Learn more about my work with sales teams in Asia.
April 2009 in Korea
August 2009 in Shanghai
December 2010 Kuala Lumpur
March 2011 Singapore
This article about Michael Kors was an interesting read. I couldn’t help thinking about all the sales people and sales organizations which we help and the fact that so many feel pressured to lower their prices in order to compete. But MK isn’t lowering prices and his prices were never low to begin with! Yet, he is “beating the street” at the most opportune time. One can hardly believe that this is accidental. The bottom line for retailers like Michael Kors and for the mainstream sales person is that people love quality and they don’t mind paying for it.
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When you travel as much as I do, you will inevitably get frustrated at some point. I want to address a particular frustration which I believe can serve as an excellent sales analogy. Admittedly, the analogy could be replaced with one about drivers or restaurant service, but airports are fresh in my mind.
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Sir David Frost died his month and sales people everywhere should be mourning the loss.
Frank Belzer is a rare combination of active blogger, tweeter and sales development expert. He has worked with over 300 Inbound agencies and is an expert in making Inbound Marketing work from a pragmatic sales perspective. Frank's book Sales Shift (with forward by Dharmesh Shah) is testament to his work within the Inbound community. This series of blog posts reflects his insights and observations on what it takes for a sales team to work effectively with an Inbound strategy.
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For those of you who have followed my blog for a while, you understand my passion for Inbound Marketing. I wanted to provide some updates as to “what is happening with Frank and Inbound” since so many of my recent articles have focused on Sales Leadership. I haven’t forgotten my connection to Inbound and my work of helping companies close the loop on leads, creating great content that attracts prospects and developing a sales process that supports the Inbound process is a testament to that. In fact my book, Sales Shift – How inbound marketing has turned sales upside down making it more difficult and more lucrative at the same time has been doing well and you can read some reviews from people within the Inbound community here, here, here and here.
Have you noticed a change in the economy lately? Most of the business leaders with whom I speak would say so. It seems like everyone lately is “crazy busy” or “good busy” and I include myself in this category. As we say in Boston, it has been “wicked busy”.
Every now and then I find myself helping a well-intentioned sales professional to get better. I describe them as so because they have developed techniques and tactics over the years which they see as a vital part of their sales toolbox, yet to me they sound tired and gimmicky. It can be difficult to get away from these bad habits and unfortunately some people are still teaching these verbatim. In my book Sales Shift – How inbound marketing has turned sales upside down making it more difficult and more lucrative at the same time, I discuss the ways in which sales tactics and methodologies have changed over the years. I believe that our marketplace (more informed and astute than any before) is forcing the following 6 most tired and ineffective sales tactics into retirement:
I feel compelled to start this post with a disclaimer – I don’t usually buy things spontaneously when watching TV. But the other night I saw a commercial for “Side Socket” and immediately picked up the phone, pulled out my wallet and dialed the number. Why I did this (it fit a real need in at least 2 locations in my house) is not important. What is important is that I was SOLD.
Sometimes during my travels, I meet someone who tells me how much they love Boston. They may have been here many times and talk about how great Boston is. When I ask for specifics, some can rarely name their favorite places, the restaurants they frequented or where they stayed. On the other hand, there are some people know more about my home city than I do! Clearly there is a difference between loving Boston and LOVING Boston.
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If as a CEO or Vice President of worldwide sales, you heard that one of your sales people “went above and beyond”, how would feel? Probably pretty good and no doubt that you would love to hear feedback like that about everyone in your sales organization. If you regularly heard that about your team, numbers would be up, new business would be strong and attrition very low.
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