Fri.Mar 23, 2012

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A Powerful Answer To The, “I Want To Think About It” Objection

MTD Sales Training

“I want to think about…” may be the most popular objection in the world, and still causes many sales people a lot of grief and substantial income. The reason behind the objection is usually that the sales interaction did not successfully inspire a sense of urgency in the prospect. As I have said before, you [.

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Sales Manager Coaching Blunders Revisited

Steven Rosen

Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers can make all types of blunders. Do You Want To Increase Sales Performance? Transforming your sales managers from good to great coaches can have a dramatic impact on sales.

Coaching 290
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Hang Up Man!

The Pipeline

It’s sad that at times sales people seem to know little about their potential prospects’ real objectives and goals, but it is completely intolerable that many have no idea what their own objectives are when calling on a potential prospect, and how to best attain them. This most often is the reason for their lack of success, what’s the old saying “if you don’t know where you are going, no road will get you there.” (No corrections please).

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The One Way Street of Relationship Selling – Friday’s Editorial

Increase Sales

Relationship selling is a great sales strategy when combined with this element – gratitude or what my colleague Dan Waldschmidt calls a giving mindset. However many small business owners and sales professionals truly miss the boat when it comes to being giving, being grateful for their relationships be them clients, customers or business to business ones.

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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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The Sales Curve vs The Sales Process

A Sales Guy

The sale process has always been part of the sales lexicon. You can’t get away from it. The sales process is traditionally a linear set of stages outlining how a sale happens from beginning to end. I’ve posted about this before. (Check out the video and corresponding ebook on the real sales cycle). Yesterday, I found this start-up curve on Fred Wilson’s blog and I couldn’t help but think it looks a lot like the selling world.

More Trending

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Training New Medical Device Sales Reps – Getting it Right

Sales Training Connection

If you did not catch this article in the Winter 2012 issue of FOCUS Magazine , we thought we’d re-post it here to provide our readers with easier access. Training new medical device sales rep. When designing a training curriculum for new medical device sales people , clinical knowledge is first and foremost. But on its own, it’s not enough for sales success.

Hiring 100
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The Sales Quiz

Engage Selling

Take today’s sales quiz and see how sales savvy you are!

Sales 79
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Why Brainshark is Awesome by Gary Feltman

BrainShark

Brainshark is one of the best resources ever. There are many reasons this is true.

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Sales Success: Your Company's Growth is Your Responsibility

Sales Gravy

Sales is a dynamic occupation that engages a dynamic world. Salespeople depend on your support to help realize their efforts.

Company 40
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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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Should Social Influence Matter?

BrainShark

A couple of days ago, Altimeter Group’s Principal Analyst Brian Solis released his report on ">

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Saturday’s Guest Post

Jonathan Farrington

Many of you reading this blog today are business owners, but how many of you undertake risk assessments on a regular basis? Just like that annual health-check, if we miss them, we are exposing ourselves to potential problems at a later date. Today’s sponsored guest article provides some thoughts on a business owner’s guide to risk assessment. Every business owner knows that there are regulations relating to health and safety at work, not just for those who are employed in what could be ter

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The Sales Quiz

Engage Selling

'Engage Selling''s Sales Quiz.

Video 48
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What You Should Be Reading This Weekend-Be a Little Adventurous!

Jonathan Farrington

We have just published this month’s Top Sales Magazine – and what a bumper edition! “So here we are, almost at the end of “Mad” March, and that means many of you will be scrambling to close down business before month/quarter end. Hopefully, we can provide you with a brief distraction, which will however be stimulating and educational – fun even! This month, in her regular column, Linda Richardson interviews Forrester’s Brian Lambert – “If you want to know what your customers are thinking, Brian

Margin 36
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.