Category: Sales

Sales

Lessons in Retailing..

Last week, me and my wife wanted to buy a TV and had narrowed down to two brands – Panasonic and LG. We did all the research that we could online and decided that we should visit a showroom so that we can see, touch and feel the product, its features and how easy or difficult it was to use them. Frustration & Disappointment There started our journey of frustration and disappointment. We visited multi-brand retail outlets like Reliance Digital, Chroma, Adishwars, Vivek’s, Unilet, Pai International and a few more. All we wanted was for them to demo the product […]

Podcast, Sales

PBTO14: How do you change behavior of an experienced sales person with @DaveKahle

Podcast: Play in new window | Download

Subscribe: Email | RSS

Who is on the show today: In today’s episode, we have Dave Kahle. He is also known as the Growth Coach. Why is he on the show Dave Kahle is one of the world’s leading sales authorities. He’s the author of 12 books, including 11 Secrets of Time Management for Salespeople, and How to Sell Anything to Anyone Anytime. He writes a weekly Ezine for salespeople; and has presented in 47 states and ten countries. As a salesperson, he was the number one salesperson in the country for two different companies in two totally distinct industries. For over 20 years, he’s been […]

salesPlaybook
Recommendation, Sales

Podcast Recommendation: The Sales PlayBook Podcast

Before I started my own podcast, there was a long gestation period when I have listened to a lot of podcasts, some great, some good and some not so good. Going forward, I shall recommend a podcast every Wednesday. The podcast would be one that i still continue listening to and also learn from. The first podcast that I would like to recommend is for sales professionals and sales leaders is The Sales PlayBook Podcast This show is hosted by Paul Castain, from YourSalesPlaybook. He is a sales coach and runs online training and coaching for sales professionals and leaders. […]

Sales

SIMPLE Framework: ‘Leading’ your Prospect to Close the Deal for Them

We are currently at the 5th stage in the SIMPLE Framework for winning at B2B Sales. If you have not already read about the first four steps (Surprise, Inspire, Motivate & Position), I would strongly encourage you to go back to those posts and read them in the right order. The fifth step in the process is where most of the sales teams lose the deal to their competition. It is not enough to position yourself or your product/service/expertise to solve a need you helped your customer identify, you need to lead them through their decision cycle so that you are […]

Matt Heinz
Podcast, Sales

PBTO7: The Importance of Doing it Right over Getting it Done for Sales Leaders

Podcast: Play in new window | Download

Subscribe: Email | RSS

In this episode, we host Matt Heinz. Matt is President at Heinz Marketing and brings more than 15 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes. His career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty. In 2007, Matt began Heinz Marketing to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth. This episode in a way is very useful for sales leaders and […]