Wed.Mar 28, 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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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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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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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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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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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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Raise More Questions than Answers by Andy Ferguson

Increase Sales

Lately, I’ve been helping quite a few people set up businesses, raise funding and get ideas off the ground. One question that I continued to find myself asking was “what is this business for?” That got me thinking “what IS business FOR ?” And of course, the answer to that will depend on your view point when you interact with a particular business.

Facebook 121
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How To Fire A Salesperson Without Creating A Stink

A Sales Guy

There is nothing more critical than being able to hire and fire as a sales leader. Building teams is all about hiring, coaching and unfortunately, sometimes firing. Firing is the most uncomfortable of the 3. Firing is hard. I’ve seen people get fired in more ways than you could imagine and it’s usually not pretty. It’s done so poorly, the manager is dreading it, the sales person is blindsided, and it leaves a stink on the entire team for days and sometimes weeks.

Hiring 112
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CloudOn Delivers Microsoft Office Apps To Your iPad

Fill the Funnel

CloudOn delivers Microsoft Office applications to your iPad. Finally, for those of you who have lived in a Microsoft Office centric world, you now have access to the core Office Suite on your iPad. You no longer have to hesitate when running out the door to your next appointment, or waste time switching devices. With your iPad and CloudOn you can review Word documents, manipulate pivot tables in Excel, and show off your latest work in PowerPoint.

Microsoft 107
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Successful sales people – personality attributes

Sales Training Connection

Successful sales people. Some time ago we published a blog, Who are the new sales reps? “ Recently we received a blog post that adds to that story – posted by the Business Insurance Quotes blog. It addresses the Eight Personality Traits of Successful Business People – the ideas apply equally well to sales people. You might want to take a look … Technorati Tags: sales best practices , Sales people attributes.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Guest Post: Opportunity Lost: What Don’t Your Testimonials Say About You?

Engage Selling

The following post came for Doreen Ashton-Wagner at Greenfield Services and was posted on her Meeting and Event Lead Blog. Greenfield Services is the premier demand generation consultancy in North America dedicated to two main markets: hospitality & meeting industry suppliers such as hotels, resorts, conference venues and destination marketing organizations, and membership-based, professional & trade associations.I encourage you to visit their blog regularly, attend their webinars and en

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Enterprise YouTube - What the Heck Is It?

BrainShark

Ever since YouTube began its march toward becoming one of the most popular search engines on the planet, companies have been looking for way

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Guest Post: Opportunity Lost: What Don’t Your Testimonials Say About You?

Engage Selling

'’ve seen too many websites with inspiring product offers, gorgeous video, and testimonials to the effect that “you guys really came through for us,” attributed to a “major software company.” Testimonial Director is a service that has templated the fine process of collecting testimonials efficiently and making sure they contain the appropriate information.

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CloudOn Delivers Microsoft Office Apps To Your iPad

Fill the Funnel

CloudOn delivers Microsoft Office applications to your iPad. Finally, for those of you who have lived in a Microsoft Office centric world, you now have access to the core Office Suite on your iPad. You no longer have to hesitate when running out the door to your next appointment, or waste time switching devices. With your iPad and CloudOn you can review Word documents, manipulate pivot tables in Excel, and show off your latest work in PowerPoint.

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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.

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Salesforce Announce European & North American Social Success Dream Teams

Jonathan Farrington

Message just in from Salesforce …. Hi Jonathan , Congratulations! You’re a Striker on the European Social Success Dream Team – part of the pretty big Social Success initiative from Salesforce.com. Our team selection panel looked at hundreds of social media-related blogs and yours is one of the top eleven. Take a look and you’ll see you’re in great company.

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Is Your Closing Presentation Meaningful To Your Customer?

Partners in Excellence

Recently, I’ve been reviewing a lot of closing presentations. It’s been for a variety of companies, in different industries, giant and small, around the world. They are all resoundingly the same—and deficient. They’re also a reflection of our sales strategies, so they are, to a degree a reflection of how we have positioned ourselves with the customer.

Closing 110