As the year is winding down, I wanted to share with you the top 10 articles from my blog. (Based on the readership).

1. 10 Most Viewed Articles from my Sales & Marketing Blog
As the year is winding down, I wanted to share with you the top 10 articles from my blog. Based on the readership the
honors go to:
#1 Four Basic Things Every Person in Sales Needs to Do to Be Successful
Selling is a very detailed process. There are four basic things that every person in Sales needs to do to be
successful. These four things are: belief in your products and services, knowing how to prospect/knowing your target
market, knowing how to engage prospects and customers with a message that is compelling and the ability to persist
in the face of rejection and knowing how to get past objections. ….
#2 How to Deal with Difficult Customers
In sales, we all have to deal with difficult customers. Today, I am going discuss how to deal with difficult customers. In
a previous post, I discussed how to get customers to pay on time. Before I can discuss how to handle difficult
customers, the situation needs to be put in context. In other words, why were the customers being difficult? Were
they being difficult because you screwed up their order or service call? Are they just miserable people? Does the
customer constantly cancel their orders? What kind of relationship do you have with this customer? How important is
your customer to your bottom line or monthly quota. …
#3 How to Make a Cold Call
Whether you are a veteran or if you are new in sales, you will have to make cold calls to build your customer base.
Many sales people dread making cold calls.
However, if you approach it the right way; cold calling can be a great way to develop your selling skills and forge
great relationships with your future customers. …
#4 The Basic Principles of Marketing have changed or have they?
Marketing in the digital age has shifted from content to context. Up until recently, many brands created the content
that was used to market their products. Consumers were expected to like their products just because they looked
cool or were hip. With the rise of social networking with sites such as Facebook and Twitter, this started to change. …
#5 How to Build Your Business & Brand Using Facebook Pages
In my last post, I discussed about how to build your personal brand on Facebook. Today I am going to discuss how to
brand your business using Facebook pages. Remember Facebook is the largest Social networking site which means
that your customers and prospects are on the site. Your job as a business and a brand is to engage with fans,
prospects and customers. The goal is to convert this engagement (marketing) to product sales. Facebook pages are
a great way to do this. …
#6 10 Things a Sales Leader Needs to Do or Have to Be Successful
Deciding to go into sales management is a very big step for a sales person. Recently, I received an offer to serve as
a sales trainer or de-facto sales manager; based on my time in field sales and my blog.
What are a VP of Sales, Sales Director and Sales Manager? …

2. #7 How to Generate Leads for Your Business
Lead Generation is an essential building block for businesses to find potential buyers who are interested in their
products and services. In previous posts, I discussed how to prospect and identify your target market. In this post, I
will discuss how businesses can find leads and what mediums can be used to obtain leads.
Many mediums can be used to obtain leads. These mediums include: Direct mail, Email, Marketing, Surveys,
Advertising, Social Media, referrals from current customers, business networking, trade show marketing. …
#8 How to Handle the Objection: “call me after the holidays”
The holiday season is upon us. Everyone is in holiday shopping mode from Black Friday, Cyber Monday and many
other things. Also, everyone is thinking about going to parties. So the last thing on your customers and prospects
mind is to make a year-end purchase; unless they receive a year-end tax advantage. As a sales rep, you are under
pressure to close deals so you can earn that bonus. Unless your customer is in a buying mood, you are going to
hear the objection “call me after the holidays”. If you have done business with this customer, you will have an easier
time than if you are making a cold call. …
#9 How to Get Customers to Pay On Time While Keeping their Business
When we deal with customers, it is important to get them to pay their invoices in a timely manner. What a timely
manner means is dependent on your company’s payment policy. Are these customers C.O.D or are they net 30, net
60, net 90 or longer? This payment structure is based on the length of the sales cycle.
What can we do to make sure that customers pay their invoices on time? …
#10 How to Overcome Sales Objections & Stalls
In sales, everyone has to be able to overcome objections in order to be successful. The best way to
overcome objections is to prevent them. This can be done by providing a thorough sales presentation that covers
all the information about your products and services. Also it is imperative that you address any questions the prospect
has immediately. However, objections will come up from time to time. Some of these objections are real
buying signals and others are just stalls to put you off. As a Salesperson, you need to be able to tell the
difference. This will come with experience and by reading situational cues in each selling situation. Remember the
prospect is buying you. In other words, you are part of the offering. Below, I have put together a comprehensive
list of objections that I encountered and overcame as an outside sales representative in New York City.
Handling Objections & Stalls from Prospects…
Thank you for reading my blog, I appreciate your support. There are more articles to come in the coming weeks. Feel
free to send me your comments, questions and suggestions.
Have a great holiday season and a wonderful 2013. I will see you soon!