10 Helpful Tips for New Sales Reps

Great tips for past, present and future sales reps trying to stay competitive in today’s sales industry.

1. It’s about creating value.

2. Prospecting comes first.

3. You need more than one relationship.

4. Disqualify non-opportunities.

5. Business models matter.

6. Presentations don’t win.

7. You don’t win or lose on price.

8. Nurture your dream clients.

9. If it was easy, your competitor would have done it already

10. Never disappear after a loss.

Read the full story at: http://thesalesblog.com/blog/2013/04/02/ten-things-i-wish-id-have-known-before-i-started-selling

 

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8 Tips for Staying Healthy in an Open Office

Do you work in an open office environment? If so, you might have to work a little harder to stay healthy.

1. Keep your distance

2. Wash your hands.

3.  Wipe stuff down

4. Nurture the immune system.

5.  Find some alone time.

6. Tune out the noise.

7. Treat colds immediately.

8. Change the work environment even temporarily.

Read the original post at: http://www.entrepreneur.com/article/235405

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99 Tips for Direct Mail Marketing

Kick your marketing into high gear with these 99 ways to get customers to open your mail.

  • Give a free gift to increase response
  • Highlight the free-gift offer prominently
  • Use short copy to tease the reader to read further or respond
  • Minimize the use of buzz words
  • Make your offer easy to respond to
  • Prove any claims with details to add credibility
  • Ask for the order right away
  • Use graphics and color to support the message and text
  • Offer a free trial to eliminate risk
  • Hire a professional copywriter for your content
  • Hire a professional graphic designer
  • Make your offer easy to understand at a glance
  • Promise many benefits
  • Give many reasons to buy
  • Use all the formatting available with taste
  • Have your direct mail reviewed by an objective third party
  • Use colored paper to make impact and save on printing costs
  • Consult with a direct-mail specialist
  • Use a reply card or other reply mechanism
  • Put a headline on the envelope
  • Survey customers about what they’ll respond to
  • Include postage-paid return cards or envelopes
  • End a page with the middle of a sentence to encourage more reading
  • Personalize as much as you can
  • Use a Post-It note for greater impact and attention
  • Make the offer very prominent in the copy
  • Use a no-risk guarantee
  • Keep track of target recipients, replies and follow-up
  • Tell the whole story
  • Keep paragraphs short
  • Break up long copy with graphics or white space
  • Don’t dwell on history or background
  • Offer a free-trial period
  • State your geographical service area even if its global, national, regional or local
  • Keep the sales pitch positive and highlight the benefits
  • Include a call to action; tell your readers exactly what you want them to do
  • Use a “P.S.”–its one of the most frequently read parts of the copy
  • Make it easy to purchase: credit cards, terms, etc.
  • Offer a discount for a quick response and order
  • Make a simple order form for faxing
  • Always put a sense of urgency and deadline in your copy
  • Put a picture of a phone by your phone number
  • Put testimonials at the top of the content and by the call to action
  • Use typestyles that are easy to read, not a mix of them
  • Have a call to action at the beginning, middle and end of your copy
  • Use free information, free samples and a free demonstration as a marketing hook
  • Offer a free consultation in addition to the free information hook
  • Separate features and benefits (emphasize benefits)
  • Use bullet points and small segments of information
  • Use subheadings and subtitles
  • Include a toll-free number if you have one
  • Get your readers involved with a contest
  • Use a tear-out coupon or one with a printed perforation
  • Ask plain questions and offer a simple solution
  • Put in a photo of yourself or an associate’s to personalize it
  • Make promises; keep promises
  • “Free” is still a motivating word–use it and highlight it
  • Use handwritten notes or comments on your direct-mail piece
  • Guarantee customer satisfaction
  • Offer proof of the benefits
  • Include case studies and success stories
  • Restate your offer often, especially at the end of the communication
  • Use captions, sayings or titles under all photos
  • Order your mailing list or compile it way in advance of your execution date
  • Test your list and use “Address Correction Requested” to clean your list
  • Mail to vendors as well as target prospects
  • Outsource things you don’t do best: printing, mail prep, design, etc.
  • Put yourself on all mailing lists
  • Work with a list broker to tighten list specifications
  • Test different copy, headlines and offers
  • Use graphics on the outside of envelopes
  • Measure results and calculate ROM (Return on Mailing) dollars
  • Code your mailings to measure response
  • Mail frequently to a smaller subset of your list
  • Plan and prepare enough mailings for three months at a time
  • Use color
  • Do a co-op mailing with a fusion marketing partner or power partner
  • White space is good–a clean look is professional and easy to read
  • Print in large quantities to take advantage of cheaper printing prices
  • Use mailing pieces as handouts and for sales kits
  • Mail to PR contacts
  • Self-mailers are read more than stuffed envelopes
  • Postcards are very efficient; usually both sides are looked at
  • Print on the flap of the envelope to increase exposure
  • Create excitement: “Act Now!”, “For a limited time!”, “Hurry while it lasts!”
  • Deliver stacks of left-over printed items to trade organizations
  • Its OK to send the same piece over and over for consistency
  • Mail to educational institutions
  • Create fun for you and your prospect with your campaign
  • Tie other marketing to your mailings
  • Put your website address on all mailing pieces
  • Odd shapes work, too
  • Mail with stamps get opened before metered mail
  • Include pre-stamped reply envelopes
  • Don’t delay your mailing by trying to mail in bulk on one day
  • Include a business card in a letter
  • Lumpy mail gets attention–it gets opened and gets a good response
  • Have a conversation with your prospect
  • Publicize your direct-mail campaign

Read the original post at:  http://www.entrepreneur.com/article/193436

 

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7 Things Really Big Winners Do

Everyone loves a winner. Most aspire to be one. Here are 7 traits big winners have in common.

1. Winners get in the game.

2. Winners boldly ask for what they want.

3. Winners understand their sphere of influence.

4. Winners gratefully leverage the strengths of others.

5.  Winners relentlessly self-promote

6. Winners shake off the losses.

7. Winners purse the awesome experience.

Read the original article at: http://www.inc.com/kevin-daum/7-things-really-big-winners-do.html?cid=sf01001

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1 Thing to Know About Everything at Work

This post contains the single most important thing you need to know (IMHO) about each element of the working world. Here goes:

Arguments. Trying to win every argument is a good way to lose all your friends.

Brainstorming. Even with best intentions, most brainstorming produces only a dull drizzle.

Branding. Brand emerges from the customer’s experience; all branding can do is stick a label it.

Business Books. Most business books consist of 10 pages of content and 190 pages of filler. Mostly, case studies.

Career. If you lack a mental picture of your dream job, there’s zero chance you’ll ever find it.

Commitments. Your reputation is based not on how many commitments you keep but on how few commitments you don’t.

Corporate Culture. Once a company experiences great success, its culture will resist change, even when it absolutely must adapt to survive.

Co-workers. Co-workers enjoy gossip but they respect discretion.

Customers. A single loyal customer is worth a hundred hot sales leads.

Read the original post at: http://www.inc.com/geoffrey-james/1-thing-to-know-about-everything-at-work.html

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13 Fun Facts That Will Make Your ‘About Me’ A Lot Less Boring

A professional bio is great, but what if you could add a tiny bit of flavor by adding some fun facts about yourself.  This opens up a whole new level of engagement between your colleagues, clients , and even customers.  Consider using these fun facts in your bio next time and see what kind of feedback you receive.

1. How did your childhood prepare you for your job today?

2. What’s your dream occupation — the one job you’d love to have if you weren’t doing what you’re doing now?

3. Describe your first car and what you loved or hated most about it.

4. Do you have hidden talents most people don’t know about?

5. What one accomplishment are you most proud of?

6. What embarrassing mistake have you made that has taught you a lesson?

7. What’s the most unusual item in your desk drawer?

8. What’s your favorite sports team and how far will you go to show your support?

9. Share something funny or endearing about your pet.

10.  What’s your guilty pleasure?

11. How did people describe you in your high school yearbook?

12. Who’s your best friend and why?

13. What’s on your Bucket List?

Get access to the original post at: http://www.entrepreneur.com/article/234989

 

 

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Positive Thinking: 7 Easy Ways to Improve a Bad Day

Cheer up! Just because you’re having a bad day doesn’t mean you have a bad life. These tips should help get you back on your feet and feeling better in no time!

1. Remember that the past does not equal the future

2. Refuse to make self-fulfilling prophesies

3. Get a sense of proportion

4. Change your threshold for “good” and “bad”

5. Improve your body chemistry

6.  Focus on what’s going well

7. Expect something wondrous

See the original post at: http://www.inc.com/geoffrey-james/positive-thinking-7-easy-ways-to-improve-a-bad-day.html

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20 Awesome Productivity Tricks Anyone Can Use

  1. Create Systems, Not Goals
  2. Make Temptations Hard to Reach
  3. Maximize Your Most Important Tasks
  4. Purposely Allow Less Time for Key Projects
  5. Stop In the Middle
  6. Chunk Housekeeping Tasks
  7. Just Say No
  8. Start Small So You Won’t Mind
  9. Build In Frequent Breaks
  10. Follow the 2-Minute Rule
  11. Actively Schedule Free Time
  12. Exercise First Thing in the Morning
  13. Eat a Healthy Lunch Every Day
  14. Drink a Lot More Water
  15. Take a Productivity Nap
  16. Make More Time For Your Favorite People
  17. Count Your Blessings Before Bed
  18. Use Your Mind for Thinking, Not Remembering
  19. Turn off Alerts
  20. Be Inspired By Small Successes

Visit the original blog post at: http://www.inc.com/ss/jeff-haden/20-awesome-productivity-tricks-anyone-can-use#0

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10 Inspiring Quotes for Small Business Owners

1. “In between goals is a thing called life, that has to be lived and enjoyed.” Sid Caesar

2. “A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty.” – Winston Churchill

3. “Don’t be cocky. Don’t be flashy. There’s always someone better than you.” – Tony Hsieh

4. “The Secret of getting ahead is getting started. The secret of getting started is breaking your complex overwhelming tasks into smaller manageable tasks, and then starting on the first one. “Mark Twain

5. “I’ve missed more than 9,000 shots in my career. I’ve lost almost 300 games. 26 times I’ve been trusted to take the game winning shot missed. I’ve failed over and over and over in my life and that is why I succeed.” -Michael Jordan

6. “If you’re not a risk taker, you should get the hell out of business.” -Ray Kroc

7.  “Whether you think you can, or think you can’t you’re right.” -Henry Ford

8.  “Life is not always a matter of holding good cards, but sometimes playing a poor hand well.” Jack London

9.  “The way to get started is to quit talking and start doing.” – Walt Disney

10. “Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is great work. And the only way to do great work is to love what you do.” Steve Jobs

 

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