Bob Beck - The CEO's Trusted Advisor
Author of the book "Mutual Respect: The art and practice of the Quid Pro Quo selling approach"
- Last build:
- Language:
- Feed URL:
- http://bobbeck.typepad.com/bob_beck_the_ceos_trusted/index.rdf
RSS FEED IDEMS: Bob Beck - The CEO's Trusted Advisor
- Getting Results-Year End Performance
Getting the Results-Year End Sales Performance What will really help your sales people move business through the pipeline? What messages are most likely to resonate with prospects? The following 5 tips from Bob Beck are based on years of experience... - Unproductive Sales Pursuits
More than 70% of all business-to-business sales pursuits end with no fruit for the labor, in other words no revenue. A sales pursuit is defined as spending time and money pursuing an opportunity to sell your product and or services.... - Does Your Sales Approach Matter?
Does Your Sales Approach Matter? It is sometimes funny to me when I speak to people about their sales approach and the training they have had. Often they tell me things like, “We trained the sales force 3 years ago”... - Referrals
Referrals I am reminded on a daily basis from the sales executives and professionals I coach, just how hard it can be to find qualified opportunities in a timely fashion. Cold calling, direct mail with follow up calls, and a... - Consultative Solution Selling
Consultative Solution Selling The concept of consultative selling is defined as a sale process with the objective being to help a prospect solve an issue or achieve an initiative through using the seller’s service or product, i.e.- solution. From years... - Sales Toddler
The Sales Toddler When you were a toddler, the world was your oyster. There was nothing you wouldn't attempt, nothing you couldn't do. The world was there to be taken, and you took mightily from it. It didn’t matter the... - Q1 Sales Productivity
More than 70% of all business-to-business sales pursuits end with no fruit for the labor - in other words no revenue. This is a staggering statistic. How can this be acceptable? Baseball is the only profession I can think of... - Get Outside Your Comfort Zone
Get Outside Your Comfort Zone A comfort zone in sales career is like willingly laying down on the railroad tracks knowing a train is coming. Comfort Zone is synonymous with safety or security; freedom from pain trouble or anxiety. Most... - Finding the Real Decision Maker
Finding the Real Decision Maker Reaching decision makers is actually a three-part task. One part is finding them, the other is reaching them, last but not least, is creating relationships based on mutual respect. The temptation to rush out and... - Sell More Stuff in 2007
Over the past several weeks, I've crisscrossed the world, visiting customers, speaking at seminars, and teaching the Quid Pro Quo sales approach. When I wasn't speaking, I listened to customers, experts, and colleagues discuss their issues around building bigger sales...
