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- Welcome, SellingPower!
- I just got some wonderful news from the powers-that-be who run BNET and want to be the first to share it with you.A few of you who've been in sales for a while may have scratched your heads once or twice, wondering why my name seemed familiar. Well, for...
- Blog posts 2007-08-21
- Welcome, SellingPower!
- Welcome, SellingPower!awesome!Awesome!! Looking forward to it!congrats GeoffreySelling Power is a quality pub.Up Your ValueGeoffreyThat is indeed great news. I enjoy reading your articles in Selling Power. As an independent - I need outside stimulation to keep myself humming along at full speed. i find your pieces...
- Discussion threads 2007-08-22
Additional Resources
- Check out the SellingPower Videos!
- If you're serious about learning how to sell -- and about issues relating to sales process and sales management, you've just got to check out the new BNET feature, SellingPower Videos. CLICK HERE. The host and interviewer for the videos is Gerhard Gschwandtner, the publisher of...
- Blog posts 2007-09-12
- Check out the SellingPower Videos!
- Check out the SellingPower Videos!Selling PowerGeoff, Thanks for all the kind words about Selling Power. I want to share two quick stories illustrating how Selling Power creates conflict around the world. First, a sales manager from the New York Times told me that Selling Power created a security problem in...
- Discussion threads 2007-09-12
- Recommendation: Gerhard's New Blog
- Regular readers of Sales Machine, and viewers of the how-to videos I post are probably familiar with Gerhard Gschwandtner, the publisher of SellingPower magazine. He's started a blog and I have to confess that I've actually been reading it. I've already added a link to it on the blogroll and...
- Blog posts 2009-07-31
- 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
- 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
- Sales Trainers I've Known & Loved
- I mean "loved" in a platonic "really love your ideas" way, of course... Anyway, last week, in the post "How Technology Killed Marketing," a reader accused me of lying in my bio. He originally emailed the accusation to me, evidently under the misapprehension...
- Blog posts 2008-12-15
- Video: Gender Irrelevant in Business?
- I recently entered a post with the intentionally provocative title "Men are Better at Selling than Women" in order to surface the absurdity of gender-based judgments of business skills. The following video has two of the smartest people in business (SellingPower publisher Gerhard Gschwandtner and former Careerbuilder.com CSO Mary Delaney)...
- Blog posts 2009-07-13
- Neil Rackham: Aligning Sales & Marketing
- As I pointed out in "Why Your Marketing Isn't Effective", marketing groups that become too "strategic" just waste time and money. I have great pleasure in pointing out that sales uber-guru Neil Rackham basically agrees with me, as shown in this clip where he's being interviewed by Gerhard Gschwandtner, the...
- Blog posts 2009-07-16
- Video: Following Up on Cold Calls
- This morning's post "The Ultimate Lead Qualification Tool" provides a structure for finding out early what you'll need to know to move a sale forward. The following video contains some excellent advice about moving a sale forward during the early part of the sale cycle, once you've confirmed that the...
- Blog posts 2009-08-18
- Video: The Truth about Sales vs. Marketing
- This week I've been blogging about the conflict between sales and marketing. (See: "Top 10 Reasons Sales Hates Marketing") Here's a short video where two of the most profound thinkers in the sales profession (Gerhard Gschwandtner, publisher of SellingPower magazine and Neil Rackham, author of the mega-bestseller Spin Selling), discuss...
- Blog posts 2009-09-17
- Which celebrity would you hire (and fire)?
- A while back, SellingPower magazine was doing cover stories about celebrities who are good at sales. The most memorable were probably Arnold Schwartznegger and Jay Leno, but it occurred to me that selecting celebrities (actors, politician, debutantes, etc.) for sales jobs is a game that everyone can play....
- Blog posts 2007-08-30
- How to Game Wikipedia.
- The most recent issue of SellingPower (full disclosure: I write for that magazine and BNET distributes their videos) has a cover story on How Wikipedia Impacts Buying and Selling. The article points out that Wikipedia plays a huge role in buying decisions because some 36 percent of adults use...
- Blog posts 2007-12-03
- 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: 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: Creating Sales Professionalism
- Video: Creating Sales ProfessionalismRE: Video: Creating Sales Professionalismhere's another video on becoming a true sales professional- http://www.youtube.com/watch?v=Wuo4V8_iQzURE: Video: Creating Sales ProfessionalismQUOTE: here's another video on becoming a true sales professional- http://www.youtube.com/watch?v=Wuo4V8_iQzUThat's Gerhard Gschwandtner, publisher of SellingPower magazine. Nice one. I hadn't seen this one before.
- Discussion threads 2008-08-11
- Video: Characteristics of Top Performers
- Just watch it. Seriously. You'll learn more than you thought possible in just five minute. Incredible stuff. Full Disclosure: I write for SellingPower magazine, the producers of this video, which also has a distribution agreement with BNET for video content. by Geoffrey James
- Blog posts 2008-08-14
- 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
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