SPIA Official Blog - Coaching Business Professionals since 1971 » Hunters & Catchers http://blog.spiainc.com Real Results You Can Trust Wed, 04 Jan 2012 22:36:10 +0000 en hourly 1 http://wordpress.org/?v=3.2.1 Heavy hitters, Superstars or Top Guns – call them what you want – here’s what separates your top salespeople from the rest… http://blog.spiainc.com/business/top-salespeople/ http://blog.spiainc.com/business/top-salespeople/#comments Mon, 28 Jun 2010 14:02:50 +0000 Craig Stimmel http://blog.spiainc.com/?p=245 ultra marathon runners or the people you see on Fear Factor that will eat worms for a chance to earn $50,000. Give them a challenge with some competition thrown in for good measure and it’s off to the races. You know the ones I’m talking about – they’re the people that all of your other salespeople often call “lucky”. Look inside their office, you’ll see motivational pictures and photographs of exotic places that they’ve been. Look at the car they drive, the house they own and even the books that they read – they all speak one word loud and clear: SUCCESS. The thing is – they’ve earned every last penny of it. They generally came from a humble background – probably middle class – and saw that they didn’t want to work as hard as their parents did to get what they really wanted in life (read: lots of cash). They knew all along that there just had to be a better way and when they first learned about this “sales” thing – it was love at first sight. Now, I may not be exactly right, but I can bet that I’m probably not far off either. I’ve personally met and worked with many of these high achievers and here’s what I’ve found separates them from the rest of the pack...]]> http://blog.spiainc.com/business/top-salespeople//feed 0 Generating a Tradeshow ROI – Is It Really Possible? http://blog.spiainc.com/marketing/generating-an-roi/ http://blog.spiainc.com/marketing/generating-an-roi/#comments Thu, 10 Dec 2009 16:49:36 +0000 Craig Stimmel http://blog.spiainc.com/?p=77
  • Take orders from existing customers/clients
  • Build new relationships with prospects who could become customers/clients
  • Educate clients/prospects on the company, its products/services and its Unique Selling Proposition (USP)
  • Conduct market research to check-out competitors (known and new to the game) – identify products/services which might be appropriate to your company
  • Test market new products/services
  • Identify potential partners who might enhance the company’s ability to grow market share in markets near and far.
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