Kelvin Wong

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The Art of Evangelism

Nearchos Ntaskas<p>“Evangelism” became a business buzzword during the internet boom of the late 1990s. In fact, as Apple’s second software evangelist, I helped popularize the term. The idea is simple: Derived from a Greek word that means, roughly, “to proclaim good news,” evangelism is explaining to …

Why the Best Salespeople Get So Lucky

Sales managers have a difficult relationship with luck.<p>They love it when it’s helping their teams, but they know how unreliable it is. They’ve seen it occasionally give a lift to morale, but they’re probably familiar with studies showing that attributing success or failure to random outside factors …

A Checklist for Planning Your Next Big Meeting

In theory, everyone understands that preparation can make or break an important meeting. The more work you do before you walk into the room, the more productive and efficient you’ll be. But who has the time to properly prepare? Our checklist makes meeting prep quick and easy—be sure to print it out …

Price-Sensitive Customers Will Tolerate Uncertainty

When I help a company with their pricing strategy, the typical first day of an engagement entails the client company’s vice president saying with a grin: “So, how are you going to help us raise prices?”<p>While price-raising opportunities generally do exist, this is a provincial view of the upside of …

Relearning the Art of Asking Questions

Proper questioning has become a lost art. The curious four-year-old asks a lot of questions — incessant streams of “Why?” and “Why not?” might sound familiar — but as we grow older, our questioning decreases. In a recent poll of more than 200 of our clients, we found that those with children …

Who’s Your Most Valuable Salesperson?

Companies have become savvy customers, often determining the solution they need, the supplier they want, and the price they’ll pay before a salesperson sets foot through the door. In this competitive environment, the premium on finding, training, motivating, and retaining star salespeople has never …

Nothing Beats Face Time With Clients

Last week I jumped on a plane and spent the week at my client’s office. When my client services director initially directed me to take this trip, I was a little worried: What was I going to do with myself? Wouldn’t I just be in the way?<p>Once I was there, she was delighted to have the marketing peer …

The Growing Power of Inside Sales

<i>The number of inside sales jobs has increased dramatically in recent years, far outpacing the growth in jobs for field salespeople. We spoke with Mike Moorman, a senior leader in ZS Associates’ B2B sales and marketing practice and a leading authority on sales management, about how inside sales</i> …

6 Classic Cold Call Mistakes | Inc.com

Here are some real-life examples of cold calls gone wrong. These short (less than 30 second) clips were recorded by Steve Kloyda, also known (rightly) as "The Prospecting Expert," whose website has great advice for avoiding them. (I've added my own "solution" to the mistakes.)<p><b>1. Fake</i> …