Twitter Weekly Updates for 2009-02-22

• Only 10 minutes to SETV and twitter finally allows me to reach out come join us at http://tv.salesevangelist.com #
• Broadcasting live now! See me at http://tinyurl.com/77hwnz #
• I am looking to give back. Please let any sales people at startups know I am offering free mentorship #
• The Sales Evangelist Online video chat by UstreamTo those of you who joined us for this epis.. http://twurl.nl/agimr5 #
• Reading: “Optimism vs. Accuracy – The Rainmaker’s Paradox | Sales Excellence Sales Blog” ( http://tinyurl.com/d7s7d8 ) #
• Reading: “The Pipeline » Blog Archive » Turnaround Day ” ( http://tinyurl.com/brzx6e ) #
• Reading: “Skip Anderson’s Selling to Consumers Blog: Love Your Customer Award #4″ ( http://tinyurl.com/de9k4g ) #
• I just read the new Facebook TOS and cannot find the part about them owning my content. Can someone clarify #
• Searched Twitter for tweepletuesday: http://tinyurl.com/aa5nz2 #
• Oops I found is. Nothing else is getting added to facebook ever #
• I always run out of tweets with 20 minutes before my next reset….grrrrr #
• my computer needs a new friend, a new computer #
• The Sales Evangelist Image by dingler1109 via Flickr Yes we can, yes we can, yes we can. Sou.. http://twurl.nl/86vqy0 #
• wondering what movies we should go see tonight #
• Just got back from seeing Taken. Liam disappointed me with this malarky. #
• RT @seoexpertbd: @kiwork going through the Ki-Work PDF. Just got signed up with Ki-Work’s Facebook App – http://apps.facebook.com/ki-work #
• Just saw my Gandma’s smiling face on Skype, 90 and going strong, I love the Web 2.0 reality #
• Just saw my twitter mosiac, you are an impressive group of folks, I am honoered and thank you #
• watching top chef for the 2nd time with Foxee Firestorm #
• trying to completely understand the twitterthon #
• Loving the sunlight bouncing off my right cheek but not bothering my computer screen. Lovely day, lovely day… #
• RT @Renbor: This looks exciting! Sales Leaders interview http://salesleadersseries.com #
• RT @Salesleaders: great interview on pipekine management with Colin Wilson, look for it on http://tinyurl.com/7oquuj next week. – can’t wait #
• have to get out a tweet before the reset #
• watching the great debaters….fantastic movie #
• Getting on a plane to san Diego for an SAP conference #
• At the mission cafe in mission beach with the 1st sales rep at McManus software. Growth is good #

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Sales Training – The power of no and how to use it

Yes we can, yes we can, yes we can. Sounds just plain awesome does it not. How can you lose with such a credo and mantra? Well if you are in sales you can lose and lose big. Sales people that say yes to their prospects instinctively end up in trouble. They lose credibility quickly if they say yes too often, and credibility is essential to build relationships and win sales.

There are two parts to this: (more…)

Book Review: Making the Number by Greg Alexander, Aaron Bartels, and Mike Drapeau

First, a definition for Sales Benchmarking from Wikipedia: A sales management process used to compare a company’s sales force against other companies or against industry performance. The purpose is to identify opportunities to improve performance and to focus the efforts of a sales organization.

This book was a tough read. It is not a story of the greatness of slaes techniques. It is a text book that educates the reader on the powerful practice of benchmarking for sales. It is not for the weak at heart or those who are not prepared for the journey. It is a science manual not a motivational tome. This review is directed at the sales leaders out their that need to gain a competitive advantage. All of the entrepreneurs and aspiring leaders in sales that read my blog should heed my advice and consider this a book you should get on the shelf. That is, after wearing the page corners with many thumb turns.

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Sales Training – A rant on priorities and aligning to necessity

Sorry to go on another rant…not really. I am sitting here listening to these house and senate Republicans and I am wondering who is really buying this steaming pile of “please”. This gang wants us to believe that they have a solution when really they are just looking at getting themselves in the good graces of their constituents by fighting the President. Now that they have failed at that, they turned to attacking the “Old House Dem’s” who allegedly authored this bill. These guys need to be taken to the back alley and put out of their misery.

See, Charlie Crist, the Governor of Florida has it right. See Crist is a Republican, and he is still backing the stimulus package, and it is apparent why. See it is apparent to EVERYONE WHO IS HURTING OR CARES ABOUT PEOPLE THAT ARE HURTING, that if we do not get some relief going, we are going to slip into a depression. Then we are all going to have to give up a lot. Forget your blackberry, forget satellite TV, most of us will be scraping for food and shelter. You know what, that sounds like a lot of fun.

Someone is advising these Republicans in the house and senate to think politically not practically. This is folly and a lack of priorities. They are convinced that being on the President’s team puts them at risk. They are wrong. Win or lose on this package, it is clear that Obama is going to be the winner here. If he succeeds, then everyone who opposed him should just retire. If he fails, those that fought him will be blamed. He is telfon don, slickwilly, and Rico Suave all wrapped into one. The people advising these politicians are fool-hearty and wrong.

Now, you may be asking, “Karl, what the f–, does this have to do with sales, you psychopathic leftie!” First of all, this is not about your politics, this is about doing what is right. That is what this has to do with sales, because good sales people always do what is right. Their top priority is serving those they want to call customers. The company may pay the bills, the sales may fuel the paycheck, but the customer is the only catalyst that can put you into a successful role.

Some things to think about:

Even in hard times a bad sale is one to walk away from. What is a bad sale?

1. Delivering product to someone who will not benefit from it.
2. Glossing over your weaknesses when you know they will afftect the customer.
3. Putting in an offering that is not the best option for a potential client.

Moving fast for the sake of doing more will not necessarily translate to more sales

1. This is for you sales leaders out there. Do not increase the metrics, increase the research. Find out who is worth calling and stop spinning your wheels.
2. Targeting is the key and it requires pateince. If you are drowning, it is time to call for a life preserver. That preserver is intelligence or a better lead cultivation plan.

The point my fellow sales people is a simple one. Do not align with what you think will score you points, just do what is right. If you think this way, you will always perservere, even in the darkest of times. Let’s see how many repubs lose their seats in 2010 for playing the game instead of doing what is right.

One day left to get $1500 in services from Craig Elias

Or, help someone else win. Just go here: http://www.shiftselling.com/2009/01/13/the-number-4-mistake-sales-people-make/

Craig is asking the world to tell him about mistakes people make when selling. His Sales Training has helped 1000’s become super star sales people. Free sessions with Craig could be just what you need to get to the next level this year.

So go and have some fun, but hurry the contest ends on Monday, 2-2-2009.