The Sales Blog » Sales Training

Selling at a Big Firm vs. Selling at a Small Company by www.kasplacement.com

Ken Sundheim — Tue, 20 Jul 2010 01:53:09 +0000

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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Sales Books You Should Read

Rob Halvorsen — Tue, 26 Jan 2010 18:34:26 +0000

The following are a few sales books written by contributors on this site and are highly recommeded for reading

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New Sales Training Research Needs Your Help

paulmccord — Tue, 21 Oct 2008 10:56:29 +0000

I received an email over the weekend from Brian Lambert, the Director of Sales Development and Performance at the American Society for Training and Development, seeking salespeople, managers, sales trainers, and academics to help him in his research for his doctoral dissertation. (more…)

Which ‘Reality’ is The Real Market Reality?

paulmccord — Mon, 13 Oct 2008 11:22:18 +0000

“I have to work harder than before, but even so, my sales this month will be better than last October’s.”

“My prospects and clients are certainly feeling the pinch of the economy and they’re fearful. But I also closed the biggest sale of my career last week.”

“Despite the news and the hype of the last two or three weeks, I’ve only seen a slight decrease in our sales. Our salespeople have to be much more selective in qualifying prospects and they have to spend more time building value into the sale, but our customers are still buying, they’re still getting the financing they need, and their companies are still profitable. It’s tough, but not nearly as bad as what you’d believe if you just listened to the news.” (more…)

Shameless Self-Promotion

paulmccord — Mon, 06 Oct 2008 11:25:00 +0000

I am honored and pleased that two of my articles were chosen as “Article of the Week” in September by Top 10 Sales Articles, and one, Why Decision Makers Hate Cold Calls, has been selected as the Article of the Month. My other article that was selected as an Article of the Week winner during September was Never a Cold Call, Always and Introduction. In addition, Jonathan Farrington, Moderator at Top 10 Sales Articles, informed me that I am the first and only author whose material has been selected twice in the same month as a weekly winner. (more…)

Where Do You Go After the Initial Prospect Meeting?

paulmccord — Fri, 03 Oct 2008 12:30:24 +0000

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…)

Cold Calling? Effective or Not?

paulmccord — Tue, 30 Sep 2008 17:58:22 +0000

A recent article of mine, Why Decision Makers Hate Cold Calls, is creating a number of responses to it on EyesOnSales, as well as a number of emails to me. The majority of the responses are defending cold calling and challenging my thinking on the subject.

What I find interesting is the article simply related the reasons decision makers hate cold calls and that if one wants to use cold calling as one of their primary prospecting tools, they had better get the best cold call training they can-or, better yet, learn more effective methods of prospecting.I’m always amazed at the emotional reaction many salespeople and managers, and great many sales trainers have to anything that might question the orthodoxy of cold calling.

Simply mention that you question the effectiveness of cold calling and the reaction is immediate and vehement. I’ve been accused of hypocrisy since “those who oppose cold calling are only trying to sell their overpriced, worthless ‘training.’” Nice to know that the only trainers who believe what they say are the ones who agree with the sender of the email. (more…)

Now is Not the Time to Lose Focus

paulmccord — Wed, 24 Sep 2008 12:23:11 +0000

I’ve received several emails and phone calls from clients wanting to know what they should be doing right now. Should they be battening down the hatches? Shrinking their sales teams? Waiting to see what happens in Washington this week? Heading for the mountains with food rations and ammo? Others indicate they feel too depressed and fearful to get out of the office and into the field—what good will it do anyway?

As Wall Street smolders, Congress grandstands, and the business community frets, our lives continue.Are you spending more time checking the news and than finding prospects? Are you more worried about the economy than your pipeline? Are you frozen in place, mesmerized by the teetering financial markets? (more…)

Why Decision Makers Hate Cold Calls

paulmccord — Mon, 22 Sep 2008 13:34:13 +0000

The simple answer to why decision makers hate cold calls is cold calls are one of the biggest time wasters for them.

Decision makers hate cold calls and have no interest in taking your call because all you do is waste their time. Period.

Now, you don’t see it the same way. You believe you have something of value to offer the decision maker–actually, you want to see if you have something of value for them. You have to qualify them and that’s one of the things you’re hoping to begin to do while speaking with them. All you want is a couple of minutes of their time to set an appointment and learn a little something about whether or not they’re a qualified prospect.

To you, all you’re asking is just three, four, maybe five minutes of their time and a short little 10 or 15 minute appointment. No big deal–just a moment of their time.

But look at what you’re asking from their point of view:

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Need Help With Cold Calling? Get Some Top Notch Help Here

paulmccord — Tue, 16 Sep 2008 12:01:07 +0000

What would happen to your business if you were able to double the number of qualified prospects you are able to reach?How would it affect your bottom line if you met with and/or had comprehensive telephone conversations with twice the number of qualified, decision-makers?

How would it feel to have qualified, decision-makers eager,willing and delighted to meet with you?

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