Filed in archive Sales
by Steve Rucinski on January 23, 2007
I'd like to invite you to watch RainToday.com's newest on-demand webinar, How To Meet Your Best Prospects Through Cold Calling. Delivered by veteran business developer Sandy O'Dell, this...
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Filed in archive Sales
by Steve Rucinski on January 13, 2007
Ego Less Selling is truly the best way to serve and grow your client base but can you go all the way to tough love with your clients and prospects? You know tough love, asking tough questions, the...
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Filed in archive Sales
by Steve Rucinski on January 06, 2007
Big purchases or small, TRUST is a key element to two individuals or two enterprises completing a sale. Online, trust building is critical and comes from many elements in the customer experience with...
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Filed in archive Sales
by Deborah Brown on January 05, 2007
Welcome to Accel Sales Partners who have created a new blog called Insights. In their first post they speak about identifying a process for growing your business instead of exclusively relying on the...
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Filed in archive Sales
by Steve Rucinski on January 03, 2007
Many anti-cold-calling folks say, "There are so many powerful ways to build your client base, why even bother trying cold calling? You can give speeches. Publish articles and books. Work your...
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Filed in archive Sales
by Deborah Brown on November 22, 2006
Tomorrow is Thanksgiving: is your turkey unthawing in the refrigerator? Have you baked homemade banana bread and are the pies cooling on the counter? So many details go into making the perfect holiday...
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Filed in archive Sales
by Deborah Brown on November 20, 2006
Thanks to Steve for his post on Lead Generation Mistakes that led me to RainToday. In reading the interesting information on their blog, I found their complimentary book The One Piece Of Advice You...
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Filed in archive Sales
by Steve Rucinski on October 19, 2006
Have you ever had a client who was sincerely interested in your solution to her problem--and needed your proposal by a certain date? You jumped through hoops and presented a very competitive offer....
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Filed in archive Sales
by Deborah Brown on October 03, 2006
Yesterday, someone I know went for a job interview. They've been interviewing over the past two years and never can seem to get past the first meeting. So this time he was going to make sure he...
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Filed in archive Sales
by Jim Logan on September 18, 2006
Here's a simple sales tip that can go long way to closing your next B2B sale - ask how the purchase decision will be made. It's a common mistake in B2B sales, not understanding who, when or...
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Filed in archive Sales
by Jim Logan on September 12, 2006
I almost missed a great phone conversation today - a business opportunity I'm seriously considering. Why did I almost miss it? The phone message left on my voice mail went something like...
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Filed in archive Sales
by Jim Logan on September 08, 2006
Let's start with the point I want to make - if you discount your product or service, all you're doing is telling your prospect it isn't worth whatever you're asking for it. I don't...
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Filed in archive Sales
by Deborah Brown on September 07, 2006
Remember when we let our fingers do the walking through the yellow pages? The television commercial showed a pair of fingers dressed in a white glove, walking their way through all of the company...
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Filed in archive Sales
by Steve Rucinski on September 06, 2006
By Mike Schultz of RainToday.com Brrrr... I've just been cold calling and boy could I use some hot chicken soup! Just those two words together --Cold-Calling-- put many people far away from warm...
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Filed in archive Sales
by Steve Rucinski on August 30, 2006
By Michael W. McLaughlin The cold call is older than fictional salesman Willy Loman-and less effective, particularly for consultants. A cold call campaign is founded on the one-two punch theory of...
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I don't post a lot on the subject of blogging. Although I blog quite a bit, certainly far more than I ever thought I would, I don't dip my toe into the blog on blogging space very often. There...
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Filed in archive Sales
by Jim Logan on August 19, 2006
This has to top the list of mistakes in B2B sales - not knowing how a purchase decisions is going to be made. In my experience, the most common sales mistake in B2B sales is not understanding how...
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Filed in archive Sales
by Steve Rucinski on August 18, 2006
How many cold calls have you made today? How many new business relationships have you started? Do you wake up, run to work and dive for the phone to make calls to find prospective clients? If you...
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Filed in archive Sales
by Deborah Brown on August 17, 2006
Fellow blogger, Jim Logan, wrote a great piece on downselling today, which made me think of a selling technique my father taught me: "Selling up to sell down." The thought behind selling up...
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Filed in archive Sales
by Steve Rucinski on August 17, 2006
Are you getting the results you were looking for or management was expecting? Think you have tried everything or perhaps you do not know where to start? Try this simple point system in your daily...
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Filed in archive Sales
by Jim Logan on August 14, 2006
Fellow blogger Steve Rucinski wrote an excellent post on hiring sales people. If you haven't read it, you should. It's really good. It's accurate. It particularly caught my attention...
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Filed in archive Sales
by Steve Rucinski on August 14, 2006
In just the last two months I have talked to at least a half-dozen sales managers and CEO's who are looking for the killer business developer (sales rep), see if these description bullets sounds...
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