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

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“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
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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

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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
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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
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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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

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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
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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
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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 [.

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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
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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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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.

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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.

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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 [.

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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.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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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
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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
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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
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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.

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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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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
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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").

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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
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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
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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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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.

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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").

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“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
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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

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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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.

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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
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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.