From the category archives:

Sales

Your Social Circle Sucks

by Justin McCullough September 3, 2010
082757

I want to tell you something. Please listen to this.

You’ve taken the time to get yourself on all the popular networks:

Facebook
Linked In
Twitter

You even updated your:

Google Profile
Business Card2.com

…And you’ve got a website and blog or both.  You’re actively engaged with people and your just tweeting and facebooking away, making all those high quality, authentic connects you [...]

Tagged as: , ,

View Comments full article…

Weakness Turnaround

by Justin McCullough August 27, 2010
FlickrIMGTimParkinson

When it comes to sales, tactics are plentiful and it’s easy to follow someone else’s suggestions on tactics.  This approach works and it is especially effective for fundamental sales tactics, but it can also fall apart when it comes to your individual style.
Lets reflect on you for a moment on your weakness and how you [...]

Tagged as:

View Comments full article…

Customer Service IS Your Business

by Mark Brimm August 23, 2010

Every long-standing business owner knows what it’s like to face a complaining customer on the other side of the counter, be it physical or virtual. It doesn’t matter that you go the extra mile for all of your satisfied customers, there is always the new customer who doesn’t know you yet. To them, you’re just [...]

Tagged as:

View Comments full article…

Like vs Trust

by Justin McCullough August 13, 2010
FlickrIMGTimParkinson

The rather old school idea of having people like you as a part of your selling skill has changed. While humans will always consider who they like they will no longer allow this to be the deciding factor.

Why? Because buyers want homeruns and shortcuts. They want problems to go away. They want [...]

Tagged as: ,

View Comments full article…

Prospects That Suck

by Justin McCullough August 3, 2010
FlickrIMGTimParkinson

Ever have a prospect that needed more (time, materials, meetings, phone calls, etc)? Those prospects seem to suck (the life out of you) and you can’t afford to give your limited sales time to those types of prospects.
Successful sales people have a clear picture of their ideal customer and know what they look like, the [...]

Tagged as: ,

View Comments full article…

Inception Marketing

by JC Hewitt July 28, 2010

In Inception, the protagonists seek to use high technology to manipulate the subconscious minds of their targets by creating believable dreams.

Internet marketers lack the invasive and advanced ability to actually invade someone’s brain yet, but the film illustrates a basic concept of marketing as old as modern commerce itself.

The main subplot centers around a single, seemingly intractable [...]

Tagged as: , ,

View Comments full article…

Sell From the Inside

by Justin McCullough July 27, 2010
FlickrIMGTimParkinson

Justin McCullough discusses the basics of how to get into the mind of the prospect and sell from the prospect’s perspective. A useful, brief introduction for anyone considering going into the field of sales or who needs to troubleshoot problem areas in the pitch.

Tagged as:

View Comments full article…

It Aint About You

by Justin McCullough July 20, 2010
FlickrIMGTimParkinson

Justin McCullough explains why being focused on anything other than the prospect is a crash and burn formular in sales pitch 101.

Tagged as:

View Comments full article…

Taking Questions is Not Selling

by Justin McCullough July 13, 2010
FlickrIMGTimParkinson

I recently observed a sales rep engage in a few sales calls. Not just one, but a few and I was surprised to find that he wasn’t selling at all. He took calls, inbound calls, and answered questions. That’s it. No selling.

One round of dialogue went something like this: “Yes it does that. No [...]

Tagged as: ,

View Comments full article…

Being a Sellout

by Justin McCullough July 6, 2010
jesse757Flickr

The unknowing peers, fans, pundits, and friends tell us when we’ve sold out.  They will tell us on the streets, on the phones, in email, online and everywhere else.

They are all wrong.

“You’re on Myspace! Dude, what are you, a 12 year old girl?”

That’s what my friend of 25 years said several years ago when I [...]

Tagged as: ,

View Comments full article…

← Previous Entries