A Sales Guy

NOVEMBER 14, 2011

crit-i-cal: -involving skillful judgment as to truth, merit, etc.; judicial: a critical analysis . Are you critical of your customers and prospects? Do you skillfully judge them? Do you critique their environment, their choices, their current solutions, their approach? You should, it’s the only way to make a difference. Being critical or critiquing your customers and prospects allows opportunities to be found, problems to be uncovered, waste to be spotted, growth to be identified, etc.

Sales 111

Sales Sales Process Marketing Strategy Market 111

eTourism

NOVEMBER 10, 2011

Today we're excited to announce the release of our Mobile Interface on the eTourism Content Management System. The eTourism Development Team have been hard at work building an interface that is feature rich but simple to use.

Management 52

Management 52

Anthony Cole Training

NOVEMBER 11, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.

Hiring 174

Hiring Sales Sales Process Management 174

A Sales Guy

NOVEMBER 17, 2011

A great excerpt from the book The Challenger Sale : This is a great story and is exactly how people should approach selling. When I was an individual contributor, this is exactly what got my blood flowing and got me pumped up. This is the compelling element of sales for me. It’s where the challenge lies. The senior member of the company’s sales leadership team told us the story of a rep who was struggling to gain traction with a prospective customer.

Sales 110

Sales Real Estate Sales Leadership Hiring 110

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B2B

A Sales Guy

NOVEMBER 7, 2011

I’ve worn pink ski goggles for over 7 years now. Why? I thought the pink was really frickin’ cool. How many men do you know wear pink ski goggles? Based on my statistically inaccurate poll, taken from the ski lifts every year the answer is; -Men over 30: zero. -Men (Boys) under 30 a few hundred and the number seems to be increasing year over year.

Market 105

Market Marketing 105

A Sales Guy

NOVEMBER 27, 2011

The average person correlates hard with like. If it’s hard it’s not something to like. This is an unfortunate correlation. Hard means it’s new, different, unfamiliar, outside of our comfort zone. When things get hard it means we are growing. When things become hard, that’s when the learning begins. If it’s not hard, there is no learning.

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104

A Sales Guy

NOVEMBER 16, 2011

If I could have written a book, The Challenger Sale would have been it. The Challenger Sale has hit on the very sales approaches, coaching, ideas and tenants I have embraced or espoused for most of my career. Not surprising, they do it in a much more elegant and descriptive way. It’s a great book. Rather than wait till I’m finished reading to review it as traditionally do, I’m going to post excerpts here as I come across them.

Sales 102

Sales Services Business 102

A Sales Guy

NOVEMBER 28, 2011

My friend Anthony Iannarino wrote a great post on his blog about competing on price yesterday. Check it out , it’s worth the read. Competing on price is a constant issue in sales. Competing on price is the default position of the lazy, the scared, the talentless, or the desperate. If you are deduced to price, you’re in trouble. Pricing is a business model, it’s not a sales tactic.

Business 100

Business Sales Services 100

A Sales Guy

NOVEMBER 21, 2011

A long time ago, artisans ruled the economic landscape. They were revered for their craftsmanship. Artisans had a distinct journey to becoming accepted in their field. They started as apprentices, then moved to journeyman and finally masters. To become a master, artisans had to show a “master” command of their craft. They had to be the best of the best.

Branding 98

Branding 98

A Sales Guy

NOVEMBER 18, 2011

I know a lot about sales. I’ve been doing it for years. I have enough information about selling, sales leadership, coaching, negotiation, client interaction, sales process and more to write a book. I’ve put a number of book ideas through my brain. I know what a book contains. I know what it looks like. I know how good ones read. Books aren’t foreign to me.

Sales Process 98

Sales Process Sales Sales Leadership Management 98

Speaker: Lauren Fernandez - CEO & Founder, Full Course

Companies all over the world, including Marriot International and Hilton Worldwide, are aware of the value of including DEI in their talent acquisition strategy. However, despite these initiatives, there is still plenty that the hospitality sector can do to promote DEI. When comparing the hospitality industries in India, Iraq, the UK, and the US, you will see that there is a consistent underrepresentation of persons from different ethnic, gender, and disability origins across all levels of the i

Hospitality

A Sales Guy

NOVEMBER 30, 2011

This week’s What Would You do Wednesday, is going to focus on sales management. Lisa has been your top rep all year. She is going to do about 110% of quota. She’s the hardest worker on the team. Lisa makes more calls, puts in more hours and does more prospecting than anyone else. She’s a monster! It’s because of this effort that Lisa is successful.

Sales 96

Sales Closing Pipeline Business 96

A Sales Guy

NOVEMBER 19, 2011

I went skiing for the first time today. I went with my oldest two girls. We had a blast. They didn’t want to stop. I love that. While on the hill we had this picture taken. It was taken by one of the Vail photographers that were scattered all over the hill. In bright green jackets; they were everywhere. You couldn’t miss them. They took the picture for free and with in an hour it was auto-posted to our EpicMix account.

Resorts 96

Resorts 96

A Sales Guy

NOVEMBER 20, 2011

If you are into art, check out Laura Gerry. She is an amazing artist. Go visit her website and Facebook Page. Laura recently finished this painting and I love it. I worked with Laura at Avaya. Believe it or not she spends her days with her head buried in spreadsheets. I don’t know how someone so creative can be so successful using the other side of her brain.

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94

A Sales Guy

NOVEMBER 10, 2011

I was alone with my 18 month old and had to take a shower. I was late to an event. It was going to be a quick shower, but not taking one wasn’t an option. I knew if I couldn’t keep her busy, she would pound on the shower door crying. Traditionally, when I’m in this situation, I take her in the shower with me. This time, I just didn’t have enough time.

Sales 94

Sales Business Events Services 94

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Branding

A Sales Guy

NOVEMBER 9, 2011

I’m at Defrag today and tomorrow. During today’s afternoon session Paul Kedrosky talked about an interesting affliction called FOMO, the Fear of Missing Out. I loved listening to him talk about this. His premise was the fear of missing out was insatiable and built on itself. Those with FOMO could be at the best, most slammin’ party and yet fear somewhere else, there is a better party they are missing.

Sales 93

Sales Sales Process Pipeline Closing 93

A Sales Guy

NOVEMBER 9, 2011

This weeks What Would You Do Wednesday is going to tackle the infamous “forever prospect.” You know, that prospect that says they want it. The one who is going to buy tomorrow, but tomorrow is always a day away. I like to call them “Annies.” Like Annie from the broadway show. Beth was working with the V.P. of technology at ShizzyBot.

Closing 91

Closing Sales Process Sales 91

A Sales Guy

NOVEMBER 23, 2011

As I shared in my early review of The Challenger Sale , I’m going to post unique and compelling quotes from the book as I move through it. This excerpt is at the core of the challenger premise. . “I understand your world.” and “I’m not here to waste your time asking you to teach me about your business.” What I love about this excerpt is it flips the traditional scripts.

Sales 88

Sales Business 88

A Sales Guy

NOVEMBER 6, 2011

Image via Wikipedia. My cousin lives in Vail and goes to Battle Mountain H.S. The other night Lindsey Vonn visited her school to give a talk. At the end of the talk, my cousins friend Parker got the courage to ask Lindsey to homecoming. and she said yes. Today, the story is all over the place. It’s been picked up by the NY Times, Huffington Post, Yahoo Sports and more.

Events 78

Events Branding Market Marketing 78

Advertiser: ALHI

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Travel

A Sales Guy

NOVEMBER 26, 2011

I’ve noticed a trend lately and I can’t figure it out. This community is growing, views are up and visitors are up. But, comments are down. Their is less engagement here than ever before and I’m not sure why. I’ve looked at posting consistency, that hasn’t changed (Thanksgiving aside.:)) The posts don’t appear to be any less provocative.

Sales 71

Sales 71

eTourism

NOVEMBER 8, 2011

Google has announced Google+ Pages for your Resort or Hotel. These pages have been specifically created for businesses on Google+. We'll show you how to create your very own Google+ Page.

Resorts 52

Resorts Hotels Business 52

eTourism

NOVEMBER 30, 2011

Android users who download the latest version of Google Maps from Android Market will now be able to locate themselves inside airports, malls and big department stores that partner with Google and share their floor plans.

Market 40

Market Marketing 40

eTourism

NOVEMBER 10, 2011

Google has just released the new Think Insights with Google from beta, that sports a new playful look, helpful tools, more studies, the latest trends and exciting videos.

Market 40

Market Marketing Travel Hotel Marketing 40

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Market

eTourism

NOVEMBER 30, 2011

The fact that Google favors brands in search results means independent and flagged hotels need to be more proactive about staying on top of their online marketing.

Branding 40

Branding Online Marketing Travel Hotels 40

eTourism

NOVEMBER 13, 2011

That's right. Sometimes truly great content flops. And to be honest, it's a big disappointment (and a damn shame).

Market 40

Market Marketing 40

eTourism

NOVEMBER 10, 2011

Today's callers have evolved faster than most hotel sales training programs.

Sales Process 40

Sales Process Sales Hotel Sales Hotels 40