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Wendy Connick

Wendy\'s Sales Blog

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LinkedIn for Salespeople

Thursday May 29, 2014

TabletA recent article in the Richmond Times Dispatch ponders the best practices salespeople should deploy when using LinkedIn. Lapp refers to social media as a "sales game-changer," and discusses how salespeople can make the most of their efforts with LinkedIn in particular.

Lapp talks about the importance of setting up your profile correctly and of joining appropriate LinkedIn groups. He also describes how to use LinkedIn to connect with people and to do precall research on prospects.

Sales strategies: Using LinkedIn to sell

Photo courtesy of iStockPhoto

Webinar Wednesday #143

Wednesday May 28, 2014

Back to SchoolWebinar Wednesday is a celebration of all things webinar. You will find upcoming webinars, links to recorded webinars for those who missed them on the first go-round, and occasional recaps of webinars I recently attended.

New Webinars:

"Lead-to-Money Best Practices & Benchmarks" (Thursday, May 29th 2:00 pm ET) - hosted by Selling Power. How to use technology and sales processes wisely.

"High Profit Negotiating: Tips for Success" (Monday, June 2nd 1:00 pm ET) - hosted by Mark Hunter. How to negotiate successfully while keeping everyone happy and involved.

"Moving The Middle" (Thursday, June 5th 1:00 pm ET) - hosted by Selling Power. Turning mid-level performers into top performers.

Photo courtesy of iStockPhoto

Value Statements

Sunday May 25, 2014

GraphsThe first step in proving your product's value to prospects is figuring out what it is yourself. Of course, different prospects value different things, so you can't come up with a single value statement and try to apply it to every sales presentation.

In fact, coming up with multiple value statements for each prospect is the most effective way to catch their interest. You can start out with a broad value proposition that is likely to apply to any prospect in that industry, and use that hook to get an appointment so that you can uncover the prospect's unique needs.

Adding Value at Different Levels

Related Reading
Classifying Prospects
Winning over Comparison Shoppers

Photo courtesy of iStockPhoto

Business Networking

Saturday May 24, 2014

City lightsNetworking is highly useful for any professional, but salespeople can benefit more from networking than folks in other career paths. Who you know can make a huge difference in how successfully you can sell.

When you can't reach a particularly difficult decision maker, or when you're trying to get an interview for the sales job of your dreams, or when you need the inside scoop on a prospect's hot buttons, your network can get you exactly what you need. And even when you don't have any pressing needs, those network contacts can help by funneling warm leads your way.

What is Business Networking?

Related Reading
How to Work a Networking Event
14 Social Media Networking Tips

Photo courtesy of iStockPhoto

Agile Selling

Thursday May 22, 2014

Open signForbes recently posted an interview conducted with Jill Konrath, sales strategist and author of several sales books - including the new book Agile Selling. Schawbel's focus in the interview is on how entrepreneurs can manage sales effectively, but many of Konrath's responses apply well for anyone in a sales situation.

As Konrath explains, an agile seller is someone who can adapt quickly to changing circumstances. Because of this adaptability, agile sellers tend to see results faster than stick-in-the-mud types of salespeople. This is especially true in difficult market conditions, such as the recent recession.

Jill Konrath: Why Entrepreneurs Should Become Agile Sellers

Photo courtesy of iStockPhoto

Webinar Wednesday #142

Wednesday May 21, 2014

Back to SchoolWebinar Wednesday is a celebration of all things webinar. You will find upcoming webinars, links to recorded webinars for those who missed them on the first go-round, and occasional recaps of webinars I recently attended.

New Webinars:

"The Life of a Customer" (Thursday, May 22nd 1:00 pm ET) - hosted by Marketo. Engage your customers by personalizing your communications.

"Lead-to-Money Best Practices & Benchmarks" (Thursday, May 29th 2:00 pm ET) - hosted by Selling Power. How to use technology and sales processes wisely.

"High Profit Negotiating: Tips for Success" (Monday, June 2nd 1:00 pm ET) - hosted by Mark Hunter. How to negotiate successfully while keeping everyone happy and involved.

"Moving The Middle" (Thursday, June 5th 1:00 pm ET) - hosted by Selling Power. Turning mid-level performers into top performers.

Photo courtesy of iStockPhoto

More Ways to Add Value

Sunday May 18, 2014

BinocularsPeople have a funny habit of not wanting to pay more than they think the product is worth. Of course, what your prospect thinks the product is worth may be way off base. It's your job as the salesperson to show him the products true value.

The thing to keep in mind is that everyone values things differently. What one prospect sees as incredibly important and valuable, another prospect might consider unnecessary or even undesirable. So before you start trying to add value, you need to find out what the prospect considers valuable.

Adding Value at Different Levels

Related Reading
How to Add Value to Your Sales
How to Be a Better Listener

Photo courtesy of iStockPhoto

B2B Texting

Saturday May 17, 2014

MatchflameThese days it's not just teenagers who love to text. Texting has worked its way into the general population, which means that it's yet another sales channel that salespeople can seize on. And if you think about it, it's an ideal channel to use for pursuing B2B sales.

After all, while it can be quite difficult to reach busy decision-makers on the phone or by email, if you send a text, you're almost certain to reach the person immediately. And text messaging is a great way to send useful little tidbits of information, which take only a moment to read - making them a nice fit for an extremely busy person.

B2B Mobile Marketing

Related Reading
Get Prospects to Return Your Calls
9 Communication Skills for Salespeople

Photo courtesy of iStockPhoto

Webinar Wednesday #141

Wednesday May 14, 2014

Back to SchoolWebinar Wednesday is a celebration of all things webinar. You will find upcoming webinars, links to recorded webinars for those who missed them on the first go-round, and occasional recaps of webinars I recently attended.

New Webinars:

"The Life of a Customer" (Thursday, May 22nd 1:00 pm ET) - hosted by Marketo. Engage your customers by personalizing your communications.

"Lead-to-Money Best Practices & Benchmarks" (Thursday, May 29th 2:00 pm ET) - hosted by Selling Power. How to use technology and sales processes wisely.

"High Profit Negotiating: Tips for Success" (Monday, June 2nd 1:00 pm ET) - hosted by Mark Hunter. How to negotiate successfully while keeping everyone happy and involved.

Photo courtesy of iStockPhoto

Which Social Media Networking Site Is Best?

Sunday May 11, 2014

TabletUsing social media for business purposes is unquestionably hot. That's because, when done right, it gets results. Unfortunately, salespeople often lack the amount of time it can take to master social media selling.

In that case, the best bet may be to start with just one social media networking platform, spend a little time every day mastering the systems, and get yourself up to speed without losing too much of the time you'd normally spend on sales activities. Of course, to make that work, you have to figure out which site is best for you.

Choosing a Social Media Platform

Related Reading
Creating Your LinkedIn Profile
Getting Started on Twitter

Photo courtesy of iStockPhoto

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