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Sell Smarter: Embrace the Sales 2.0 Movement to Increase Sales and Outsmart Your Competition

Sell Smarter: Embrace the Sales 2.0 Movement to Increase Sales and Outsmart Your Competition

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Published by Justyn Howard
Sell Smarter is the second book by author Justyn Howard which includes more than 200 pages of expert sales tips that will help sales professionals increase revenue and outsmart their competition by using tools and techniques of the Web 2.0 generation.
Sell Smarter is the second book by author Justyn Howard which includes more than 200 pages of expert sales tips that will help sales professionals increase revenue and outsmart their competition by using tools and techniques of the Web 2.0 generation.

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Categories:Types, Business/Law
Published by: Justyn Howard on Mar 18, 2009
Copyright:Attribution Non-commercial No-derivs

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12/19/2015

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There are many absolutes in sales, but one supersedes all others: In

order to earn business you must be invited to the table. You “Must be

present to win”.

Another absolute is that your chances of winning are directly affected

by the stature with which you enter the equation. I call this your

Credibility Upon Entry (CUE).

This book is a collection of tools, techniques and processes designed

to increase your effectiveness in these two areas. While there are many

stages in the sales process, without an effective means to execute

the first two, the rest become useless. Many of the ideas presented

will increase your effectiveness throughout the sales process but our

focus will be on getting you to the closing table, poised to win.

This book will help you build a set of processes and tools to

dramatically increase your presence, find more opportunities and

increase your close rate. Best of all, many of the components are

automated. They work 24 hours a day to promote you and your

business and they do so more efficiently and with better results than

you could possibly achieve alone.

“Must be
present
to win.”

2

It’s no secret that cold-calling no longer works well. It’s a fact that you

spend more than half of your time working on deals that you have

little chance of winning. And it’s an unfortunate truth that less than

one quarter of your time is spent actually selling. With the tools and

technologies available to sales professionals today, these truths will

no longer limit your success.

The concepts embedded in this book have been in use since the

onset of trading and selling. An example is traditional professional

networking. Networking has always been the process of forging

relationships that will capture future business. Well-executed networks

continue to generate business with very little maintenance. The same

is true with the Passive Pipeline, but on a much grander scale.

Networking will always be a staple of the business community, but

there are dozens of new, more effective techniques emerging that are

easy to use and less taxing on our most precious resource…time!

In addition to increasing your market presence, these techniques will

create a sphere of influence around your sales process that will make

it nearly impossible for competitors to derail you.

There have been tremendous advances in technology in the last ten

years, and the opportunities they present in sales are staggering.

Unfortunately, most traditional sales wisdom was established before

these new tools were invented or widely accepted.

New advances in
sales have been
absent for at least
30 years.

3

In fact, it’s often acknowledged that new innovations in sales process

have been absent for at least 30 years. Fortunately there have recently

been major developments in Sales 2.0 tools, though adoption of these

tools has not yet hit critical mass. In this book, I plan to show you

ways to advance your own selling practices beyond the majority.

Many sales professionals are already using the techniques I will discuss

and these early adopters are cashing in. Others are so busy trying

to reach quota and are too entrenched to realize they’re being left

behind. A power shift is ensuing in our field between those who

embrace technology and those who do not.

It will become increasingly harder for those who don’t embrace

technology and new methods to capture business. The gap between

sales professionals who understand how to be effective in today’s

business climate and those who don’t is widening every day.

At this very moment, by reading this book, you have a head start.

It will be years before widespread change occurs. Even if changing

the way you work seems a little daunting, get started now. Seize this

opportunity to advance your sales career to a new level!

My belief and experience
is that if people have
a better model, better
skills and if they get
better results, they will
change. Otherwise they
will fall back on what they
know, even if it seems
dysfunctional.

– Mahan Khalsa

4

The System

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