Top 10 Blog Posts for the Week of October 23, 2011

1. Dan Waldschmidt, "Cheap Crap Isn't Value": Value is redefined for us. In age where value is often equated with discounts, deals, and low prices, Dan shows us that it is something more. And, as salespeople, we can't offer value just by selling our stuff at insanely low prices.
2. Molly Cantrell-Kraig, "The Power of an Apology": Saying your sorry can alter the dynamic of a relationship. Our tendency is to want to defend ourselves when we make a mistake but, if we are humble enought to simply apologize, we can have a much greater influence on the person we have wronged.
3. Don Perkins, "What the Best Salespeople Have that Others Don't": Interesting insight. Don highlights the difference between "persistence of effort" and "persistence of purpose." What kind of persistence do you have? How is it working out for you?
4. Cara Celli, "Funnel Vision": A nice primer on the sales cycle with a little passion and engagement thrown in for good measure.
5. Carrie Wilkerson, "Marketing Lessons from the Pumpkin Patch": Free is the marketing. Carrie describes how the pumpkin patch she attends has free admission and is attended by thousands. They make their money from the concessions and vendors, by getting people to stay longer. Translation: the longer you can keep you customer interested (content marketing), the more they will spend.
6. Kenny Rose, "12 Most Crucial Steps to 'Stop Marketing--Start Loving'": Customers are sick of being marketed to. They want to be shown interest in. They will buy from you when they buy into you. "Me" advertising goes in one ear and out the other these days. You've got to show your customers you love them.
7. Bruce Sallan, "The Secret Sauce of Making Your Facebook Page Mmmm Mmmm Good": Fantastic ideas for planning your Facebook page. Most businesses with FB pages just post periodic articles. Bruce highlights ways to make the page an interesting of hub of engagement.
8. Sean McPheat, "10 Important Tips On Your Professional Appearance": Yes, posts about attitude and self-improvement are more inspiring to read, but let's face it. Every now and then, we need to get down to the nitty-gritty. Sean gives us several tips on how to clean up and look presentable before going in front of an important client. No matter how confident and competent we are, if we have spinach in our teeth or inch-long nose hair, we aren't likely to get the deal!
9. Kelley Robertson, "6 Ways to Impress a Prospect": That's what it's all about, really, isn't it--impressing the prospect? We want to WOW them--to remove all doubts that we are the provider they should go with. Kelley gives us some timely tips on how to blow them away.
10. Bob Burg, "Focus Only On What You Can Influence": Bob tells the story of a man who pulled himself out of bankruptcy to become a great success. How did he do it? By focusing on what he could do to help his situation rather than on what he couldn't do. Oftentimes, we get bogged down with what has happened with us. Successful people will focus more intently on what they are going to do next.

Also, a reminder for all in the sales world: Jonathan Farrington's 2011 Top Sales and Marketing Awards will take place on December 15th. Polls will be open November 18-December 9. Be sure to vote for and promote your favorite sales superstars. This is an exciting event for sales-geeks like me! Check out the Top Sales and Marketing Awards website for more info!