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

article thumbnail

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. [.].

article thumbnail

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 [.

Insiders

Sign Up for our Newsletter

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

article thumbnail

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
article thumbnail

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.

article thumbnail

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.

article thumbnail

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

More Trending

article thumbnail

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
article thumbnail

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.

article thumbnail

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
article thumbnail

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.

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

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
article thumbnail

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
article thumbnail

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.

article thumbnail

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 [.

article thumbnail

ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

article thumbnail

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
article thumbnail

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.

article thumbnail

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
article thumbnail

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.

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

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
article thumbnail

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
article thumbnail

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.

article thumbnail

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.

article thumbnail

Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

article thumbnail

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.

article thumbnail

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
article thumbnail

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
article thumbnail

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
article thumbnail

Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

article thumbnail

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.

article thumbnail

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.

article thumbnail

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.