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| | THE SALES HUNTER
MAY 20, 2013 4 Reasons Why Mondays Matter to Salespeople
'First reason is how you start Monday is a good indicator as to how the entire week is going to go. If you allow Monday to slide by and not make it productive, then most likely you’re going to let the entire week slide by. Second reason is Mondays are the best day of the week to firm up appointments for the week. Fourth reason is it’s 20% of the workweek.
| | JONATHAN FARRINGTON'S BLOG
MAY 20, 2013 What Will Distinguish The Top Sales Professionals of Tomorrow?
'It is common knowledge that even today in most industries, a very high percentage of training budgets are spent on “product knowledge” workshops and training sessions. This is understandable to a degree, particularly in the more technical sectors, but what about all the other types of “knowledge”? That statement is guaranteed to produce a lot of blank faces, and considerable head scratching!
| | SALES TRAINING CONNECTION
MAY 20, 2013 Professional service sales – leveraging the power of the team
'Sales teams in professional service firms. Team selling does not guarantee sales success. As a matter of fact, teams are frequently misused and ineffective. On the other hand, some organizations have cracked the code and consistently leverage the power of team selling. This can be a particularly important competitive advantage in the professional service sale. 2013 Sales Horizons, LLC.
| | SCORE MORE SALES
MAY 21, 2013 The Power of Trust in B2B Selling
'Recently I posted about how leaving well-crafted voice mail messages for a prospective customer can be a way to build trust with someone who does not know you yet. This post elicited comments by a number of people including one of the world’s top thought leaders on trust-based selling, (and trust in business relationships), Charles Green. Charles H. And, of course, listen. ”).
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- Leadership and Teamwork – Pull the Oars …
'Leadership and Teamwork – Pull the Oars … Count the Beats. Another guest blog today, from Patti Grimm. Great message on working together for everyone’s benefit. Analogies and stories are powerful ways to communicate a message which people remember. A lot of business writers, professors and business consultants use a number of different analogies to illustrate the value and power of working in High Performance Teams in order to deliver sustainable business results. The challenge with these analogies is people can be a massive or passive rider on a bus. Leadership Management MORE >>
THE SALES HUNTER Can You Handle a Short Sales Cycle?
| THURSDAY, MAY 23, 2013
'Every salesperson would like to think they can handle and would relish in a short sales-cycle, but here’s the problem — most salespeople can’t handle it. The sales cycle is shortening because of one thing, and that is the amount of information available on the internet. What this means is prospecting does not have the same merit for customers as it used to. Before the internet became as big it is today, customers would have to engage with a salesperson to find out information, regardless of where they were in the buying cycle. ” Sales Motivation Blog. MORE >>
STEVEN ROSEN The Power of Handwritten Recognition
| MONDAY, MAY 20, 2013
'The best way to recognize great performance is by sending a hand written motivational card. believe there are two things that motivate most sales reps. Is the ability to do the job they paid to and. Being recognized for a job well done. With email and text messages it is very easy to bang off a quick note. Personalized Personalized hand written notes are a rarity? If you want to differentiate yourself as a manager hand writing personalized recognition cards is very motivating. If you want to be a STAR sales manager make sure you have a variety of motivational cards at your disposal. MORE >>
BUYER INSIGHTS 9 New Ways To Nudge Your Customer To Buy
| THURSDAY, MAY 23, 2013
'More information is simply not enough to get the buyer to across the line - we all know that. If it was then we would write longer proposals and provide more detailed product sheets. In this insight we will use the latest buyer psychology to examine how to nudge the buyer towards a decision. Buyer Psychology Featured Buying Process Nudge Nurturing risk Short Term Benefits Social Comparison Solution Selling Using Psychology To Sell MORE >>
SALES BENCHMARK INDEX How to Give Your Marketing Team that 2nd Chance to Win
| SUNDAY, MAY 19, 2013
'You’re investing all that money in getting someone to your site then they leave. They often continue to a competitor site and buy later on. How can you bring them back for a second chance at converting? Retargeting gives you a second or third chance. Retargeting tracks people who visit your site. It then displays your ads in front of them as they visit other sites. Why should the CMO or VP of Marketing care about retargeting? You’re the one who explains why marketing is not supplying enough leads to sales. Be sure your team is not ignoring retargeting as a potential lead source. Another 9.9 MORE >>
- “New Age” Selling Requires “New Age” Management JONATHAN FARRINGTON'S BLOG | THURSDAY, MAY 23, 2013
- Are You a Pricing Coward? THE SALES HUNTER | TUESDAY, MAY 21, 2013
- Inside Sales Power Tip 114 – Build Trust SCORE MORE SALES | MONDAY, MAY 20, 2013
- Is The Next Generation in Sales Stewardship? INCREASE SALES | MONDAY, MAY 20, 2013
- Digital Marketing: How to craft a value proposition in 5 simple steps B2B LEAD BLOG | MONDAY, MAY 20, 2013
- Sales simulations – they’re better than ever! SALES TRAINING CONNECTION | WEDNESDAY, MAY 22, 2013
- Round Your Price Up, Not Down THE SALES HUNTER | TUESDAY, MAY 21, 2013
- There is an Upside to the Down JONATHAN FARRINGTON'S BLOG | WEDNESDAY, MAY 22, 2013
- The Power of Three INCREASE SALES | SUNDAY, MAY 19, 2013
- Three Imperatives for Revenue Growth THE SALES BLOG | SATURDAY, MAY 18, 2013
- Everyone Can Sell. Not Really. Top 10 Reasons Why Not UNDERSTANDING THE SALES FORCE | WEDNESDAY, MAY 22, 2013
- A Few Things You Need to Understand About Negotiation JONATHAN FARRINGTON'S BLOG | WEDNESDAY, MAY 22, 2013
- Breaking Through to CEOs and the C-Suite Part 3 By Stu Heinecke INCREASE SALES | WEDNESDAY, MAY 22, 2013
- 50% Of Sales Forecasts Are Undermined By Missing Information BUYER INSIGHTS | MONDAY, MAY 20, 2013
- Pitch Product, Pitch Price, Pitch Proposal What’s the Matter with My Selling? INCREASE SALES | MONDAY, MAY 20, 2013
- Managers Don’t Know What Their People Are Doing KEITH ROSEN'S PROFITBUILDERS BLOG | SATURDAY, MAY 18, 2013
- Episode 16 – Reaching Decision Makers with Marhnelle and David Hibbard THE SALES BLOG | SATURDAY, MAY 18, 2013
- Small Business Owners Are You Sabotaging Your Sales Goals and Business Growth? INCREASE SALES | THURSDAY, MAY 23, 2013
- SearchLove Boston Recap BUYER ZONE'S LEAD GENERATION BLOG | THURSDAY, MAY 23, 2013
- The Number 1 Strategy Social Media Gurus Use To Win Business IAN BRODIE | FRIDAY, MAY 24, 2013
- Why Companies Fail at Generating Social Media ROI SOCIAL MEDIA AND SALES STRATEGY | MONDAY, MAY 20, 2013
- Are You a Content Thief and Don’t Know It? VERTICAL RESPONSE MARKETING BLOG | MONDAY, MAY 20, 2013
- Cold Calling for Introverts: Words to Avoid THE SCIENCE AND ART OF SELLING | TUESDAY, MAY 21, 2013
- 5 Fascinating TED Talks Every Inside Sales Leader Must Watch THE SALES INSIDER | WEDNESDAY, MAY 22, 2013
- Success Saturdays – Failure Sucks, So Let’s Stop Bull S g Ourselves A SALES GUY | SATURDAY, MAY 18, 2013
- How to Get 58% of Your Revenue Via LinkedIn Groups JILL KONRATH'S FRESH SALES STRATEGIES BLOG | MONDAY, MAY 20, 2013
- Is Anything Ever Accomplished By A Pessimist? BOB BURG'S BLOG | TUESDAY, MAY 21, 2013
- The 5 Key Components of a Healthy Sales Organization — No, It’s Not The Pipeline [Note to CEO's and VP Sales] A SALES GUY | MONDAY, MAY 20, 2013
- 4 Company Culture “Must Haves” to Create a Great Sales Process THE PIPELINE | FRIDAY, MAY 24, 2013
- Sales Pipeline in Percentages Redefined SELL MORE AND WORK LESS | FRIDAY, MAY 24, 2013
- [Video] The Art of Enrollment KEITH ROSEN'S PROFITBUILDERS BLOG | THURSDAY, MAY 23, 2013
- The Truth About 50+ Year Old Salespeople HEAVYHITTER SALES | SATURDAY, MAY 18, 2013
- You Do It Now – They Can Talk Later – Sales eXchange 201 THE PIPELINE | MONDAY, MAY 20, 2013
- Happiness, Busy-ness and Laziness CHANGING MINDS | SATURDAY, MAY 18, 2013
- 5 Social Selling Tactics to Find Your Next Sales Job SALES BENCHMARK INDEX | WEDNESDAY, MAY 22, 2013
- Prevent ‘A’ Player Turnover SALES BENCHMARK INDEX | SATURDAY, MAY 18, 2013
- Friday Sales Leadership and Your Leadership Peer Group THE SALES HUNTER | FRIDAY, MAY 24, 2013
- Is It Time to Get Real About Social Selling? JONATHAN FARRINGTON'S BLOG | TUESDAY, MAY 21, 2013
- Buy or Build? How Your Customers Decide SALES BENCHMARK INDEX | MONDAY, MAY 20, 2013
- Invesp: “Lies, damned lies, and statistics” JONATHAN FARRINGTON'S BLOG | SATURDAY, MAY 25, 2013
- Read Your CSO's Mind and Increase Sales Ops Value SALES BENCHMARK INDEX | TUESDAY, MAY 21, 2013
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