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Salespeople - Learning from High-End Retailers and Amazon.com

Posted by Frank Belzer on Fri, Nov 08, 2013 @ 06:22 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
robert graham invitation

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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Why Some Sales People Remind Me of Bad Airport Experiences

Posted by Frank Belzer on Fri, Nov 01, 2013 @ 03:12 PM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
sales performance

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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10 Sales Lessons from the Late Sir David Frost

Posted by Frank Belzer on Thu, Sep 12, 2013 @ 01:57 PM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
David Frost, Interviewing, Sales, Lessons, consultative selling, sales competencies

Sir David Frost died his month and sales people everywhere should be mourning the loss.

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Inbound Marketing

Posted by Frank Belzer on Wed, Jul 31, 2013 @ 09:45 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
Frank Belzer, Social Media, Sales, Inbound Marketing, Sales Leadership

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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Three Tips for Converting Sales People to Inbound Evangelists

Posted by Frank Belzer on Mon, Jul 22, 2013 @ 09:01 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
conversion psychology

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.

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Why Changing a Buyer's Mood is Essential to Selling

Posted by Frank Belzer on Tue, May 28, 2013 @ 01:52 PM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
MoodWall 2 2010Watermark

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”.

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80's Sales Tactics - Why You Should Stop Using Them!

Posted by Frank Belzer on Mon, Apr 29, 2013 @ 03:28 PM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
cheesy sales guy

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:

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Stop the Sales Talk and Let Buyers be Buyers

Posted by Frank Belzer on Thu, Apr 18, 2013 @ 06:46 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
Let Facebook Do Your Sales Talk

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.

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Sales Migraine Cure: Deeper Sales Questions

Posted by Frank Belzer on Tue, Apr 09, 2013 @ 10:44 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
sales lessons, consultative selling, sales, sales training, sales competencies, Boston

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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Going Above and Beyond When Selling - What Does That Mean?

Posted by Frank Belzer on Tue, Mar 26, 2013 @ 09:28 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
going above and beyond in sales

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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