Scott Trunkett’s Best Sales and Management Tips anScott Trunkett’s Best Sales and Management Tips anForum of Best Practices for Top Sales Reps and Sales Leaders for Industrial Equipment B2B Sales 
Articles
Don?t Sell Like a Jerk - MP3 Podcast
2008-06-05 19:27:00 Listen to this training call with Scott and Noelle Kim with her team of Advisors at World Financial Group (Aegon) to discover the secrets of selling like a pro. Developing long-term successful client relationships is much the same whether selling individual services to consumers or selling multi-million dollar capital equipment to industrial process facilities. Right Click here and Save Target to download the ... More About: Podcast , Jerk , Sell , Cold calling
Share Your Organizational Passion With Your Employees to Drive Greatness
2008-05-08 15:00:00 I read a great post today that I wanted to share with all my sales leadership readers. The essence of the post is this: Leaders who keep their employees in the dark about their corporate vision and strategy are missing the greatest opportunity available to them for creating a truly great team. Read the post at http://vnutravel.typepad.com/trainingday/ 2008/05/do-they-really.html?cid=113797518 #comment-113797518 More About: Employees , Drive , Passion , Share , Collaboration
Peer-To-Peer Sales Coaching | Rewards and Processes
2008-03-29 13:07:00 Last week I introduced the very important concept of Peer -to-Peer (P2P) Sales Coaching in my post entitled Best Practices in B2B Sales Leadership | Peer To Peer Sales Coaching. I promised some examples. First, though, let me reiterate the power of “P2P Coaching”. I use this term specifically, as it differs distinctly from traditional ”mentoring”. While mentoring is traditionally ... More About: Peer-to-peer , Peer to Peer
Best Practices in B2B Sales Leadership | Peer To Peer Sales Coaching
2008-03-22 12:59:00 Hi Again, I hope that you’ve all had a joyful and productive week. It’s been some time since I’ve had a chance to put some of my sales leadership ideas to paper, so I apologize to my readers who look forward to these insights. As an accomplished sales leader and coach, I am always looking for ways to ... More About: Coaching , Peer-to-peer , Sales , Leadership , Peer
If you don?t have a system for automating your rapport building strategy, y
2008-03-20 12:23:00 I have finally found the perfect system for automating my strategy for building customer rapport, and I must say that it is everything I had dreamed of. For those of you who want to differentiate yourselves from your ‘peers’ and competitors by vastly expanding your network of contacts and generating a full pipeline of leads that ... More About: Building , System , Strategy , Customer Relationship Management
Recruiting Top Sales Reps - Part 2 of 4: Telephone Interview
2008-01-28 14:36:00 Once your candidate has passed the initial screen for ‘likeability’ and fundamental sales skills, it’s time to get really tough. The recruiting phase is when you need to scrutinize your candidates with vigor. This article addresses phase 2, the “Telephone Interview ”, of the four phases of hiring peak performing sales reps: Preliminary Phone Screen Telephone Interview Personality Profiling Face-to-Face Group ... More About: Recruiting , Sales , Part
Sales Closing Strategies Are Not Dead
2008-01-17 20:54:00 There’s a lot of talk about “closing” in sales, and yesterday I read an article that compelled me to write this post. The article, simply entitled Closing Techniques, really put the “slam” on the concept of “closing”. The article I read stated that “closing techniques are an outmoded form of psychological manipulation…” More About: Sales , Strategies , Dead
6 Strategies to Competitor Proof Your Offering
2008-01-16 20:19:00 Several people have asked me recently, “How do I prevent a competitor from undercutting me, or otherwise influencing my customer to go with the competition?” The scenario typically goes something like this: “I just had a great visit with a prospect, and he really seems excited about the project we discussed. I think he’s going to go ... More About: Strategies , Proof
Engaging the Law of Attraction to Build Rapport
2008-01-13 20:53:00 Not too long ago, I was inspired by my friend and great sales mentor, Dr. Bob DeGroot - founder of the leading online sales training organization, Sales Training International - to read the outstanding book The Law of Attraction . Then, a couple of days ago I was reading a blog post by John Dornoff on the importance of building ... More About: Law of Attraction , Customer Relationship Management , Build
Sales Voicemails That Generate Call-Backs to Increase Sales Prospecting Suc
2008-01-07 17:40:00 How do I get C-Level buyers to return my phone calls? Be Likable. “How,” you ask, “am I supposed to do that, when I’ve never even met the prospect, and I’m leaving a voicemail?” Follow these 6 Steps to get your prospects attention when you leave initial voicemails: More About: Sales , Call , Prospecting , Cold calling
Overcome Sales Objections: ?We don?t need your service.?
2008-01-03 15:25:00 This objection means one of two things. Either: “I have no problems related to your services right now,” or “I am too busy with something else to talk to you,” or BOTH, which is probably the case. While customer profiling and targeting are keys to developing new accounts, sales prospecting is still a numbers and timing game. The fact ... More About: Sales , Service , Overcome , Cold calling
Sales Leaders Increase Sales Success by Recruiting Top Sales Reps - Part 1
2007-12-25 13:03:00 Most sales reps have a good pitch, especially those who are selling themselves. How do you identify the peak performers hidden in the haystack of average performers with the gift of gab? It’s better to err on the over-critical side during the screening process than to hire the wrong candidate. This article addresses Phase 1 of the four ... More About: Recruiting , Sales , Success , Part , Leaders
Research Customer Prospects to Improve Sales Prospecting Success
2007-12-19 15:39:00 Potential buyers are inundated with reps’ sales prospecting efforts. Perform thorough customer research on your prospect before initial contact to understand their specific business needs and to formulate a preliminary value proposition that will increase your chances of getting the initial meeting. If you’ve read our article on customer profiling, then you know that understanding how ... More About: Research , Sales , Customer , Success , Improve
Improve Sales Prospecting Results Through Customer Profiling
2007-12-16 03:06:00 Sales prospecting is certainly a numbers and timing game, but none of us has an unlimited supply of time. Use your prospecting time more effectively by prequalifying your targets based upon specific business criteria. Understanding and pre qualifying your target customers and/or new projects based upon key characteristics common amongst your most profitable customers/projects will help you ... More About: Sales , Results , Customer , Improve , Prospecting
Unique Cold Calling Technique Helps Increase Prospecting Success
2007-12-13 14:05:00 Successful sales racehorses understand that most prospects hate to receive traditional cold calls, and their first thought when they answer the phone is typically, “Oh no. How do I get rid of this caller?” The primary reason for this is that nobody likes to be sold. As a result, sales laggards often dread-and even fear-telephone prospecting. Consequently, they fail ... More About: Technique , Success , Cold , Unique , Calling
I appreciate your patience while I port the blog to my company website
2007-12-11 21:05:00 Thanks to all of you who have been patiently awaiting the transfer of my blog from its original hosted location to my company website. I am still in the process of refining the layout, and it will be another week or two before I can transfer all of the posts. In the meantime, I encourage you to continue ... More About: Website , Company , Blog , Port , Patience
How this blog can help you
2007-12-10 15:32:00 I created this blog for one very simple reason: To bring together top performing industrial equipment Sales Reps and Sales Leaders to collaborate with and challenge each other to become more successful in their careers and their lives. More About: Blog , Collaboration
Build Trust and Rapport Quickly to Identify Sales Opportunities Faster
2007-12-10 13:42:00 The sooner you establish trust and rapport with your prospect, the sooner (s)he will candidly answer your questions and enable you to understand the nuances of the business situation necessary to identify relevant opportunities for your business. Quickly establish trust and rapport on the telephone or in person with your prospect by following these positioning, ... More About: Sales , Opportunities , Trust , Build , Unit |
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