Vol 6, Number 7 SalesForceXPress eNewsletter July 9th, 2008  
 

Are Your Reps Projecting A Slimeball Image?

As if just selling wasn’t difficult enough already, a new report shows from Development Dimensions International shows that buyers’ poor perception of  sales professionals creates hurdles for salespeople and their employers. There are effective ways to combat the snake oil salesman perception...

Macy's - Click here to learn more!

Macy’s Gift Cards Mean Business

Macy’s Gift Cards make rewarding and thanking your employees and clients the easiest business decision you’ll make all year. Star performers choose from the best brands at 800 locations nationwide and online at macys.com. Volume discounts, assorted gift card designs, packaging and shipping options available.

Visit us online at www.macys.com/corporategifts to learn more or call 877.MACYS.B2B (877.622.9722).

Good Sales Managers = Good Fence Builders

While people aren’t animals, sales managers have always needed to create fences (or boundaries) for their salespeople. These fences can be most effective  when they are clearly set and well-defined. Kevin Eikenberry offers five guidelines for setting your fence posts...

Compelling products...powerful solutions

Top Brands understands the power and lure of selecting the right products to motivate and reward. We offer unparalleled skill and experience at matching products to the specific people you need to motivate, within a budget that makes sense. Define your challenge and we will identify and quantify how products can provide the solution.

Learn how easy it can be to motivate and reward with Top Brands. Visit us online today at
www.Top-Brands.com or call toll free 1-800-431-2127.

High-Tech Toys That Perform

We love our gadgets, which is why the latest in consumer electronics continue to be a leading incentive category. When in doubt, sales managers, revert to what works. Take a look at some new high-tech toys that you can use to drive sales...

Reward them with entertainment products that really hit home

Sometimes the choice of reward can be rewarding for everyone. Sony offers a selection of products your employees can share with loved ones or enjoy on their own, from flat screen televisions to digital camcorders to MP3 players.

For more information about using Sony products to reward your employees,
call toll-free 800-833-6302 or visit http://www.motivation.sony.com

Sometimes no means know

No product or service is objection-proof, but, says sales consultant Anne Miller, “you don’t need to eliminate all objections, only the critical ones.” One way to encourage sales reps to persevere through objections is to illustrate how a “no thanks” from a prospect provides an opportunity to explain and save the sale rather than lose it. Miller’s tips:

  • It’s the product, not the rep – Separate the business from the personal. Buyers have a job to do. Whey they object, the objection is usually about the product or service, not the salesperson.

  • Ask to put an early objection “on hold” – Give the buyer a reason that is in her interest to accept the delay. “I understand your concern about our company being based in a different state. Can we come back to that in a few minutes after we look at what’s most important to you, which is your overall objectives for next year?”

  • Is it really price? – Qualify the price objection for the same reason that you would isolate any objection – to make sure it is the real objection and not a smoke screen.

  • Turn an objection into a selling point – Use common objections as the rationale for overcoming the objection. This surprises the buyer and casts a totally new, positive light on what the buyer thought was a negative.

For more from Anne Miller, visit her website: www.annemiller.com.

   

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Contact our partners for products and pricing that drive performance.

Amazon.com
AmericanAirlines TrAAvel
AmericanAirlines Group &
Meetings Travel

Barnes&Noble
Best Buy
BI
Canon
Godiva
Incentives Marketplace
Johnson Outdoors
Kosta Boda / Orrefors
L.L. Bean
Las Vegas Meetings-Harrah's
LVCVA
Marriott Individual Incentives
Movado
Nike Inc.
Omaha Steaks
Power Merchandising Corporation
Quality Incentive Co.
Sharper Image
Sony
T.G.I. Friday’s
Top Brands
Total Training Network
Tumi


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The 2008 SalesForceXP Media kit is available online. View the 2008 PDF here.

For package pricing and creative marketing ideas using SalesForceXP, SalesForceXPress e-news, and other ancillary media products, contact Mike Murrell, Publisher:

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IncentiveAlley

Take advantage of these exclusive offers to SalesForceXP readers on merchandise, gift card and travel incentives from our advertisers.


Mouthwatering Incentives

Mouthwatering Omaha Steaks incentives will keep your employees energized and your clients and customers coming back for more! Choose from a variety of easy-to-implement programs Ð collect & redeem, product or monetary certificates, and direct product shipments. Plus, there are no minimum orders, no back orders, no inventory to keep and no packages to ship. Omaha Steaks takes care of everything. For more information, call Bob Henthorne, 800-228-2480, Ext. 8377 or visit www.osincentives.com.

Anyone Can Shoot Like A Pro

The Sony Alpha (DSLR-A200) camera is perfectly positioned to carry a new generation of family photographers into the creative world of DSLR performance. The Alpha includes superb 10.2 MP imaging, high- sensitivity shooting, and Super SteadyShot® in-camera image and stabilization that reduces blur. The large 2.7-inch LCD screen and creative style settings allow users to fine-tune the performance. For more information, call Sony Premium and Incentive Sales (www.motivation.sony.com) at 800-833-6302.

Samsung 52-inch Hi-Def TV

This full 1080p HD LCD TV gives viewers the boldest brights and amazing clarity. Four HDMI inputs or connect to the Web via InfoLink RRS. Ghosting and drag is eliminated with 120hz motion flow and 4ms response time. A great way to recognize those who exceed expectations. For more information, call Eric Anderson of PMC (www.pmcusa.com) at 262-743-2095, Ext. 108 (or e-mail eric@pmcusa.com).

Best Buy

Recognize the hard work and accomplishments of your key players with a Best Buyª Gift Card. Let them choose what they really want like cutting-edge electronics, home entertainment products, Geek Squad services and more. For more information, circle on the FastFax at the back of this issue, or contact: Best Buy Gift Cards (www.bestbuy.com/giftcards) at 877-370-1234 (or e-mail giftcards@bestbuy.com).

Driving for Show

Golfers seeking the best driver performance money can buy will get it in the r7 CGB Max driver from TaylorMade. This driver combines the best of TaylorMade's metalwood technologies to promote maximum distance, ease of use, forgiveness and flexibility. For more details, contact Rymax Marketing Services (www.rymaxinc.com) at 800-379-8073
(or e-mail info@rymaxinc.com).
 

Movado BELA

The fashionably thin bangle of the Movado BELA features removable links at the back for a custom fit. Crafted in polished stainless steel, it also showcases brilliant diamond accents and a black Museum dial. Swiss quartz movement, sapphire crystal, water-resistant to 3 atm. For more information, contact Joe Zanone of Movado Group, Inc. (www.movadoincentives.com) at 201-267-8182.
 

Ultimate Outdoors

The outdoor lovers on your sales team will be ready for anything with this four-piece outdoor excursion set including an 11-function pocket knife, Zippo hand warmer and 8X21 Yukon Binoculars. Debossing your brand on the front pocket of the carrying case will make sure you "Effectively Remain to be Seen." For information on this or other branded merchandise, call Marty Stanchfield of Realm Promotions (www.realmpromotions.com) at 952-814-9000 (or e-mail marty@realmpromo.com).

100 Free Sales Leads For Every Rep in Your Company

Salesgenie.com is the leading provider of sales leads and business profiles. With 24/7 access to the freshest leads and hundreds of search selections, you'll find the right prospects in minutes. Your reps can target large or small companies and get a contact name to call on. Get weekly leads of brand new businesses. Now you can get 100 free leads for each of your sales reps.
For information call 866-327-6391.

Let Hollywood Entertain Your Top Performers

Hollywood Video Gift Cards inspire the movie lover in everyone. From comedy to action to the classics, Hollywood Video has what your top performers want to watch tonight. Hollywood Video Gift Cards are accepted at more than2,000 locations nationwide. Bulk discounts available. For more details, call 866-452-4438 (or e-mail GiveHollywood@hlyw.com).

Make A Wish

Crutchfield Gift Cards make a great incentive. Recipients can take advantage of a large selection of items and utilize an award-winning service to help them decide. You can rest easy that your top performers have been rewarded with something they truly want. For more information, call Crutchfield Corporate Sales (www.crutchfield.com/SXP) at 800-555-7032.

Century® Signet

Celebrating Cross's role as the premier American name in fine writing instruments, the new Century Signet recalls the bold art deco styling of an original 1930s design. Crafted with jewel-like perfection in a choice of 18K solid gold, sterling, 18K gold-filled, or platinum-plate. For more details, call Joe Nerney of Cross (www.mycrossbiz.com) at 401-335-8121.
 

The Home Depot® Gift Cards

Leverage the power of The Home Depot brand to create successful rewards, motivation or incentive program for your organization. For more details, call Home Depot at 866-232-9037 (or visit www.hdgiftcard.com).

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Wheeled Golf Bag Carrier

It's Tumi luggage - for your golf bag! Designed for those who travel with their clubs, this bag (Model 22187) offers great mobility and functional features including a U-shaped opening for easy loading and unloading, several exterior pockets, a shoe bag and tie-down tapes, and an easy-rolling wheel system. It's made from Tumi's signature ballistic nylon. For more details, contact Tumi Special Markets (www.tumispecialmarkets.com) at 800-669-3181.

 

Applaud Outstanding Performance

Reward your sales team with an entertainment escape that only AMC Entertainment can deliver. Accepted at more than 300 theatres nationwide, AMC gift cards and ticket packages are a fun and unique way to applaud outstanding performance! For more information, contact an AMC National Sales Representative at 800-262-4849 (or e-mail nationalsales@amctheatres.com)

Samsung MiniDV Camcorder

Easy-to-shoot videos in the palm of your hand! A compact design makes it simple to point and shoot. Recipients will capture their adventures onto MiniDv — up to 60 minutes. Grab great shots even at a distance with a 34X zoom lens. The 680K pixel CCD delivers bright bold images. The digital image stabilizer ensures a clear and focused picture. For more information, call Eric Anderson, 262-743-2095, Ext. 108 (or e-mail eric@pmcusa.com).

 

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