Resources
BNET Resources
- sort by:
- Relevance
- Date
- Popularity
- Do What Makes You Uncomfortable
- This video features Gerhard Gschwandtner, publisher of SellingPower magazine interviewing SellingPower magazine interviewing Barry Farber, a martial artist and top motivational speaker. It's all about doing the things that make you uncomfortable but which lead towards long term success. by Geoffrey James
- Blog posts 2008-10-26
- What You Can Learn From Losing
- I've known sales reps who were sore losers, and that's ironic, because it's usually through losing that you learn the most. Here's a video that makes that point quite clearly. by Geoffrey James
- Blog posts 2008-11-04
- How to Sell to the Ultra-Rich
- An interview with Nadine Wong, executive director at Morgan Stanley, providing specific pointers on how to sell to the ultra-rich. If you've ever dreamed about selling big ticket items to billionaires, here's where to start. by Geoffrey James
- Blog posts 2008-11-10
- How to Use Technology to Network
- Russ Rothstein, the CEO of Sales Spider discusses some interesting ways of using his company's technology to build networks. by Geoffrey James
- Blog posts 2008-11-11
- How to Overcome Fear of Failure
- An interview with Waldo Waldman of Your Wingman, who brings some of the techniques used in military missions to the sales environment. He is one of the most energized and positive individuals in the business. by Geoffrey James
- Blog posts 2008-11-12
- Use Your Voice to Build Relationships
- A video interview with Kristen Vose, a division manager at Treeline Inc, who explains how her background as a performer has helped her to develop better business relationships. by Geoffrey James
- Blog posts 2008-11-13
- Negotiate the Deal... Not the Price!
- Negotiating the price is what happens when you haggle at a flea market. Negotiating a deal is what happens when the representatives of two companies come together to decide how to make each other more successful. by Geoffrey James
- Blog posts 2008-12-03
- How To Negotiate a Deal
- This truly excellent video provides valuable pointer for negotiating the final part of the deal, after you've gotten the handshake. The interviewer is Gerhard Gschwandtner from SellingPower magazine and the interview subject is Ron Hubsher the CEO of the Sales Optimization Group. by Geoffrey James
- Blog posts 2008-10-21
Additional Resources
- Video: The Fear of Rejection
- Earlier today, I posted a three step program for cold-calling in "How to Find New Customers (Pt. 1)." In that post, I mentioned that fear of rejection is a major reason that sales professionals find it difficult to cold-call. To help you with this issue, here's...
- Blog posts 2008-08-11
- Video: Learning From Sales Mistakes
- I love stories about sales situations that went sour, probably because I've made my share of mistakes. For example, just the other day I gave a client a discount -- AFTER I CLOSED THE SALE!!!! And a few days ago, I figured out that I'd spent a...
- Blog posts 2008-08-15
- Video: Know When to Quit
- All too often I see sales pros either give up too soon (right when they're on the verge of a breakthrough on an opportunity) or too late (when they've already invested way too much on an account that's not going to click.)Â This SellingPower video, featuring the marketing guru Seth...
- Blog posts 2008-08-18
- How to Create Rapid Trust
- This SellingPower video features Larry Pinci, co-author of the book Sell the Feeling, talking about building rapport. This is big issue for sales reps, since it's pretty much the "Jedi mind power" of sales skills. In addition to the above video, here are three "how to" posts that can help...
- Blog posts 2008-08-28
- How to Make Your Cold Calls More Effective
- The coach is Keith Rosen, CEO of Profitbuilders.com. I've spoken with Keith on several occasions and he definitely has his head screwed on straight. In particular, I like the way that he positions the cold call as a way to pre-qualify the lead, so that you don't end up making...
- Blog posts 2008-09-30
- Video: Negotiating a Good Deal
- Earlier this week, I posted "9 Rules for Negotiating a Complex Deal." Many sales reps find negotiating to be more challenging then selling, so I thought it might be useful to provide some advice from Brian Dietmeyer, CEO of Think! Inc. and the author of the book "Strategic Negotiating".  He's...
- Blog posts 2009-04-16
- Video: Creating Sales Professionalism
- One of my favorite people, Howard Stevens, CEO of the Chally Group, talking about the lack of professionalism in Sales and how it can become more professional. I've interviewed Howard on multiple occasions and have seen him speak to large groups of sales managers. His organization does excellent scientific research...
- Blog posts 2008-08-08
- Video: Motivation in Selling
- If you've read "Seven Habits of Highly Effective People," you've probably guessed why I've been posting "motivational" videos every Sunday, like "Believe in Yourself" and "Elements of Greatness." I believe that motivation is the foundation of success in just about any endeavor, but especially in sales. ...
- Blog posts 2008-08-27
- Advice for the Novice Sales Manager
- This morning's post, "The Seven Myths of Sales Management" discussed the difficult job of being a sales manager. I thought it would be helpful to round out that discussion with this truly fabulous video where a top sales coach and author, Keith Rosen of ProfitBuilders, actually coaches a real-life beginning...
- Blog posts 2008-09-02
- Poll: Do You Use Humor to Sell?
- The sales trainer Michelle Nichols she used to write a column on sales for BusinessWeek thinks that humor is a great way to break the ice: I have mixed feelings...
- Blog posts 2008-12-09
- Video: Crafting an Elevator Pitch
- In this video, the lovely and talented Terri Sjodin, author of the bestselling book The New Sales Speak gives some excellent pointers on how to make an elevator speech memorable. By the way, Terri also has a lot to say in her book about longer presentations and...
- Blog posts 2008-12-16
- How to Close Without Discounting
- In this morning's post "How to Defend Your Higher Prices" I provided some advice based on comments Robert Nadeau about setting up a deal for a quick and painless close. For another perspective on this all important issue, here's Brian Dietmeyer, CEO of the sales and consulting firm...
- Blog posts 2009-02-02
- << Previous
- page 1 of 1
- Next >>
