Thu.Mar 29, 2012

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Price Objection? Is It The Price Or The Cost?

MTD Sales Training

Of course, price objections run rampant and are certainly here to stay. However, I believe sales people need to understand, and more importantly; help their prospective customers understand the difference between price and cost. Is it the Price or the Cost? The next time you get that objection on the price; before you go off [.

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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
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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.

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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
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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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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.

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A Sales Newbies Death

A Sales Guy

There is a very good discussion going on in the Sales/Marketing V.P.’s group on Linkedin. The question was posed over a week ago and the answers keep flying in. Pat asked: One of my biggest challenges is hiring strong sales people. I would estimate we probably get it right on in every three candidates. How do you find good reps? What is your process for finding reps?

Hiring 109
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Who Are The “Sales Influencers” In Your Company?

Partners in Excellence

Lori Richardson posed a very challenging question at Focus.com: “What is your definition of a “sales influencer” in a B2B organization?” I struggled with this for a while, all the natural answers came to me–it has to be the sales force, but we can’t forget marketing…… The more I thought of this, the more I became convinced that while that may be the current answer, it really shouldn’t be “the answer.” The answer really needs t

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What Are the Best PowerPoint Fonts for Killer Presentations?

BrainShark

You might not think so at first, but the wrong font choice can torpedo a PowerPoint presentation in a hurry. So how do you know if you’re making the wrong decisions?

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If Your Sales Organization Is Underperforming, Would You Know?

Partners in Excellence

“Well duuuuuh Dave, what a stupid question, isn’t easy to tell? After all, isn’t easy to tell, we’re either hitting our numbers or not?” Hitting the number is how we tend to measure sales performance, but it’s really a terrible indicator of whether the organization is performing to the highest level possible. Hitting the number only tells you that you’ve hit the number–but it tells you little about performance.

Hiring 116
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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

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When NOT to Let a Sleeping Dog Lie

Sales Gravy

Some people are more married to their grudge (it gives them a reason to live) than they are to resolving it.

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In Search of the “Sales Holy Grail”

Jonathan Farrington

Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren’t doing enough. What’s enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence the decision-makers. In general, the more focused sales activity salespeople generate, the greater the number of sales opportunities they can create.