Posted by: Michel Chiasson on: December 21, 2008
You see, cold calls are the necessary evil of sales. Sure you will get leads from tradeshows, partners or others. You will get call-ins(good luck on this one, they are not just calling you…). The high value call, is the one you start from scratch. Where you carve the whole offering from the time you tell the CEO of the organization that he should talk to you.
Posted by: Michel Chiasson on: December 12, 2008
Oh – You have heard the story!!! ” I went in there, I worked them up and closed them on the spot! They have no clue what hit them!” Heard some of this before??? The hero sales guy pounding his chest – oh how smart he is! The poor abused client…boo hoo…never saw him coming [...]
Posted by: Michel Chiasson on: December 12, 2008
One of the early advice in my sales career was to pursue excellence in sales, but to make sure that I understood that there were easier ways to sell something. With the right sales process from Xerox Document University(XDU), anyone could be a good sales person. What this mentor told me however, changed how I [...]
Posted by: Michel Chiasson on: December 6, 2008
It is easy if you, say, sell a chocolate bar to a “walk-in” client. They come to your store, they browse your wares, they pick the product for which your supplier generated the demand, and they put the bar on the counter to pay…a one to one process where all you have to do is [...]
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