sales

6 Steps to Becoming a Student of the Business

by Rob on January 10, 2010

Some folks are great at taking today’s headlines and crafting a story to impress clients and prospects with their wealth of knowledge.

Some folks need some help.

Here is a six step process to follow to help you spin great stories and make you a better student of the business:

[click to continue…]

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tagged as communication, crafting stories, MQ, sales, sales lessons, student of the business, wholesalers

November Newsletter: Five Important Recession Selling Lessons

November 9, 2009

Over a year ago a post appeared on the shorespeak blog about ways to keep selling through a recession. As I speak to both managers and producers, it’s clear that those that stayed the course, with healthy corrections along the way, are best positioned for success as the recession slowly makes its way into the [...]

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Offer Free Consulting

October 9, 2009

You work for a large company. The company has invested millions of dollars in hiring and training the best and the brightest in a host of different disciplines. You call on clients. Those clients have needs that they either don’t know how to find solutions for, or don’t have the money to spend to get [...]

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October Newsletter Now Live: Its About Time

October 1, 2009

Dan was a broker who I called on frequently. He was a massive producer and wrote almost none of my product. For years I diligently called on Dan each time I came through his city. Each time Dan promised to review the material, present a product, order a hypo – something, anything. The “competitive me” [...]

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A Brief Tale of Sleaze

September 1, 2009

Unless you are new to this blog (welcome, by the way) you have already noticed that I am a professional speaker, among other things. And, like any business person, I like my phone to ring – especially when it’s a lead. Friday I got the following message via Google Voice: ”Good afternoon, Rob, My name [...]

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Sales Managers Do Not Know How To Interview

August 17, 2009

Common comment from clients, colleagues and contacts: sales managers do not know how to conduct an interview. “All she did was talk about herself”, said one client. “The manager asked no questions that would allow them to know anything about me that my resume doesn’t already state”, said another. Attention managers who hire sales professionals: [...]

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15 Sales Rules To Live (and Die) By

August 12, 2009

10 years ago, in January 1999, I wrote a memo to a new sales organization that I was starting. It was designed to set the baseline for how we would carry ourselves and face off against customers. It was written for a team of financial services wholesalers. These rules became the foundation for developing the [...]

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