SalesDog Weekly Newsletter
        Issue 550 Coffee with The Dog November 1st, 2011        
  Get up, Dress up and Show up  
 
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More Customers: How to Create an Irresistible Elevator Speech" by Jill Konrath.
 
 
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Bush Leaguers: The Top 10 Sales Mistakes
Quote of the Week: "A mediocre idea that generates enthusiasm will
go further than a great idea that inspires no one."
— Mary Kay Ash
 
 
Publisher's Note:

"Catch on fire with enthusiasm and people will come for miles to watch you burn." – John Wesley

I worked with a firm whose marketing manager would yell "Yes!!" or "Sweet!!" every time an order came in over the Internet. The larger the order, the louder he would yell. He would sometimes emerge from his office to excitedly announce the details.

As undignified as this was, his reaction amused and excited his team and their work reflected this. They were having fun! You don't have to yell, but your excitement about your company's progress, plans, prospects, and product sends an irresistible message to customers and employees alike.
 
Excerpted from Rules of the Hunt - McGraw-Hill, June 2012
Trivia: What musical instrument has a head, a flange, a tension hoop and an armrest? Find the answer at close of newsletter.
Interesting but useless fact: A school of piranhas can devour a 400 pound hog in just a few minutes.
Tawdry is the featured word of the week. Find the definition, pronunciation key, and an example of it used in a sentence at the bottom of the newsletter.
Dogfucuis Say: Diplomacy, the art of saying good doggie while looking for a bigger stick.
 
 
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Lee Salz
Sales Person Onboarding Best Practices e-Book
by Sales Management Strategist Lee Salz
Without a structured onboarding program, your investment in a new sales person is likely to be flushed away. In this e-book you'll learn the business case for sales person onboarding and how to implement it in your company.
 
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Sales 2.0 November 14th - 15th - Santa Monica, CA
Bush Leaguers: The Top 10 Sales Mistakes
by Steve Martin

Minor league baseball pitcher John Odom was recently involved in one of the craziest baseball trades of all time. He was traded from the Calgary Vipers to the Laredo Broncos for 10 baseball bats!!! The 26-year-old right-hander said of the trade, "I'm still in shock from this phenomenon, I guess. I don't know how to describe it. It's mind-boggling."

Professional baseball players who continually make mistakes are demoted to teams in the minor leagues. These obscure teams play in small towns across America. In the slang of baseball, the players are called 'bush leaguers.' Sales also has its share of bush leaguers, people who make the following common mistakes:

1. They talk too much on a sales call and don't listen to the customer enough.

2. They present the same pitch in the same way to every customer.

3. They don't know their customer or product well enough to drive account strategy.

4. They assume information they don't know, thereby taking the wrong action.

5. They fidget with many accounts and don't focus on the winnable ones.

6. They don't put themselves in the position of being their own customer.

7. They don't take the time to continuously analyze their performance.

8. They don't understand how to marshal their resources or use their manager.

9. They set unrealistic customer expectations or make commitments that their product or company can't fulfill.

10. They expect to win the deal without a coach (internal champion inside the account) or think they have a coach when they don't.

Examine your own sales process and make sure you're not making any of these rookie mistakes -- or you may find your customers trading you for 10 baseball bats!

Steve Martin is the author of, Heavy Hitter Selling: How Successful People Use Language and Intuition to Persuade Customers to Buy. Learn more at www.HeavyHitterWisdom.com.

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Designated as one of America's best universities by U.S. News & World Report and The Princeton Review, the University of San Francisco has earned a reputation for academic excellence that dates back to its founding in 1855. USF's master certificate programs are offered through its School of Business and Management, which includes the Masagung Graduate School of Management and the McLaren Undergraduate College of Business.


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When you need an editor or editorial project manager you need a consummate professional. I recently hired such a person. Not only did she keep the project on schedule, she gave me great ideas to improve the content. I'm not getting paid to recommend Colette. I'm doing it in gratitude for her wonderful work. ColetteKilian@hotmail.com

Trivia:
What instrument has a head, a flange, a tension hoop and an armrest?

Word of the Week: Tawdry adjective [taw-dree]
  1. (of finery, trappings, etc.) gaudy; showy and cheap.
  2. low or mean; base: tawdry motives.
Example: Las Vegas is full of tawdry, neon lights.
Definition & Example courtesy of Dictionary.com

 
GET YOUR FREE DOWNLOAD HERE
 
   
Lee Salz
Sales Person Onboarding Best Practices e-Book
by Sales Management Strategist Lee Salz
Without a structured onboarding program, your investment in a new sales person is likely to be flushed away. In this e-book you'll learn the business case for sales person onboarding and how to implement it in your company.
 
Click Here to Download
 
   
Trivia Answer:
The Banjo
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The purpose of the SalesDog newsletter is to inform, inspire and challenge you.

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