Category: Sales

Leading Masterful Sales Conversations

3rd free Entrepreneurial Selling sales training video now available for viewing.

What’s the missing link between the value your organization delivers and the sales you need to build a sustainable business?

Most likely it’s the quality of the sales conversations you have with prospective customers (and potential investors for that matter).

The third video in the Entrepreneurial Selling series from RAIN Group president Mike Schultz, author of the best-selling book Rainmaking Conversations, shows entrepreneurs and small business owners How to Lead Masterful Sales Conversations.

This 20-minute video shows how to connect with the people you want to have the most sales success possible.

These three videos on Entrepreneurial Selling are being made available for free for just the next week or so. Go watch Masterful Conversations today and share your comments below.

Communicating Your Value

2nd Entrepreneurial Selling sales training video now available for viewing.

The entrepreneur’s job is big, and sales comprises a small percentage of the overall responsibility of being an entrepreneur or a small business owner bringing an idea, product or service to the market.

And, for most entrepreneurs and small business owners, sales is not even the job you want to be doing!

Yet, the real reason so many entrepreneurs and small business owners fail is that they never learn how to sell.

For this reason, I am partnering with Mike Schultz and the RAIN Group on the marketing of a free, three-part video series on Entrepreneurial Selling. These videos are based on the concepts found in the best-selling book Rainmaking Conversations.

The second video shows how Communicating Your Value helps to overcome the Most Common Selling Mistakes made by entrepreneurial sellers.

These three videos on Entrepreneurial Selling are being made available for free for just the next few weeks. Go watch Communicating Your Value today and share your comments below.

Entrepreneurial Selling

What stops entrepreneurs from success?

Ever wonder why some of the most innovative businesses fail and yet many mediocre ones succeed?

Some people attribute entrepreneurial success to luck or timing. Others believe business success depends on networks or connections. And unfortunately too many believe great ideas, products or services will sell themselves (the “build it and they will come” mentality).

The real reason so many entrepreneurs and small business owners fail is that they never learn how to sell.

For this reason, I am partnering with the RAIN Group on the marketing of a three-part free video series on Entrepreneurial Selling. These videos were created by Mike Schultz, president of RAIN Group and the best-selling author of Rainmaking Conversations.

Details and the key learning points from this video series are on our website.

The first video is on the Most Common Selling Mistakes made by entrepreneurs. These are the ones to avoid at all cost.

After you watch the first video you will receive notifications on when the other two videos are released for reviewing (both scheduled for next week).

Watch the first video and share your comments below.

Apple Combines Powerful Brand With Great Marketing to Create iPhone Success

How powerful is the Apple brand?

 

Damn powerful.

 

I read last week that the Apple iPhone share of the U.S. smart phone market for the fourth quarter was an amazing 28%. This was up from the 19% level in the third quarter.

 

This means that Apple sold more iPhones in the fourth quarter than the number of smart phones sold by Palm or Motorola. Even more amazing – Apple outsold all of the various Windows mobile devices combined in the fourth quarter!

 

Chalk up another victory for Steve Jobs over the boys and girls at Microsoft!

 

The only mobile phone vendor to outsell Apple in the fourth quarter was RIM makers of the Crackberry…..oops, I mean Blackberry smart phone. They had 41% market share.

 

Now when is the iPhone being released in Australia???

 

The iPhone is going to make a great case study in how to launch a new product in what was previously considered a saturation market.

A powerful brand. An innovative product. A great launch strategy. Sort of sounds like Marketing 101 to me.

Kudos to the Sales Team

Want to win more business?

Then keep your sales force. And keep them spending more time with your highest potential customers and less time on paperwork and internal reports.

According to a study by sales effectiveness consultants Watson Wyatt, called Driving Profitable Sales Growth, salespeople at top performing companies spend 40% more time each year with their best potential customers (defined as qualified leads and known prospects) than do the sales staff at low performing companies.

Top performing companies were identified in this study as those that had outperformed their industry peers over the previous two years.

Salespeople at top performing firms also spent 264 more hours per year on prospecting, presenting and closing and nearly 25% less time on administrative tasks.

In another study, from HR Chally Group, sales professionals were viewed by B2B customers as “the most important factor in their buying decisions, even more so than the price, quality and availability of the product or service.”

These surveys reinforce that sales teams should be out meeting with clients and prospects, spending more time understanding client needs, wants, desires, likes and dislikes and less time back in the office working on paperwork and sitting in meetings.

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