http://www.firstborder.com/sales-blog Strategies and tools for successful selling, making your number, and increasing your commission. Fri, 29 Aug 2008 16:17:21 +0000 http://backend.userland.com/rss092 en If you don't understand your value... why would your customer? http://www.firstborder.com/sales-blog/2008/08/29/just-another-thought/ Customer Service... two very good words that can often be at the top of the oxymoron list of words that just don’t sit well together… like two supporters of different teams being asked to sit together, in harmony, to watch the match… and to be absolutely clear, my metaphor relates ... http://www.firstborder.com/sales-blog/2008/08/18/customer-service%e2%80%a6-an-oxymoron-or-an-idiom/ Today’s post is a guest post from Flyn L Penoyer… “The Inside Sales Guru” as he likes to be known… he is an author, trainer, and the Founder of Penoyer Communications a California based sales consulting firm specializing in the development and revenue acceleration of inside sales groups. His company ... http://www.firstborder.com/sales-blog/2008/08/13/introducing-flyn-l-penoyer/ If you don't find what you are selling exciting or compelling... then why should your customer? http://www.firstborder.com/sales-blog/2008/08/08/just-a-thought/ Isn’t there some old saying that in order to avoid offending someone never mention religion or politics… …so I’ll do religion first… it needs to be taken out of sales. There seems to be just too much of it going around at the moment and its damaging people’s wealth creation ability. ... http://www.firstborder.com/sales-blog/2008/08/04/religion-and-politics/ Some time back I answered a question posted on LinkedIn by Bob Apollo... "How can small, fast-growing companies avoid hiring mistakes?" Although it took Bob sometime to read his many replies he eventually got through them and nominated my answer as the best... thanks Bob! I have copied my answer below as I ... http://www.firstborder.com/sales-blog/2008/07/30/recruitment-avoid-hiring-mistakes/ After a couple of weeks break it’s time to start the writing again. Summer breaks are often associated with time on the beach… sun, surf and sand… and it’s the last of these associations that I thought I would make to get me back in to the swing of things… ... http://www.firstborder.com/sales-blog/2008/07/28/7-reasons-to-sandbag/ Having just flown back from Toronto where time differences, the lack of acceptable Internet speed and socialising with clients, strangers and new friends I thought it time to catch up on my neglected blog. It’s a bit like a passion for going to the gym… once you have it, you ... http://www.firstborder.com/sales-blog/2008/07/12/toronto-and-back/ My old hobby-horse has not had a decent outing for some time and so after much neglect I thought I would get it out… as they say… and for the uninitiated in the use of the term ‘hobby-horse’ which I’m sure there are very few…. I’m not referring to a ... http://www.firstborder.com/sales-blog/2008/07/03/hobby-horses-and-the-holy-grail/ Call me old fashioned, but back in the year 2002 when I first started having our Sales Pipeline Methodology developed into a piece of software I was adamant that the application had to reside on the sales professional’s laptop. They had to be in control of their own data… this ... http://www.firstborder.com/sales-blog/2008/06/30/hindsight-is-a-wonderful-thing/