Archive for the ‘Blog Content’ Category

Wow, Drew Stevens is dead on in this video.

So many people (sales or otherwise) just sometimes can’t seem to “walk the walk” and stay with it!

The Sales Corner understands what it takes to grow your Social Media, your sales customer base, your marketing base, and more. Persistence and other tools and ethics apply!

Drew Stevens is working on a new book! Stay in touch with us for more information to follow soon!
Want to see if Drew is coming to a city near you? View his schedule on The Sales Corner public events calendar!

He is one of the world’s leading authorities on Sales Consulting, Business Development & Marketing Solutions. Drew is the author of the successful sales process books – Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales consulting website – stevensconsultinggroup.com.

Popularity: 6% [?]

Hi all,

If you are a user of TraceMyIp.org, you’ll find some good tips below to ensure you are properly capturing your traffic results.

There are a couple of things you can do though to ensure that you capture the visitor traffic properly:
1. Install the tracker code as close as possible to the top of the page, so that the visitors are detected even if some of your pages do not load completely.

2. Check and make sure that the visitor tracker code is installed on EVERY page of your site, including your campaign landing pages. If you use a hidden tracker option, you can temporarily unhide the tracker to see if it shows up on all pages of your site.

We encourage you use TraceMyIP.org by clicking the banner below; They are one of the best result tracking systems available on the web. They have a ton of other abilities for you to get extremely valuable information from your user base!

If you are interested in more topics on TraceMyIP.org and even more insider information about their tracker; you can register on our Free Members list via Google Groups and view the topic from today!

Popularity: 3% [?]

Simply put, we want to know how you use your network to mastermind your success!?

Maybe you do things like write articles and spread the word and work of others through relationship like this article from the High Velocity Blog.

Some people wonder how you get to write articles on someone else’s blog, and it’s easy, as long as you know them and they know you and you create a level of trust and respect!

Don’t sit down an ignor your network; Give them “Warm Fuzzies” and make them feel good. We do things like post our members subject matter here on The Sales Corner, we allow them to write articles with no restrictions as long as their content is in the face of Sales, Marketing, or other current topics like Web Design and Business. Just like Drew Stevens does.

Maybe it’s someone in your network that you use to help yourself AND your members grow their business bigger and better, like FD Walsh. Coined in the past here as the “TSC SEO Shaman” because he’s a great content writer, social media net-worker, publisher of story, and more!

However you mastermind your network; don’t forget that business remains in all of your connections. People don’t gather around something they don’t need, want, or like. People gather around that which they are drawn to and enjoy doing that interests them.

Perhaps that’s one reason our members consist of so many people from so many walks of life! Because we help “business” owners and that means we do a lot for everyone in our network; Some Free, and some Not Free.

People we work with (people that I work with) understand that there are value in giving, and usually, if you give in the right ways, it will come back to you ten or twenty fold.

So I ask you; How do you mastermind your network?

Popularity: 9% [?]

By now, you’ve been around enough to read a large amount of content for Drew Stevens. We want you to consider the power and momentum that he can help bring to your business model or organization. We invite you to view one of his new videos and see his “View from the Stands” about the “Doctor Biz” so you can Accelerate your patient volume with proper marketing techniques!

Drew Stevens is one of the world’s leading authorities on Sales Consulting, Business Development & Marketing Solutions. Drew is the author of the successful sales process books – Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales consulting website – stevensconsultinggroup.com.

Popularity: 13% [?]

There is an intense amount of competition in today’s economy. There is more noise than ever due to the proliferation of social networking. There are also more competitors. With many individuals giving up corporate America for entrepreneurship there are more hurdles to battle. The chronic problem for selling professionals is to differentiate from competitive forces.

Differentiation is the key to business development success. It helps build brand and create cache. Consumers make decisions for brand sake. With sellers consumers make decisions based upon perceived value. Such value recognition is based upon nuances such as; sales language, professional ethics, professional dress and most importantly client recognition. These items help distinguish the indispensible sales and marketing professional from the customary. Here are some tips to make you indispensable.

1.     Be the professional. Review your dress code and dress the part. We’re good clothing and have professional equipment that emulates your corporate stature.

2.     Be the service provider. Customer service is paramount for every selling professional. Return calls when you say you will. Always be the professional and always remember business exists because of the customer.

3.     Gratuity. Always be thankful for clients that have done business with you. Send thank you notes and other types of greetings to ensure you are always top of mind.

4.     Referrals. The only way to ensure your indispensability is by others understanding the value provided. Your brand is manifested by the referrals gleaned from your value.

5.     Culture. It is wonderful if you take all the ideas from this post and utilize them continuously. However, the organizations culture must be congruent.

6.     Relationship. The entire reason for doing business is to invest in relationships. Forget the facts and only worry about creating valuable relationships.

©2010. Drew J. Stevens Ph.D. All rights reserved.

Drew Stevens is one of the world’s leading authorities on <a href=”http://www.stevensconsultinggroup.com/”>Sales Consulting</a>, Business Development & <a href=”http://www.stevensconsultinggroup.com/”>Marketing Solutions</a>. Drew is the author of the successful sales process books – Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and <a href=”http://www.stevensconsultinggroup.com/”>sales consulting</a> website – stevensconsultinggroup.com.

Popularity: 20% [?]

A bothersome factor of selling is the notion for organizations to corrupt selling. Nothing happens to organizations unless something is sold. However over 92% of many organizations never invest in their sales departments. To avoid this issue:

1. Stop sales training. Training is an event not a process. Nothing happens in a seven-hour day. The desired output is to alter behavior, this does not happen in a day.
2. Create KPI. Selling requires measurements. Sellers need to measure their success and sales managers need to inform them constantly.
3. Conflict. Mix it up. The problem with sales managers today is the inability to confront employees about workplace issues.
4. Accountability. Create measurements of success and hold individuals to them. Stop the procrastination; they are the frontline to your revenue destiny.
5. Hire Correctly. Stop hiring bodies and employ individuals with innate talents that can handle your frontline. Nothing substitutes passion, conviction and talent.
6. Self Mastery. Good selling professionals provide methods of constant improvement. Always question the sloths that expect your organization to provide their education.
7. Create a selling culture. Everyone in the organization must become involved in the effort. Refrain from compartmentalization.
8. No contest. The best selling professionals do not require contests and challenges they are constantly motivated.
9. Seek best practices. Emulate the best practices from the best people stop trying to correct those that cannot be altered.

10. Lead Generation. This is the most prevalent portion of selling. Do not worry about supplying leads to the sales department. All professionals must create pipeline opportunities.

11. Share the wealth. Stop paying selling professionals so much. Lethargy is created when professionals believe they have a “cushion” and little upside potential.

12. Pre-Board with Onboarding. Create a process that quickly encourages knowledge of the company, competition and the industry.

13. A view from the bridge. It is great to sit behind the desk and command all but to create a selling culture you must lead by example. Move away from the desk and partner with your sales people. Leaders must meet with customers too.

14. The new economy. Recent surveys show that companies cut back on their sales force when they need the help the most. Why invest in new computers, or new logo when your front line is more important.

2010. Drew Stevens PhD. All rights reserved.

Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 40 international keynotes, seminars and workshops per year. Dr. Drew is the founder of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website or call 877-391-6821.

Popularity: 30% [?]

What do you see when you look in the mirror? This is not a trick question. Yes you see you. I am often amazed by the amount of individuals that own and operate businesses that constantly look in the mirror and only see themselves. The world of sales and marketing doesn’t operate from selfishness and conceit. Consumers today demand value and most importantly respect. Therefore several issues are most prevalent

1. Operate from the other side of the mirror. Stop thinking about yourself and your business and think from the customer perspective.
2. Provide value. Refrain from the folly of features speak from what is most imperative to the consumer.
3. Stop speaking. Start questioning. You discover more when you are not talking.
4. Stop the tactics. Operate from a strategic perspective and the driving force of your organization.
5. Engage the client. Seeing from the customer’s eyes means providing them abounding customer service.
6. Surprises. If you do not want any, mystery shop your own organization similar to a customer. Ensure service and support permeate the organization.

If you take just a few moments each day to envision issues from the client perspective you will create better returns and more revenues. Seeing things from the eyes of the customer alters perspective and initiates better value. What do you see when you stare into the mirror?

©2010. Drew Stevens PhD. All Rights Reserved.

Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 40 international keynotes, seminars and workshops per year. Dr. Drew is the founder of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website or call 877-391-6821.

Popularity: 36% [?]

Many years ago while participating in track and field my coaches typically spoke of cadence. In fact, many athletic events use cadence in their respective performance. Football players have a cadence before each play, dancers have a cadence in their performance and coincidentally those that sell require a cadence.

To perform at a higher level in selling products and services, one must have a certain cadence in delivery and building relationships with clients. Here are some of the things required to assist with your cadence:

1. Confidence. Consumers invest in those they know and trust. However, they also invest in the conviction from the selling representative. Your cadence will be affected by the highs and lows of your confidence.
2. Presentation Flow. Presentation is where it all begins. Know what you want to say, how you are going to say and but most of all listening is more important then speaking.
3. Preparation. One cannot have cadence if there is a lack of preparation. Understand how your services can assist the buyer. Look at issues from the perspective of the buyer; think output. What can you deliver that can aid the client?
4. Presence. When you look good, you feel good. Sellers need to dress the part. Invest in good clothes, and groom well. Be noticeable when you walk into a room.
5. Poise. Buyers implicitly affect tempo with questions and concerns. Remain neutral during volatile periods with proper research and preparation. The better you plan the less likely impact to your poise.
6. Equality. When you formulate equality with the buyer there is better conversation. Your interaction should be a meeting of peers, anything less is a vendor.
7. Labor Intensity. Relationship building is must easier, and you have more swagger when you meet only with decision makers. Gatekeepers waste time and affect your confidence. Meet and greet only those that understand your value.

The concept of cadence is formulated from continuous learning and practice. Athletes and dancers practice daily to broaden their strengths. They understand the value of self-mastery, learning all they can to heighten their performance. Take the first step and before you know it you will be swaying with the music.

2010. Drew J. Stevens PhD. All rights reserved.

Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 40 international keynotes, seminars and workshops per year. Dr. Drew is the founder of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website or call 877-391-6821.

Popularity: 64% [?]

During my workshops I frequently speak of the need for selling professionals to be prepared for every selling situation. With the lack of selling methodology and training amongst 92% of the selling population there are a number of gaffs during the sales day.

After a relaxing Independence Day weekend, I returned to several emails. One of the most striking included the following, “I realize that your company may be too big to have a need for our training materials, but I liked what I saw on your webpage and I thought it might be worth having a conversation.”

While I honor the selling representative for having the gumption to connect, their lack of knowledge for my firm is alarming. Worse yet, there exists the typical bromide of “what you can do for me approach”. Selling professionals must refrain from selling products and begin to realize the need to invest in and develop relationships. Consumers buy from those they know and trust and this begins with intellectual dialogue based on objectives and values.

If there is a desire to invest in a relationship then:

1. Conduct fundamental research on the company and establish need.
2. Get introduced to the economic buyer through a third party.
3. If a cold call is required, ensure the focus is on objectives and measurements of success.
4. Conduct research on the true economic buyer, blind messages to gatekeepers will only get lost.
5. Stop thinking of input; consider how your product or service will benefit the customer. Think of external value end the selfishness and focus on the prospective client.

Before you pick up the phone or key a letter:

• Know the customer.
• Know the industry.
• Know the competition.
• Know your value.
• Know your differentiation.
• Know your value proposition.
• Know your output.
• Know your decision maker.
• Know your time frame.

Customers are too busy and not inclined to have their time wasted on the folly of sales commission. The only methods of competitively selling today include differentiation, value and output. Anything less is simply a waste of the selling professionals time. How much do you know?

© 2010. Drew Stevens PhD. All rights reserved.

Drew Stevens is one of the world’s leading authorities on Sales Marketing & Business Development Solutions . Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website.

Popularity: 67% [?]