Yes, this is another rag on what our parents did wrong and from Andrea Waltz we understand the limits this has imposed on salespeople. And yet, it's easier than you think to overcome our avoidance of the word no and reprogram ourselves to embrace it.
Spray and Pray doesn’t work, but it’s used every day by unsuccessful salespeople. Mario Martinez Jr., president of Vengreso says that buyers only care if a salesperson can add value and the buyer can quickly tell if this is the case. In this interview with CRM Radio host Stacy Gentile, Martinez knocks down stereotypical ways of selling that are yesterdays approaches and gets into the methods of today’s most successful salesperson: Social Selling. He discusses:
Host Paul Petersen talks with GoldMine CRM, CMO Stacy Gentile about the tips and pitfalls of CRM use and Implementation. They look back to guests like Jay Baer, Gene Marks, Patrick Renvoise, Jill Konrath, Todd Cohen, Chad Pollitt, Shari Levitin, and others to discuss the takeaway tips about sales in general and CRM usefulness for sales and management. For instance:
The host for CRM Radio, Stacy Gentile, said that of all the guests he invited this year, Dora Lutz is the one he looked forward to most. She is the author of “The Aspirational Business” and the founder and president of GivingSpring.com. In this interview, Stacy asks and Dora answers:
There has been a lot said about the Emotional Intelligence (EQ) of our leadership class in corporations, but little said about how the lack of emotional intelligence for salespeople affects sales performance. In this interview, host Paul Petersen speaks with Colleen Stanley, founder of SalesLeadership about the consequences of feeble emotional intelligence on the part of salespeople. They cover:
In this free wheeling session, Trish Bertuzzi CEO of the Bridge Group discusses problems and cures for the most irritating and persistent sales issues facing C-Level Executives today. CRM Radio Host, Stacy Gentile asked Trish what advice she can give to C-level Executives and she replied, “You need to be an expert at Sales and Selling. Everything else, secondary. If you won’t get it, no one else will.”
“Value,” David Priemer of Cerebral Selling says, “transcends ROI.” Regardless of the opinions of your product manager, company president or sales manager, the value your product or service will mean something different to each prospect. If your salesperson barfs up value based pablum without listening to the prospect, he or she will lose the sale. The prospect, Petersen and Priemer agreed, is the only one who can define value for your product.
CRM Tips from Two Pros - Paul Petersen and Stacy Gentile
Host Paul Petersen talks with GoldMine CRM, CMO Stacy Gentile about the tips and pitfalls of CRM use and Implementation. They look back to guests like Jay Baer, Gene Marks, Patrick Renvoise, Jill Konrath, Todd Cohen, Chad Pollitt , Shari Levitin and others to discuss the take-away tips about sales in general and CRM usefulness for sales and management. For instance:
CRM Radio is hosted by Paul Petersen and the sponsor is Goldmine CRM broadcast on the Funnel Radio Channel.
She’s serious with humor, laughs when making a thoughtful point and you know as you listen that she speaks with authority and truth. Colleen Francis of Engaged Selling talks with host Stacy Gentile about the issues around poor, poor sales coaching. They discuss:
Todd Cohen testifies that siloed companies are mediocre companies that eventually die. They die because sales and marketing are siloed. They die because employees, regardless of job title don’t understand that when they serve the customer well, they are in sales. They die because company departments don't talk to one another.
Best practices in customer relationship management (CRM Management) from GoldMine CRM and host Paul Petersen
