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Home   About   Locations   Events   Join SMEI   Certification   Careers Dec. 28, 2011
 
 
 

As 2011 comes to a close, SMEI would like to wish its members, partners and other industry professionals a safe and happy holiday season. As we reflect on the past year for the industry, we would like to provide the readers of SMEI Weekly a look at the most accessed articles from the year. Our regular publication will resume Jan. 4.

6 things to learn about prospects, before you sell to them
CBS News    Share    Share on FacebookTwitterShare on LinkedinE-mail article
From Feb. 23, 2011: The days are long past when you can walk to a customer meeting and lay down a sales pitch. Before you even think about selling to anybody, you need to know (or at least have a good idea about) the following six things. More

Landing the C-suite appointment
Selling Power    Share    Share on FacebookTwitterShare on LinkedinE-mail article
From March 2, 2011: Selling to the C-suite can be one of the toughest nuts to crack for a sales professional — but given the payoff opportunities, it can also be the sweetest victory. So what's the best way to get the attention of high-level players? According to Michael Scher, president and founder of Frontline Selling, all you need to do is ask. More

Damaging things that are said and done on sales calls every day
Business Insider    Share    Share on FacebookTwitterShare on LinkedinE-mail article
From Aug. 17, 2011: Sean Cheyney of AccuQuote posted in iMedia Connection about the seven dumbest things said during a sales pitch. Working closely with digital sellers on sales strategy and execution, Doug Weaver was anxious to hear a marketer's insight on where the landmines were buried After reading Cheyney’s piece, however, Weaver feared that sellers may miss the forest for sight of a few really rare and odd-shaped trees. So here's Weaver's list of the seven really damaging things that are said and done every day on sales calls. More

Steve Jobs and the 6-minute presentation
Selling Power    Share    Share on FacebookTwitterShare on LinkedinE-mail article
From Oct. 19, 2011: In 1997, advertising guru Jon Steel, author of "Perfect Pitch: The Art of Selling Ideas and Winning New Business," met Steve Jobs. In roughly six minutes, the Apple Computer CEO gave the most "focused, passionate and inspiring" presentation Steel had ever seen in more than 20 years in the advertising business. More

How to: Motivate your sales staff
Success    Share    Share on FacebookTwitterShare on LinkedinE-mail article
From July 13, 2011: Selling is a tough job — tough on the ego, tough on the energy level — which explains why sales reps are often some of a company's highest-paid employees. But even a fat salary is usually not enough to combat steep competition, finicky customers and grumpy prospects. More

The 7 deadly sins of sales management
Sales & Marketing Management    Share    Share on FacebookTwitterShare on LinkedinE-mail article
From Oct. 12, 2011: Errors consistently made by sales management, can negatively impact team morale and sales. Here are seven of the deadly sins of sales management. More

9 things successful people do differently
Forbes    Share    Share on FacebookTwitterShare on LinkedinE-mail article
From July 20, 2011: Why have you been so successful in reaching some of your goals, but not others? If you aren't sure, you are far from alone in your confusion. It turns out that even very brilliant, highly accomplished people are pretty lousy when it comes to understanding why they succeed or fail. The intuitive answer — that you are born predisposed to certain talents and lacking in others — is really just one small piece of the puzzle. In fact, decades of research on achievement suggests that successful people reach their goals not simply because of who they are, but more often because of what they do. More

Why sales reps talk too much
Selling Power    Share    Share on FacebookTwitterShare on LinkedinE-mail article
From July 13, 2011: How many times have you noticed salespeople talking themselves right out of a sale? When other people talk too much, we notice immediately. When we talk too much, everyone else notices. While long discussions can enhance relationships, most customers prefer salespeople who are to the point. Here are the top factors that keep sales reps from listening more than they speak. More

3 best practices of top performers
Selling Power    Share    Share on FacebookTwitterShare on LinkedinE-mail article
From Oct. 26, 2011: Wouldn't you like to know what it takes to go from better to best? SEC Solutions, a sales consulting and training group that is part of the corporate executive board, has worked with hundreds of sales teams over the past decade to study which behaviors, activities, skills and attitudes on the front line make the greatest impact on productivity and efficiency. More

3 powerful skills you must have to succeed in sales
Forbes    Share    Share on FacebookTwitterShare on LinkedinE-mail article
From Aug. 24, 2011: A key to successfully sharing and selling a product, service or idea, is to ask questions and then listen quietly and carefully to the answers. Many of us try too hard to convince people to buy instead of discovering what our future customer or client really wants, needs and desires from us. To succeed in sales remember these three listening and relationship building skills. More

Are you selling problems or solutions?
Selling Power    Share    Share on FacebookTwitterShare on LinkedinE-mail article
From Sept. 28, 2011: Think about the news stories you heard or read today. Did you find information that you could use to improve your life? Did you read something that gave you a positive feeling? Now think about your customers. How many good stories do you think they've heard since they went into the office today? How many people have already contacted them asking for help solving dozens of problems ranging from the very small to the very immediate? More
   
SMEI Weekly
Colby Horton, Vice President of Publishing, 469.420.2601   Download media kit
Ashley Whipple, Content Editor, 469.420.2642   Contribute news
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