Tag: Dave Greene
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Great Answers To Good Questions
"I don’t think selling today is any harder than it was twenty years ago, but I do think that retaining clients is significantly harder than it used to be."
The Work Begins Before They Even Know Who You Are
"As sellers, we are always taught to use any advantage we can find. I tell reps all the time, there is nothing that makes this job easy, but there are things that can make it easier."
An Ode To “Maybe”
"In our world, we get a lot of “maybe’s” that turn in to forever, because the client never bothers to tell us no."
You Can’t Get The Job Without Acing The Interview
"In the first thirty seconds of meeting you, I’m going to evaluate how you look, how you shake my hand, whether or not you make eye contact and the small talk on the way back to the office."
What Can The St. Louis Blues Teach Sales Managers?
"Sports radio can often be a “passion play,” where a business owner wants to show support of a team or just flat out likes the tickets and amenities that sometimes come with sports sponsorships."
Use Your Current Clients To Make New Clients
"Referrals and success stories are two of the absolute best ways to reel in new business. People want to be in good company and feel comfortable with what they’re buying."
How Do Sellers Make The Most Of Seasonal Clients?
"When the beginning of May rolls around, if that’s the first time you’re talking to people about Mother’s Day advertising, good luck."
You Have A Lot Of Products To Sell
"The fact of the matter is, we all have so much to sell and so much to focus on, that it is possible (and maybe likely) to get lost some of the time."
What Are The Characteristics Of a Perfect Sales Rep?
"As an employer or manager, can you trust this person to do the job? Will they consistently prospect, cold-call, do CNA’s, present, close the decision makers and service?"
Where You Do Your Sales Pitch Matters
"Most of us end up pitching at the client’s location, where it’s their environment and where they’re most comfortable. And, worse than that, this is where they can easily get distracted."