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Great tips. Keeping out the mundane and shaking out the complacency should be every sales manager's number one job. Thanks Skip, I have a few more ideas now!
10 Ways to End Sales Drudgery in Sales Teams
I love consistency in selling. And consistency in management, policies and procedures. While consistency has it's place in the running of a successful sales organization, there are times where consistency leads to drudgery. Salespeople in retail do the same thing everyday, opening the cash drawe...
Be more social. Stop fiddling around with sales reports and looking for "just the right lead." Trade in those time wasters for good conversations.
I had a mentor tell me once: "Your sales numbers (closed deals) are in direct proportion to the number of good conversations you have."
It works. Have more good conversations--everyday.
Only 2 Years to Meet Your Sales Goals! The World is Ending!
So Hollywood tells us that the world is going to end in 2012. Yikes! That means we only have a couple years to meet our sales and career goals! Better hurry... > Ask for help. If you need to find prospects as part of your selling job, start beating the bushes like you've never beat them befo...
From the other Bill Rice:
I think this shows two important distinctions that should be highlighted in most sales training:
1. There is a big difference between belly to belly B2B sales and aggressive B2C sales. I have done both and there is cause and technique for both.
2. Sales scripts and rigid sales process can drive customers away. I advocate the "playbook" paradigm versus the sales script.
Jill you always give us great stuff. Thank you.
Why I Hate Closing Techniques
"My salespeople need to get better at closing," the Vice President of Sales said to me shortly after I arrived in his office. If I've heard that line once, I've heard it a hundred times. Despite being on an important sales call, I couldn't help but cringe. You see, I will never, ever train peopl...
This is a great approach.
Putting things into scenarios (play acting) that you can really see in your mind is a great way to train. We've all seen Tiffany, but reading the average tips and tricks we may not understand who or how to apply these techniques.
Another great post!
"Tiffany, could you please step into my office..."
Why Can't Tiffany Sell to Men?
Dear readers: Don't sell like Tiffany. - - - - - A Play in One Act: Why Can't Tiffany Sell to Men? As the scene opens, the sales manager is having a private sales coaching meeting with Tiffany, one of his average salespeople. Rachel is sitting back in her chair, lets extended, looking tired and ...
I have been a big proponent of this audience interactive presentation format. I saw it as one step toward bringing the audience up on stage--a concept Dave Winer has long talked about and quested after.
It's really a shame civility and social grace melt away in a mob. Why not just use the "unconference" rule of "two feet" and the door. It sends just as loud a message and is not so rude.
I think you hit it right on as for when it will and won't work.
The Backchannel Eats Its Young: danah boyd and Web 2.0 Expo
I wasn't in attendance at the recent Web 2.0 Expo when danah boyd and the Twittosphere collided in the perfect backchannel meltdown. However, I will just say what I have said for years (like after the famous Mena Trott Meltdown in 2005 at Les Blogs): Only project the backchannel on the wall in ...
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Dec 10, 2009
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