Microsoft Advertising Community January 22, 2012
Posted by Jeff Blackwell in Uncategorized.comments closed
I recently registered as a member of Microsoft Advertising Community. ( Profie: SalesPractice ) So far it is looking pretty good. I will browse around and let you know what I think soon.
The Demise of Relationship Selling January 19, 2012
Posted by Jeff Blackwell in Sales Training.Tags: relationship selling, Sales Training, salespractice
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Recent chatter within some sales trainer/author circles suggests the demise of relationship selling is upon us or that at the very least relationship selling is no longer sufficient in today’s marketplace.
I can only wonder what “relationship selling” must mean to these people for those suggestions to make sense. Maybe they think its about being nice or liked by prospects but when was that ever sufficient?
Continue reading… The Demise of Relationship Selling
Sales Playbook January 6, 2012
Posted by Jeff Blackwell in Sales Training.Tags: Sales Training
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More than just a collection of proven methods and techniques, a sales playbook often includes: common selling situations and scenarios, target prospects, value propositions, answers to frequently asked questions, competitive analysis and whatever additional knowledge, information and actionable advice that enables sales effectiveness.
Continue reading… Sales Playbook
The Death of Sales 2.0 December 31, 2011
Posted by Jeff Blackwell in Sales Training.comments closed
It appears that the label “Sales 2.0″ may have seen brighter days. In case you are not familiar with the term, “Sales 2.0 refers to the use of web enabled technologies (i.e., Web 2.0) in the business or activity of selling”. (Source: www.sales10.com)
An example of such web enabling technology used in Selling would be “Video Conferencing” which allows multiple participants from various locations to interact via two-way audio/video. In the past if people from two or more locations wanted to participate in a conference or meeting travel for one or more of the participants would be required. Schedule conflicts and travel related expenses (time away from selling, airfare, etc.) often made such meetings difficult and/or costly. Video Conferencing in many cases reduces the need for such travel, which in turn can offer more choices in scheduling. When used in the business or activity of selling some people view the web-enabled technology known as “Video Conferencing” as “Sales 2.0″. I do not see the need to apply such labeling but I realize others do.
Continue reading… The Death of Sales 2.0
The SalesPractice mobile website has moved! December 20, 2011
Posted by Jeff Blackwell in Uncategorized.comments closed
The SalesPractice mobile website has migrated from salespractice.mobi to SALESPRACTICE.COM which is now mobile ready (i.e., optimized to be viewed on a mobile device). Much of the content (i.e., discussions) published at SALESPRACTICE.COM is considered “large” by mobile device (e.g., Smartphone) content standards. Unfortunately given the nature of a community of practice (e.g., discussions) large posts are to be expected. With that being said, we have made SALESPRACTICE.COM as mobile friendly as currently possible using industry best practices and standards.
