Sometimes you're not always as clear as you can be. That's what Barbara
Weaver Smith, author of Whale Hunting & CEO of The Whale Hunters, discovered
when she was pursuing a big opportunity. Even though it cost her the deal,
she learned her lesson.
My team and the prospect's team were sitting in their conference room.
Enthusiasm was high and conversation was coming fast from every corner. They
wanted to know what outcomes they could expect and how we would work with
We talked about our standard implementation for a company like them, and we
talked about some additional modules in which they expressed interest. We
discussed price. By the end of the meeting, we were setting dates to get
Next day, we had a formal proposal to them. Here's what the standard
implementation includes, and here is its price. Here's what the additional
module i... (more)
As someone who spends hours (and months) writing articles & books, I don't
have any tolerance for people who knowingly use other author's material as
That's why I was appalled when several colleagues discovered that another
"sales expert" was re-purposing their articles under his name. (See Jonathan
Farrington's blog post: When Plagiarism is Not Flattering.)
There aren't any shortcuts to success. If you ever get tempted, don't do it.
The price you pay is just too much. You'll invariably be outed because you
can't hide the truth in today's digital age. That destroys you... (more)
Thank to everyone who voted for me in the 2010 Top Sales Awards. Your support
made a huge difference in the results, as you'll see in the results below.
Your votes were combined with judge's to determine the ultimate winners in
Your vote of confidence in my work is humbling. It also inspires me to keep
giving your more good stuff to help you increase your sales. Thank you, thank
you, thank you.
And, I'd also like to say a BIG thanks to Jonathan Farrington of Top Sales
World for making this event possible. His vision in recognizing sales
excellence will raise the ... (more)
Recently I interviewed Jonathan London, President of The Improved Performance
Group and author of The Entrepreneur's Guide to Selling. Since founding his
company, he's trained over 15,000 salespeople.
Prior to that, he was the TOP performer, company and sometimes industry
wide in every sales and management position he ever held.
Jonathan is now training and coaching small to medium businesses who need to
learn how to differentiate themselves in today's crazy-busy business
environment. Today we're talking about prospecting!
MARKETING FOR SALESPEOPLE
Jill: Jonathan, I know one of ... (more)
Are you crazy busy? Is your To Do list overflowing? Do you wonder when
you'll get it all done?
If you want to learn how to get a whole lot more done in a whole lot less
time, REGISTER NOW for my FREE online Sales Productivity Summit with SIX
top-notch sales experts.
The Sales Productivity Summit will be on:
Day 1: March 17, 12-2 pm ET Day 2: March 24, 12-2 pm ET
When you attend this FREE online Summit, you'll discover how to:
Significantly reduce prospecting time. Save over an hour a day on email. Get
more referrals and leads. Maximize your sales meetings.
You'll want to reserv... (more)