All Blog Posts from Sales Machine
Generate leads like a management guru
Peter F. Drucker is seen in this recent but undated photo made available by Claremont Graduate University, Friday, Nov. 11, 2005.
(Credit: CBS)
Drucker once said, "There is only one valid definition of business purpose: to create a customer." To do this, a sales person must answer three classic questions Drucker posed in his 1954 book, "The Practice of Management": What is our business? Who is our customer? What does our customer consider valuable?
Continue »Branding with a better website
All of this is happening at the exact moment that these companies are saying that they want to stand out from the market clutter. If you want to take your brand to the next level, try these website tips:
Continue »Smarter ways to hunt for new business
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image courtesy of flickr user www.huntfishguide.com cc)
When hunting for new business, sometimes sales people can pull the tiniest scrap of data about a prospect and make an enormous projection about what the prospect will or will not want. This can lead to some very dangerous conclusions. Here are five logical ways to hunt for new business:
Continue »How to sell more using one magic word
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Patrick Lin)
Where are the sales jobs?
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Image courtesy of Flickr user 401k)
The silent killer: Your In box
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image courtesy of flickr user Rich_Lem cc)
Their advice: Kill the e-mail dragon before it kills you. In sales, there's no time to waste being unproductive. You can't land deals when you're constantly landing in a black hole of emails.
4 ways to overcome price resistance on sales
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Photo by Sean Gallup/Getty Images)
Remember the days when retailers like Sears (SHLD) and J.C. Penney were always offering a great deal? A sale was once a big event, but then it was overused and became an everyday occurrence.
Continue »Super Bowl ads: Best, worst, and weirdest
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iStockphoto)
I rank these ads differently than others. I'm not thinking about how creative, memorable or brand iconic the ads were. My world is sales -- and selling is about behavior. So I looked for the ads that created the greatest potential for creating action. Here's my breakdown:
Win big deals without being lucky
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iStockphoto)
"Luck," unlike recent racetrack movies like "Seabiscuit" and "Secretariat," is not about the glamorous world of horse racing. Rather, this is the not-so-pretty reality of racing. Series creator David Milch ("Deadwood") takes a dark look at the gritty underbelly of the sport.
Continue »How the Super Bowl and landing big deals differ
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Andy Lyons/Getty Images)
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