Twitter Weekly Updates for 2010-04-18

• Yoga and MnM are a great way to start a day #
• Watching Meet Joe Black with Sasha and getting my Sales 2.0 Social Networking on. Now if my web designer would just wake up we can cook! #
• Do not be blinded by what other people tell you is important #
• Only invest in new ideas if you can stand the heat of them catching fire. #
• When looking at solutions that will modernize your sales methods, start with what you know. #
• 2010 will prove to be a challenging year for sales teams and startups alike. #
• By speaking the language of the potential client more can get done in less time. #
• The people you connect with have to want to work with you. #
• It starts with thought leadership. #
• Today, you must not only be found, but sought after. #
• If you sell tires, you are the all knowing wikipedia of tires. #
• RT @davidniubo: RT @_micho: Screenshot of Teambox on an iPad, thanks to @jjmata http://bit.ly/cjUxQB. – Have you checked out Teambox yet? #
• You are a resource that anyone in their right mind can not do without…PERIOD. #
• The business world is driven by the buyer. #
• Those who should engage are the like minded people in each company. #
• Sales people should talk to executives. Quoted by Anthony Parinello #
• Leave the technical discussions for their IT and your Architects. Quoted by Anthony Parinello #
• Leave the details of supply to product management and purchasing. Quoted by Anthony Parinello #
• Leave the discussion of color to whomever on earth worries about color these days. Quoted by Anthony Parinello #
• If you do build a great experience, customers tell each other about that. Word of mouth is very powerful. Quoted by Jeff Bezos #
• A warrior of light who trusts too much in his intelligence will end up underestimating the power of his opponent. Quoted by Paulo Coelho #
• Stick to the top level data that will show them how you plan to make things better. #
• A very good principle in business is to take advantage of ALL Opportunities. #
• A business that makes nothing but money is a poor business. Quoted by Henry Ford #
• A salesman minus enthusiasm is just a clerk. Quoted by Harry F. Banks #
• By working faithfully eight hours a day you may eventually get to be boss and work twelve hours a day. Quoted by Robert Frost #
• Sales people tend to confuse interest with opportunity. #
• We engage people at their level and build relevant rapport. #
• There is nothing to build a relationship on but the facts. #
• All you have is about seven seconds to make an impression. #
• Leave the discussion of color to whomever on earth worries about color these days. Quoted by Anthony Parinello #
• Business, that's easily defined – it's other people's money. Quoted by Peter F. Drucker #
• Business is a combination of war and sport. Quoted by Andrew Maurois #
• I think it's wrong that only one company makes the game Monopoly. Quoted by Steven Wright #
• Only those who dare to fail greatly can ever achieve greatly. Quoted by Robert F. Kennedy #
• Human nature has not changed. #
• Technology is a good thing and we need to be current. #

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Find some emotion and use it

In the modern era there is an apparent competitive advantage. If you are in sales you must believe in what you are selling and believe in the people you sell for. You must have a passion for what you are doing. While we have talked about emotion for decades in sales, we have always promoted the positive. Smile through the phone, always stay in a good mood. Well I say that today you need to broaden your emotional range. Your passion must be a multi-faceted symphony of honesty and candor. (more…)

Twitter Weekly Updates for 2010-04-11

• Working hard at something does not mean giving up on life. #
• Without a solid investment in how you are going to do something you should never start. #
• The building blocks for selling the new must be crafted each and every time. #
• Inclusion is the selling tool that gets deals from large companies. #
• Learn how to ask what people expect and you will win. #
• Deliver on every commitment and you will be admired. #
• When your 4 year old keeps you up sick all night, Fraggle Rock. #
• Even the most talented teacher is a student. #
• Working on your plan is time well spent. #
• When time is the only solution, patience is the only system. #
• If you can see it happening you have a head start. #
• Look for tools that improve your process and you are thinking Sales 2.0. #
• Ask me what I can do to help your startup make money. #
• When it is time to regroup, make sure you add new blood. #
• Always try and look around the corner, both of them. #
• Why are people so afraid of change? Because they fear the unknown. #
• Break away from what people are doing and you will become a trend setter. #
• Opportunity means working with someone you want to work with that wants to work with you. #
• When you have lost your focus, take a step back and try and see the big picture. #
• Who is doing most of the talking? If it is you, you are not selling. #
• Believe in the possibility that there is nothing wrong. #
• If you have a great system, you will always have a solution. #
• Measuring what you are doing is essential to building scalability. #
• If you want to grow your business, first you must know how it will grow. #

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Twitter Weekly Updates for 2010-04-04

• What could possibly be next? #
• Prospects have to be willing, let the unwilling go. #
• Answering questions should always be followed by….a continuing question. #
• Driving revenue should be called driving relationships. #
• The last question should always get a “no”. "Is there anything that would make you not buy?" #
• Do not make a mountain out of an objection, unless you plan to climb it. #
• Bring a positive attitude to the table, it is a hard meal to ignore. #
• Does your web presence speak to your prospects? Do they talk back? #
• Delivering on your promises is not a job, it’s a way of life. #
• I do it all for my family, those of blood and those not. #
• Attention sales people! If you do not love what you do, do something else. #
• Quota is just another word for half way to your goals. #
• Attack is not in the Sales Evangelist’s vocabulary. #
• If you are waiting for marketing to solve your problems, you are wasting precious time. #
• Look only to the past to remember what you did right and what you did wrong. #
• Everyone should have a virtual assistant as awesome as Ann Lee #
• Bring your best opinions of your buyer and yourself to every connection. #
• Selling is about helping people make the right decisions. #
• Even the most difficult buyer needs help. Can you get past that? #
• Respect comes from actions not words. #
• Delivery = consistency + collaboration + commitment #
• Look to Sales 2.0 not as an advancement in technology but an advancement in humanity. #
• Selling the new requires an independence from current philosophy. #
• Even the best plan can fail if you are unwilling to change it. #
• Believing in a process is paramount to actualizing it. #
• Think collaboration instead of investigation. #
• Sales people are not at war, they do not need weapons. They are in league with their buyers. #
• Startups often think any customer is a good customer. They are wrong. #
• Breaking into the early adopters requires a focus on their desires. #
• Living and breathing a sales strategy only makes sense if it is tested. #
• A wrong turn can turn you towards a pot of gold if you can adapt. #
• Break away from the restraints of face to face meetings. It’s 2010! #

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Buying tendencies – The use of logic part two

Yes, I am continuing on this subject! Yes, it is that important! Logic is one of the most powerful tools in the sales person’s kit. Too often we confuse logic with facts, specs, features, benefits, and all of the things that our offerings are capable of. At the end of a sales cycle these data points may be part of a driving decision, but when people are looking to buy they have nothing to do with their tendencies. What they are looking for are living examples of problems being solved.  They want to hear that someone else has resolved their issues by working with you. (more…)