Phil Lauterjung

Posts Tagged ‘sales techniques’

As the recession wears on more and more companies are trying to find sales nirvana.  The number of articles, postings, tips, tricks, and short cuts are increasing every day.  But, once again, reality bites.  Point-of-the-post alert!! – There are no short cuts, only hard work!!

A report released a few months ago by Dow Jones and CSO Insights on Sales Performance Optimization noted that the number of companies using a formal or dynamic sales process decreased this year.  The reason they concluded that happened was that it required hard work.  An astounding 63% of the companies surveyed only had a random or informal sales process in place.  I hope I don’t need to tell anyone that those companies had worse sales results than the 37% with a formal or dynamic sales process.  Read more... (483 words, 3 images, estimated 1:56 mins reading time)

Photo - Flickr (Kattni)

I have often found it amusing how many sales managers insist that their salespeople must sell to CEOs.  I mean, think about it.  How many salespeople are there compared to the actual number of CEOs?  If all of those salespeople were successful, when would those CEOs get anything done?  They’d spend all their time meeting with you and me.  Hmmm, maybe that’s why it’s so hard to get an appointment with a CEO?  Read more... (629 words, 2 images, estimated 2:31 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... (351 words, 2 images, estimated 1:24 mins reading time)