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NOVEMBER/DECEMBER 2006
FEATURESTORY
Hanging with the Chairman of the Board
One story that gets told about Twin Palms, the 4,500-square-foot "mini-mansion" where Frank Sinatra lived from 1947 until about 1954, is about the night when Sinatra, furious with the on-again-off-again love of his life Ava Gardner, broke a bottle of booze over the bathroom sink. To this day, guests of the renovated home can see the long, jagged crack in the porcelain that resulted from that outburst.
Sales managers don't want that kind of eruption from their salespeople, but most wouldn't mind a slice of that sort of passion now and then. At the very least, it's an experience that people are sure to take home with them, which is why Twin Palms is regularly rented out by companies for team retreats, corporate parties, even celebrations around new product introductions like one that Reebok recently staged there...
A creative setting for an off-site sales meeting won't make up for poor planning, but it can create a better buzz about what you hope to achieve...
View an 8-minute video profile of a property with as much personality as The Chairman himself....
PUBLISHER'SNOTE
Go With The Flow **
Wisdom and insight from our Publisher, Mike Murrell...
SCRATCHPAD
Your Customers’ Fingerprints Should Be All Over Your Proposals? **
Your customers’ and prospects’ fingerprints should be all over the proposals you put in front of them, says sales strategist Jeff Thull. “Don’t make them translate your terms into their language...
The Art of the Negotiation **
It’s not synonymous with closing. In fact, it can begin before the first contact with a prospect....
Deep Six The Discount **
If there is a sales-specific caveat on negotiation, it’s that salespeople have a tendency to capitulate too quickly, says Damon Jones, Chief Operating Officer at sales consultant Miller Heiman...
ABN – Always Be Negotiating **
Think of selling and negotiating as two sides of the same coin, says negotiation trainer Michael Schatzki...
Early E-mailers Catch Executives’ Eyes **
Business executives prefer to get e-mail marketing messages on Mondays and Tuesdays, according to a survey by eROI Inc., a marketing communications company. A survey of more than 300 business-to-business and business-to-consumer Internet users found that e-mail marketing messages sent on weekends had the highest open rates...
Warning: Meetings May Be Bad For Your Health **
Poor meetings waste time and money, but they also may harm employee health. Professors in the U.S. and Britain recently surveyed 676 employees, who said they spend an average of 5.6 hours a week in meetings...
Athletes Never Stop Competing **
Are you looking for new ways to gain insight on prospective salespeople you’re interviewing? Forget what kind of tree they say they’d be, ask them about their sports background,
says best-selling author and sales trainer Jeffrey Gitomer...
SALESU
Don’t Believe What You Believe: Question your “facts” or the blind may be leading the blind **
When was the last time you questioned yourself? Researchers in psychology have found that the human brain holds on to the most rewarding view of events and that our minds prefer to
believe “facts” that conform to our views, even in the face of conflicting information or outright contradiction...
INCENTIVEPRODUCTS
Incentive Product Focus: Household Products
View this great roundup of the best in Household Product incentives. (PDF document. Requires free Adobe Reader)
Incentive Product Focus: Last-minute Business Gifts
The holidays are a great time to build your business relationships. It's not too late to reward your clients and prospects with Business Gifts that show how much you appreciate them. (PDF document. Requires free Adobe Reader)
Incentive Alley **
A year-end collection of powerful ideas for motivating your sales team. Check out these incentives...
SALESTRAINING
Special Report: It’s Raining Sales Consultants **
Dazed and confused by endless offers of help? A new Web-based company claims to be the Consumer Reports of sales trainers...
COACHES'CORNER
10 Reasons Why Sales Presentations Fail
Author Kevin Daley -- founder of Communispond and a business communications specialist -- offers
10 avoidable pitfalls sabotaging sales presentations. A must-read before your next turn at the wheel...
SFXPADVERTISERS
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