Sales Management 2.0

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Brad Trnavsky Brad Trnavsky created this Ning Network.
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Motivation 101 by Jerry Kennedy

Latest Activity

Paul, Ana Bell and sayed raslan joined Sales Management 2.0
2 hours ago
Jose M Barrera is now a member of Sales Management 2.0
Welcome Them!
yesterday
Eric Gilroy added a discussion
Hunters vs. Farmers, and how to organize your sales force
I've gotten a lot of questions lately about Hunters vs Farmers, so I decided to write an article on the differences, as well as how to organize a sales force to support these two distinct roles.    I'd love to get some feedback from the group on w…
on Tuesday
Tom Schulte is now a member of Sales Management 2.0
Welcome Them!
on Tuesday
Ralph Burns added a blog post
As effective as Masterful Praisings are in reinforcing good behavior, reprimands are as effective at curtailing bad behavior. We call em, you guessed it…”Masterful Reprimands”. Although they are basically concept, just on opposite ends of the spectr…
on Monday
Peter Michie added 3 blog posts
on Saturday
Trevor Usken added a discussion
Focus Research Insight: How to prove reliability to replacement buyers?
In our most recent VoIP study, 13% of buyers were replacement buyers (i.e. replacing a VoIP system). While these buyers bring experience with the technology to the table, they have often been burned in the past with faulty or unreliable systems. How…
on Saturday
Robert Pagliarini added a blog post
Greed is Good: Why You Need to Tap Into Your Inner Gordon Gekko Greed is good. Embrace it. Love it. Live it. In fact, greed may be the one thing that can save us. Don’t believe me? Greed was the foundation for this country. The brave souls who riske…
March 5
Charles saba el ghobri is now a member of Sales Management 2.0
Welcome Them!
March 5
Rajabu Farijala Rajabu, Mustafa Abdelhady, Ilan Kieselstein and 2 more joined Sales Management 2.0
March 4
Brad Trnavsky replied to Skip Anderson's discussion 'Does the "hard close" still work?'
Trish, I am 100% on board with what you just said... I think the key is really understanding what Skip means when he says hard sell. To me there is a big difference between asking for business and giving a high pressure sales pitch. To me it's kind…
March 3
trish bertuzzi replied to Skip Anderson's discussion 'Does the "hard close" still work?'
Hard sell to me means "What will it take to get you into this car today?" kind of language. Not sure that works anymore but at the same time I don't believe being aggressive is a negative. I just won a large deal over a competitor and when I asked w…
March 3
Brad Trnavsky replied to Skip Anderson's discussion 'Does the "hard close" still work?'
Skip, It is not a style I would personally use or advocate. I don't think customers in general like to be pressured into a sale and I think it is bad for overall reputation and repeat sales. However, I can also say I have seen it work, but just bec…
March 3
Trevor Usken added a discussion
Where can I find a good breakdown for B2B software sales performance goals?
What types of metrics should be included in these goals?We have a Focus Community member that is looking for some help with this - any insight? http://www.focus.com/questions/sales/where-can-find-good-breakdown-b2b-software-sales-performance/?tfso=3…
March 2
Skip Anderson added a discussion
Does the "hard close" still work?
Does the hardsell still work in this day and age? Do customers buy from aggressive salespeople? Is it a viable sales strategy? What's the price of using hard selling tactics?
March 2
stephen craine added a video
February 28

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