Mon.Apr 09, 2012

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The Belief Hunter, Ideas Visionary and Performance Driver

Bernadette McClelland

'The Belief Hunter, Ideas Visionary and Performance Driver. In the words of General Patton, “If everyone is thinking alike, someone isn’t thinking” and whether you are on the battlefield or on the frontline in business, you can’t gain ground or win against the competition by playing it safe. The salesperson needs to become a BOLD ADAPTOR and in doing so must. play three roles a Belief Hunter, an Ideas Visionary and a Performance Driver.

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I’ll Take A 1,000,001 : 1 – Sales eXchange – 144

The Pipeline

What do you fear more success or failure? Would you take a 1,000,001 to 1 odds? I am not a gambler in the traditional sense, no thrill in a casino for me unless my favourite band is set to play. But, I do buy lottery tickets religiously, will play certain exchange traded options based on market momentum. And I will take a shot, or take unusual steps in the course of a sale.

Pipeline 281
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How to Qualify Prospects at a Networking Event: On Breakthrough Business Strategies Radio

The Sales Heretic

Whether you’re attending an international conference or your local Chamber of Commerce after-hours mixer, you have an opportunity to prospect. But how do qualify potential prospects quickly? And without turning people off? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this twelve-minute segment, I discuss what you should say and do [.].

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Influencing the Decision to Win the Sale (Part I)

Sales and Marketing Management

How does a done deal come undone? Your rep had a good relationship with a great contact, the right solution to meet the customer’s needs, and strong buying signals right up to the last. Then came the dreaded call: “Thank you for the proposal, but we’ve decided to go with someone else.” So, what happened? Could this loss have been prevented?

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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 You Restage Your Sales Pipeline?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As part of its sales force evaluation process, Objective Management Group (OMG) conducts a pipeline analysis and determines both the quality of the pipeline and the quantity of the pipeline. We ask each salesperson to submit 4 proposal-ready opportunities and then we run the analysis. If we were reviewing a full pipeline instead of just 4 proposal-ready opportunities for each salesperson, an ideal sales pipeline would look like this: Because we are on

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More Trending

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Social Media Has Changed YOUR World

Jeffrey Gitomer

Tweet. Social media has changed the world. Let me clarify that statement. Social media has changed YOUR world. Whatever you’re doing online, whether it’s tweeting, LinkedIning, Facebooking, or YouTubing, Social Media has changed your way of communicating one-on-one, one-on-customer base, and one-to-the-world. Facebook is the easiest phenomenon to understand.

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Market Research - Time Spent and Sales Success

Anthony Cole Training

Thank you in advance. Over the last several years our team at Anthony Cole Training Group has worked closely with David Kurlan in our attempt to help sales companies build and execute more successful sales team. We work with Dave because his company, Objective Management Group, provides the best analytics to determine the root cause of performance for sales team.

Research 175
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It’s About Association and the Message

A Sales Guy

Bubba Watson won the Masters yesterday with a great, no Amazing, shot. It was a fitting end to a great day where Oosthuizen had a double eagle to put him in contention. Unfortunately, behind the scenes there has been a lot of chatter on Augusta’s all male policy and IBM’s new CEO Virginia Rometty. For years IBM has been a sponsor of the Masters and IBM’s CEO has been given an invitation to the club.

Policies 117
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Sales Pro-gress requires change

Anthony Cole Training

When I was 42 my eyesight began to change. I was coming back from Manchester New Hampshire where I had just spent 2.5 days working with a sales team to help them improve their cross selling process. It had been a long trip as I actually started in New York City on Monday and today was Friday. So when the words in my document appeared to be blury I just thought it was due to fatique.

Hiring 168
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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.

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Selling to experienced vs. new physicians – it’s not just more of the same

Sales Training Connection

Selling to new physiciansLike many others, we've written about how physicians increasingly are becoming cost conscious - especially as more and more doctors find themselves hospital employees - either through purchasing practices or assuming hospitalists positions. But the number of existing physicians who are truly cost-conscious is up for debate.

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Sales Progress Requires Change

Anthony Cole Training

When I was 42, my eyesight began to change. I was coming back from Manchester, New Hampshire where I had just spent 2.5 days working with a sales team to help them improve their cross selling process. It had been a long trip as I actually started in New York City on Monday and today was Friday. So, when the words in my document appeared to be blury, I just thought it was due to fatique.

Hiring 120
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What The Numbers Mean, Hints For Coaching!

Partners in Excellence

As sales professionals, we’re all very goal directed and measurement oriented. Managers leverage numbers heavily in managing and coaching performance. But there’s a fine line in using the numbers appropriately in coaching. Too often, coaching becomes about the numbers and not about what they mean. The real secret to effective coaching is understanding is causing the results, getting underneath the numbers.

Coaching 116
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Stupid Business Decisions

Engage Selling

Today we received a box from Dell. Chris ordered a new lap top and I assumed by it’s size that it had been delivered but the box was light so I was confused…… Dell Shipped this box. With this amount of air filled bubble wrap. For this neoprene lap top sleeve. hmmm… it could have gone in an envelope! What a waste of packaging, shipping and expense for no reason.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Have You Cracked the QR Code for Mobile Marketing?

BrainShark

At this point, the use of QR codes for marketing purposes is nothing new. We’ve seen them in magazine ads. We’ve seen them on product packaging.

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Sales Leadership: Work Out Time

Your Sales Management Guru

Your Sales Leadership Workout. May 9 & 10, 2012. Atlanta, GA. A Proven Regimen for Getting. Your Sales Organization in Shape . Build a proactive approach to sales management that creates predictive revenue and a self-managed sales team. . Learn how top performing sales leaders muscle up their teams to pump up predictable revenues. Here’s what they have to say: “ Great content, energetic delivery, high value”.

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8 User Groups Coming to a City Near You

BrainShark

Customers often ask us about convening an annual User Group meeting. It is a great idea, but rather than have everybody get on a plane and come to us, we can meet more people by going to you.

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Listen, Excellent Customer Service is going to become THE Differentiator

Jonathan Farrington

Customer care is set to become one of the most important issues facing businesses in every market – fact! Customer care programs come under a number of titles – customer services; customer satisfaction; customer focus; customer orientated etc. Their common theme is meeting the customer’s requirements and ensuring that all aspects of the business contribute to customer satisfaction.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Stupid Business Decisions

Engage Selling

'Are there areas in your business that are wasteful?

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Monday Malady Captain Wing It Sales Behavior – Sowing of Business Cards

Increase Sales

The Captain Wing It sales behavior that begins the Monday malady is the sowing of business cards like grains of wheat with the expectations that business, new sales leads or increase sales will actually be the results of these efforts. Credit www.sxc.hu. How many times do sales people attend a business to business networking event and there is at least one person there who passes out his or her business cards to every single person?

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Coaching sales reps to shelve their poor practices

Sales Training Connection

Successful sales peopleSales coaching. Recently we published a blog framed around the idea that if you wanted to get coaching right, three fundamental questions need to be answered – what to coach, how to coach, and who to coach. In that blog we focused on the “who to coach” question. This time around we thought spending a little time on the “what to coach” part of the equation might be useful.

Coaching 111