Without question, Twitter is everywhere.  One would be hard pressed to visit the website of a company and not find their Twitter icon prominently displayed.  Today, businesses tweet, follow, track, list, recommend and work feverishly to build their followers.  I must admit – Twitter is cool, fun and a decent distraction from the daily grind.  But, is it a legitimate lead source that can justify the time invested for the output received?  Can it replace an existing source of inbound leads or is it just a complement to existing efforts? Read the rest of this entry »

As sales people we all love to hear ‘Yes.’  We call, we pitch, we charm and we educate; we overcome the objections and we sell.  Great sales people have it in their DNA; they love the ‘Yes’ and hate the ‘No.’  I contend that getting beyond the hatred of the ‘No’ can not only benefit us as sales people, we can actually use it as a hedge against failure. Read the rest of this entry »

Several years back I wrote a paper entitled, “Want to make more sales?  Make more sales calls.” The paper touted the old teaching that sales is a game of numbers, and doing more will get you more.  The paper did well and has been downloaded thousands of time.  Why?  Probably in part because the message and call to action are clear and something that all sales managers understand and embrace: talk to more people, sell more stuff. Read the rest of this entry »

So, it is everywhere.  You can’t read anything today about sales without reading about what you should be doing with social media, how you need to jump into the sales 2.0 world and, whatever you do, stop cold calling.  But, is this right for your business and sales efforts? Read the rest of this entry »