Shift Selling: Sales Prospecting Process

Recently I had the opportunity to interview Craig Elias, the author of Shift which is on Shift Selling  and harvesting Trigger Events in Sales. We spend just over an hour in the interview and Craig went over numerous sales and marketing related topics, including a Sales Prospecting Process, which is covered in this segment of the interview.

As a bit of information on Craig:

Craig Elias is the creator of Sales Lead Process™ and author of the Bronze Medal winner of the TopSales Books of 2010 “SHiFT! Harness The Trigger Events That TURN PROSPECTS INTO CUSTOMERS”

His knowledge of Trigger Events has resulted in a 20 year track record as a top sales performer, winning a $1,000,000 prize in a global billion dollar idea competition and coverage on NBC, The New York Times, The Wall Street Journal, Social Media, Google’s ZMOT, and B2B Selling

What You Will See in This Video on a Sales Prospecting Process

Here is what you will learn in this video on a Sales Prospecting Process:

• Learn Craig’s Sales Prospecting Process
• How to leverage sales information to sell more
• How to establish credibility quicker
• How to reduce the sales cycle

Sales Prospecting Process Video:

You can see the complete interview with Craig Elias here.

You are get Shift!: Harness the Trigger Events That Turn Prospects Into Customers here.

You can find out more information on Craig’s website at http://shiftselling.com/

I hope this helps. Please feel free to leave a comment or email me. You can subscribe to my blog either via email or Subscribe in a reader. If you would like to suggest a topic or write a guest post, please let me know. Thank you for reading this post.

Follow me on Twitter and Facebook – I follow back.

Come check our my weekly webcasts here.

Sign up for the Sales Tip A Day Newsletter and get my “25 Must Have Sales and Marketing Tips”.

PS. If you want to see how to do this correctly, contact me at Chris@SalesTipADay.com or use the contact from on the side.

Keywords: Sales Prospecting Process

Shift Selling: Sales Prospect Follow Up

Recently I had the opportunity to interview Craig Elias, the author of Shift which is on Shift Selling  and harvesting Trigger Events in Sales. We spend just over an hour in the interview and Craig went over numerous sales and marketing related topics, including Sales Prospect Follow Up, which is covered in this segment of the interview.

As a bit of information on Craig:

Craig Elias is the creator of Sales Lead Process™ and author of the Bronze Medal winner of the TopSales Books of 2010 “SHiFT! Harness The Trigger Events That TURN PROSPECTS INTO CUSTOMERS”

His knowledge of Trigger Events has resulted in a 20 year track record as a top sales performer, winning a $1,000,000 prize in a global billion dollar idea competition and coverage on NBC, The New York Times, The Wall Street Journal, Social Media, Google’s ZMOT, and B2B Selling

What You Will See in This Video on Sales Prospect Follow Up

Here is what you will learn in this video on Sales Prospect Follow Up:

• How you should do Sales Prospect Follow Up
• How to be top of mind with your prospect
• How to in the 6% of sales people who get 60% of sales rather than being the 94% of sales people who sell to 40% of the business

Sales Prospect Follow Up Video:

You can see the complete interview with Craig Elias here.

You are get Shift!: Harness the Trigger Events That Turn Prospects Into Customers here.

You can find out more information on Craig’s website at http://shiftselling.com/

I hope this helps. Please feel free to leave a comment or email me. You can subscribe to my blog either via email or Subscribe in a reader. If you would like to suggest a topic or write a guest post, please let me know. Thank you for reading this post.

Follow me on Twitter and Facebook – I follow back.

Come check our my weekly webcasts here.

Sign up for the Sales Tip A Day Newsletter and get my “25 Must Have Sales and Marketing Tips”.

PS. If you want to see how to do this correctly, contact me at Chris@SalesTipADay.com or use the contact from on the side.

Keywords: Sales Prospect Follow Up

Shift Selling: Sales Prospecting and A Sales Lead Process

Recently I had the opportunity to interview Craig Elias, the author of Shift which is on Shift Selling  and harvesting Trigger Events in Sales. We spend just over an hour in the interview and Craig went over numerous sales and marketing related topics, including Sales Prospecting and A Sales Lead Process, which is covered in this segment of the interview.

As a bit of information on Craig:

Craig Elias is the creator of Sales Lead Process™ and author of the Bronze Medal winner of the TopSales Books of 2010 “SHiFT! Harness The Trigger Events That TURN PROSPECTS INTO CUSTOMERS”

His knowledge of Trigger Events has resulted in a 20 year track record as a top sales performer, winning a $1,000,000 prize in a global billion dollar idea competition and coverage on NBC, The New York Times, The Wall Street Journal, Social Media, Google’s ZMOT, and B2B Selling

What You Will See in This Video on Sales Prospecting and A Sales Lead Process

Here is what you will learn in this video on Sales Prospecting and A Sales Lead Process:

• You will learn a great sales prospecting and a sales lead process
• Learn how to get at least 2 sales leads a day
• Find prospects that at 10 X’s more likely to buy from you

Sales Prospecting and A Sales Lead Process Video:

You can see the complete interview with Craig Elias here.

You are get Shift!: Harness the Trigger Events That Turn Prospects Into Customers here.

You can find out more information on Craig’s website at http://shiftselling.com/

I hope this helps. Please feel free to leave a comment or email me. You can subscribe to my blog either via email or Subscribe in a reader. If you would like to suggest a topic or write a guest post, please let me know. Thank you for reading this post.

Follow me on Twitter and Facebook – I follow back.

Come check our my weekly webcasts here.

Sign up for the Sales Tip A Day Newsletter and get my “25 Must Have Sales and Marketing Tips”.

PS. If you want to see how to do this correctly, contact me at Chris@SalesTipADay.com or use the contact from on the side.

Keywords: Sales prospecting

Business Start-Up Podcast – From Idea to Success Podcast

Download this episode (right click and save)

Professor Gregg Fairbrothers, Adjunct Professor of Business Administration at the Tuck School of Business

andDirector of the Dartmouth Entrepreneurial Network (DEN) has published his first book, From Idea to

Success, The Dartmouth Entrepreneurial Guide for Start-Ups with Dartmouth College graduate,

Tessa Winter ’09. The book offers instruction and advice from hundreds of experienced entrepreneurs who have successfully launched businesses.

Fairbrothers explains, “We wrote this book because we think most people can learn how to be an entrepreneur, no matter what circumstances they find themselves in, or what kind of an organization they’re in. What’s needed are three important things: how to decide if an idea is worthwhile, how to get started executing on it, and how to learn what it will take to make it happen. Building an entrepreneurial business is not only about a great idea, it’s about effective execution of the idea by people committed to creating value.”

The book asks dozens of questions designed to help narrow and sharpen the first-time entrepreneur’s focus. In addition to tactical guidance, the book emphasizes that starting abusiness requires a mindset that will allow an entrepreneur the flexibility to recover from errors and the ability to think critically about risk. Fairbrothers believes that an entrepreneurial aptitude is a learned life skill that can help anyone to spot opportunity, convince others of their vision and move things forward.

From Idea to Success also features dozens of sidebars from founders, CEOS and investors reflecting on the question, “What I Know Now That I Wish I Had Known Then.” These from-the-trenches observations offer insight into the perils and rewards of taking an idea and making it into something valuable.

DEN is led by its founding director, Gregg Fairbrothers, and has a phenomenal track record launching successful start-ups. DEN was created to help undergrads, faculty and alumni who are connected to Dartmouth though the complicated, challenging process of bringing a concept to market. From perfecting a business plan and pitch, to refining ideas and testing them in the marketplace; from securing capital from investors, and managing the company as it moves from concept to reality, the DEN offers concrete tools for the entrepreneur.

Watch the complete interview here: http://www.netcastevent.com/component/rsevents/event/61

Be Social with Author Dave Kerpen

Author of NY Times Best Seller: Likeable  Social Media

Listen Here:

Download this episode (right click and save)

Dave discusses his new book and offers hints on how to delight your customers, create an irresistible brand, and be generally amazing on social media networks. The secret to successful word-of-mouth marketing on the social web is easy

Be Likeable.

Watch the complete interview here: http://www.netcastevent.com/component/rsevents/event/60

Shift Selling: Sales Lead Process

Recently I had the opportunity to interview Craig Elias, the author of Shift which is on Shift Selling  and harvesting Trigger Events in Sales. We spend just over an hour in the interview and Craig went over numerous sales and marketing related topics, including Sales Lead Process, which is covered in this segment of the interview.

As a bit of information on Craig:

Craig Elias is the creator of Sales Lead Process™ and author of the Bronze Medal winner of the TopSales Books of 2010 “SHiFT! Harness The Trigger Events That TURN PROSPECTS INTO CUSTOMERS”

His knowledge of Trigger Events has resulted in a 20 year track record as a top sales performer, winning a $1,000,000 prize in a global billion dollar idea competition and coverage on NBC, The New York Times, The Wall Street Journal, Social Media, Google’s ZMOT, and B2B Selling

What You Will See in This Video on Sales Lead Process

Here is what you will learn in this video on Sales Lead Process

• See Craig’s thoughts on Sales Lead Process
• How to get multiple sales opportunities
• When to take advantage of change to help drive a sales lead process

Sales Lead Process Video:

You can see the complete interview with Craig Elias here.

You are get Shift!: Harness the Trigger Events That Turn Prospects Into Customers here.

You can find out more information on Craig’s website at http://shiftselling.com/

I hope this helps. Please feel free to leave a comment or email me. You can subscribe to my blog either via email or Subscribe in a reader. If you would like to suggest a topic or write a guest post, please let me know. Thank you for reading this post.

Follow me on Twitter and Facebook – I follow back.

Come check our my weekly webcasts here.

Sign up for the Sales Tip A Day Newsletter and get my “25 Must Have Sales and Marketing Tips”.

PS. If you want to see how to do this correctly, contact me at Chris@SalesTipADay.com or use the contact from on the side.

Keywords: Sales Lead Process

Shift Selling: Trigger Event Selling

Recently I had the opportunity to interview Craig Elias, the author of Shift which is on Shift Selling  and harvesting Trigger Events in Sales. We spend just over an hour in the interview and Craig went over numerous sales and marketing related topics, including Trigger Event Selling, which is covered in this segment of the interview.

As a bit of information on Craig:

Craig Elias is the creator of Trigger Event Selling™ and author of the Bronze Medal winner of the TopSales Books of 2010 “SHiFT! Harness The Trigger Events That TURN PROSPECTS INTO CUSTOMERS”

His knowledge of Trigger Events has resulted in a 20 year track record as a top sales performer, winning a $1,000,000 prize in a global billion dollar idea competition and coverage on NBC, The New York Times, The Wall Street Journal, Social Media, Google’s ZMOT, and B2B Selling

What You Will See in This Video on Trigger Event Selling

Here is what you will learn in this video on Trigger Event Selling

• One process that creates Trigger Event Selling opportunities
• 3 triggers that need to happen for a selling opportunity to result
• How to make a sale 10 X’s more likely to happen

Trigger Event Selling Video:

You can see the complete interview with Craig Elias here.

You are get Shift!: Harness the Trigger Events That Turn Prospects Into Customers here.

You can find out more information on Craig’s website at http://shiftselling.com/

I hope this helps. Please feel free to leave a comment or email me. You can subscribe to my blog either via email or Subscribe in a reader. If you would like to suggest a topic or write a guest post, please let me know. Thank you for reading this post.

Follow me on Twitter and Facebook – I follow back.

Come check our my weekly webcasts here.

Sign up for the Sales Tip A Day Newsletter and get my “25 Must Have Sales and Marketing Tips”.

PS. If you want to see how to do this correctly, contact me at Chris@SalesTipADay.com or use the contact from on the side.

Keywords: Trigger Event Selling

Shift Selling: How Trigger Events Happen

Recently I had the opportunity to interview Craig Elias, the author of Shift which is on Shift Selling  and harvesting Trigger Events in Sales. We spend just over an hour in the interview and Craig went over numerous sales and marketing related topics, including How Trigger Events Happen, which is covered in this segment of the interview.

As a bit of information on Craig:

Craig Elias is the creator of Trigger Event Selling™ and author of the Bronze Medal winner of the TopSales Books of 2010 “SHiFT! Harness The Trigger Events That TURN PROSPECTS INTO CUSTOMERS”

His knowledge of Trigger Events has resulted in a 20 year track record as a top sales performer, winning a $1,000,000 prize in a global billion dollar idea competition and coverage on NBC, The New York Times, The Wall Street Journal, Social Media, Google’s ZMOT, and B2B Selling

What You Will See in This Video on How Trigger Events Happen

Here is what you will learn in this video on How Trigger Events Happen

• What drives people to change
• What is one of the biggest life changes that can create a trigger event
• How to find trigger events that create sales opportunities

How Trigger Events Happen Video:

You can see the complete interview with Craig Elias here.

You are get Shift!: Harness the Trigger Events That Turn Prospects Into Customers here.

You can find out more information on Craig’s website at http://shiftselling.com/

I hope this helps. Please feel free to leave a comment or email me. You can subscribe to my blog either via email or Subscribe in a reader. If you would like to suggest a topic or write a guest post, please let me know. Thank you for reading this post.

Follow me on Twitter and Facebook – I follow back.

Come check our my weekly webcasts here.

Sign up for the Sales Tip A Day Newsletter and get my “25 Must Have Sales and Marketing Tips”.

PS. If you want to see how to do this correctly, contact me at Chris@SalesTipADay.com or use the contact from on the side.

Keywords: How Trigger Events Happen

Shift Selling: How To Write A Book

Recently I had the opportunity to interview Craig Elias, the author of Shift which is on Shift Selling  and harvesting Trigger Events in Sales. We spend just over an hour in the interview and Craig went over numerous sales and marketing related topics, including How To Write A Book, which is covered in this segment of the interview.

As a bit of information on Craig:

Craig Elias is the creator of Trigger Event Selling™ and author of the Bronze Medal winner of the TopSales Books of 2010 “SHiFT! Harness The Trigger Events That TURN PROSPECTS INTO CUSTOMERS”

His knowledge of Trigger Events has resulted in a 20 year track record as a top sales performer, winning a $1,000,000 prize in a global billion dollar idea competition and coverage on NBC, The New York Times, The Wall Street Journal, Social Media, Google’s ZMOT, and B2B Selling

What You Will See in This Video on How To Write A Book

Here is what you will learn in this video on How To Write A Book:

• See Craig’s process for writing a book
• See one trick you can use to get the content for a book

How To Write A Book Video:

You can see the complete interview with Craig Elias here.

You are get Shift!: Harness the Trigger Events That Turn Prospects Into Customers here.

You can find out more information on Craig’s website at http://shiftselling.com/

I hope this helps. Please feel free to leave a comment or email me. You can subscribe to my blog either via email or Subscribe in a reader. If you would like to suggest a topic or write a guest post, please let me know. Thank you for reading this post.

Follow me on Twitter and Facebook – I follow back.

Come check our my weekly webcasts here.

Sign up for the Sales Tip A Day Newsletter and get my “25 Must Have Sales and Marketing Tips”.

PS. If you want to see how to do this correctly, contact me at Chris@SalesTipADay.com or use the contact from on the side.

Keywords: how to write a book

Shift Selling: How The Book Came About

Recently I had the opportunity to interview Craig Elias, the author of Shift which is on Shift Selling  and harvesting Trigger Events in Sales. We spend just over an hour in the interview and Craig went over numerous sales and marketing related topics, including How the Book Came About, which is covered in this segment of the interview.

As a bit of information on Craig:

Craig Elias is the creator of Trigger Event Selling™ and author of the Bronze Medal winner of the TopSales Books of 2010 “SHiFT! Harness The Trigger Events That TURN PROSPECTS INTO CUSTOMERS”

His knowledge of Trigger Events has resulted in a 20 year track record as a top sales performer, winning a $1,000,000 prize in a global billion dollar idea competition and coverage on NBC, The New York Times, The Wall Street Journal, Social Media, Google’s ZMOT, and B2B Selling

What You Will See in This Video on Shift Selling – How the Book Came About

Here is what you will learn in this video on Shift Selling: How the Book Came About:

• How Craig came up with the idea for the book
• A process that you can use to come up with writing a book
• 3 phases that sales deals have and where to find the right deals for you

Shift Selling: How the Book Came About Video:

You can see the complete interview with Craig Elias here.

You are get Shift!: Harness the Trigger Events That Turn Prospects Into Customers here.

You can find out more information on Craig’s website at http://shiftselling.com/

I hope this helps. Please feel free to leave a comment or email me. You can subscribe to my blog either via email or Subscribe in a reader. If you would like to suggest a topic or write a guest post, please let me know. Thank you for reading this post.

Follow me on Twitter and Facebook – I follow back.

Come check our my weekly webcasts here.

Sign up for the Sales Tip A Day Newsletter and get my “25 Must Have Sales and Marketing Tips”.

PS. If you want to see how to do this correctly, contact me at Chris@SalesTipADay.com or use the contact from on the side.

Keywords: Shift Selling