Sat.Mar 24, 2012 - Fri.Mar 30, 2012

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15 Questions Your Prospect Wants Answered

The Sales Heretic

When it comes to making a buying decision, prospects have a lot on their minds. Whether they’re consumers or business buyers, they have a lot of fears, concerns and doubts. And as long as those uncertainties remain unresolved, they’re going to be hesitant to buy. The challenge is, prospects don’t always voice their fears and doubts. [.].

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3 Great Ways To Help The Sales Team Deal With Change

MTD Sales Training

Some people do not accept change very easily, especially when it means more work and effort. However, change is inevitable, and under good, forward-looking management, it is usually a good thing. Below are three tips to help you take some of the sting out of introducing positive change to the sales team. #1 – More Money [.

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Executive Coaching Can Bring You BIG Results!

Steven Rosen

In 2004 the Harvard Business Review, reported that Executive Coaching is a $1 billion industry. In certain countries as much as 88% of Companies use coaching. A few years later, it seems that it’s not slowing down any time soon. So what’s driving this growth? Results. Plain and simple. The case for executive coaching is that it’s working.

Coaching 280
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Let Me Know Who You Are: 3 Sales Tips to Connect

No More Cold Calling

T echnology is helpful, but the personal delivers. Here’s how not to use LinkedIn for your business-development. LinkedIn is a terrific sales tool. We learn about a prospect’s current business, where they used to work, where they went to school, their interests, travels, and how we’re connected. Leverage Your Business Development. LinkedIn is one way to connect, and selling is about connections.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Sales People And The Law of Consistency

Bernadette McClelland

'Sales People And The Law of Consistency. As mentioned, the law of consistency states that the strongest force in the human personality is the need to remain consistent with how we define ourselves. It doesn’t matter what mask we put on to the outside world, it will never be our true identity until we believe it. Until we embody it so that it becomes part of us on all levels seamlessly and effortlessly.

B2B 239

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Executive Coaching Pumps you Up!

Steven Rosen

Sales leaders need to remember that they too, must regularly upgrade their leadership skills. There are two critical areas that will help you pump up your leadership quotient. The most effective ways are by networking with a peer who faces similar challenges and utilising an executive coach. As a former sales executive I always understood the importance of investing in my own development and the advantages of networking, and yet I always found myself too busy to do either.

Coaching 278
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Why Networking is Not Prospecting

The Sales Hunter

People love to tell me how they don’t need to prospect , because they already network, and that’s enough, in their opinion. Sure sounds good, doesn’t it? In reality, I’ve watched so many salespeople employ such a strategy, only to end up failing miserably. We all network to one degree or another. I meet a lot of people who I think the world of and with whom I enjoy spending time.

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Voice Mail Disputed!

The Pipeline

“Don’t care what they say about me, as long as the spell my name right” Unknown celebrity. I am not sure who the quote above is attributable to, but I have adopted a 21st century version of it for my blog an writings in general: “I don’t care who borrows, posts or uses things I write, as long as they get my link right” For the most part this has led to some good discussion, a lot of learning for me, and if I take them at their word, has helped some sales peopl

Call-back 227
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3 Essential Tips For Providing Great Customer Service

MTD Sales Training

Providing unparalleled customer service, and after the-sale service, in today’s marketplace, is essential in maintaining customer loyalty. Today’s modern and educated buyer demands more for less, and is always aware of alternative options, including alternative vendors and competitive offers. Check it Out Following are three mission critical points for providing good customer service.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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What is Executive Coaching?

Steven Rosen

The new trend in executive development is coaching. Why? “ Executive Coaching is the fastest growing phenomenon today” So what is Executive Coaching? Executive coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Executive coaches lead their clients towards the fulfillment of specific professional goals.

Coaching 271
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5 ways to keep cut-rate competitors from stealing customers

Sales and Marketing Management

Few things frustrate salespeople more than competitors offering your current clients similar products or services at dramatically reduced prices. Sales coach Colleen Francis (engageselling.com) offers these five steps to close business without taking a huge bath on profits. Learn from history. Show your salespeople that prospects who only buy on price are not the best customers for your business because, in the long-term, they are not profitable customers.

Customer 197
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Change If You Can – Sales eXchange – 142

The Pipeline

“If you think you can do a thing or think you can’t do a thing, you’re right.”. Henry Ford. Had the opportunity to speak to two senior people in opposite ends of related market sector, one on the design and production end, the other in the sales/distribution end, not the same product line, but related. While both had similar outlook for the economy in the remainder of 2012, and into 2013.

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Can You Change The Price Only Prospect Into A Good Loyal Client?

MTD Sales Training

In a recent post, “4 Powerful Reasons To Walk Away From The Price ONLY Prospect,” I detailed how and why you need to walk away from that POP (Price Only Prospect). That is the prospect who cares nothing about service, value, or even reputation and is only concerned with, “How much?” Even if you give [.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Hiring Sales People? How Important is Experience?

Anthony Cole Training

Here is a segment from a recent article in on - line Forbes written by Ron Ashkenas of Schaffer Consulting. Surprisingly, one of the reasons that Dowling cites for NS-LIJ’s success is the fact that traditional “experience” is not a pre-condition for hiring new managers. In fact, in many cases it’s a liability. Dowling explains: “We’re in an industry that needs to change and re-examine almost every facet of how we do business.

Hiring 195
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Q: Who wants to write a book? A: Everyone!

Jeffrey Gitomer

Tweet At every seminar I give, I ask my audience, “How many of you would like to write a book?” The majority of the audience raises their hand. And I follow on by stating, “Keep your hand up if you already have the first chapter written.” Almost every hand goes down. One or two hands out of a thousand will remain up. Seems as though there’s a big difference between wanting and doing.

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The Process of Change

The Pipeline

On Monday, I posted a piece about how one company is gaining advantage over another through change. But change for people, yes buyers are people, is a very personal and internal process. This video looks at how to leverage that fact to achieve ongoing improvement and evolution of your selling. [link]. Next Step. Inventory your sales skills. Look at which could deliver specific change in your sales approach.

ACT 226
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Lead Generation: Whose Job Is It, Anyway?

The Sales Hunter

It’s Guest Post Monday, and speaker and author Joanne S. Black looks at a common misconception out there about lead generation. “Salespeople should not generate their own leads.” That’s what more than one marketing executive told me at a recent sales and marketing event. (Seriously?). But it gets worse. Then these marketing people said that salespeople are terrible at lead gen.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Building the B2B Customer Reference Community – Event

Score More Sales

In my years in selling in the corporate world, I tended to run into a consistent issue – big clients would rarely, if ever, allow me (or the company I worked for) to be quoted publicly that they were our client. One time, I nearly lost a multi-million dollar contract with a very big airplane manufacturer because some low-level person in our company DID get quoted in a newspaper about the business relationship.

B2B 169
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Clicks that clank

Sales and Marketing Management

There are hundreds of possible inbound marketing metrics to choose from, and almost all of them measure something of some kind of value. These include SEO rankings, inbound links, articles published, content downloads, reach (e.g. Twitter followers, Facebook fans, LinkedIn followers, blog subscribers), comments, retweets, Likes, shares, clicks, traffic, leads…and so many more.

Lead Rank 168
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Attend My Upcoming Seminar In London, Ontario, CA

Jeffrey Gitomer

Tweet Will you be in town to make it to my next upcoming event? You won’t want to miss these: To learn more about the events and to RSVP, click here.

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The Best Way to Sales Prospect with Voicemail

The Sales Hunter

Yes, you can prospect using voicemail. Don’t think for a moment, though, that you’re going to be successful if your voicemail message is nothing more than a lame commercial about how wonderful you are. First thing to keep in mind is the message you leave is most likely not going to be returned. But don’t let that be a reason why you should not leave a voicemail message.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Ten Minus Seven Do's For Successful Selling

Anthony Cole Training

Here are my 10 'do's for successful selling: Do have lots of non-negotiable personal goals. Do have a plan to achieve those goals. Do inspect your activity and progress towards those goals. Do share your goals with someone that loves and cares about you. Do the sales work required to generate the sales required by your goals. Track your activities and the conversion of one step to the next.

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Are you juggling Sales 2.0 reps with a Sales 1.0 system?

MTD Sales Training

Recently, Sean was asked to contribute to a webinar on the topic of outdated CRM systems in the modern selling world of today, for leading online business publication MyCustomer.com. MyCustomer.com is produced specifically for customer relationship managers and other customer management professionals across the UK, and Sean was invited to attend the webinar to discuss [.

System 149
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E-mail marketing tips from a recruitment guru

Sales and Marketing Management

E-mail is a quick and efficient way to reach a lot of prospects in a short amount of time. Dougles Chan is a recruitment and retention guru (dougleschan.com) who uses electronic platforms to maximize his recruitment business.

Marketing 136
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Strategic Questions? Why You Better Get Some.

The Sales Hunter

If you don’t understand the power of strategic questioning, you are missing out on a vital tool in high-profit selling. Building long-term relationships with customers and prospects requires that you ask strategic questions. Strategic questions are those where the answers are not always clear cut. You want to get the other person thinking and talking.

Industry 174
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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Experts Weigh in on Sales Influence

Score More Sales

Yesterday I moderated a very interesting discussion on what a B2B company needs in order to create an environment that can help develop sales influence among the ranks. Hear the Focus roundtable audio with sales experts Jill Konrath , Jonathan Farrington , and Greg Alexander discussing their views. Weigh in on the topic through a comment on the blog or on the Focus event page.

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Find Your Own Joy – Friday’s Editorial

Increase Sales

Find your own joy! These powerful and wise words were shared just yesterday with me from a millennial (generation Y) executive coaching client. She is managing a team where there is huge resistance to change, where the culture has rewarded inefficiency for several decades. Her frustration is very high with her team and others within her department as to their ongoing inability to find their own joy.

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Selling value – everybody is doing it!

Sales Training Connection

Selling value. When I started in the sales training industry about 25 years ago, I had the good fortune to start with a great company and work with a really smart guy. At the time we were selling sales training programs that helped our clients do a better job selling value in major accounts. The programs were well received worldwide because they were based on solid research.