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Value Creation - The New Sales Paradigm
We've entered into a new sales paradigm - and most salespeople have no idea that the rules of the game have changed. In this new sales paradigm, sellers must create business value with each and every customer interaction. That's right - value creation is what it's all about! It's the only way sellers can differentiate themselves in today's economy.

Turning Sales Setbacks into Success
As sellers, we invariably run into obstacles that are tough to overcome. Learn what top sellers do when they encounter these challenges and how they use them as a springboard to success.

Over the past 30 days you have purchased many items and services. If you are like most of us you are completely satisfied with the products and services you purchased. But how many of the sellers have you recommended to your friends, family and colleagues? If you are completely satisfied why haven’t you recommended the sellers to other? I know you are busy; it is not at the top of your mind. Not a priority. You have come to expect satisfaction from the sellers you buy from. You just have not thought about it.

Getting Past the Executive Gatekeeper
Some sellers fail miserably when trying to gain access to a company executive. Unfortunately, rather than taking the time to develop a strategy, they smile and dial, hoping their canned pitch will be enough to get an appointment. This strategy doesn’t get many sellers past today’s sophisticated executive gatekeepers, and many aren’t willing to give a seller a second chance.

Customers Don’t Know How To Buy – Or Do They?
A friend recently returned from the recent Sales 2.0 conference and told me of a complaint she heard several times from attendees: “Customers don’t know how to buy.” This, said by sellers blaming buyers for not behaving as sellers would prefer. Or not responding appropriately to seller’s selling patterns.

Cash Cow or Sacred Cow?

Getting down to the nitty gritty about a client's 'best sellers' is one of the first things I jump into when I start a new project. More often than not, those 'best sellers' are the source of more problems than anyone would expect. How can that be? It's the biggest seller (which is easy to prove with revenues), the cash cow, sacred cow, the product that delivers major corporate differentiation. Right? Sometimes it is. But more often it's not. It may generate the most revenue - but you have to look deeper, much deeper, to find out how the product is impacting your business.

Create Email Subject Lines That Draw Prospects In
Email is now the preferred prospecting tool, far surpassing the phone to the relief of many sellers who hate cold calling. Yet it hasn’t necessarily made prospecting any easier. Response rates are low and many sellers are discouraged by how difficult it is to engage contacts.

Make it About THEM: Sales Meetings That Engage
Want to increase the value of your sales meetings? Make it about THEM by including your sellers.When you include your sellers and make it about them, they will pay closer attention, participate at higher levels, see a higher perceived value and will be recharged to go out and sell more!

Buy Mobile Home Parks - What Will You Tell Your Grandchildren if You Miss This Opportunity?

There has not been a better time to buy that mobile home park in the last decade. Due to problems in the commercial real estate lending market, prices for parks have plummeted over the last six months. Desperate sellers are dumping their parks at prices far less than construction cost. Just look at the prices on the site. Notice how many sellers have written on their price "must sell", "desperate", and "all reasonable offers accepted". And they are also advertising "seller financing available". It is, without question, a buyers market.

The new relationship between sales and marketing: it’s harder for the sales folks

Historically, sellers have been the one touching the buyer as marketers developed the brand awareness and hopefully brought buyers in - to be aware of the brand and trust it (or have some sort of mental relationship with it). Marketing has never been hands-on the way that sellers were when they made cold calls or went to client sites to make presentations. Sellers worked more with the buyer; marketers worked more with the solution, the brand, and the general demograph of possible buyers.

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Top 3 2009 Sales Resolutions
It’s a new year, with a fresh sales quota and a new set of sales resolutions. I’m always looking for ways to improve and January consistently finds me evaluating my performance from the previous year then setting goals for the coming one.

6 Smoking Ways To Keep Affiliates Motivated
In an ideal world all net marketers would have top performing affiliates who poured in traffic and created sales. However, we don't live in that world. A merchant is lucky to have one affiliate who is constantly motivated and selling. The rest may never make a sale and, after a month of trying, will lose the ambition to keep pressing forward.


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