Twitter Weekly Updates for 2010-03-14

• Looking for a new client. Are you ready to get your sales plan in order? #
• It is better to lose a prospect than an opportunity. Qualify your leads! #
• When looking outside the box, never throw the box away. #
• Change requires admission that something is wrong. #
• Loose ends is code for not asking the right questions. #
• Follow up is worthless without transparent intent. #
• Move quickly when opportunities arise. Procrastination is the bane of success. #
• Gain someone's interest by uncovering what interests them. #
• My hairstylist has to go back to work at Trader Joes because of healthcare. Who are we kidding? #
• Dreams are for those who like to believe in possibility not probability. Kirk vs. Spock #
• If you want to build a viable book of business, it helps to be nice. #
• If your people are strong and your offering is attractive then your process needs examination. #
• If your process is sound and your offering attractive then it is your people that must change. #
• Rest is for those who are on their way to big ideas. We need strategy along with execution. Quoted by Alfred A. Montapert #
• Experience teaches only the teachable. Quoted by Aldous Huxley #
• Theories are always very thin and insubstantial, experience only is tangible. Quoted by Hosea Ballou #
• Any sufficiently advanced technology is indistinguishable from magic. Quoted by Arthur C. Clarke #
• Honesty is the best policy — when there is money in it. Quoted by Mark Twain #
• Bring yourself to believe that change is for the better and it always is. #
• Live for what makes you whole and the whole thing makes sense. #
• What does it take to be a good prospector? Originality. #
• Make what you say count or just listen. #
• Thinking past your current ideas will make the future brighter. #
• How many leads did you get from your web efforts in 2009? #
• Want to learn how to generate sales from your online efforts? #
• When people look at new opportunities they tend to look through old lenses. #
• Failure is simply the opportunity to begin again more intelligently. Quoted by Henry Ford #
• Weakness of attitude becomes weakness of character. Quoted by Albert Einstein #
• Think like a man of action, act like a man of thought. Quoted by Henri Bergson #
• The difference between good and excellent: details. #
• If your actions inspire others to dream more,learn more, do more and become more,you are a leader. #

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Taking ownership of good ideas

There are those that pave the way, then there are those that take a good idea and make it great.
They cajole, tweak, test, press, and prod until the concept is on the edge of snapping. Once it has reach its limits they pull the best from it and leave the broken bits to their own devices. For the cooks out there it is like making ghee. Butter is an amazing thing, and in this example the good idea. It makes pans slippery, and toast a delicacy. But those of us looking for something purer will clarify it through heat making a substance that is better for you. It is the deliciousness of butter with less minimal aftermath. (more…)

Twitter Weekly Updates for 2010-03-07

• 2010 will prove to be a challenging year for sales teams and startups alike. #
• If you are not using the enterprise to embolden your sales process you are falling behind the competition. #
• 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. #
• 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 #
• 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. #
• When you focus on wha tthe buyer wants to do, that is when you are selling. #
• Walking away from the wrong opportunity is usually a time saving measure. #
• Devise a plan that includes maximizing your productivity and watch your business thrive. #
• If you are not using the enterprise to embolden your sales process you are falling behind the competition. #
• Some people wait until others prove something before they try it. These people miss all the fun. #
• Welcome change, it makes for improvement. #
• Even the best of us fail. The best just do not let it change their opinion of sucess. #
• Working on yourself is a constant endeavor. No other pays better dividends. #
• Sleep is overrated. Rest is mandatory. #
• When chasing a dream, remember it is not speed but strategy that is your bait. #
• 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. #
• Technology is changing the way business and individual consumers buy. #
• If I do not handle everything in the first presentation, I may not get another chance. #
• Those who should engage are the like minded people in each company. #
• Make sure you always include the most important person in the process. YOU! #
• A Sales Evangelist does not let others write their sermons. #
• You are there to clarify the message and coordinate the interactions of those who should engage. #
• Nothing can send an opportunity spiraling into the porcelain bowl faster than a poorly managed request. #
• Take advantage of ALL Opportunities. #
• If you are doing a lot of talking, you are not listening. #
• To promote a new idea, you should speak the language of the buyer. #
• Sales people are focused on relationships while marketing people are looking for common factors #
• Forget your assumptions when calling a new lead, if you know nothing they can tell you everything. #
• Presumptions are the stumbling blocks that get in the way of sales greatness. #
• Asking questions you should already know the answers to is good business sense. #
• When faced with a decision that is unclear, make learning more your priority. #
• Sometime it is easier to assume than inquire, just like it is easier to lose a sale than to win one. #
• The internet is a tool not a scary monster. Use it, do not hide under the bed. #
• Working on your plan is time well spent. #
• Organizing your day will always make you more productive. #
• A lead is only as valuable as the amount of time you spend cultivating. #
• Proposals that come too early often end relationships. #
• Work within the confines of a buying process and you will sell more. #
• Habits that make you less effective are not good frm sun up to sun down. #
• If your people are string and your process is sound, then it is time to sell something else. #
• When do great sales people expand their skill set? ALWAYS #
• Training is the jet fuel of the masses. #
• Believe in what you are doing and you will find other people do to. #
• Leave the discussion of color to whomever on earth worries about color these days. Quoted by Anthony Parinello #
• Along with success comes a reputation for wisdom. Quoted by Euripides #
• Develop success from failures. Discouragement and failure are two of the surest stepping stones to success. Quoted Dale Carnegie #
• It is possible to fail in many ways…while to succeed is possible only in one way. #
• The successful man is the one who finds out what is the matter with his business before his competitors do. Quoted by Roy L. Smith #
• When looking at how to manage a slaes process, look at the time it takes to make a sale. #
• All great online plans should start with quality content. #
• Leave the discussion of color to whomever on earth worries about color these days. Quoted by Anthony Parinello #
• Success or failure in business is caused more by the mental attitude even than by mental capacities. Quoted by Walter Scott #
• The way to get things done is not to mind who gets the credit for doing them. Quoted by Benjamin Jowett #
• There are no secrets to success. It is the result of preparation, hard work, and learning from failure. Quoted by Colin Powell #
• A man should never neglect his family for business. Quoted by Walt Disney #
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What is important to your buyer?

Do you know? If not, chances are it is either because you did not ask, or you did not really investigate when you did. Instead you focused on what is important to you.

This is folly! Avoid these thoughts at all costs. The sales process, and your prospect, could care less what is important to you until you have shown that you understand what is important to them. You will struggle to be seen as a trusted advisor in any realm if you have not first established that you are able to understand the problems your prospects and clients face. It does not matter how much you know. It matters how much people think you know. (more…)

New site, new blogs, new focus, all should be expected from a seller of the new

Focusing on helping sale people was what got me into blogging in the first place. This was a transcendental moment as it helped further my career and understanding of Sales 2.0 technology and practice. Being a Web 2.0 aficionado, it was only fitting that I took to the  many new concept and tools that made for best practices in modern day selling. (more…)