How to Become a Rainmaker by Jeffrey J. Fox
How to Become a Rainmaker The Big Idea Inspired by Native American tradition, the Rainmaker is one who uses his power to bring rain to nourish crops that feed the tribe. In sales, a rainmaker is the revenue-bringer to a company. She brings the very...
Harnessing the Power of Sales Technology by Sean McArdle
TEM Evaluating your sales force
Use the holidays to enhance your sales presentation
SALESMOVES Use the holidays to enhance your sales presentation It's likely you will be with family over the holidays. Great times. Reunions. Happiness. Tears of sadness and joy. Great food. Gifts. People you love. People you kind of love. And did I mention great food?...
Rainmaker – Sales Support
RAINMAKER COMMERC1AL PRINTERS SALE S S U P P O R T I I Total I Total I IITotal Closel Ave Calls I Ave. Appt City, State Total Calls Contacts Appts Hrs. Dialed per hour per hr St. Charles, MO 2660 209 77 153 37 17.39 0.50 Chesterfield, MO 4384 313 75 242.58 24 18.07...
Sales Mistakes CEO’s Make and How to Avoid Them – Presentation
Sales Mistakes and How to Avoid Them – Workbook
The business of referrals? Give and you shall receive.
What’s your typical conversation starter? Does it focus on the weather? A local sports team? House business? I always talk about having a plan for your sales call. And part of that plan includes starting off the conversation in the direction you want it to go. How do...
GROW – Growing Business Measurably
To those of you interested in growing your business, On March 8th, we will conduct our first GROW meeting of 2013. If you have never been to one of the meetings, we combine knowledge sharing, marketing and sales tips with take home value and some laughs. If you’ve...
In business as in life, it’s all about what really matters.
Since my last column, a lot has changed for me personally. My home was washed out, and our business went without power for a week. I’m one of the folks who was hit a little harder by Sandy, and I wanted to share my experience in terms of how it might relate to you...
Beyond the pitch? The person.
As salespeople, we all know how to communicate what sets our product and service apart from the competition. Whether it’s 24/7 service. The largest inventory. Your company’s added value. Yet, many of us fail to realize what else we bring to the table: our decidedly...
Planning or failing?
Funny thing how we all assume we have a plan. Everybody throws the “plan” word around like it just happens. But the plain fact is it doesn’t. Because if we don’t have a plan—a written plan—with specific goals and specific action steps to achieve those goals, we don’t...
Perception or reality? Frequently the two are vastly different! Let the truth be told.
We’ve all heard it said that perception is reality. But the fact is our perception (or, rather misconception) of reality can be a real problem. Recently, I asked one of my clients what their strengths were. They stated five or so assets that they felt provided very...
What’s in a lead? Opportunity if you make an absolute 110% best effort to follow-up
Leads. How did the word originate? And, what approach do people take to them? Basically, a lead is a prospect’s or suspect’s name that eventually can turn into a sale. Literally, the lead leads you into a sale or a transaction. Over the last year we’ve been working...
What’s in a lead? Opportunity.
Leads. How did the word originate? And, what approach do people take to them? Basically, a lead is a prospect’s or suspect’s name that eventually can turn into a sale. Literally, the lead leads you into a sale or a transaction. Over the last year we’ve been working...
The Changing Playing Field Of Tradeshows
In recent years tradeshows have experienced the very sort of highs and lows that make most entrepreneurs wonder why they don’t just cash in for a regular nine to five alternative. The Eighties and Nineties were a boon to the tradeshow and exhibit industry. Companies...
Growing Up Companies—and Clients
As the recovery continues, the companies that are still in the game have a playing field that is now in a stronger position. That’s because many companies that did not have the financial wherewithal have disappeared or have focused their efforts elsewhere. But, we...
The Three R’s of Client Relationships
Choosing the right method of showing our appreciation for a client has its challenges. We struggle with political correctness and varying corporate guidelines, balancing our appreciation with a need to demonstrate it in compliance with a new set of gift giving rules...
The Three R’s of Selling
Choosing the right method of showing our appreciation for a client has its challenges. We struggle with political correctness and varying corporate guidelines, balancing our appreciation with a need to demonstrate it in compliance with a new set of gift giving rules...