What is a Sales System

I’ve been reading sales books for 25+ years. Wow! That sounds like a long time! Doesn’t feel like it though.

Anyway, some sales books talk about sales systems, but not one ever told me how to actually set one of those things up. You think Frank Bettger in “How I raised myself from Failure to Success in Selling” showed you what to do each day? Did Og Mandingo tell you how to pick up the phone and handle anything? When you learned to swim with the sharks, did you learn how many times you would need to call someone before they would answer the phone? Finally, while you may have heard all kinds of stories about the redhead and realized that a lot of the time you were guilty of “stinking-thinking” did Zig ever tell you what to do today to get more business?

I love every one of these guys. I cut my teeth on their information and they have pumped me up when I needed them. But you know what I really wished I had when I started out? [Read more…]

How to Customize Insightly CRM for Prospecting

In this video I’m going to show you how you can customize Insightly CRM to make it really easy to prospect.

Insightly is one of the easiest CRM’s to use on the market and the best thing about it is really easy to set-up and import contacts.

As far as importing contacts into Insightly CRM goes, it’s dead simple. Just set up the CSV file column names to match the fields in Insightly and importing is 2-clicks and done.

The best part about importing into Insightly CRM is even though you can create different .csv files for Contacts and Organizations, you don’t have to. You can just import Contacts and it will make the Organizations auto-magically. Think that’s not a big deal? Think again! It becomes a huge pain in the ass when you have to do each separately and then associate them afterwords. [Read more…]

Thoughts on The Challenger Sale

the-challenger-sale

Part of being a professional salesperson is staying up-to-date with the latest thoughts and ideas about what is working now in the field of selling and what isn’t.

Just in the sales arena alone, I’ve read books explaining different personality types, I’ve read all kinds of techniques and scripts to use, I’ve read books focused on the mindset of a champion salesperson, and I’ve read books by people who think they know about NLP try to explain how to use it to manipulate people into blindly following your every command.

Most of the information is simply regurgitated over and over again, yet passed off as new, special, and different. [Read more…]

Weekly Web Recap of Marketing Ideas – July 25, 2014

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This week’s web recap of marketing ideas includes everything from Google backlinks, podcasting, conversation, and conference calls.

1. When Google starts banning backlinks from reliable sources with the claim that said reliable source is not of quality, it’s time to step back and re-evaluate your online marketing efforts. Backlinks have always been a reliable way to add credibility to your Company and website. The thought is if Moz, New York Times, Harvard Business Review, etc. – basically any website that is deemed as quality by Google, is linking to your website, you must be credible. Now Google has decided that many credible websites, like Moz, do not provide quality links and are asking you to remove said links or your website rankings will suffer. Imagine writing a great article for a “quality” website online, have that website link to your website (known as a backlink) then be told by Google the link is not quality, and then having to contact the website you wrote the article for to request they remove the link to your website that was included as a link on the article you wrote!

>> Dear Google, Links from YouMoz Don’t Violate Your Quality Guidelines READ ARTICLE HERE

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You Can’t Wait 6 Months To Sell Something – Sales Process

Mindwhirl Example Sales Process

Some of the business owners we talk to don’t have a sales process. In fact, 70% of all small businesses do not have a defined sales process.

I don’t know if these business owners know this or not, but you start a business to make money, not to have something to do.

You have to have a defined sales process because with it, you know where your customers are at in the process of buying.  [Read more…]