Comments for GrowMyRevenue

Comment on Pricing Pressure is More Common Than Catching Fire by Ian Altman

Ian Altman — Thu, 16 May 2013 03:45:34 +0000

Len – Thanks for sharing. I’m sure it’ll make everyone smile.

Comment on Pricing Pressure is More Common Than Catching Fire by Len

Len — Wed, 15 May 2013 17:25:58 +0000

good info. My sales manager for private phone systems used to respond to a client who wanted a discount, ” we can cut the price, what part of the phone do you want to eliminate…the mic, head set, or cord?”

Comment on 3 Keys to Getting Quality Referrals by Sell, Service, Repeat - How to expand existing business | GrowMyRevenue

Sell, Service, Repeat - How to expand existing business | GrowMyRevenue — Mon, 13 May 2013 01:31:05 +0000

[...] SMART for referrals: In a previous post, I talked about being Specific, Measurable, Attainable, Realistic, and Time Specific with your [...]

Comment on Diamonds in The Rough: 3 Keys to Helping Non-Sales Staff Find Qualified New Business by How to propose fixed-price proposals for complex projects | GrowMyRevenue

How to propose fixed-price proposals for complex projects | GrowMyRevenue — Mon, 13 May 2013 01:30:26 +0000

[...] the client’s Issue, Impact, and Importance of the project. Both parties will appreciate the value of the solution, and it will also help you [...]

Comment on Auto Repair and Integrity – Oxymoron? by Top 3 tips for business salespeople to avoid rejection | GrowMyRevenue

Top 3 tips for business salespeople to avoid rejection | GrowMyRevenue — Mon, 13 May 2013 01:30:05 +0000

[...] Never forget integrity – Recognize that in most cases, once you learn about the client’s situation, you’ll determine that they don’t need your help. If you are not the best fit, tell them. If they don’t need your solution, let them know. Doing so will raise their trust and give you countless opportunities down the road. Many of my clients tell me that they often get referrals from those dead-end prospects since they now know that you are operating with high integrity and not just pushing a product or service. Even if they don’t need you today, they will happily refer you to those who need your help. More importantly, by identifying that you did not have a fit, if you knock on their door in the future, they’ll be willing to let you in. [...]

Comment on Are You Attracting Looky Loos or Buyers to Your Business? by Ussamah

Ussamah — Wed, 08 May 2013 12:38:06 +0000

Thank You Ian for the powerful insights.

Regards
Habib

Comment on Are You Attracting Looky Loos or Buyers to Your Business? by John Yager

John Yager — Fri, 03 May 2013 06:34:21 +0000

Good advice. I’d rather spend my hours on driving business than sifting leads.

Comment on How Do You Know if You’re Hiring a Sales Superstar? by Ian Altman

Ian Altman — Wed, 01 May 2013 22:52:17 +0000

Brian,

I guess no matter how many caveats I insert, it’s tough to use a political example and not get political answers. Put another way, what if instead of John Boehner saying that the President was wrong, what if he had said “I did a poor job of illustrating to the President why this legislation was not the right thing at the right time. If I had done a better job, he would have sent a better bill to us.” The point is that by taking responsibility, others tend to be empathetic to the humility, and want to make them feel better. Neither side would have won supporters who are firmly opposed to them. But, those in the middle are often drawn in by those who accept responsibility. Ultimately, the point is that passing the buck doesn’t work in sales, or in politics.

Thanks for sharing your views. I like what you add to the question. Does it work well for you?

Ian

Comment on How Do You Know if You’re Hiring a Sales Superstar? by Brian Leach

Brian Leach — Wed, 01 May 2013 17:32:31 +0000

I agree with your premise buy don’t like your example. Had Obama started any sentence with “I failed to” he would have (wrongly I think) taken the blame for the bill’s failure. Plain and simple, the accountability for the bill’s failure belongs to everyone who placed a ‘no’ vote. They didn’t need to be ‘educated’ on anything; they were fulfilling campaign promises and promises to lobbyists to vote no. Any other scenario is a fantasy.

I ask the same question on interviews, but add ” and tell me how you bounced back from that failure.”

Comment on How Do You Know if You’re Hiring a Sales Superstar? by Jack Quarles

Jack Quarles — Thu, 25 Apr 2013 14:20:41 +0000

Ian this theme came up at a client’s executive retreat I facilitated this week, as some in the room were complaining that external factors – beyond their control – were keeping the client from reaching their goals. It was somewhat true, but a very unproductive line of discussion. Fortunately things came around to more ownership and accountability fromm the organization.
Whenever we blame something/someone else it doesn’t help us. It seems we could apply your lesson here to personal & geopolitical issues as well as sales. Great stuff, wise one.