The Sales Heretic
JANUARY 12, 2012
By now you’ve probably already broken your New Year’s resolutions, so let’s replace them with some new ones. Specifically, with some resolutions that will enable you to sell more this year than you did last year. 1. Set sales goals If you’ve never set sales goals for yourself or your salespeople, now’s the time to start. Begin [.].
MTD Sales Training
JANUARY 26, 2012
Listening skills… Every sales manager and director tells you how important they are but do they actually tell you how to improve them! As sales people elevate their sales skills in other areas, often the area of listening begins to suffer, and usually it is the more experienced pros who are the biggest culprits. There are reasons that listening skills deteriorate over time in the sales business and below are the main three.
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Score More Sales
JANUARY 31, 2012
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Sales Tips for the End of the Pipeline. by Lori Richardson on January 31, 2012. You’ve listened online and are following your prospective customer – the one you are about to close a big deal with- socially via every means possible. If they have a Twitter account, you’re there.
Sales 2.0
JANUARY 12, 2012
Photo by delphaber va Flickr. I’m not that keen on banging my head off walls. But some sales people are. Mostly sales people that have been trained in “old school selling techniques”. The ”old school” maintains that “sales is a numbers game” and the numbers that matter are all about effort. All about volume. One of the key indicators of success is the number of cold calls you can make.
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.
No More Cold Calling
JANUARY 12, 2012
Act like a professional, speak like a professional. Your words make all the difference. “Connect with people, and you have the sale. Connect with the business issue only, and forget it.” I wrote something like that in my book, and it still rings true. However, “connecting” doesn’t mean using slang and words and phrases that annoy your sales prospects and clients.
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The Pipeline
JANUARY 18, 2012
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
MTD Sales Training
JANUARY 19, 2012
Most people in sales management or with a title that is responsible for leading a sales team, speak about leading by example. However, exactly what does that mean? Many think that to lead your team by example, is to sell as much or as more as each member of the sales team. In some sales organisations, this may be practical. However, in many other situations, due to time constraints, additional responsibilities and a host of other reasons, it may not only be impractical, but impossible for the m
Bernadette McClelland
JANUARY 26, 2012
'Innovate or Die! It’s ironic, as the very thing that makes a salesperson great, can eventually become their greatest weakness. There may be times where it may be more beneficial to not just add more strengths, skills and talent but actually lose something in order to rebuild and accelerate results. A salesperson may be so intent on building rapport that they are missing vital body language signals.
Sales 2.0
JANUARY 19, 2012
Most of us sales people these days use email a lot. I recently got to sit down with a bloke that knows a lot about how sales people do and should use email. If you use email and sell, this is well worth a quick read (hint: he even did research!). That bloke is Matthew Bellows, CEO of Yesware. Here are some questions I asked him and his responses. NE: Matthew can you tell me a little about “your story”?
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Understanding the Sales Force
JANUARY 25, 2012
Understanding the Sales Force by Dave Kurlan Cold calling. It sounds so.20th Century. Some industries still break-in their salespeople by putting them on the phone and having them dial - more than one hundred times a day - and attempt to schedule appointments. You still receive calls like this from new, and sometimes not so new salespeople selling insurance, investments, copiers, office supplies, commercial real estate and long distance phone services.
Jeffrey Gitomer
JANUARY 3, 2012
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Referrals – Best Way To Get Is To Give. Gitomer | January 3, 2012 | Leave a Comment. Tweet Share You don’t ask for referrals, you earn referrals: Looking for more tips like this? Click here. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->.
The Pipeline
JANUARY 27, 2012
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
MTD Sales Training
JANUARY 6, 2012
Every sales person knows that today’s modern buyer has had enough of the old smile-and-dial cold calling methods of the past. However, as mentioned in, “4 Reasons Why Prospects Fear Cold Calls,” most buyers still seem to harbour fear and animosity toward receiving a telephone solicitation call. Many feel a cold call… #1. Is an invasion of their privacy. #2.
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Pointclear
JANUARY 26, 2012
Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Every business needs new customers. But what are the most effective outbound marketing channels for kicking off a business relationship?
Sales 2.0
JANUARY 26, 2012
Most of us sales people these days use email a lot. I recently got to sit down with a bloke that knows a lot about how sales people do and should use email. This is part 2 of my discussion with that bloke, Matthew Bellows, CEO of Yesware. Part 1 of the interview is here. NE: Matthew in your research you found that sales people should NOT wait for a reply to their email?
No More Cold Calling
JANUARY 26, 2012
(and you probably don’t even know it). Tom Searcy, of Hunt Big Sales caught my attention with his 3 sales myths’ post on CBS MoneyWatch. First, I loved the title. Second, I agree with his points of view. Third, I realized that I was subscribing to one of the myths, and I stopped immediately. Tom brings home the message that it’s not about the number of prospects we have, but about the quality, that most of us leave so-called prospects in our pipeline way too long (we “hope” that nurturing
Jeffrey Gitomer
JANUARY 6, 2012
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Every Great Salesperson Was Once a Beginner. Gitomer | January 6, 2012 | Leave a Comment. Tweet Share Every great salesperson was once a beginner. “That’s easy for you to say! You’re already a great salesman and a successful author and speaker,” someone yelled from the audience as I was answering a question about how to brand yourself and position yourself to create the law of attraction.
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.
The Pipeline
JANUARY 13, 2012
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
MTD Sales Training
JANUARY 27, 2012
The sales team works hard. Most put in long hours , study diligently and follow the plan. However, are all doing as well as they can? Are all of your sales people actually working as hard, trying has much and giving it all they have? In short, are they doing their very best? Below are some effective ways to help you motivate your sales people to do their very best and try their hardest.
The Sales Heretic
JANUARY 20, 2012
Most of us want our businesses to be more successful. And interestingly, most of us have the same basic challenges when it comes to our businesses. Fortunately, because these issues are so common, there are answers out there. In this episode of Michele Price’s radio show Breakthrough Business Strategies, Michele interviews me, Andrea Waltz (bestselling author [.].
Sales 2.0
JANUARY 8, 2012
I don’t care how many proposals you have out. Truth be told you probably don’t really care either. What you care about is how much money you are going to put in your bank account this month, this quarter and this year. Proposals are not going to get you there. Deals are. Closed deals. Once you’ve got a signed contract you’ve got a shot at sending out invoices and after some duly annoying amount of time getting a check back that with some good fortune will clear and finally you reached your goal.
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No More Cold Calling
JANUARY 19, 2012
It’s time to stop complaining, and start committing to your sales excellence. You might anticipate my answer to what I think America needs most is referrals. You’d be partly correct. It’s not only what America needs; it’s what the world needs. You know by now that referrals don’t just happen. Referrals must be the focus of our company ( adopt a targeted referral strategy ) and an integral part of your sales plan.
Jeffrey Gitomer
JANUARY 10, 2012
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Why did the last five prospects say no? Gitomer | January 10, 2012 | 1 Comment. Tweet Share Most of the time when a prospect says “no” salespeople accept it and leave. Most of the time when a prospect tells you why they say no, they’re not telling the truth.
The Pipeline
JANUARY 17, 2012
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
MTD Sales Training
JANUARY 9, 2012
A sales person with a fear of rejection is like a lifeguard with a fear of water. It is a serious problem. Although, faced with a constant flow of rejection, absorbing one “No” after another, it is only understandable to begin to develop a pessimistic anticipation when closing sales. In addition, those old thoughts like, “It takes X amounts of NOs to get a YES…” and, “You should not take rejection personally…” provide little comfort.
Speaker: Joe Apfelbaum, CEO of Ajax Union
In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.
Sales and Marketing Management
JANUARY 3, 2012
By JOHN HAND, CEO, MobilePro. Mobility, intuitive cloud-based tools, iPads, iPhones, and social media have forever transformed the sales ecosystem. Across all industries and sectors, salespeople are no longer chained to a desk or landline, and managers and executives agree that integrated technology makes selling more efficient. The biggest challenge is getting salespeople to adapt to new technologies and finding tools that tackle tedious tasks and make time for more deals.
Understanding the Sales Force
JANUARY 11, 2012
Understanding the Sales Force by Dave Kurlan Earlier today we ( Objective Management Group ) held our annual Rockefeller Habits strategy meeting. At one point the management team was reviewing year over year growth to pinpoint where last year's growth came from. The segment of our business that survived the recession was our Sales Force Evaluation. Companies that had money they could part with wanted to work on sales and we own the Sales Force Evaluation market.
The Sales Hunter
JANUARY 17, 2012
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
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