Phil Lauterjung

Archive for the ‘Sales Strategies’ Category

YIKES!  It’s the end of June!  The Year is half gone!!

This is a time of year when most sales managers and their sales people come to the realization that their is half over.  They start to evaluate where they are with “the numbers”, and dread begins to set in if it doesn’t look good.  And that’s in a good year.  Most haven’t had to face an economy like we are dealing with today…ever!  In their entire life!  Read more... (543 words, 1 image, estimated 2:10 mins reading time)

I do not intend for this blog to become a sales pitch for specific products or people, but to keep readers informed of what might be useful in doing business.  Every once-in-a-while something specific will come along that really does need to be strongly promoted.  This is one of those times.

Nigel Edelshain is someone that I have followed for some time now and he is offering a free 26 week e-course that I know will be of great value to many of us.  I have read much of what Nigel writes on his Sales 2.0 web site and have attended a couple of webinars where he’s been featured.  I always get very helpful and usable content from him, so this should be well worth your time.  Read more... (337 words, 1 image, estimated 1:21 mins reading time)

Photo - Flickr

As promised, here are the tools that can help you warm-up your cold calling efforts.  They might even relieve some of the fear factor – come on, admit it no one really likes cold calling, and many will do anything else.  Some of these tools are well know, some not so well known, and some are very new.  With the marketplace changing at a dizzying rate, I apologize in advance if I’ve left out some players.  Please feel free to add any of your favorites in the comments section.  I always like to find out about new tools that might be helpful.  Read more... (475 words, 1 image, estimated 1:54 mins reading time)

Photo - Flickr

There has been a great debate raging for some time now asking if cold calling is dead.  It’s a legitimate question taken in light of some of the issues I raised in my previous post – Has the Sales ‘Game’ Really Changed? .  No one has to tell a sales person that it’s increasingly difficult to secure appointments with key decision makers.  Read more... (493 words, 1 image, estimated 1:58 mins reading time)

We all know that leads are the lifeblood of any sales organization – no brainer, right!?!  And, there are many different ways to acquire those leads – one of my personal favorites is the photo on the right.   Some ways are free (and fun), and some cost money.  Most of us have our favorites and they might include Jigsaw, LinkedIn, ZoomInfo, Hoovers, Dow Jones, and many others.  One of the services this blog will try to provide to readers is information that might be useful in doing business better, faster, and more profitably – like acquiring more good leads.  Read more... (350 words, 1 image, estimated 1:24 mins reading time)

Think about who has the most control over the buyer/seller relationship.

If you’re old enough, think about that relationship before we had internet browsers, cell phones (remember when pagers were high-tech?), email, or any of the other tools we now take for granted.  Back then, where did buyers have to go to get information on products and services?  Most often, it was only available from the suppliers via their friendly sales rep.

Fast-forward to the 21st century (OK, maybe the end of the 20th century) – where do buyers typically go to get product and service information?  By now you know where I’m going with this – right?  Read more... (284 words, 1 image, estimated 1:08 mins reading time)