Comments for 24 Weeks http://www.michaeljgarrison.com The only thing you can truly control is how you respond to life. This site is dedicated to inspiring and equipping people to respond to adversity better. Tue, 07 Sep 2010 20:20:29 +0000 http://wordpress.org/?v=2.3.1 Comment on No substitute for activity by peter hodgson http://www.michaeljgarrison.com/?p=46#comment-32 peter hodgson Tue, 02 Jun 2009 13:10:47 +0000 http://www.michaeljgarrison.com/?p=46#comment-32 Hi Mike Once again this comes at an appropraite time we here in england are just seeing some growth signs but most of us have been driving sales by WOM and as such it has now become harder as we need to hit a larger proprtion of the market. so Sales are key here but as you say sales do not happen on their own. Great insight and will have to look at what you just said as we as yet dont do that half as well as we should. On wards and upwards be safe regards Peter Hi Mike
Once again this comes at an appropraite time we here in england are just seeing some growth signs but most of us have been driving sales by WOM and as such it has now become harder as we need to hit a larger proprtion of the market. so Sales are key here but as you say sales do not happen on their own. Great insight and will have to look at what you just said as we as yet dont do that half as well as we should. On wards and upwards
be safe
regards
Peter

]]> Comment on Why hire a Sales Coach (Part 2) by Mike http://www.michaeljgarrison.com/?p=45#comment-29 Mike Fri, 13 Feb 2009 19:46:10 +0000 http://www.michaeljgarrison.com/?p=45#comment-29 Peter, Good to hear from you. Difficult, but, good question. Here is the deal: It takes a coachable student and an excellent coach to create great results in tough economic conditions. A coach can be direct, fierce, insightful and brilliant...but if the salesperson won't do the work...it is all for naught. The key is that an excellent coach will work both with the manager and the salesperson to ensure that the time spent is worthwhile and that management issues are best left for management. Peter,

Good to hear from you. Difficult, but, good question. Here is the deal: It takes a coachable student and an excellent coach to create great results in tough economic conditions.

A coach can be direct, fierce, insightful and brilliant…but if the salesperson won’t do the work…it is all for naught. The key is that an excellent coach will work both with the manager and the salesperson to ensure that the time spent is worthwhile and that management issues are best left for management.

]]> Comment on Why hire a Sales Coach (Part 2) by peter hodgson http://www.michaeljgarrison.com/?p=45#comment-28 peter hodgson Fri, 13 Feb 2009 11:03:56 +0000 http://www.michaeljgarrison.com/?p=45#comment-28 How true but we do seem to see coaches as more for management and personal development? can a caoch really drive sales up for us as in any economy that has to be a critical MUST. Look forward to next steps, give us more sir. How true but we do seem to see coaches as more for management and personal development? can a caoch really drive sales up for us as in any economy that has to be a critical MUST. Look forward to next steps, give us more sir.

]]> Comment on Economic Stimulus Package by bossrocker http://www.michaeljgarrison.com/?p=42#comment-27 bossrocker Thu, 29 Jan 2009 18:43:19 +0000 http://www.michaeljgarrison.com/?p=42#comment-27 Great Stuff! Keep it coming. I would read it every day. Great Stuff! Keep it coming. I would read it every day.

]]> Comment on Sales and Marketing?!? by Mike http://www.michaeljgarrison.com/?p=31#comment-21 Mike Wed, 07 May 2008 13:00:37 +0000 http://www.michaeljgarrison.com/?p=31#comment-21 Jacques, First of all, thanks for posting! Secondly, to address your question. In short, no. While I value marketing's key role in the sales process....it is still the sales process. I have never known a company to measure its success in terms of its marketing. It is always measured in terms of sales. Therefore, marketing (both logically and practically) is a component of the sales process. Too often we define 'sales' as only being the transactional element of the sales process and make a tremendous logical error in doing so. The Sales process consists of marketing (contacting buyers), meeting and informing buyers (even on websites), transacting (the exchange of commerce), delivering the product/service and follow up. I am not taking anything away from Marketing when I say what it actually is. I am actually trying to improve performance for all business folk by asking them to return to common definitions. Confusion hurts sales. Thanks, Mike Jacques,

First of all, thanks for posting!

Secondly, to address your question. In short, no.

While I value marketing’s key role in the sales process….it is still the sales process.

I have never known a company to measure its success in terms of its marketing. It is always measured in terms of sales.

Therefore, marketing (both logically and practically) is a component of the sales process.

Too often we define ’sales’ as only being the transactional element of the sales process and make a tremendous logical error in doing so.

The Sales process consists of marketing (contacting buyers), meeting and informing buyers (even on websites), transacting (the exchange of commerce), delivering the product/service and follow up.

I am not taking anything away from Marketing when I say what it actually is. I am actually trying to improve performance for all business folk by asking them to return to common definitions.

Confusion hurts sales.

Thanks,

Mike

]]> Comment on Sales and Marketing?!? by JacquesWerth http://www.michaeljgarrison.com/?p=31#comment-20 JacquesWerth Mon, 05 May 2008 13:17:37 +0000 http://www.michaeljgarrison.com/?p=31#comment-20 Would you consider that Sales could actually be a component of Marketing? I have run several companies with strong sales and strong marketing functions. I found it useful to think of sales as a component of the entire marketing operation. It enables a seamless integration of the two. Salespeople tend to get paid a lot more than marketing people, and they are vital to the success of most businesses. However, with the advent of the Internet, there are a growing number of businesses that don't have any salespeople. Many businesses can do without a marketing department. However, in those businesses, the salespeople are required to do necessary marketing functions. Therefore, you could define everything that needs to get done before there is a 1-to-1 sales interaction as marketing, regardless of who does the work. Would you consider that Sales could actually be a component of Marketing?

I have run several companies with strong sales and strong marketing functions. I found it useful to think of sales as a component of the entire marketing operation. It enables a seamless integration of the two.

Salespeople tend to get paid a lot more than marketing people, and they are vital to the success of most businesses. However, with the advent of the Internet, there are a growing number of businesses that don’t have any salespeople.

Many businesses can do without a marketing department. However, in those businesses, the salespeople are required to do necessary marketing functions. Therefore, you could define everything that needs to get done before there is a 1-to-1 sales interaction as marketing, regardless of who does the work.

]]> Comment on Intake Questions and their role on customer/prospect relationships by Mike http://www.michaeljgarrison.com/?p=19#comment-19 Mike Mon, 04 Feb 2008 16:16:20 +0000 http://www.michaeljgarrison.com/?p=19#comment-19 I strongly recommend finishing with good as that is a better way to leave that part of your conversation! I strongly recommend finishing with good as that is a better way to leave that part of your conversation!

]]> Comment on Intake Questions and their role on customer/prospect relationships by Bob http://www.michaeljgarrison.com/?p=19#comment-18 Bob Mon, 04 Feb 2008 16:13:40 +0000 http://www.michaeljgarrison.com/?p=19#comment-18 I see the value of asking about what a client liked. Is there a proper order to ask about performance? Show you ask good/bad or bad/good or does it matter? I see the value of asking about what a client liked. Is there a proper order to ask about performance? Show you ask good/bad or bad/good or does it matter?

]]> Comment on Calling vs. Prospecting by ganthner http://www.michaeljgarrison.com/?p=14#comment-17 ganthner Mon, 14 Jan 2008 19:55:28 +0000 http://www.michaeljgarrison.com/?p=14#comment-17 I also like to visit the local Regional Chamber of Commerces for the area to see what other businesses I may and try to approach. I also like to visit the local Regional Chamber of Commerces for the area to see what other businesses I may and try to approach.

]]> Comment on Why asking for the sale makes selling easier by Jonathan http://www.michaeljgarrison.com/?p=9#comment-16 Jonathan Mon, 31 Dec 2007 13:45:44 +0000 http://www.michaeljgarrison.com/?p=9#comment-16 I like how you state upfront in the sales presentation your intentions for the meeting. This lets the prospect know you want their business and you are there to earn it. Often times we as sales people forget about earning our clients' business and trust. If we want the client for the long haul this is very important. I like how you state upfront in the sales presentation your intentions for the meeting. This lets the prospect know you want their business and you are there to earn it. Often times we as sales people forget about earning our clients’ business and trust. If we want the client for the long haul this is very important.

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