In this issue: Links to my "Find a Sales Job" articles on FINS.com and five new posts from Sales Source on Inc.com, and information about Scientific Selling, a recently-published book that I co-authored!
Looking for a Sales Job? Check These Out:
New Sales Source Posts
- 5 Toxic Beliefs That Ruin Careers -- People who hold these debilitating beliefs find that they lack the energy required to create their own success. Knowing what they are--and how they affect behavior--is the first step to avoiding them in your business and personal life. Read story
- Cheaper Competitor? 5 Ways to Fight Back -- Don't get caught in a profit-killing price wars. Here's exactly how to differentiating yourself, your firm and your offering from the competition so that your higher price simply isn't an issue to the customer. Read story
- How to Tell Stories that Prepare Customers to Buy -- Use this seven-step process to develop and tell a business anecdote that will create emotions in the customers brain that will help you develop the accoutn and close the deal. Read story
- How Good Is Your Presentation? -- Here's a checklist of Yes/No questions to ask yourself before you give a presentation. If the answer to most of them is "YES!", you're probably going to knock them dead. Read story
- What Microsoft Got Wrong on Windows -- Want a valuable lesson on branding? Here's how one of the biggest consumer-facing companies has bungled its branding, with some advice on how to avoid the same error in your product set. Read story
New Book: Scientific Selling
I wanted to give everyone a "heads-up" about a book that came out last month: Scientific Selling by Nancy Martini (with Geoffrey James). This was a major project for me in 2011 and, unlike my "how to" book (which is for regular salespeople), Scientific Selling is intended for sales managers and explains exactly how to use the latest testing and measurement methods to create high performance sales teams. Fascinating stuff, IMHO. To purchasing a copy, click on the book cover below:
