Tagged With "Skills"

I would be very interested in learning how the competition came in and stole the deal. Was it a lack of closing skills, or was there something else missing in his sales process? Art, do you ever notice that CUSTOMERS are the ones that tend to make decisions towards the end of the month? By biggest "competition" is not the competition, it's the customers not revealing other information that could jeapordize moving forward. For example, customers needs a copier for a new branch office they are...

Czech Yes and no. What I do find is that are many that will procrastinate with the decision making process. Usually, this means that there is some type of objection and the client is entertaining other offers. In many cases I run into the same thing with new offices, but what aggravates me the most is the client that refuses to email you back or take your call after you've meet with them the first time. I'm a big boy, if you don't like me or what to go somewhere else, just tell me and I'll...

Art Here is my two cents worth. What goes around comes around in this world. Sometimes sooner, sometimes later. If and when we get to the point of people totally taking out the human to human contact in the sales process, they will then begin to miss that same human to human contact, and start to look to regain it. Its my belief that we will begin to see that very soon in things like facebook. Its a great way to help stay in touch with people. But once people begin to use it to avoid each...

I heard from a number of members after today's KM One Rate Webinar. Everyone was very positive over the content of the material we provided. I'm now thinking of providing one webinar a month on a topic that our members would like. I've put a few suggestions below that you can vote on and feel free add in since we've turned on "Allow Write-In Responses". In addition you can select more than one answer. Special thanx to Monte for this idea.

With Dropbox Extensions, file hosting vendor Dropbox has partnered with several other document management vendors to provide product integrations for Dropbox customers, ranging from e-signature capabilities to PDF and image editing and video annotation. Dropbox Extensions includes integrations with e-signature vendors Adobe Sign, DocuSign and HelloSign; PDF editing with Nitro, AirSlate and Smallpdf; DWG editing using Autodesk; video annotation with Vimeo; image editing with Pixlr and the...

Face to face interactions are typically viewed as the single most valuable activity by any sales rep. However, opening the door and gaining a seat at the business table is tough. "How does a sales rep in a highly connected, digital business world capture the attention of an executive buyer?" The primary differentiator of today's successful sales reps is their ability to prospect. Prospecting for new business or securing more within existing clients; both difficult but this is where the...

I know what you all are thinking.... Rationalization runs rampant as mental justifications sets in... "We are three years behind major cities in technology" "This is small town USA, very few of our clients have LinkedIn profiles" "Our clients aren't social" "We have a great client base" "Can't expose our competitor's to what we are doing" "I am too old for this social stuff" (Attention Boomers) More rationalization from sales reps... "Prospects are not returning my emails so I will stop...

I'm probably going to go a little off topic here and there, however please bear with me. A few minutes ago I finished up reading "Why a Lifelong Salesperson Thinks Salespeople Are Unnecessary". That the 80%of the purchasing process will take place without human to human contact by 2020, threw me for a loop! Dang, that's only three years from now! The blogger wrote about a software company that has NO salespeople, and that they grew to 450 million in revenue in 15 years. The gist of the blog...

Sharing educating content on social media is something that needs to be done on a daily basis. It takes less than ten minutes a day. Just like prospecting, it's something you do every day of the week, and even weekends!

Yes correct Art. However, this is part of a well rounded approach to integrating the use of social. As the parody states, "Stop using LinkedIn" I see all too many wing and a prayer approaches to LinkedIn or for that matter any social. This is a great time to be in sales but collectively management must be fostering an environment of building up sales reps digital skill sets. Practice, practice and more practice. This must become top of mind for all management.

Larry Really??? "but collectively management must be fostering an environment of building up sales reps digital skill sets" I guess those skill sets are easier for of us, and not easy for others. Frankly, I find it hard to believe that a sales person can't grasp what to do with social media.

Yes Art management must provide support and education. Very few and I mean very few sales reps understand what to do with any aspect of social media. If a sales rep plans on having any career inside this channel they must adapt/adopt a digital mindset. This means leveraging their brand as well. It is time for change and I am here to help facilitate.

Great post, love it!

Thanks Petra. Have a fantastic week!

You, too, thank you!

By Catherine Knowles, Yesterday Fujitsu has announced a Global Strategic Partner Academy program, designed to address increasingly critical skills shortages. With a focus on Fujitsu employees, apprentices and new recruits, the Global Strategic Partner Academy program will offer training, re-training and experience-based development opportunities in collaboration with global partners on a virtual platform. Fujitsu states the company’s objective is to create a global community of digital...

Survey of employees published Research published by Amazon 74% of younger workers say they are likely to quit their job in next year, due to lack of developmen opportunities 64% fear losing their job due to new skill requirements for which they have not been equipped 58% are worried that their skills have gone stale since pandemic 70% feel unprepared for future of work 89% are highly motivated to advance their skills Main motivators to boost skills: Higher pay = 59% Better work life balance...