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Mar31
A Simple Product, Millions of Dollars, A Great Lesson
Dan Tudor March 31, 2006
Know More: Good Salespeople, business, sales, selling 2.0, Good Salespeople

Do you know who Joy Mangano is?

Single mom.  50 years old.  She used to have trouble paying her bills.  Divorced.  Three kids.  Worked two jobs.

Now, she lives in a 42,000 square foot house.  She's sold over 500 million dollars in products over the years.

Her latest invention?  The Huggable Hanger.  What started it all?  The Miracle Mop.  Where does she sell?  On TV.  The Home Shopping Network.

Here's the point.  She has no special background, no special training.  No degrees from and impressive school.  What she did have was guts, and a need to sell (divorced...mother of three...need I say more?).

While waitressing, she invented a better way to mop floors.  Then, she invented a better hanger (I didn't know that was possible!).  Now, she's selling her inventions to millions of people.  She was driven to excel, as she recounts, by looking at the faces of her three little kids.

So, what's your excuse?  What's your excuse for missing your sales goals this first quarter of 2006?  What's your excuse for not trying to better yourself?  What's your excuse for settling for mediocrity in your personal and professional life? 

Come on, reader.  Give yourself a quick kick in the rear end and make your life wonderful.  Make your life amazing.  Give Joy a run for her money.
Posted at 11:15 PM | Permalink | Comments
Mar30
Blending In
Dan Tudor March 30, 2006
Think you should "blend in" when it comes to business, selling, or branding?  Despite the pessimism of the message above, the answer is a resounding "yes". If you're looking for a job, blending in can be catastrophic.  That's why... Continue Reading
Posted at 5:44 PM | Permalink | Comments
Sell With Your Head and They'll Buy With Their Heart
Dan Tudor March 30, 2006
Be smart about what people want to buy.  Target their heart as much as you target their head, and you'll be rich.  Why?  Because we love to buy with our hearts. Case in point: Clothing for dogs.  Dogs don't... Continue Reading
Posted at 11:48 AM | Permalink | Comments
The Debate Continues
Dan Tudor March 30, 2006
Seth Godin had additional thoughts on my disagreement with him regarding how to approach sales presentations if you're in the group being presented to.  You can read Seth's original post here, and then my response on the Seth Godin Post-Game... Continue Reading
Posted at 10:08 AM | Permalink | Comments
Word-of-Mouth Selling
Dan Tudor March 30, 2006
I think every sales professional would agree that getting a sales lead from a satisfied customer is the best kind of lead out there.  It's just one of many great ideas on cheap, effective ways to land more deals.  There are some... Continue Reading
Posted at 9:58 AM | Permalink | Comments
Mar29
Anti-Permission Marketing?
Dan Tudor March 29, 2006
It's rare that I mildly disagree with The Great One, but I'm about to do it for the second time in as many posts here in "The Seth Godin Post-Game Show" category of Landing the Deal.  Seth tries to make the... Continue Reading
Posted at 11:35 PM | Permalink | Comments
Because They Can, and You'll Keep Buying
Dan Tudor March 29, 2006
On this edition of the Seth Godin Post-Game Show: Lines.  Big lines.  At the airport, specifically...in Las Vegas.  I fly in and out of there on connections quite frequently, so I'm familiar with the lines of which Seth speaks... Continue Reading
Posted at 9:31 PM | Permalink | Comments
The $27 Bottle of Mist
Dan Tudor March 29, 2006
I comment so frequently on Seth Godin's posts, I decided to put a new category on my blog entitled the "Seth Godin Post-Game Show".  Again, Seth brings up a great sales and marketing question: Who in their right mind would... Continue Reading
Posted at 8:46 PM | Permalink | Comments
Why Does Starbucks Sell CDs?
Dan Tudor March 29, 2006
And, if they are going to go ahead and sell CDs, why not make it an "in your face" item? Because most of Starbuck's customers are women.  Most women buy from the periphery - that is, they buy things... Continue Reading
Posted at 4:16 PM | Permalink | Comments
Mar28
GQ for You, Mr. & Ms. Sales Pro
Dan Tudor March 28, 2006
OK, you probably don't need to be at the "GQ" level when it comes to sharp dressing for your sales job.  But Hal Halladay over at LeaderNotes makes a great point in his post about how people will judge... Continue Reading
Posted at 8:55 PM | Permalink | Comments
Putting Yourself Under the Microscope
Dan Tudor March 28, 2006
It's a great point made in a post over at SalesTeamTools.com: Most sales professionals seldom put themselves "under the microscope" and dissect what went wrong in a sales presentation and in a lost sale. Our tip: Make it a habit to... Continue Reading
Posted at 8:41 PM | Permalink | Comments
Influence or Inform? Two Conflicting Selling Styles
Dan Tudor March 28, 2006
It's the one time when "being under the influence" is actually a good thing. I'm talking about selling using influence.  Influencing a prospect or buyer is a little harder than informing them, I'll grant you that.  "Informing" a buyer consists... Continue Reading
Posted at 8:19 PM | Permalink | Comments
Is Yahoo! Training OTHER People's Sales Reps???
Dan Tudor March 28, 2006
My rant the other day against the Yahoo! sales rep that called was an isolated incident, I thought. Stupid me. I get a call today from a sales rep from a potential new vendor.  He tells me about his service,... Continue Reading
Posted at 5:18 PM | Permalink | Comments
An Apology As a Sales Strategy?
Dan Tudor March 28, 2006
That may be the unintended benefit from an apology from Plaxo's CEO.  The guys at TechCruch blog about it today. My take: Isn't it amazing how people react these days to an apology for doing something wrong?  Apologies make news... Continue Reading
Posted at 5:06 PM | Permalink | Comments
Does Yahoo! Train Their Sales Reps?
Dan Tudor March 28, 2006
I'm sitting here wondering if they do. I am looking to search resumes for a possible employee.  Yahoo! was one of the companies I contacted for their resume search rates. Today, I get a call back from the Yahoo! sales... Continue Reading
Posted at 12:14 AM | Permalink | Comments
Mar26
Other Random Sales Lessons From a Trip to Walmart
Dan Tudor March 26, 2006
Read Part I and Part II of "Why I Love Walmart" before you read these.  Or don't.  Whatever. Here are a few of the other important sales lessons I took away from my trip to Walmart today: I have no... Continue Reading
Posted at 12:39 AM | Permalink | Comments
Why I Love Walmart, Part II: "Acting Small"
Dan Tudor March 26, 2006
So, here's the conclusion to my thoughts that I started in Part I of this diatribe... I love Walmart because I've never not been able to find what I'm looking for.  It saves time.  I'd rather find everything I bought... Continue Reading
Posted at 12:13 AM | Permalink | Comments
Mar25
Why I Love Walmart - Part I
Dan Tudor March 25, 2006
I stopped at Walmart for a kitchen item for my wife today.  And no, that's not me in the picture. I was in the area, and it was another case of not being able to find what I was look... Continue Reading
Posted at 11:51 PM | Permalink | Comments
Mar24
But Will It Help Them "Land" The Deals? (No Pun Intended...)
Dan Tudor March 24, 2006
I spoke about this picture briefly at TopLeadGenerators.  Seth Godin also posts on it today and has some brilliant (as always) observations. It's confusing.  It's not targeted.  It's eye catching, but so is someone who sets themselves on fire. My... Continue Reading
Posted at 4:57 PM | Permalink | Comments
Mar22
Fun With a Horrible Sales Rep
Dan Tudor March 22, 2006
She was a sales rep (note that I don't use my normal term, "sales professional").  She works for a regional yellow pages book. She was bad from start to finish: She called from her cell phone 10 minutes late for her... Continue Reading
Posted at 11:00 PM | Permalink | Comments
Embrace Your Underdog Role
Dan Tudor March 22, 2006
There's a temptation for sales professionals from smaller companies to pretend to be bigger than they are.  What I mean by that is that they put all their energy into "proving" that they're just as good, just as big, just... Continue Reading
Posted at 10:40 PM | Permalink | Comments
Your Brochure Problem
Dan Tudor March 22, 2006
Part of Seth Godin's post today revolves around your brochure.  It's got problems, says Seth: At its best, a brochure is begging for someone to judge you. It says, "assume that because we could hire really good printers and photographers... Continue Reading
Posted at 5:07 PM | Permalink | Comments
Mar21
The One Word Sale
Dan Tudor March 21, 2006
Nobody discounts the tragedy occuring in Darfur, and the need for intervention by someone at some level.  Since this isn't a political blog, I'll leave that part of it alone for now. But Seth Godin's post about the subject will... Continue Reading
Posted at 5:46 PM | Permalink | Comments
Mar19
19 Stress Relievers For Your Sales Office
Dan Tudor March 19, 2006
My sister sent these to me via e-mail last week, and I wanted to share them as we all start another fun-filled week of selling.  If your week gets too stressful, try one of these ninteen sure-fire stress relievers...... Continue Reading
Posted at 11:56 PM | Permalink | Comments
What Cycle Is Your Prospect In?
Dan Tudor March 19, 2006
Wonderful and insightful post at ScoreMoreSales on understanding what cycle the company you are selling to is going through. Are they in the middle of growth?  Are they stagnant?  You need to know, says the author.  It effects how you... Continue Reading
Posted at 11:48 PM | Permalink | Comments
Mar18
Guerilla Advertising in the Restroom
Dan Tudor March 18, 2006
A local restaurant we go to has a little advertising billboard for rent right at eye-level right above the urinals in the mens room.  It's hard to ignore (especially we guys tend to stare straight ahead anyway...it's in the male... Continue Reading
Posted at 3:48 PM | Permalink | Comments
Checkout "Not Allowed"? See Ya!
Dan Tudor March 18, 2006
In 1973, a salesperson could probably pretty much set the rules and run the show.  You could set a minimum order...charge up the wazoo...in general, force a customer into your box. Seth Godin's example today about eCommerce shopping carts,... Continue Reading
Posted at 12:30 AM | Permalink | Comments
Sales Joke For the Weekend
Dan Tudor March 18, 2006
We don't do a lot of sales jokes here, but I thought this one was pretty good.  And if you dig deep, there's actually some good sales techniques that the guy uses!  Enjoy... One day, a young man goes to... Continue Reading
Posted at 12:17 AM | Permalink | Comments
"If I Close You Today..."
Dan Tudor March 18, 2006
That's what the salesperson said to me today.  He was a nice enough guy, and I was going to buy what he offered, but here's what he said to me in the middle of our discussion: "If I close you... Continue Reading
Posted at 12:02 AM | Permalink | Comments
Mar16
Want a Good Sales "Story"?
Dan Tudor March 16, 2006
I talked about telling a good sales "story" in my last post. You know who does a really good job of telling a sales story?  J.Peterman.  You know the guy made famous as Elaine's boss on "Seinfeld"?  Well, he's real.... Continue Reading
Posted at 12:07 AM | Permalink | Comments
Mar15
Blondes In Mexico City? Si.
Dan Tudor March 15, 2006
Seth Godin's quick observations about his trip to Mexico City struck a chord when he noted that all of the ads he saw featured blonde models. There's a psychology behind all this, of course, and since I'm not a psychologist... Continue Reading
Posted at 11:54 PM | Permalink | Comments
Premium Gas...What Made Me Buy It?
Dan Tudor March 15, 2006
Time to fill up the car tonight.  I grabbed $40 and headed down to the nearest gas station. I usually buy the regular unleaded.  Gas is gas, right?  Plus, I read a lot about how the oil companies are sticking... Continue Reading
Posted at 11:31 PM | Permalink | Comments
Mar14
Authentic and Popular: That's the Goal For Sales Professionals
Dan Tudor March 14, 2006
It's the bell curve thing, according to Seth Godin.  He's talking about business and innovation and how something might start out "cool and quirky" but often goes over to the far right of the bell curve and caters only to... Continue Reading
Posted at 10:26 PM | Permalink | Comments
101 Ways to Suck At Sales: #5 Make It Compicated
Dan Tudor March 14, 2006
If you want to suck at sales, but do it with a little flare of academic superiority, then make your proposals and marketing materials really confusing. Pack as much information into one page as possible.  Include a lot of big... Continue Reading
Posted at 10:08 PM | Permalink | Comments
Steve Nails It
Dan Tudor March 14, 2006
Steve over at LoneWolfTracks has a great point to make when he talks about businesses who "hide" by not listing a phone number, mailing address, etc.  It's worth the read. The same holds true for sales.  Some sales reps I... Continue Reading
Posted at 9:58 PM | Permalink | Comments
I Want To Be a Manager
Dan Tudor March 14, 2006
Sales people who are good often say that.  "I want that sales manager job that just opened up."  (They are probably seeing all of the glory that is "Michael", the manager character on NBC's "The Office") They figure its got to... Continue Reading
Posted at 9:28 PM | Permalink | Comments
Mar11
Sales Leads Can Mean Big Business
Dan Tudor March 11, 2006
I'm writing for TopLeadGenerators now here at KMM, and I'm finding it really, really interesting.  For a lot of us, you can't "land the deal" until you get good, solid sales leads.  Make sure to visit the site often... Continue Reading
Posted at 10:28 PM | Permalink | Comments
Another View of My Proposal Comments
Dan Tudor March 11, 2006
Jonathan Hernandez (pictures to the left are from his blog, and they rotate...might be his son, might be his dog, might be him...) has a disagreement with my post on proposals earlier today. His comments, which take issue with me... Continue Reading
Posted at 9:25 PM | Permalink | Comments
When We Really Want It, We're Willing to Hunt For It
Dan Tudor March 11, 2006
Went to CompUSA yesterday.  Needed a new webcam and microphone for a new e-mail program I'm running (which is really cool and a good business opportunity!). I was determined to find one.  And, I was excited to find one. I... Continue Reading
Posted at 5:28 PM | Permalink | Comments
My Proposal Advice
Dan Tudor March 11, 2006
It's simple: Get to the point, which is price.  Anyone you're selling to want to know what the price is...don't make them search for it in the back of your proposal.  Lead with it.  Give your customer the information... Continue Reading
Posted at 5:21 PM | Permalink | Comments
Selling With Ads Just Got Fun
Dan Tudor March 11, 2006
Leave it to a starving college student in England to spice up the way we watch ads.  Cathi Kent talks about it today in her blog...check it out. The lesson for sales professionals: Your customers may not be tired... Continue Reading
Posted at 5:15 PM | Permalink | Comments
Customer Service and My Addiction to Fish Tacos
Dan Tudor March 11, 2006
I love fish tacos.  If you've never tried one, you're missing out.  If you've tried them and don't like them, then we're not going to get along too well.  My favorite restaurant near my home is Coconut Joe's in Bakersfield,... Continue Reading
Posted at 4:47 PM | Permalink | Comments
Go Ahead...Try It
Dan Tudor March 11, 2006
Isn't it easier to buy something when the person selling it to you will let you try it first?  For a week...30 days...whatever.  If you can't try it, don't you find it harder to buy?  Granted, it may only take... Continue Reading
Posted at 4:39 PM | Permalink | Comments
Mar10
We've All Seen Bad Sales Presentations on PowerPoint...
Dan Tudor March 10, 2006
...I still remember a presentation in Dallas I was a part of, done by a business associate.  It was beyond bad.  It was excrutiating.  Just writing about it now gives me a queezy feeling. Seth Godin says it might be... Continue Reading
Posted at 2:31 PM | Permalink | Comments
Flying to Your Next Sales Call
Dan Tudor March 10, 2006
Great summary of flight perks (and non-perks) for sales professionals who find themselves flying to sales appointments. Who's tops in perks?  Not one of the big boys...traveling to sell is hard enough, but now some are charging for medicore... Continue Reading
Posted at 10:01 AM | Permalink | Comments
Mar 9
Sometimes "Free" Is the Best Investment in New Customers
Dan Tudor March 9, 2006
Is it worth it to give free "stuff" from your company, your business, your website...whatever...to someone who might become a new customer? Seth Godin thinks so, based on a little experiment that Robin Benson did on big companies (most of... Continue Reading
Posted at 8:50 PM | Permalink | Comments
Powered-Up Powerpoint
Dan Tudor March 9, 2006
Sales professionals and PowerPoint presentations are two peas in a pod...they were made for each other. Here's a new browser based PowerPoint website called Thumbstacks that is really cool.  TechCrunch talked about it today in detail, and it's worth a... Continue Reading
Posted at 8:39 PM | Permalink | Comments
Price Matters, But....
Dan Tudor March 9, 2006
Seth Godin makes an argument today that price doesn't matter, at least not as a main reason for not doing business with you.  In some cases, I'd agree.  But price does matter. The real argument that I'd make, in response... Continue Reading
Posted at 1:27 PM | Permalink | Comments
Mar 8
So Much In Sales CAN Be Helped
Dan Tudor March 8, 2006
Can it be helped?  Really, now.  Think about it.  You told your customer that you couldn't help being late.  Of course you could.  You chose not to. You told your customer that you couldn't do anything more about the price. ... Continue Reading
Posted at 10:46 PM | Permalink | Comments
They Sell Wipes for Dogs?
Dan Tudor March 8, 2006
Went to Petco the other day to pick up our dog and cat that my wife had dropped off to have trimmed and bathed.  More on that in a second. As I was waiting for them to get done,... Continue Reading
Posted at 8:35 PM | Permalink | Comments
Armadillo Selling?
Dan Tudor March 8, 2006
Great post on "Armadillo Marketing"...that's a new one.  I think its an interesting idea to bounce around, courtesy of 6by7 Reports. So, it begs the question: What would "Armadillo Selling" be?  And, what would the results be? Interesting...... Continue Reading
Posted at 10:36 AM | Permalink | Comments
Manipulation or Effective Communicating?
Dan Tudor March 8, 2006
  Matthew Grant over at Purchase Realm here on the KMM network posed a question (OK, I'm being nice...he actually threw down the gauntlet) regarding sales technique. His perspective, from that as a purchasing director, was that sales people believe... Continue Reading
Posted at 12:11 AM | Permalink | Comments
Mar 7
Good Tip from Gitomer
Dan Tudor March 7, 2006
I love author Jeffrey Gitomer's work.  He has great advice for sales professionals.  His books are wonderful...you should read them. Here's some advice I received in my Inbox today from Gitomer.  It's about sales people and the "mission statement" that... Continue Reading
Posted at 10:18 AM | Permalink | Comments
Mar 6
New Version of Salesforce.com
Dan Tudor March 6, 2006
TechCrunch has a really interesting preview of some of the changes that are on tap for the popular sales support website, salesforce.com. If you aren't technically savy, it will sound a little intimidating.  But the thing I like about... Continue Reading
Posted at 11:10 PM | Permalink | Comments
Even The Ultrasound Technician Is Selling These Days...
Dan Tudor March 6, 2006
I'll try to make a really long story short (the long version involves my wife and I finding out that our first ultrasound at Doctor's Office A in which we were told we were having a girl was wrong according... Continue Reading
Posted at 9:25 PM | Permalink | Comments
Your Sales Personality
Dan Tudor March 6, 2006
I'm a fan of sales personality tests.  I always learn something about myself that I wasn't aware of before, it seems. Here's a new one, courtesy of personaldna.com.  It's free (all sales people love free stuff...)  You never know...you might learn... Continue Reading
Posted at 9:20 PM | Permalink | Comments
Do "Splinters" Hurt? That Depends...
Dan Tudor March 6, 2006
Seth Godin's post today about the myth of being "first to the market with something" as the key to winning that market has some good sales lessons you can take away from it.  Read his post once or twice... Continue Reading
Posted at 9:07 PM | Permalink | Comments
Trying to Buy a Cell Phone: Part II
Dan Tudor March 6, 2006
So, I went down the street to find another store.  Amazing thing about cell phone stores...there's one on every few blocks.  Sure enough, two blocks away, I found another Cingular store. I walked in, hoping for better service.  Stupid, stupid me...... Continue Reading
Posted at 8:50 PM | Permalink | Comments
Trying to Buy a Cell Phone: Part I
Dan Tudor March 6, 2006
I tried to buy a new cell phone for my wife today.  A pink one like this one in the picture to the right...I saw that they were having a sale on these for just $49.95.  I wanted to switch... Continue Reading
Posted at 8:41 PM | Permalink | Comments
Mar 5
Walmart Customer Service Helps Make the Sale
Dan Tudor March 5, 2006
Seems like Sunday is my "trip to Walmart" day.  This makes two Sundays in a row. I needed to get 25 bags of bark for our front yard flowerbeds. First, I went down the street to our little regional hardware... Continue Reading
Posted at 9:00 PM | Permalink | Comments
Mar 4
Journalism Lessons for Sales Professionals
Dan Tudor March 4, 2006
Who better to learn interviewing techniques from than journalists? (Maybe not from this TV news guy, but....) Here are some great tips for journalists from Leslie Rubinkowski at a really good blog for journalists. As you read her tips, think... Continue Reading
Posted at 9:56 PM | Permalink | Comments
The Regular Kind of Sales Rep
Dan Tudor March 4, 2006
When there is stress in someone's life, says Seth Godin, they gravitate to what's "regular" in their world.  The familiar.  The bland.  In sales, I think that means doing things the same old "regular" way that they their boss did... Continue Reading
Posted at 7:57 PM | Permalink | Comments
We Had a Huge Yard Sale Today
Dan Tudor March 4, 2006
OK, maybe it wasn't this big, but it was big for us.  We usually do this every spring.  It's good to get space in the garage again to do the little things (like park the cars in it). There... Continue Reading
Posted at 5:00 PM | Permalink | Comments
Seth Speaks!
Dan Tudor March 4, 2006
If you read my posts, you know I'm a big fan of author Seth Godin and what he has to say about marketing, the Internet, and the way business gets done in the new millenium. Thanks to the DogBalls Blog,... Continue Reading
Posted at 4:40 PM | Permalink | Comments
Mar 3
"Can't" or "Try"?
Dan Tudor March 3, 2006
We've got dueling theories on telling customers that you'll "try" to do something vs. telling them that you "can't" do something. Seth Godin says "try" is what the customer wants anyway, and that they'll be fine with everything as long... Continue Reading
Posted at 11:48 AM | Permalink | Comments
Squidoo for Sales Pros
Dan Tudor March 3, 2006
Seth Godin talks about Squidoo today, a neat site that let's anyone create a "lens" (go to the site if you want to know exactly what that is) and build themselves as an expert.  You can even make money at... Continue Reading
Posted at 11:35 AM | Permalink | Comments
When NOT to Sell: Part 2
Dan Tudor March 3, 2006
A response to Part 1 of my rant on "When NOT to Sell."  The result of this invasive selling attempt by BofA: They wasted my time. They insulted my intelligence They tried to trick me into pressing 1. So, you... Continue Reading
Posted at 11:13 AM | Permalink | Comments
When NOT to Sell: Part 1
Dan Tudor March 3, 2006
I opened a new personal bank account at Bank of America.  The other day, I got my new ATM check card in the mail, and got around to calling the toll free number to activate it yesterday. Typical touch-phone entry... Continue Reading
Posted at 11:00 AM | Permalink | Comments
Mar 2
Selling What You Say
Dan Tudor March 2, 2006
How cool is this! Ether just launched, and it's concept is fascinating to me.  Think of it as an eBay for selling your ideas, advice and services.  You really need to read more about it at TechCrunch to get... Continue Reading
Posted at 4:10 PM | Permalink | Comments
Want To Land More Deals?
Dan Tudor March 2, 2006
...well, there's one way not to do it.  Indifference, bad attitudes, and not appreciating your customer base is commonplace today. How do you land more deals?  Provide a good customer experience, deliver on what you promise and out-perform a... Continue Reading
Posted at 2:59 PM | Permalink | Comments
And Just In Case You're Tempted to Give In to Negative Attitudes...
Dan Tudor March 2, 2006
...here are some amazing quotes from some well known "experts" with "negative outlooks" on life and their respective professions.  See if those negative attitudes turned out to be true by clicking on the link above. My point from the previous post... Continue Reading
Posted at 12:13 PM | Permalink | Comments
Staying Positive and Motivated
Dan Tudor March 2, 2006
Seems like the longer people stay in sales careers, the less likely they are to keep reading motivational material and keeping themselves positive.  But CoreCharacter's author John Gratton points out the importance for all of us in business - especially... Continue Reading
Posted at 10:59 AM | Permalink | Comments
Overcoming a Sales Slump
Dan Tudor March 2, 2006
Find yourself in a sales slump?  Work slump?  Author Michael Masterson has a good 3-step process for breaking out of that slump: 1. Rate each of your daily tasks as low-, middle-, or high-energy. The results will usually reflect... Continue Reading
Posted at 10:00 AM | Permalink | Comments
Mar 1
Is This Any Way to Sell Auto Insurance?
Dan Tudor