I have to admit that part of the motivation for the title of this post is to excite the sales oriented folks out there, but no question, the Internet has forever changed the practice of sales.Today's salesperson is often greeted by a sales lead that knows more about the technical or historical aspects of a product, service, or industry than they do.Selling evolved long ago from an act of presenting and closing to one of educating and consulting, but access to information via onlin […]

Have you ever made a sales call, presented what was an obvious advancement in terms of innovation, quality, efficiency and price, only to walk away without the sale?If so there's a good chance you've met the competitor known as habit. Habit, even a costly one, can stop a buyer from switching to your product more thoroughly than any competitor's feature set or low ball price ever dared to.When you encounter a prospect or market segment that's unwilling to listen to l […]

I've long been a fan of the social media sharing site Slideshare. Slideshare allows you to upload presentations, much like YouTube videos, and then have them converted to flash movies that can be viewed on line and embedded into web and blog pages.The site has grown significantly over the last few years and is also a great place to get some really good and really bad examples of PowerPoint use. Presentation owners can enable all manner of viewing, sharing, and downloading or choos […]