Sat.Mar 31, 2012 - Fri.Apr 06, 2012

article thumbnail

“Stick Out Your Tongue And Say Ahh…” To Build Sales Value

MTD Sales Training

You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too swiftly. The Instant Response Of course, some products and services require light-speed responses, but selling most products and services today, requires [.

Course 290
article thumbnail

Don’t Turn That Prospect In To A Client – Sales eXchange – 143

The Pipeline

Labels matter, they drive attitudes, and attitudes drive action, and sales is all about action and execution. How you label an opportunity will dictate your actions, results, and success. This presents a bit of challenge for sales people, they regularly label opportunities, usually to reflect where they are in the cycle, and to help them determine which actions need to be executed to move the sale forward to a very awkwardly labelled the sale, the “close” While it is easy to unders

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

What is the meaning of WOW?

Jeffrey Gitomer

Tweet What is WOW? Maybe the easiest way to describe it is: Who WOW’ed you? If you can recall that story – and recall how many times you re-told it – you’re on your way to understanding the process of WOW. Here are the elements that can set the stage for WOW in your business: Everyone is friendly. It seems too simple to just say, “Everyone needs to be friendly.

Hotels 263
article thumbnail

Getting Sales and Marketing to Work Together

Sales and Marketing Management

Marketers have an enormous arsenal of media outlets at their disposal, and there seems to be an infinite number of experts who postulate that one is more effective than the next. While some bet on the $2.7 million TV spot during the Super Bowl, others spend a fraction of that amount to create a one-minute capsule named “Will It Blend?” and post it on YouTube to be watched by over 50 million viewers.

Marketing 224
article thumbnail

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

article thumbnail

One Great Sales Close

MTD Sales Training

Following is one powerfully effective sales close that I am finding is quickly becoming a favourite among many sales people. The three main reasons I like this sales close is… 1. It is simple 2. It HELPS the prospect sort out the issues and see things clearly 3. It HELPS the sales person find the [.

Closing 277

More Trending

article thumbnail

Prospecting Sales Leads: Quantity vs. Quality?

The Sales Hunter

Where are you getting your prospecting sales leads? And are you concerned about quantity or quality? Too many salespeople seem to believe in simply getting as many leads as possible. This might be true if you sell a low-cost, frequently-purchased good or service. The reality is most salespeople do not sell in this arena. I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity.

Lead Rank 225
article thumbnail

Are Women in Sales Less Trainable?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Before I get into trouble for the title of this blog, let me 1.) explain from where it comes and 2.) direct you to another of my articles where I wrote that women make better salespeople than men. Objective Management Group recently evaluated a sales force of 24 women. While working on the analysis, one member of our staff remarked that it seemed that "women were far less trainable than men".

Hiring 207
article thumbnail

3 Great Tips To Cultivate Trade Show Leads

MTD Sales Training

The prospect stops by your booth. You make a connection and engage in a productive conversation, discussing possible interests and developing some rapport. Then a few days, a week or more later, you call the prospect back, only to find that the situation is the equivalent of a cold call. If you have ever returned [.

article thumbnail

Sales Lessons and Pillow Talk

Score More Sales

“Prospective Customers Don’t Always Know What They Need” For a long time, I used a contour bed pillow and thought it was great. It solved an issue of being more comfortable for my head and neck. The problem over time though became that I could never flip it over, like a standard pillow. I couldn’t fluff it. The funny thing was that I didn’t know I wanted to flip it over.

Lead Rank 190
article thumbnail

Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

article thumbnail

10 Sales Prospecting Quotes to Boost Your Sales Motivation

The Sales Hunter

Sales prospecting is where the salesperson makes their money. Anyone can fulfill orders from customers who call. Yes, we love business like that, but our focus as a salesperson needs to be on generating sales and profit from customers who would not have found us otherwise. Here are 10 quotes of mine I use when I’m working with salespeople and companies on sales prospecting: Until you contact the customer, you haven’t done anything.

article thumbnail

A Different Look at Sales Compensation

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The pros and cons of both commission-based sales positions and salaried positions have been well-documented, so we won't be discussing that in this article. Let's talk about something other than questioning which compensation plan is best for your company and its salespeople. Suppose you're eyeing a new gadget; however, this must-have toy will set you back $5,000.

article thumbnail

A Powerful Way To Handle The Spouse Objection

MTD Sales Training

“Well, everything looks good. But I just have to ask my wife about this…” “Yes, it is a great offer, but I always discuss things like this with my husband first…” Is It an Objection, a Stall or a Condition? We are all familiar with the spouse objection, and before I give you a great [.

article thumbnail

3 Things Inside Sales People Must Stop Doing Today – Contest

Score More Sales

As a seller, there are things that you should not do and then there are major irritants that turn someone far away from you. In sales we know how to push the envelope a bit – how to be bold and how to find ways to stand out. But within all this creativity happening to get your buyer’s attention, there are still some very basic tenets of business building that you must pay attention to.

article thumbnail

The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

article thumbnail

The Power of Silence in Securing Higher Profits

The Sales Hunter

If I told you that you may be sabotaging your sales numbers by talking too much, would you believe me? I have met so many salespeople who think the only way to control the sales process is to dump an extraordinary amount of so-called wisdom on the customer. I would even have put myself in that category at one point — I thought I had all the answers to the customer’s dilemma, and I was more than willing to share everything I knew.

Discount 197
article thumbnail

Another Sales Assessment Takes on OMG - What Does it Reveal?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Today we have another rare opportunity to compare a personality assessment masquerading as a sales assessment to OMG's sales specific assessment. A candidate took the test that the recruiter was familiar with - Sales Achievement Predictor (SalesAP) - while the client asked the candidate to take OMG's assessment.

Hiring 184
article thumbnail

Start with 'no', then get on with yes to sales success

Anthony Cole Training

I am terrible with keeping up with other blogs. There are 3, that when I read them, I really enjoy and benefit from; Dave Kurlan - The sales assessment expert. Seth Godin - The purple cow autho r. Bill Ecstrom - The data and sales management piller guru. Here is Seth's recent post: The coalition of "NO". There are a million reasons to say no, but few reasons to stand up and say yes.

Benefit 168
article thumbnail

Discussion Continues on B2B Sales Influencers

Score More Sales

image courtesy of Extole. With the amazing discussion we had on the first virtual roundtable on Sales Influencers, I’ll be moderating a second roundtable on Thursday, April 12 at 1PM Pacific / 4PM Eastern. We will build on the previous discussion as we hear from influencers Colleen Francis of Engage Selling , Anthony Iannarino of The Sales Blog , and Kelley Robertson of Robertson Training Group.

article thumbnail

Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

article thumbnail

9 Sales Prospecting Tools and Tips that Make a Difference

The Sales Hunter

“What are the sales prospecting tools you use?” I get asked this question a lot. Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. The telephone is the #1 tool. Networking is not prospecting. Schedule time each day/week to prospect. Use multiple tools and targeted message.

Tools 195
article thumbnail

Can Too Many Opportunities be a Bad Thing for Salespeople?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Very few people have a surplus of important things. Can you imagine: Too many cars (could be a problem for a dealer but not for most consumers). Too many outfits. Too many golf clubs (don't forget the limit). Too many computers. Too many television sets in the house. Too many shoes. Too many baseball cards (we used to trade the "doubles").

article thumbnail

Get Personal – Southwest

No More Cold Calling

You’d be surprised how a small thing, like a birthday card, can make a difference in a business relationship. I love Southwest Airlines. I actually believe that this big airline cares about me. I recently had a birthday (no tears, I’m glad about it!). Life is high touch. Southwest understands this. (I appreciate a hand-written card. I believe in the thank you note.

Airlines 149
article thumbnail

How Marketing Strategy Goes From Good, to Bad, to Ugly in 24 hours

Increase Sales

Marketing strategy can begin very well such as great headline be it on a website, a printed advertisement, a 10 second elevator pitch or even an email subject line. Then what was initially a good marketing strategy can very quickly turn bad and ultimately can become very ugly. The Good to Bad to Ugly happens every day of the week because the majority of sales people as well as marketing firms are 100% clueless about the purpose of marketing along with the goals.

Strategy 169
article thumbnail

Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

article thumbnail

Sales Prospecting Plan — Does Yours Work?

The Sales Hunter

How is your sales prospecting plan working for you? The definition of insanity is continuing to do the same thing over and over and expecting different results. Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are a series of questions you can ask yourself regarding your sales prospecting plan to help you gauge how effective it is and what areas you may want to change. 1.

article thumbnail

Can Too Many Opportunities be a Negative for Salespeople?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Very few people have a surplus of important things. Imagine these: Too many cars (could be a problem for a dealer but not for most consumers). Too many outfits. Too many golf clubs (don't forget the limit). Too many computers. Too many television sets. Too many shoes. Too many baseball cards (we used to trade the "doubles").

article thumbnail

“Enchantment” by Guy Kawasaki

Pointclear

I am an avid reader, but I have to admit to reading more novels than non-fiction. However, there was something about the description of Guy Kawasaki’s book, Enchantment that intrigued me. So, I ordered it and read it in just a couple of sittings. I liked the book because it is well written, enlightening, personal and has an intimacy I find missing in many business books.

Airlines 145
article thumbnail

The Medicine for Increase Sales – Friday’s Editorial

Increase Sales

The medicine abounds to increase sales. From the little pills of blogs to the intravenous medications of intense sales training to the therapy treatment offered by sales coaches, there appears to be plenty of sick sales people and sales ill organizations not to mention desperate business leadership. Credit www.sxc.hu. Some in sales management and sales leadership appear to view all this medicine as a means to get immortality in sales, to become immune from the ups and downs within the business

article thumbnail

Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

article thumbnail

Sales Prospecting: Proven Time-Tested Secrets that Work

The Sales Hunter

Most salespeople agree that sales prospecting is necessary. Not all, though, know how to do it effectively. However, these are skills that you can master! And the results will show up in your profits. I’m offering a FREE webinar on proven time-tested sales prospecting secrets that work! These are not “theories” or simply ideas, but rather specific techniques you can start using that will help you succeed in your prospecting efforts.

article thumbnail

Product Review - March

Sales and Marketing Management

The generation of workers that proudly wore the sort of years-of-service pins that companies ordered by the gross has either retired or is about to. That’s not to say that younger workers aren’t proud of their companies and the things they achieve on the job. It’s just that they feel grown up and they’d like their recognition or rewards to reflect as much.

Company 120
article thumbnail

5 Reasons We Fail

A Sales Guy

This mornings Keynote at the Sales 2.0 Conference was by Jeff Hayzlett. Jeff is a dynamic, ball of energy on stage. He’s a killer presenter. He had me laughing through the entire thing. In his presentation Jeff talked about why we fail. I thought it was powerful because failure is what we all spend everyday trying to avoid. Knowing why we fail allows us to avoid the barriers and then we can hit change head on.