A Sales Compass – A Blog by B2B Sales Connections

Even the best resume in the world will not get you the interview unless the recruiter can find the information he needs to contact you.   Make sure all of your contact information, including name, address, phone and email, are front and center and not buried somewhere at the bottom in the text. 

Only list a phone number that you want potential employers to call.  Ensure that there is the ability to leave a voice mail because a recruiter will rarely call back twice.  It’s also not a good idea to have to leave it to your teenager to take messages either.

Lastly, many recruiters make first contact by email.  Check your inbox daily and turn your spam filters off.  Countless career opportunities have been lost because the email from the potential employer was never answered.

Make it easy for a recruiter to contact you, and you increase your chances of getting the interview.

To download a free copy of our white paper How To Write An Effective B2B Sales Resume, visit our Sales Download Centre.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

Looking for tips on how to sell more? Join our free webinar where we share sales tips from top producers. Webinar doesn’t fit your schedule? View the presentation video here.

Do you need some sales career advice? Are you looking to make a career change but you are unsure in which direction you should head? Do you need some honest feedback on your resume? For less than an average dinner out, you can consult with the B2B Sales Coach every day and receive the personal direction you need.

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Do you need ideas for discussion topics for your sales meetings?  Create a file folder labeled “Sales Meeting Ideas” and keep it handy.  As discussion topics pop up during the week, just place a reminder note into the file.  On the day before the meeting when you are preparing your agenda, review your file and choose a theme for your next meeting. 

For example, if a new order process procedure is resulting in a number of questions from the sales people, you could write a note for your file to remind you to arrange for someone from the Order Processing Department to speak at your meeting.  Or if you read a newsletter with a great sales tip, put it in your folder so that you share it with your team.

As a general rule of thumb, if you receive the same question from two different sales people in a short period of time, it is an excellent topic for a sales meeting.  It’s not that the others on your team don’t want to ask the same question, they just haven’t gotten around to it yet.  Answer a question individually, and you will have to answer it several times, but answer it in a sales meeting, and you answer it only once.

Aim Higher!

Need more sales meeting ideas?   Join our free webinar where we discuss quick and easy ways to make your sales meetings more interesting and productive.  For more details, visit www.b2bsalesconnections.com/webinars.php.

For some sales tips that you can use in your sales meetings, check out our free sales resources at www.b2bsalesconnections.com/sales_resource.php.

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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The ultimate goal of any business is to make a profit.  Four years of business school and over 22 years of work experience have taught me that.  Absolutely everything a company buys affects its bottom line.  Even a pencil that lasts longer or is less expensive than the previous one purchased helps a company to make more profit.  Help you customers get to where they want to go by showing them how to your product helps them make more profit! 

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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“If you don’t know where you are going, you’ll end up someplace else.” – Yogi Berra

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, www.twitter.com/SusanEnns

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If you belong to a networking group where everyone introduces themselves to the whole group before you start face to face interaction, then I would like to give you a quick idea.  Always have a pen and paper ready when people are introducing themselves. When you hear from someone you want to meet write down their name and their company so you can introduce yourself once the mixing & mingling starts.

If you don’t get a chance to talk to them at the event you can look up the company and call the person directly. Often a personal call a day or two later will net better results than a few minutes of talking at a busy networking event.

If you would like more information on how to create your own unique value proposition for networking and business development I would be happy to send you a copy of  Creating Your Unique Value Proposition.  Just send an email request to rjweese@b2bsalesconnections.com  and I will send you a free copy

AIM HGHER!

Robert J. Weese  – www.b2bsalesconnections.com

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What do Small – Midsized business owners in Ontario need to know about the impact of HST?

Recently, I had the pleasure of speaking with Rosalyn Cronin a Certified Management Accountant, author and networking associate.  Rosalyn has the ability to take difficult accounting concepts and truly keep it simple for most business people who don’t have a financial background. 

(more…)

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Do you track all of your prospecting contacts in contact management program?  Make sure you enter every call, regardless if they are a prospect or not.  Not only it is important for you to know where to go when, but it is also important to know where not to go.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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Prospects buy products based on the perceived value they will derive from those products.  However, what one prospect values is not the same as another.  They both may buy the same product, but they can buy it for completely different reasons.  (more…)

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“The origin of every excuse is the failure to do something.”-Andy Anderson.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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It’s been years since sociologist, Robert Merton coined the phrase “self fulfilling prophecy.”  Essentially it means what you think and believe will happen actually occurs because you will, either by consciously or unconsciously, act in ways to cause it to happen.

We all have an inner voice that talks to us.  What does yours say? 

If yours is saying things like “I can’t make quota because our prices are too high.” or “No one is buying right now because of the recession.” you are doing yourself more harm than good. 

You need to stop being your own enemy and make a conscious effort to stop being negative and start being positive!  One way to do that is to associate with successful people who believe they can, and walk away from those who say they can’t.

Another way is to start every day with a positive thought.  When my alarm went off this morning, the song that was playing on the radio was the Olympic theme song, “I Believe”.  In my opinion there is no better way to start the day. 

If you are not familiar with the song, here is the link.  http://www.ctvolympics.ca/video/index.html?assetid=c0ca934e-7b7a-4d62-b657-e46924d41858.  For sales, for the Olympics, and for Canadians, this is very inspirational video!

On the eve of the 2010 Olympic Winter Games, a wave has traveled all across Canada and is generating an excitement that is truly contagious!  It is one of the best examples of the power of positive thought and is centered around that one simple phrase….I believe! 

Do you?

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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