Sat.Mar 10, 2012 - Fri.Mar 16, 2012

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To Be A Top Sales Person, Just Follow The BASICS

MTD Sales Training

Everyone and anyone in the business of professional selling wants to know, “How can I become a top sales person in my industry?” Most sales people have a desire to be the best, and of course, that achievement requires working hard as well as smart. However, with all of the millions of tips out there, [.

Course 298
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Media Round Up

The Pipeline

Seems I have been popping up all over the place over the last few weeks. Some outlets have picked up some of my writing, while others have done a full-blown feature on myself and Renbor Sales Solutions. space. Canadian Business Journal, the leading Canadian B2B publication has done a feature on the work Renbor does along with some of the views I take on sales.

Media 227
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How Setting Next Actions Consistently Help Buyers Buy From B2B Sellers

Score More Sales

We recently posted in our newsletter about 3 tips to close more deals. The third tip talked about setting next actions. Specifically, Determine and set a next action. Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Convey that to the prospect, with their agreement, so they understand what is going to happen next.

Buyer 196
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Become A Better Writer

Jeffrey Gitomer

Tweet Here are my top 10.5 philosophies and strategies for writing: 1. Love what you’re writing about. I’m passionate about my subjects of expertise. The more passionate you are, the better writer you will be. 2. Have a world-class expertise about what you’re writing about. Your life experiences will dictate the depth of your writing capability – the more, the deeper. 3.

Guarantee 191
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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.

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Is It An Objection, A Stall Or A Condition?

MTD Sales Training

You ask for the order and the prospect does not accept. Is the prospect objecting, stalling or is there a condition that is preventing the sale? I know these terms are familiar, but I don’t believe most sales people understand the differences between these three no-sale responses. However, understanding the difference will allow you to [.

More Trending

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3 Things You MUST Know About SUCCESSFUL Prospecting

The Sales Hunter

Let’s face it: Past growth does not guarantee future growth. If you want to succeed in sales, you must have a prospecting plan — and actually use it! I wish I could say it was easier than this and that solid leads will just appear before you. However, I’ve yet to meet a successful salesperson who could attribute their success to such a gamble.

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Are you creating a culture of success or significance?

Sales and Marketing Management

Managers spend so much time assessing the performance of others that they often don’t stop long enough to figure out what they feel about their own performance. Most leaders’ performance is measured on success metrics — net profits, market share, sales growth, etc. These tangible targets are important and desired outcomes for businesses and their leaders.

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Are You Over Qualifying Prospects?

MTD Sales Training

I talk a lot about qualifying the buyer. You need to spend your time talking to and working with those prospects that CAN do business with you. So you do need to qualify potential buyers to your minimal levels and try to screen out those that may prove to be a waste of time. However, [.

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Help Cure PPCD

The Pipeline

PPCD is an affliction suffered by many sellers, some are aware they suffer from it, others are not. Left unaddressed PPCD kills sales and bring danger to many companies whose top and bottom line have been negatively affected by this scourge. The good news is that when detected, it can be addressed, treated, and positive gains can be had moving forward.

Pipeline 226
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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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4 Sales Closing Techniques When the Call is Stalling Out

The Sales Hunter

We’ve all had sales calls that simply stall out. We’re just not successful in getting the close we want. Here are 4 Sales Closing Techniques you can use: 1. Get the customer to agree on the timeframe for something. One way to find out how serious the customer is about making a purchase is by knowing what their timeframe is. If you can’t completely close the sale, at least attempt to get the customer to share with you what their timeframe is for making a decision. 2.

Closing 200
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Paul McCartney, Brian Wilson and the Sales Assessment Industry

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Throughout the 60's, Paul McCartney and Brian Wilson were not only prolific hit-makers with their popular bands the Beatles and the Beach Boys , they actually competed against each other. It is well known that they listened to each others' innovations in popular music and attempted to out-do each other. Both are still flourishing today, continuing to record albums and tour the world.

Industry 184
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A Powerful Tip For Following Up On Literature

MTD Sales Training

The cold call went so well, you wished it were recorded so you all of your peers could hear. The prospect sounded glad you called, and seems anxious to receive your information package. However, when you call back, it sounds like you are talking to a totally different person. Suddenly, the prospect became defensive and [.

Follow-up 273
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Don’t Shpritz Your Prospects – Sales eXchange – 140

The Pipeline

On the weekend I went to the mall and visited a national department store. They see themselves as being “upscale”, as evidenced by the frontal attack of make-up and perfume counters fortifying the front entrance. And as you may have guessed, each of those counters had a plastic looking heavily made up young lady, armed with a bottle of smell, ready to shpritz unsuspecting victims trying to get out of the rain.

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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

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Introducing a Smart New Sales Site Called SalesProCentral

Score More Sales

We like things in selling that are smarter than us. The new portal / sales blog aggregator called SalesProCentral is intriguing and interesting. [disclosure: Score More Sales blog is one of a bunch of sales blogs you can find here, and that's our only connection to the site]. What you will find there is the ability to customize your view and the topics you are most interested in.

Insurance 174
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Do You Play to Win or Play Not to Lose?

The Sales Hunter

It’s Guest Post Monday and today we have Tim Mushey of Sell Lead Succeed exploring the statement “Do you play to win or play not to lose?” When I first heard this statement in respect to a professional hockey team’s play, I stopped in my tracks. On the surface, it seems like the same concept spun two different ways. Or is it?

Fashion 183
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Sign Up For My Break Down Barriers Webinar: March 21st, 2012

Jeffrey Gitomer

Tweet Breaking down barriers to make a sale is part of every salesperson’s real-world. Every customer has objections. Your job is to be at ease with them, overcome them, and identify them as a buying signal. I’d like to personally invite you to join me for my upcoming Break Down Barriers To Make The Sale webinar on March 21st, 2012! CLICK HERE TO SIGN UP FOR THE WEBINAR!

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The Leadership/Employee RESPECT Disconnect

Sales and Marketing Management

Leaders like to talk about radical changes and employee-centric practices, but the reality is there is a strong disconnect between how leaders perceive their organization’s RESPECT levels and how their employees view them, authors Jack Wiley and Brenda Kowske say.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Sales Tools You Can Win That Will Grow Your Business – But Hurry!

Score More Sales

Want to become your sales manager’s new favorite rep? Time is almost up to enter the Smart Selling Tools Sales Software Sweepstakes. For entering, you can win one of three grand prize packages for your company -. - Revenue Maximizer Prize. - Deal Closer Prize. - Opportunity Creator Prize. No purchase needed to enter, but the Sweepstakes ends on March 31st.

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Do You Use Cash-Flow Pricing? Stop It!

The Sales Hunter

You may not have had the term “cash-flow pricing,” so let me explain. Cash-flow pricing is a term I use to describe desperate salespeople and business owners who feel it is better to get a sale that will yield little to no margin than it is to get no sale at all. I call this “cash-flow pricing” because what the salesperson is saying is they’re willing to forgo profit just to close a sale that will help generate a little bit of cash.

Margin 157
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The A in AIDA Marketing Is Attraction Not Annoyance

Increase Sales

The AIDA marketing concept or AIDA model begins with the idea of Attraction through positive Attention. However through social media to business to business networking, this A of attraction has morphed into the A of Annoyance. Each day sales starved businesses to sales people spew billions of emails into cyber space with the end result of annoying people.

Marketing 160
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Don't Worry About Biting Off More Than You Can Chew. Your Mouth is Probably a Whole Lot Bigger Than You Think.

Pointclear

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. When it comes to measuring marketing’s ROI most marketing managers hesitate to bite off more than they can chew. Undoubtedly, part of the hesitation comes from not having control over the entire process from lead generation to sales closure.

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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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Milestones mark a leadership path

Sales and Marketing Management

In business, we set milestones for projects to give us signposts of progress and a path to follow. Yet on some journeys we embark on, we don’t have any (or enough) milestones or landmarks on our path, says Kevin Eikenberry, founder of The Kevin Eikenberry Group (kevineikenberry.com), a team of business consultants and trainers. For many people, their own leadership development often is one of those instances.

Groups 120
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Must Have iPad App for the Mobile Sales Rep

Fill the Funnel

“ Must Have ” iPad app for the mobile sales rep might seem a bit strong but not in this case. Powerpoint slide decks are a significant part of the daily selling activity of sales people worldwide. This is not the post to debate PowerPoint vs. Keynote etc. so for now just accept the fact that PowerPoint slides are a key component of every sales tool bag.

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Selling Is Not the Problem – Friday’s Editorial

Increase Sales

Here ye, here ye, selling is not the problem. . Credit www.sxc.hu. Let me repeat that in case you did not get it: Selling Is Not the Problem! If you are in sales management and wish to increase sales, stop looking to unsustainable solutions that focus on having a selling problem. For the selling problem is probably a symptom of a yet determined problem or worst yet one of those kick the can problems that just grow over time into that big ugly elephant that is suddenly discovered in the sales dep

Hiring 138
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How to Know the Sales Person You are Interviewing is a Superstar

A Sales Guy

You want to upgrade your sales team, either because someone or somebodies didn’t work out or because your growing and could use some more sales power. Either way, if your adding a new sales person, you are upgrading your team. You wouldn’t hire someone worse or less impressive than the last person OR the existing team, would you? Let me help you a little on this one.

Hiring 115
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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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Sales force turnover – a problem that demands addressing

Sales Training Connection

Sales Reps and Turnover. There are many negative consequences to high turnover; in sales the consequences can be very costly. What happens when a sales territory is left uncovered for several months? How will the customer’s perception change as there is sales rep “churn” in serving the account? What happens when a sales rep leaves for a competitor, “taking” many of the accounts along – as often happens in some markets, like medical device sales?

Hiring 117
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LinkedIn Best Practices for Sales Executives

Fill the Funnel

Sales Training Webinar. Wednesday, March 21st at 11:00 am Eastern / 8:00 am Pacific. Don’t be invisible to your prospects: Use LinkedIn and be found by customers! I will be sharing best practices, tips, and tools to use on and with your LinkedIn profile that are generating appointments, sales and successful business relationships. This webinar is focused specifically on the needs of the sales professional.

LinkedIn 122
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Stop the Discounting Madness. You’re Capable of Higher Profits by Mark Hunter “The Sales Hunter”

Increase Sales

The last several years have been difficult for the vast majority of businesses. It seems as if every customer is demanding a lower price or at least some sort of special deal. As frequently as customers are asking for it, salespeople are giving it to them. Salespeople are quick to defend their need to discount with the belief that this is the only way they can close the sale.

Discount 131