sharon-drew-morgen/ http://sales-blog.salescareersonline.com/why-sales-fail-an-article-by-sharon-drew-morgen/#comments Wed, 17 Oct 2007 13:40:02 +0000 paulmccord marketingsalessales articlessales careers onlinesales methodssales processsales trainingsharon drew morgen http://sales-blog.salescareersonline.com/why-sales-fail-an-article-by-sharon-drew-morgen/

WHY SALES FAIL
by Sharon Drew Morgen

(Note: this is an excerpt from my new book-in-progress – Why Sales Fail, or, I’d close more sales if it weren’t for the buyer)

   Are your sales cycles longer than necessary?  
   Are you losing business to the competition when you shouldn’t be?  
   Are you having trouble differentiating yourself?  
   Are you getting price objections when your product is clearly superior?

If you face any of the above, it’s because you are using sales methods.

Do I have your attention? Good, because sales operates on a set of myths that perpetuate failure.
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]]> http://sales-blog.salescareersonline.com/why-sales-fail-an-article-by-sharon-drew-morgen/feed/ Powerful Free Advertising http://sales-blog.salescareersonline.com/powerful-free-advertising/ http://sales-blog.salescareersonline.com/powerful-free-advertising/#comments Wed, 03 Oct 2007 11:22:23 +0000 Rob Halvorsen http://sales-blog.salescareersonline.com/powerful-free-advertising/ There are a myriad of techniques companies can use to get the word out about their business and all the wonderful things it has to offer. From direct mail and internet advertising to television and radio spots, there are plenty of advertising methods to choose from. All of these marketing techniques cost money, and it is important for companies to target their advertising where it will have the greatest impact.
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]]> http://sales-blog.salescareersonline.com/powerful-free-advertising/feed/ Increase Sales with Public Speaking and Seminars http://sales-blog.salescareersonline.com/increase-sales-with-public-speaking-and-seminars/ http://sales-blog.salescareersonline.com/increase-sales-with-public-speaking-and-seminars/#comments Tue, 02 Oct 2007 09:57:10 +0000 Rob Halvorsen http://sales-blog.salescareersonline.com/increase-sales-with-public-speaking-and-seminars/ Have you ever wondered why there are so many public speakers touring around the country? Do you marvel at the number of seminars coming to your town and wonder how all those seminar speakers can enjoy a good living and grow their businesses? While there are many reasons why a particular speaker enjoys success, in many cases those seminars and public speaking sessions are a way to generate multiple streams of income and increase sales.
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]]> http://sales-blog.salescareersonline.com/increase-sales-with-public-speaking-and-seminars/feed/ Think Long Term for Sales Lead Success http://sales-blog.salescareersonline.com/think-long-term-for-sales-lead-success/ http://sales-blog.salescareersonline.com/think-long-term-for-sales-lead-success/#comments Wed, 19 Sep 2007 10:15:43 +0000 Rob Halvorsen http://sales-blog.salescareersonline.com/think-long-term-for-sales-lead-success/ While getting a large one time sale is always exciting, it is the repeat customer who is craved above all in sales.  Capturing those repeat customers and keeping them coming back is an essential part of any successful marketing campaign, and happy long term customers are great at generating the word of mouth advertising that money simply cannot buy.
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