How to Use Competitive Information in #Sales

I speak often about keeping current on the industry and our competition, which is great, but what you do with that information is what’s important.  It needs to be used in a way that’s meaningful to the customer.  You still need to find out what is important to them before you can position IBM Unique Value and help position us (positively) against our competition!  –RBGM

How to Use Competitive Information | BNET.

Why smart managers master the art of listening well

For anyone who has been in a Sales Workshop with me, this is a perfect and real-time example of “Active Listening”.   This solidifies the fact that strong sellers are always at Level 2 &3, and deliver what the customer WANTS, not what you assumed they’d like!   –RBGM

[ Integrated mar.com ]

 

Top 50 Sales Blogs 2011

SalesCrunch Top 50 Sales Blogs 2011.

Wow!  Great list of resources for sellers!  Obviously we all can’t follow this many blogs, but have a look at the top sites and see if any resonate with you.  Even if you just subscribe to one, it’s better than none!  –RBGM

8 ways to show speaking skills in a meeting

As a leader, it frustrates me when people do not participate in meetings.  Assuming the meeting was planned in advance with a clear agenda and purpose, everyone in attendance should be active.  It also helps to demonstrate your skills, knowledge, and leadership in small increments over time.   This is a good article that highlights a few things to consider.  –RBGM

Connectit Canada – 8 ways to show speaking skills in a meeting.

How Much Time Do Your Salespeople Spend Selling?

How Much Time Do Your Salespeople Spend Selling? – SellingPower – Gerhard Gschwandtner’s Blog.

A great article that highlights where we’re spending our time and why it’s shifting.  Perhaps our sales models are not consistently aligned with how customers want to buy?   –RBGM


Greplin makes social search impossibly easy

Tools like this one will continue to be developed.  It forces us to constantly be aware of our “Googlability” and how our online lives could have … or WILL have … a serious impact on our reputations and personal brands!   –RBGM

Greplin makes social search impossibly easy – The Globe and Mail.

The Fallacy of the “Middle of the Road” Strategy

A great article that references IBM, and how we leverage our need to “be the best” in order to truly BE THE BEST!  Companies that try to be good at everything don’t get as far as those who focus and build depth.  I think the same is true for our personal performance and our individual brands!  –RBGM

The Fallacy of the “Middle of the Road” Strategy | BNET.

5 Reasons Why Your Online Presence Will Replace Your Resume in 10 years – Dan Schawbel – Personal Branding – Forbes

What is your “google-ability factor”?  Does it represent the brand you’re trying to build for yourself?  Your online personae tells way more about you than your resume does … and that’s where we’re heading!   –RBGM

5 Reasons Why Your Online Presence Will Replace Your Resume in 10 years – Dan Schawbel – Personal Branding – Forbes.

Selling to Big Companies: Why This Voicemail Failed

Many sellers struggle with how to leave an effective voicemail message.  How many of YOUR messages are returned?  Great article from Jill that encourages you to cut the fluff … remember, it’s about value and benefit to the customer first … BE PROVACATIVE!!   –RBGM

Jill Konrath | Selling to Big Companies: Why This Voicemail Failed.

How to Be a Great Sales Manager | BNET

How often, as managers, do we promote people into leadership roles because they’re good individual contributors.  If you’re looking towards management, these are good points to measure yourself against.  Are you ready?    –RBGM

How to Be a Great Sales Manager | BNET.