• About QBS
    • Our Story
    • About the Author
    • Client List (Partial)
    • Testimonials
  • Training Programs
    • Virtual QBS: Zoom!
    • QBS Methodology Training
    • One-Day QBS Seminars
    • Digital/Inside Sales Training
    • Speaking Engagements
  • Sales Enablement
    • Sales Process/CRM Integration
    • “Train the Trainers”
    • Licensing QBS®
    • QBS® Certification
  • Event Details
    • Logistics & Planning
    • Tom Freese Bio
    • Sample Agenda
  • QBS Products
    • QBS Books
    • Audio Programs
  • Ordering

QBS Research, Inc.

Strategic Sales Methodology and Training

  • Contact Us
  • Articles
  • Video Clips
  • Free Downloads
  • Request Proposal
Home Archives for The Perfect Storm

Have You Ever Been Snow-Globed?

Posted on May 29, 2009 Written by admin Leave a Comment

book-sellingyourself-small[1] Have you ever been "snow-globed?" Here’s is an excerpt from my new book,

“Selling Yourself in Today’s Competitive Marketplace.”

_________________________________________________________

Everything seems eerily different now, as we slowly come to grips with the reality that the field on which we work and play has changed dramatically. Even those of us who were minding our own business when the downturn began breathed a collective gasp as the era of unabated prosperity that our economy has enjoyed for the last thirty years seemed to collapse overnight.

Not since the nineteen thirties have we experienced a scenario that could so widely impact the financial, political, and social fabric of our country, where the changing economic landscape will inevitably impact everyone at some point, if it hasn’t affected you already.

We have essentially been ‘snow-globed;’ turned upside down and shaken to the point where the tranquil scenes of our daily existence have been shrouded by a flurry of uncertainty that has suddenly clouded our view, and little pieces of reality now seem to be raining down in all directions.

This increased pressure in the marketplace comes with an ironic upside, however, one that has sparked a renewed sense of desire within companies, and, I dare say, throughout the entire sales profession. It turns out that the same people who are hungry for business are also eager for a new perspective and creative ideas about what they can and should do differently.

Never before have sellers been so willing to put their egos aside and adjust their approach to make themselves invaluable to their customers, colleagues, partners and company. I remember a time not so long ago when salespeople would come to my class without a pencil, fold their arms, and hope the clock would soon roll ahead to the end of day so they could head to the gym. Things are different now, as most people realize that some adjustments are in order with regard to how we deal with clients, as it appears that our best opportunity to emerge from the current predicament is going to be to sell our way out.

_________________________________________________________

Filed Under: sales humor Tagged With: humor, Sales Effectiveness, sales humor, snow-globed, The Perfect Storm

Recession Proof Your Sales Organization

Posted on February 5, 2009 Written by admin Leave a Comment

What happened to the glory days of selling, where new prospect opportunities were abundant, dot-com companies were spending money in all directions, and sales organizations exceeded their revenue targets by two, and sometimes, three-fold?

Well, guess what? Economic conditions have changed. With the threat of recession looming on the horizon, new prospects have all but disappeared, existing customers have tightened their budgets, and most of the “low hanging fruit” has already been picked.

Where does that leave sales organizations?

The natural tendency is to panic. With the bottom line in jeopardy, many companies are now scrambling to reduce headcount and cut back on expenses. As a result, edicts have gone out stating that there will be no more off-site meetings, salespeople can only travel when absolutely necessary, and some companies have even put a moratorium on logo golf shirts.

[Read more…]

Filed Under: articles Tagged With: economic conditions, The Perfect Storm

Tom Freese vs. Other Motivational Speakers

Best Selling Author/Trainer

Strategic Questions

The Most Powerful Tool in Sales

Besides gathering information, strategic questions are a salesperson's best tool for:
• Piquing Customer Interest
• Establishing Credibility
• Understanding Requirements
• Creating a Sense of Urgency
• Qualifying Opportunities
• Competitive Differentiation
• Negotiation / Positioning
• Escalating to Decision Makers
• Securing Commitments / Closing Deals
• Maintaining Margins
• Getting Leads / Referrals
. . .which is very different than just probing for needs.

Topics

  • announcements
  • articles
  • books
  • coaching qbs
  • free downloads
  • hall of shame
  • happenings
  • homepromo
  • implementation
  • job hunting tips
  • public classes
  • sales humor
  • selected secrets
  • Uncategorized
  • video

QBS For Parents

Join Our Mailing List

Email Newsletter icon, E-mail Newsletter icon, Email List icon, E-mail List icon Sign up for our Email Newsletter
For Email Newsletters you can trust
© 2017 QBS Research, Inc.
Website development by PodWorx, Inc.