Sun.Mar 18, 2012

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Do You Prep for the Call? You Should!

The Sales Hunter

Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. As a rookie salesperson, I learned that when it comes to making sales calls, it’s best to follow the Boy Scout motto: Be prepared.

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The Check Has Been Written

A Sales Guy

Ok, it was a PayPal transaction. Regardless, yesterday I happily transferred $1,800 dollars to Reeces Rainbow to support the Sader family efforts in adopting Charity. It was a great feeling and I’m so proud of this community. As I said before, I’ve never met the Saders, but I felt their cause was a noble one and a selfless one. The idea that we discard children because they don’t meet some notion we have on what a child “should” be is awful.

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Stop Spending So Much Time Coaching The Bottom Of The Funnel

Partners in Excellence

It’s approaching the end of the month and quarter. Everywhere I turn, people are focused on closing deals– focused on making the quarterly numbers. I sit in lot of reviews, managers and sales people are focused on deals at the bottom of the funnel. “How do we close this deal, what do we have to do to win, how do we get it this month?

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Are You Really Selling or Simply Telling?

Jonathan Farrington

Here is today’s reality: Most prospects at the sales stage have come to expect that a salesperson will probably talk at them, for too long, and about very little - especially their needs. This fact was highlighted in an interview conducted by Linda Richardson last week with Forrester’s Brian Lambert. You will be able to read the entire conversation on Thursday in this month’s Top Sales Magazine.

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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.