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

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Hacking of #DuPont, J&J, #GE Were Undisclosed #Google-Type Attacks – Bloomberg

IBM sellers, take notice!  This is a great real-time example for your customers when you’re discussing SECURITY.  If J&J, GE, Google, and Disney can be breached, what can IBM do to help keep THEM secure?   What if this were to happen to THEIR organization?  A good conversation to have!   –RBGM

Hacking of DuPont, J&J, GE Were Undisclosed Google-Type Attacks – Bloomberg.

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

Why IBM Could Be Bigger Than Facebook in Social Media | Fast Company

The IBM sales force will agree that social media has been a hot topic of late, and for good reason.  We’re talking about amongst ourselves, our customers are talking about it, and many are building strategies to leverage it’s power.  This is a great article that shows IBM’s focus on social media for business … the future of how we’ll communicate!  –RBGM

Why IBM Could Be Bigger Than Facebook in Social Media | Fast Company.

Top 10 Dumb Mistakes Inside Sales Reps Make

The four sins of bad listeners

Hearing without listening happens all the time in business relationships. Learn how to listen well to sharpen your selling skills!

The Four Sins of Bad Listeners