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  Great Sales Skills Are Required
by Barbara Giamanco - Jul, 2015
As I write and talk about frequently, to succeed with social selling three things are needed: Strategy, Skills and Execution. Unfortunately, many sellers are jumping straight to tactics without having established an initial plan that they can measure and track against and consistent execution is often poor. I’ve written about these things in the past. Today, I want to focus on the topic of skills. There is a level of noise...
 
  Sales Acceleration Is An Inside Job
by Barbara Giamanco - Jul, 2015
As a seller, are you responsive? Think carefully about this question. Do you know exactly how long it takes you to respond to email and phone calls from prospective clients? How quickly are you responding to leads that come from the marketing department? Do you respond at all? How often do you have to say someone, “I’ll get back to you.”, because you did not know the answer to their question? What about your propos...
 
  Service Excellence – Why Experience Goes Wrong
by Barbara Giamanco - Jul, 2015
Service excellence is something that I expect from the companies taking my money for the product or service I purchase from them. Yet, I think of countless interactions with vendors recently that cause me to wonder why companies have such difficulty getting it right.Excellent concept At its core, the importance of delivering service excellence is fairly straightforward and easy to understand. Even easier is the clear financ...
 
  Have You Compromised Your Values?
by Barbara Giamanco - Jul, 2010
At the core of what I believe about success in life is personal accountability and responsibility. This is certainly true in sales. If you are not hitting quota, have you taken the time to evaluate your own actions, attitudes and beliefs? Or, as so often happens, are you blaming the economy, the local market, your boss, the crappy CRM system that was installed, or maybe the prospective buyer who doesn’t call you back? It is ea...
 
  How to Fix Six Dysfunctional Social Sales Behaviors
by Barbara Giamanco - Jul, 2010
Utilizing the appropriate social media to tools to improve sales performance represents an investment of time, and depending on the types of tools that you are using, money. A common myth is that social media doesn’t actually work; in terms of driving the sales process forward. It does, IF, you have an open mind, you know what you are doing while participating online and you are very clear about the results you want to achi...
 
  NextGen Sales: Understanding Social Selling
by Barbara Giamanco - Jun, 2010
There is fair amount of buzz about a concept called “social selling” (often used synonymously with Sales 2.0, a term coined and trademarked by Nigel Edelshain). Certainly some people will argue that sales, particularly B2B sales, has always depended on a sales reps ability to build a relationship with their potential buyer, which could be viewed as a social activity. Since successful selling has always revolved around relation...
 
  Five Ways to Screw up Your Sales Leads
by Barbara Giamanco - May, 2010
Companies invest sizable chunks of time and money implementing lead generation campaigns that are designed to deliver high potential sales opportunities to their sales force. The idea is that sales activity becomes more focused when reps are responding to qualified leads that have the highest potential for close (as identified by specific factors designed into the led gen campaign). In theory, this is exactly what should happe...
 
  No Magic Bullet for Sales
by Barbara Giamanco - Jan, 2010
2009 will be a year remembered for many things. Most of them non too positive. Financial meltdowns, rampant greed, thousands put out of work. Fear, negativity, anger and often complete disrespect for other human beings showed up everywhere. For entrepreneurs, it proved tough just trying to make it through, while at the same time companies beat them down on price and strung out the process of paying their bills to boot. Sales o...
 
  Is it Time to Just Say NO?
by Barbara Giamanco - Nov, 2009
"Most of us are busy, but undisciplined. We are active, but not focused. We are moving, but not always in the right direction." – Jack Canfield In the things they never told me before I became an entrepreneur file is how important it is to be a good steward of time. For most of us, we start our careers working for other people who have a schedule they want us to adhere too. Even though I lived in the world of sales where t...
 
  I Met 35 Great People
by Barbara Giamanco - Nov, 2009
Last week was a busy week, and WOW, was it ever productive. When is the last time you felt that your networking efforts were truly productive? Networking is an essential element of your overall sales strategy. It is so important to your sales success that it requires some thought as to what you want to accomplish when you are out there. Where most networking approaches tend to fall flat is that people almost always confu...
 
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