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- How to Fix Your Forecasting
- Since scientific forecasting isn't going to happen inside most firms, what's the best way to turn the forecasting process into something useful? It's not impossible, but it requires some extra work on the part of sales management. Here are the four steps: Redefine your sales process in terms of...
- Blog posts 2007-08-03
- Read Your RSS Feeds Effectively
- Now that you've got an RSS reader (right?), you need to make sure that it doesn't become another email-esque albatross that you check way too often and spend way too much time going through. That doesn't necessarily mean, though, that you need to cut down on the number of feeds...
- Blog posts 2007-08-02
- Why "Scientific Forecasting" Flops
- Sales forecasting in most firms is a mess. The alternative -- scientific forecasting with a computerized market model -- is a proven solution. Why then is scientific forecasting so rare? The answer is fear, on the part of everyone involved. Sales reps are worried ...
- Blog posts 2007-08-02
- Why The Sales Forecast Stinks
- Let's face it: most sales forecasting is a complete joke. Here's the routine: The sales manager asks for the forecast. The reps make a guess at what will close, then subtract ten percent, just in case. The sales manager takes the forecast and raises it ten percent because he knows the reps...
- Blog posts 2007-08-01
- Absolutely the Worst Sales Manager
- I can't resist sharing this story with you. A few weeks ago, I ran a "worst sales manager" contest. You guys contributed some pretty wretched examples of the breed but nobody came even close to having a boss as terrible as this guy:What did he do? Well,...
- Blog posts 2007-07-31
- Learn to Deal with Job Burnout
- You know the feeling: You just can't slog through another day of the same work, the same meetings, the same everything. It's called burnout, and it happens to just about everyone at one time or another. Before you do something drastic (like sending your boss an "I quit!" e-mail), check...
- Blog posts 2007-07-31
- How to Improve Your Concentration
- Does your mind wander when it should be firing on all cylinders? Do you lack focus? Are you unable to concentrate on this very post... HEY, PAY ATTENTION! Lifehack.org offers 10 tips for sharpening your concentration skills, including my personal favorite:Isolate Yourself Become a hermit and stay away from other...
- Blog posts 2007-07-31
- Selling is Better Than Sex
- I recently wrote that "selling is like sex; until you've actually done it, you can't possibly understand what the fuss is all about." On second thought, that's wrong. Selling is not like sex... it's better than sex. Here's why: You usually have a pretty good idea of...
- Blog posts 2007-07-30
- Harness the Power of Microtasks
- Struggling to get started on a big project? Stuck at the halfway point? Perhaps it's time for a different approach. Personal-development blogger Steve Pavlina suggests breaking a large project down into "microtasks" -- small, easily accomplished action items that can be completed in under 30 minutes. Here's the idea in...
- Blog posts 2007-07-24
- Check Out Wired's How To Issue
- The August issue of Wired Magazine isn't out online just yet, but it is packed to the gills with cool tips in its annual How To guide. Like how to outsource your job (check out yourmaninindia.com) and use a Wiki compose your thoughts offline and run a fast meeting (keep...
- Blog posts 2007-07-23
- Information Gathering Made Easy.
- B2B sales is all about solutions, and solutions are all about customer needs. Unfortunately, figuring out those needs must take place early in the sales cycle, when you have the least rapport and when the customer is naturally wary. The time-honored technique to gather this information, and...
- Blog posts 2007-07-23
- Alternatives to SunRocket
- Pity the poor home- or small-business owner who relied on SunRocket for phone service. As you've probably heard, the country's second-largest VoIP provider went belly-up this week, leaving 200,000-plus subscribers without service. I should know: I'm one of them.Never mind that SunRocket didn't bother to warn us that the plug...
- Blog posts 2007-07-20
- 8 One-Liners Worth Remembering
- It's time to become a master of the one-liner. No, not jokes, but simple, to-the-point sentences, the kind that make for truly effective communication. So says Lifehack.org, which offers 8 of these useful bursts of verbal acuity. Here are a couple highlights: Susan, Susan Thompson. The repetition of your first name twice is...
- Blog posts 2007-07-19
- Sales is essential, Marketing is not.
- Marketing folk continue to throw brickbats at sales pros. The latest salvo came from BNET's new PR blogger Van Travis, whose post Bad Marketing Follows Bad Sales trots out the traditional complaints. According to Van, many if not most sales pros are: Uncommunicative. They "spend so much time...
- Blog posts 2007-07-19
- Why Marketing Won't Listen
- Travis Van's "Catching Flack" blog post Bad Marketing Follows Bad Sales blames Sales for not doing a good enough job communicating with Marketing about the nature of the customer base and the characteristics of a qualified lead. While I understand his point, with all due respect, the problem isn't...
- Blog posts 2007-07-18
- How To Go 100% Commission...Safely
- Most sales reps have a draw minimum salary that shields them from the consequences of not making quota. That security blanket comes at a high price, though, because the employer is taking on the risk of your failure. Making big money in sales almost always means working for 100...
- Blog posts 2007-07-12
- How Much is Your Time Worth?
- I was reading the great blog Internet Duct Tape the other day, and came across this statement: "One of the handiest 'life hacks' is to figure out how much money your time is worth after taxes and use that to as a basis for deciding if a time saving service...
- Blog posts 2007-07-12
- Things You Didn't Learn in School (But Need to Know in the Real World)
- How do you survive a poorly run meeting? How do you explain your ideas in thirty seconds? Guy Kawasaki—Apple evangelist—tells you in tiny snippets what you need to be able to do in the office environment and how to do it in a recent blog post on his site, How...
- Blog posts 2007-07-13
- Get Motivated to Sell...Quickly
- Keeping yourself motivated to sell is easy when you're on a roll. But when things aren't going so well, you need a quick method to get yourself moving and operating at peak performance. One way to do that is to climb what I call the "motivational ladder," a series of...
- Blog posts 2007-07-11
- Turn Lemons Into Lemonade
- Everyone has bad experiences. It's how you react to them that counts. Lifehack.org offers 7 Practical Steps to Turn Around a Bad Experience, the idea being to help you take away something positive instead of getting mired in the negative. Here's an example:Find a New Goal Don’t dwell in the...
- Blog posts 2007-07-10
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