October 6, 2008
Edited by: Ken Beaulieu in: Effective Sales Techniques
As any surfer knows, it’s almost impossible to haul around a standard camera while riding, especially in the big waves. Nicholas Woodman, founder and CEO of northern California-based GoPro (www.goprocamera.com), knew he [Read More]
October 2, 2008
Edited by: Ken Beaulieu in: Effective Sales Techniques
Most salespeople, being competitive, expect instant gratification from their sales efforts. They regard finishing second in a bidding war for an account as merely being the first loser. But many times, being the “next choice” [Read More]
September 26, 2008
Edited by: Ken Beaulieu in: Effective Sales Techniques
The fourth quarter is a time that makes most sales managers anxious — especially in a down economy. No wonder. If you’re behind on your numbers as you enter the quarter — and if achieving [Read More]
September 15, 2008
Edited by: Ken Beaulieu in: Effective Sales Techniques
There is no question that economic times are tough. But for owners of growing businesses who aren’t ready to throw in the towel, it’s not too late to make necessary changes that will carry you [Read More]
September 11, 2008
Edited by: Ken Beaulieu in: Effective Sales Techniques
All kids who are passionate about sports dream of competing in the Olympics or winning the Super Bowl, World Series, or Stanley Cup. But few ever get that opportunity. Those who do commit themselves to [Read More]
August 22, 2008
Edited by: Ken Beaulieu in: Effective Sales Techniques
Nothing matters in business more than selling. Many first-time entrepreneurs have the impression that they are doing things in a logical order when they look for the perfect office space, create their brand identity, and [Read More]
August 6, 2008
Edited by: Ken Beaulieu in: Effective Sales Techniques
Spam email, blogging, instant messaging, television, canned phone messages, and other electronic methods of mass marketing have desensitized the American buyer. So says Alan Bayham, president of Bayham Consulting, LLC (bayhamconsulting.com). Despite countless surveys [Read More]
August 1, 2008
Edited by: Ken Beaulieu in: Effective Sales Techniques
Closing a sale is not an event; it’s a series of meetings and little victories that begin with a phone call to a potential customer. Rick Davis, president of Building Leaders, Inc. and author of [Read More]
July 22, 2008
Edited by: Ken Beaulieu in: Effective Sales Techniques
When a great product isn’t selling, the salesperson is probably to blame, right? Pure myth, says Martyn Lewis, founder, president, and CEO of Market–Partners (www.market–partners.com) and author of the book Sales Wise: A [Read More]
July 7, 2008
Edited by: Ken Beaulieu in: Effective Sales Techniques
Heroes are not made when life is easy. That’s the philosophy salespeople — particularly in the building industry — should take to heart in a challenging economy, says Rick Davis, president of Chicago-based Building Leaders [Read More]
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