Top Sales Library - a resource of all things sales

Diane Helbig

Creating a Double Bottom Line Brand

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[This is an episode of Diane Helbig’s Internet radio show] On today’s show Merry Carrole Powers shares her thoughts on the value of creating a double bottom line brand. She’ll explain what exactly a double bottom line is and how you, too, can create one. https://s3.amazonaws.com/TopSales/sales-library/2014/may-19/Brand+show_4866057.mp3

Even Online

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Relationships matter in business and sales – even online! Some people think that the internet is for selling. While we all want to sell our products or services we have to remember that there is one right way to do it – and a wrong way. I think some people believe there is a difference… Read More

How to Write an Effective Sales Team Policy

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Having a sales department policy is the foundation of success for any organization, no matter how big or small. Whether you have one or one hundred sales people, you need to have clearly defined guidelines and expectations. This keeps everyone on the same course and provides metrics for measuring results. The vision and goals of… Read More

Is My Baby Ugly?

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In my group coaching session the other day we started talking about how hard it is to sell as a business owner. I mentioned that I believe it’s because our business is our baby. Trying to sell it is like asking, “Isn’t my baby beautiful?” You run the risk that they person will say “no.”… Read More

It’s Not Me, It’s You

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Too often when people are networking they are proceeding with the thought that the event is their opportunity, and responsibility, to tell everyone about their product or service. The basis of this idea is that everyone they meet is a potential client. I’ve actually heard people say that they ask questions so they can tailor… Read More

Just Like A Blind Date

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Have you ever gone on a blind date? One of your friends, or family members decided to fix you up with someone they know. They believe the two of you are a perfect fit. So, probably reluctantly, you agree and go on the date. Unfortunately, most of the time these dates don’t turn out too… Read More

Keep Your Scope Clear

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If you sell a service or some form of artwork you may experience a challenge that product producers don’t have. That challenge is scope of work. Many times the idea in the client’s mind varies from that of the seller. This can cause discord, and failure to receive payment. There’s a relatively simple solution that… Read More

Like Riding A Bike

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Sales is like riding a bike. When you start the process you need to put in a lot of effort. Once you get going and build momentum it becomes easier to get where you want to go. Unfortunately, many sales people and small business owners find that the opposite happens. Often times a salesperson will… Read More

Mean What You Say

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It never fails. I hear a story about great customer service and then am hit with too many examples of customer service failures. While the great stories are wonderful to hear, the failures are baffling. There’s never been a more important time to deliver on what you promise. When you set up your business, its… Read More

Outside the Bubble

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Is it possible that you are so used to the way you do things that you are missing out on a better way? Are there tools available to you that could help you market, make your life easier, or increase productivity? This month we are exploring this idea. I’ve been working on a presentation for the… Read More

Sales Requires a System

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I meet with sales people all the time and the one thing that is consistent is the lack of systems used to succeed. It’s really a shame because systems are critical to sales success. There’s an interesting pattern that happens to sales people and it goes like this: they start prospecting, meeting with potential clients,… Read More

The 60-Day Policy

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Have you ever met someone at a networking event who wants to meet so you can see how you can refer each other? Of course! It happens all the time. That’s what networking is supposedly all about. Well, I’d like to reframe that. I believe that the goal of networking is to get to know… Read More

There’s So Much You Don’t Know

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The more knowledgeable you are about your business, your clients, and your company’s experiences, the easier it is to assume you know things you don’t. When you are contacted by a prospect, you do an internal assessment. Have you seen this type of business/person before? How about the issue they need help with? An additional… Read More

What Gets You Up In The Morning?

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Earlier today I had the opportunity to hear Bill Taylor of Fast Company speak to the attendees of the COSE Small Business Convention. He shared a great deal of interesting ideas around entrepreneurship today. One of the things he mentioned was this – instead of thinking about what keeps you up at night as a… Read More

What Prospects Really Want

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Salespeople are trained to disregard the need to understand what their prospect needs and wants. Seriously. Based on actual behaviors there is no other conclusion. Salespeople have a belief that their job is to convince the prospect of a need for whatever product or service the salesperson is offering. So, they spend a lot of… Read More