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Drew Stevens Ph.D. Articles

Guest post by: Drew Stevens Ph.D.

How to create a Year End Sales Blitz - Click To Read Article
The end of the year is approaching rapidly and now is the time to end old habits and pull out all the necessary stops to close business right now!

Mesmerized - Click To Read Article
When you were a kid did you ever play follow the leader? Do you ever wonder why there are things that attract us to certain people? Buyers today become attracted with those that are not only contrary but offer value, substance, something the community can benefit from.

Creating Energy For Your Business - Click To Read Article
Did you ever wonder why you might not be achieving the levels of success you desire? Do you wonder why you are being held back? Well it is not about money, or time but about where the direction of your energy that might be creating a southerly revenue stream. Discover the 6 ways to higher success.

To Tell The Truth - Click To Read Article
Customers make purchase decisions because they like and trust their vendor. When there are questions about the manner in which vendors do business it impacts selling. Ethics are the reasons why business remain or lose business.

Spectator or Sportsman - Click To Read Article
A fundamental difference exists between successful professionals and those that aren’t. Non successful people procrastinate, find excuses and blame numerous people and things and become stagnant. Successful professionals engage in conversations with advisors, rebrand products/services, themselves and still hustle in good and bad times.

Lessons From Steve Jobs - Click To Read Article
The impeccable visionary from Apple past away from a dreadful disease but his passion and vision will leave lessons for us for years to come. Discover what Jobs taught and what he continues to teach.

Lost In A Sea of Trouble - Click To Read Article
Did you ever wonder why some businesses thrive and others survive? The reason they know the way. They have a map. Learn the secrets for charting a new course for your business.

Failure Is An Option - Click To Read Article
Too many operate on the notion that failure is bad. Learn how to use failure as a competitive advantage to improve results and reach your goals.

Four Easy Ways to Gain New Clients - Click To Read Article
If you are an entrepreneur you are in business for one reason – customers. The focus therefore must be on acquisition and retention. It is important to then focus on marketing efforts that create visibility and community. Learn four easy ways to create brand and allure.

How to Build a Marketing Message People Listen To - Click To Read Article
When professionals speak they must think in terms of marketing. Marketing is a process that enables you to engage individuals by sharing value based information that aid in developing relationship. Over the last 30 years one of the best methods for establishing this value is with an audio logo. Similar to the manner in which Coke or Nike uses logos to initiate and sustain brand, your audio logo can provide similar.

Why Follow Up Is Vital - Click To Read Article
The problem with small business is not the amount of new possible business – its arrogance. Anyone can begin a business. There is a low barrier of entry, but not everyone can stay. It takes quite a bit of marketing to remain visible in very competitive markets; it also takes the ability to ask for the order. Yet most important is the consistent and relentless ability to be service oriented. After all the failure to follow up differentiates you from everyone else.

How to Be a Sales Coach - Click To Read Article
My belief is that all sales representatives should be coached on an ongoing basis. It is a form of mentoring that enables ongoing dialogue between the manager and the subordinate so that feedback on performance doesn't occur only when there is a problem. Nor should it occur and only one time of the year-the performance review. Moreover it allows for excellent sales work and customer service to be recognized, supported, exploited and then finally conveyed to others.

How To Succeed In Business - Click To Read Article
The problem with small business is not the amount of new possible business – its arrogance. Anyone can begin a business. There is a low barrier of entry, but not everyone can stay. It takes quite a bit of marketing to remain visible in very competitive markets; it also takes the ability to ask for the order. Yet most important is the consistent and relentless ability to be service oriented. After all the failure to follow up differentiates you from everyone else.

Seven Popular Sales Excuses - Click To Read Article
Now like many of you after 30 years I have pretty much heard almost everything. So when talking about this the other day during a recent sales coaching session I was reminded of the numerous excuses that we all hear from sales representatives. So I sat down with pen to paper and rationalized what I believe of the top seven uses from selling professionals

What Are Your Sales People Thinking - Click To Read Article
With over 30 years of sales and marketing experience I have heard while also experiencing many inconveniences for selling professionals. Each and every day these individuals are on the front lines illustrating products and services attempting to place new revenue while growing brand for their respective organizations. Each has their own description, their own responsibilities and their own goals. Some complain while others just do. Yet for the most part each goes through the gyrations of the day without much banter but with some aggravation.

Seven Things that Frustrate Sales Managers - Click To Read Article
Did you ever just sit around the office wondering what was in the head of the person next to you? Did you ever have a little voice saying what does he/she think about me? We all have these thoughts and with economic volatility high the voices seem to get much louder. I thought this might be a good time especially with the fourth quarter just around the turn to discover what on earth your sales manager is thinking and what you can do to alter their thinking.

How to Overcome Job Stress - Click To Read Article
There are several factors that are issues for job stress. However it is most imperative to begin with you! Some levels of self-mastery are imperative so that you understand the issues that are making you ill while holding you back from personal and professional performance. Let's take a look at some of those stress triggers that lead to feeling overwhelmed.

How to Avoid Sales Mistakes - Click To Read Article
There is an overwhelming concern about productivity and profitability in today's organizations. With this final concern is ever more important for selling professionals to be as efficient as possible. Efficient selling agents help to lessen labor while bringing more revenue to the organization. The problem however is that many selling professionals commit numerous errors throughout their day. This not only slows down the selling process but also lessens the ability for sales teams to meet their targets. More importantly, these issues affect revenue.

How to Encourage Higher Sales Performance - Click To Read Article
Excellence in a sales organization means different things to different individuals and sales managers. Todays, sales manager must ensure that all individuals meet organizational criteria. This includes adhering to policies while also meeting and exceeding sales goals. The only way to ensure that people create excellence is by creating excellence in people.

How to Overcome Sales Failures - Click To Read Article
Every team has their ups and downs in fact. A sale by nature is a volatile profession and represents riding and organizational roller coaster. It is not about the peaks and valleys but understanding the marginality of riding them. By this I mean learning from your mistakes and organizing your day to live not only in the moment but to learn each day.

How to Run an Effective Meeting - Click To Read Article
Learn how to operate a more effective and productive meeting.

How to Gain Valuable Customer Feedback - Click To Read Article
The biggest thing that organizations need to realize is that they have got to create a feedback loops. Feedback just like any other management function especially in the customer service field is one of the best resources that any organizations have.

Customer Alchemy - Click To Read Article
While conducting a recent workshop one of the participants asked me about trends that I see. I informed the audience that we are in an age where customer-to-customer influences mean everything. With the use of the Internet with its spontaneous method of instant communication, customers quickly inform others about the good bad or indifference about products and services.

Commission Only a Zero Sum Game - Click To Read Article
With so many organizations struggling to make budget many sales managers have recently emailed me about sales compensation. Many have asked about whether or not they should continue with salary positions or change over to commission only.

Best Practices for Operating Virtual Meetings - Click To Read Article
Since the 1990s, many organizations have found themselves downsizing, rightsizing, suicidzing, merging and acquiring. What often results is the creation of multiple worksites for various parts of a corporation. As such many meetings now lend themselves to speaking with and working with cross-functional teams worldwide. And with the creation of multiple forms of communication establishing global meetings no longer requires simply an airline or telephone. Now individuals can converse through multiple channels to increase productivity and collaboration.

How to Create Better Customer Relationships - Click To Read Article
To that end, it is vital for all organizations (profit and non-profit) to engage more frequently in customer service. Service is as much a part of the marketing and branding process as sales, in fact it might be even more important. The reason is that we are in a service-based economy. What that means to organizations is a need to constantly engage clients so their equity speaks well of your business to promote your brand. In an age of connectivity brand helps visibility as well as revenue vitality.

Secrets to Building a Personal Brand - Click To Read Article
Today's competition requires that people know you better if they want to do business with you. Personal Brand is that secret method that gets you more clients and gets you to retain more clients. Find our how!

Getting the Sales Person to Think Like an Executive - Click To Read Article
The Sales CEO learns to optimize their day by determining the best methods that encourage customer centric relationships that grow business. Great representatives understand that less transaction and more focus on value and performance grow the brand while also growing the business. So what do they do and how is this accomplished?

How to Kill a Sale - Click To Read Article
While many managers continue to seek new talents and personnel there is a dire need to look from within to discover sales mechanisms that harm sales teams. Many do not know they exist and many do not know how to identify them so here is a brief look at those applications killing your sales performance.

The Importance of Sales Assumptions - Click To Read Article
Assumptions create fear and these bring about anxiety and stress. Selling professionals live in a volatile world wherein each day emulates a roller coaster ride. Why add more thrills to the experience. Assumptions will plague on creativity and success. Those selling today are professionals developing relationships to illustrate value. Value is derived from great direct conversations; never assumption. If you want to live in failure then assume, if you desire a life of success simply seek truth.

What Are The Best Sales Habits - Click To Read Article
How would you like to know how to sell more effectively in less time? What if you could learn the best sales habits? Find out right now!

Developing Excellent Customer Service - Click To Read Article
Did you ever have a situation where you were just “wowed”? I mean simply blown away by impeccable and far-reaching customer service. With so many vendors and increased competition customer service is required for every company.

How to Get Referrals - Part One - Click To Read Article
Many organizations dismiss referrals. Because entrepreneurs and other business professionals are so busy, they often forget to ask for them. However, referrals decrease costs while increasing lead generation possibilities.

Hiring Trends After the Recession of 2009 - Click To Read Article
he recession providing an opportunity to purge those with little sales talent. Essentially the economic doldrums separated the professionals from the wannabes. More importantly, as production increases organizations need to find more professionals. Competition will increase thereby creating exceedingly tight labor pool.

The Death of Cold Calling - Click To Read Article
Discover better methods than cold calling to help you land more leads and more sales.

Million Dollar Sales Ideas - Click To Read Article
There are many individuals out there that desire to become million dollar-selling representatives but they are not successful at all. Many struggle in small offices with poor managers curious as to why they fail to be successful. There are a number of factors.

How To Network Effectively - Click To Read Article
The problem with networking is that many individuals don’t enjoy it because it takes them from their comfort zone. Most people are more comfortable conversing with those they know and meeting new people is simply an annoyance. Apart from escaping the comfort zone, individuals actually need to understand that networking helps business as long as there is true socializing and expressing value.

Tools to Make Those in Selling More Successful - Click To Read Article
Learn the best tools to make you more successful in selling.

The New Norm in Selling - Click To Read Article
If you desire to sell more and truly want a seven-figure compensation then here are some keys to your future success.

7 Poisonous Sins of Trying to sell - Click To Read Article
Sales is a precarious profession that requires a process. Many believe that selling is an easy profession but it takes moxie, patience and more importantly strategies that pave the way to success. Discover the seven secrets to selling success.

Why Selling Professionals Fail - Click To Read Article
Learn the seven deadly sins of selling and why you are not closing more business.

How to Survive in Volatile Times - Click To Read Article
Learn the art of companies that can survive in any economy and why they are built to last.

Selling and Attitude - Click To Read Article
Discover how much you attitude counts in trying to sell your products and services.

Solving the Customer Service Puzzle - Click To Read Article
Learn the simple rules of customer service to assist your organization create the differentiation required to create allure.

The Value of a Value Propostion - Click To Read Article
Understand how a value proposition can assist in promoting your business and positioning your company.

Winning Business with Referrals - Click To Read Article
Use referrals to decrease labor and increase your percentage of closed business and new revenue.

The Importance of Customer Service - Click To Read Article
Gain insights of how to use customer service as a branding and marketing differentiator.

Secrets of Selling to the "C" Suite - Click To Read Article
Learn the secrets of getting in front of decision makers and learning how to close business with those that can.

Seven Irresitable Laws of Customer Service - Click To Read Article
Create customer service tools that set you apart from competitive forces and make you and your company a client magnet.

Negotiation Tactics - Click To Read Article
Understand the art of negotiation and win any conversation with minimal concession.

How to Get Better Results with Cold Calling - Click To Read Article
Learn the secrets to gain better results from cold calling success.

How to Increase the Sales Pipeline - Click To Read Article
Learn how to produce more leads with less labor





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