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Resources
The Mitch Seigel Blog
Determining Sales Strategy for your company
Submitted by Mitch Seigel on Tue, 1/18/2011
Much easier said than done! Leading companies in their respective industries are constantly analyzing the sales strategies they set for the sales department. Do we have enough sales people on the team, perhaps too many? Are we giving them the tools they need to succeed? Training, equipment, office space, leads, cell phone or car allowances, financial incentive? All of this and more should be part of strategic planning...
Much easier said than done! Leading companies in their respective industries are constantly analyzing the sales strategies they set for the sales department. Do we have enough sales people on the team, perhaps too many? Are we giving them the tools they need to succeed? Training, equipment, office space, leads, cell phone or car allowances, financial incentive? All of this and more should be part of strategic planning...
Mastering the Sales Technique of Handling Rejection
Submitted by Mitch Seigel on Wed, 1/12/2011
The ebb and flow of the BCS National Championship Football game last night, between Oregon and Auburn, reminded me of the sales cycle. First Oregon was up 3 to nothing. Then Auburn came back and scored to make it 7 to 3. Then it was Oregon’s turn making it 11 to 7. With 2:33 left on the clock in the fourth quarter, Oregon won its bowl game by tying the score at 19 on a touchdown and two point conversion on the extra...
The ebb and flow of the BCS National Championship Football game last night, between Oregon and Auburn, reminded me of the sales cycle. First Oregon was up 3 to nothing. Then Auburn came back and scored to make it 7 to 3. Then it was Oregon’s turn making it 11 to 7. With 2:33 left on the clock in the fourth quarter, Oregon won its bowl game by tying the score at 19 on a touchdown and two point conversion on the extra...
The Networking Family Tree
Submitted by Mitch Seigel on Wed, 1/05/2011
This morning I was having coffee with a friend and I was explaining how everything was connected in what I do, i.e. Six Degrees of Separation. It is so true! It inspired me for this blog to discuss this even more, for those having challenges in networking, both personal and professional. If you take a look at your friends (and I don’t mean your Facebook friends!), and think about how you met them, how your relationships...
This morning I was having coffee with a friend and I was explaining how everything was connected in what I do, i.e. Six Degrees of Separation. It is so true! It inspired me for this blog to discuss this even more, for those having challenges in networking, both personal and professional. If you take a look at your friends (and I don’t mean your Facebook friends!), and think about how you met them, how your relationships...
Branding Over Done
Submitted by Mitch Seigel on Tue, 12/28/2010
When I was a kid there were four football college bowl games for the top eight teams in the country. You had to be the champion of your league generally to be even considered to participate. It was the Cotton Bowl, the Orange Bowl, the Sugar Bowl and the Grand Daddy of them all, the Rose Bowl from Pasadena. While football fans all over the country are excited because their team has made it to a bowl game, the pure...
When I was a kid there were four football college bowl games for the top eight teams in the country. You had to be the champion of your league generally to be even considered to participate. It was the Cotton Bowl, the Orange Bowl, the Sugar Bowl and the Grand Daddy of them all, the Rose Bowl from Pasadena. While football fans all over the country are excited because their team has made it to a bowl game, the pure...
Networking for Survival During the Holidays
Submitted by Mitch Seigel on Tue, 12/21/2010
Every season brings with it a different flow of business and social trends. No matter how hard you try, there is nothing you can do to prevent people from taking time off to be with their families, to go away on vacation or to go back to their home town for the holidays. As business transactions screech to a halt in many industries, due to the upcoming two week holiday period, it doesn’t mean that your relationship building has to stop as well.
Every season brings with it a different flow of business and social trends. No matter how hard you try, there is nothing you can do to prevent people from taking time off to be with their families, to go away on vacation or to go back to their home town for the holidays. As business transactions screech to a halt in many industries, due to the upcoming two week holiday period, it doesn’t mean that your relationship building has to stop as well.
Advertising - Part Three; Choosing the media
Submitted by Mitch Seigel on Tue, 12/14/2010
One of the first questions I get asked when planning media buys for clients is which media do I feel would work best in an advertising campaign for them. My answer each time is that all media work great, as long as the audience of the chosen media matches the target of your product or service. Companies often advertise with media for the wrong reasons. You listen to a radio station so you advertise on it to hear...
One of the first questions I get asked when planning media buys for clients is which media do I feel would work best in an advertising campaign for them. My answer each time is that all media work great, as long as the audience of the chosen media matches the target of your product or service. Companies often advertise with media for the wrong reasons. You listen to a radio station so you advertise on it to hear...
Advertising - Part Two
Submitted by Mitch Seigel on Tue, 12/07/2010
No matter what medium is being used for the campaign, one of the most common questions a client asks when considering an advertising schedule, is “How long will it take to work?” Generally they are concerned that their dollars are being spent and there is limited return on their investment. You can’t blame them for wanting something to come back to them in the form of sales.
Advertising – Part One
Submitted by Mitch Seigel on Tue, 11/30/2010
More than ever before, it is essential for a business to do extensive planning before spending a dime on advertising. An advertising plan should be a major part of your company’s marketing plan. Included in that plan should be research on your target market, the competition, how you differ from the competition, and on the various media in your market that may reach your target market.
Sales Training and Consulting - Objections
Submitted by Mitch Seigel on Tue, 11/23/2010
In most instances, your prospective client’s natural tendency is to reject your first offer through objections. In essence you haven’t given your prospect enough information to show that the value of what you are offering is worth more than the price you are asking. As long as two parties are engaged in an exchange of products or services, objections will surface. It’s the process...
In most instances, your prospective client’s natural tendency is to reject your first offer through objections. In essence you haven’t given your prospect enough information to show that the value of what you are offering is worth more than the price you are asking. As long as two parties are engaged in an exchange of products or services, objections will surface. It’s the process...
Sales Training and Consulting - Time Management
Submitted by Mitch Seigel on Mon, 11/15/2010
Client meetings, proposals to write, reports to submit, cold calls to make, research to do, follow up contacts, networking events, and on and on and on. It never stops, and really shouldn’t. Are you in control of your actions, or do these responsibilities have control of you? Every top salesperson in their respective field will tell you that one of the biggest keys to their continued success is continuing to...
Client meetings, proposals to write, reports to submit, cold calls to make, research to do, follow up contacts, networking events, and on and on and on. It never stops, and really shouldn’t. Are you in control of your actions, or do these responsibilities have control of you? Every top salesperson in their respective field will tell you that one of the biggest keys to their continued success is continuing to...