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Jim's a great speaker. I saw his TED talk & bought his book. Thanks for having great guests Gerhard
Thoughts on Self-Leadership and Call Preparation from Jim Cathcart
Gerhard Gschwandtner is founder and publisher of Selling Power magazine and host of the Sales 2.0 Conference. One thing I love to do is conduct video interviews with a wide range of authors, experts, and industry practitioners. My friend Jim Cathcart, bestselling author and top industr...
Who else cares. I like it and I learned something today. Thanks.
The Role of Emotion in Value Selling
Today's post is by Dave Kurlan, founder and CEO of Objective Management Group Inc. and Kurlan & Associates, and author of Mindless Selling and Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball. Everyone has had an experience where thei...
Wow, this service is brilliant. Can you let me know who they are. I want to sign up;)
The Sales Airhead Award Goes To ...
Today I received an email from a sales rep of a marketing software company (the sender shall be nameless) that started out with: Hi Gerhard... Without introduction or statement of purpose, the rep launched into a 13 bullet point sales pitch. There was no call to action, the email ended with a li...
Great topic Gerhard & I think a really important one. In Adam Grant’s new book Give and Take he says that the greatest untapped source of motivation is a sense of serving others. By focusing on the contribution of our work to other people’s lives has the potential to make us more productive than thinking about ourselves.
In his book he offers proof by reading testimonials, like Theresa’s story, to call center employees, and within a month found that they were spending 142% more time on the phone and bringing in 171% more revenue, even though they were using the same script.
So the customers must have heard the magic in the call center employee’s voice.
So get your salespeople to work on stories about how they have helped customers to not just be better at communicating with customers but to re-connect with themselves the meaning behind what they do.
How to Be a Feel-Good Millionaire
Many people say that one of their goals in life is to leave the world a better place than it was when they entered it. The thought of improving the world may show lofty ambition – but also hints at arrogance. Good salespeople don't aim to improve the world; instead, they work at improving themse...
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Apr 29, 2013
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