A Sales Guy

JULY 25, 2014

Since it is clearly much easier to sell customers who have already bought from you, it is always in your best interest to master the critical elements of the subtle art of follow-up. Great salespeople sell much more than a product or service; they sell themselves. Five Critical Elements of Follow-Up.

Follow-up 137

Follow-up Referrals Commission Up-Sell 137

Sales Evangelist

MAY 21, 2020

In this episode, Steve Kloyda helps us figure out how to prospect like an expert. Steve Kloyda has been creating unique selling experiences for over 30 years and has been able to transform the lives of countless salespeople. When 2006 came around, social media including LinkedIn started to look like a great platform to prospect.

Prospecting 52

Prospecting Social Media Twitter Call-back 52

Zoominfo

DECEMBER 13, 2018

Jeb Blount (Sales Gravy) Jeb Blount is the bestselling author of eight popular books including Sales EQ, Fanatical Prospecting , People Buy You, and People Follow You. In 2006 Jeb founded Sales Gravy, the most visited sales employment and career search website on the internet. His focus is to accelerate peak performance fast.

Channels 100

Channels Video Hubspot Face-to-face 100

Hubspot Sales

APRIL 6, 2020

Each goal should be specific and measurable , such as “to sell 150% of the projected sales quota in Q2.”. The next step is to develop a training and onboarding program that will prepare them to start selling effectively and efficiently, followed by a compensation and rewards plan that will motivate them to continue performing.

Webinar Metrics 114

Webinar Metrics Strategy Hiring Hubspot 114

Rob Jolles

JANUARY 2, 2023

In this Pocket Sized Pep Talk, you’ll learn: • How Majora’s book found her. What makes this particular book different from all the others on this subject. • ” • Key mentors in her life. • What makes this particular book different from all the others on this subject. • How did this topic in this book find you?

Real Estate 52

Real Estate Call-back Retention Policies 52

Costello

DECEMBER 11, 2018

Cory Bray , coauthor of The Sales Enablement Playbook , Sales Development , and the recently released Triangle Selling. Cory’s journey toward sales enablement mastery includes work in and around an enablement function going back to 2006, and five years of working with a sales coach to improve and expand his own skill set.

Sales Enablement 45

Sales Enablement Conversion Sales Methodology Hiring 45

Jonathan Farrington

NOVEMBER 24, 2014

It is now more than eight years since Nigel Edelshain first coined the term, on a balmy Sunday afternoon way back in 2006, and perhaps we all now accept that actually, it was just the next phase in a continuous cycle of change in the way we all sell. These are just a few of the questions that keep me awake at night – or not!

Call-back 50

Call-back Conference Webinar Metrics LinkedIn 50

Sales Evangelist

OCTOBER 27, 2019

Aaron Ross is the author of the book Predictable Revenue and a proud father to nine children. The book Predictable Revenue is called the sales bible of Silicon Valley. Impossible to inevitable His new book called From the Impossible to Inevitable is the growth bible. He left the team in 2006 and did what he wanted to do.

Hiring 40

Hiring Lead Rank Outbound Lead Generation 40

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. Concurrently, they were conducting a survey with different questions each round—depending on respondents’ answers to the previous questions. To this day, I don’t know why, but I added this question on the last round. Seems like a stupid question, but I had to hear their answers.)

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

PandaDoc

MAY 4, 2022

Zoho Books. Since this is a subjective question, the answer is bound to be subjective too, but we’ll do our best to compare all elements of the top invoicing software choices so that you can select one based on your business needs. Invoices facilitate making those payments occur. Still, they must be generated. Best invoicing software.

Software 52

Software Software Sage Ideal Customer Profile 52

Jonathan Farrington

DECEMBER 12, 2012

I am travelling today, so I asked my good friend and colleague, Linda Richardson to stand in … Selling is as much mind-set as skill set — especially today. Sure the economy has made it harder to conduct business and find and close opportunities. You can also help your customers tweak their thinking toward what they can control.

Handbook 41

Handbook Call-back Travel Conference 41

Jonathan Farrington

DECEMBER 26, 2012

The first question from a student in my sales workshop at Wharton earlier this week was, “Is sales still a good career?”. Far from the demise of selling, I believe there is no better time to be in sales – provided salespeople make a course correction in how they sell. It has created a knowledge explosion.

Objections 37

Objections Industry Course Influencer 37

Jonathan Farrington

JANUARY 25, 2012

It is now more than five years since Nigel Edelshain first coined the term, on a balmy Sunday afternoon way back in 2006, and perhaps we all now accept that actually, it was just the next phase in a continuous cycle of change in the way we all sell. These are just a few of the questions that keep me awake at night – or not!

Call-back 44

Call-back Conference Retention Webinar Metrics 44

Jonathan Farrington

MAY 3, 2012

The first question from a student in my sales workshop at Wharton earlier this week was, “Is sales still a good career?”. Far from the demise of selling, I believe there is no better time to be in sales – provided salespeople make a course correction in how they sell. It has created a knowledge explosion.

Objections 34

Objections Industry Course Influencer 34

Jonathan Farrington

APRIL 5, 2013

Start the call out with a thank you and transition to feedback— in general first and then ask questions related to the customer’s priorities, lingering concerns, and about your competitor’s position. Great news! You’ve made your final presentation and your customer has let you know you are one of two finalists.

Handbook 31

Handbook Scale Coaching Conference 31

Jonathan Farrington

SEPTEMBER 12, 2012

But in the search to replace inadequate models with new models, we can’t go backward and forget the uniqueness of each buyer or the psychology of selling. I challenge them to move forward by recognizing that the best teaching is with smart questions. Selling has always been about information. But today it is not just data.

Lead Rank 36

Lead Rank Ideal Customer Profile Handbook Social Media 36

Jonathan Farrington

MARCH 3, 2012

Here’s a message from good chum Joanne Black - the world’s leading authority on referral selling : Subject Line : Turn Cold to Gold: Complimentary Referral-Selling Webinar on March 8. We record the webinar, but please try to join live because: • I’ll answer your questions. Join the referral-selling movement!

Webinar Metrics 24

Webinar Metrics Referrals Cold Calling Face-to-face 24

HeavyHitter Sales

FEBRUARY 18, 2011

Best New Sales Book of 2011. Books For Heavy Hitters. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. 5 Questions for the VP of Sales). Selling Power Magazine Blog. Why Year End Deals Dont Close: THE CESSPOOL! If Sigmund Freud Was Your Sales Manager.

Hiring 79

Hiring Penetration Intent Sales 79

Sales Training Advice

NOVEMBER 2, 2010

Finding new ways to connect what you sell with those who are ready to buy is a constant challenge in sales. That’s a view reinforced by Richard Florida, author of a series of books that look at the nature of work and urban development, including “The Rise of the Creative Class” and “Who’s Your City?” In “Who’s Your City?”

Skype 47

Skype Customer Face-to-face Networking 47

The Ultimate Sales Executive Resource

AUGUST 28, 2006

The other action that can be applied to the deal size is “Up Selling” , trying to make the individual deal bigger. In my book, working on deals that lead to no decision by the customer is a waste of resources. Remains the question what we can do about the speed deals flow through the pipeline?

Sales Cycle 40

Sales Cycle Pipeline Survey Forecasting 40

Sales Hacker

NOVEMBER 3, 2020

Ilan Jacobson: We are the brand that we hope entrepreneurs think about when they’re going through something transformative, whether it be raising money, whether it be looking to buy a business, whether it be looking to sell their company, whatever it may be, we want them to think about us as the name that’s there to support them.

Scale 69

Scale Call-back Hiring Company 69

The Ultimate Sales Executive Resource

AUGUST 29, 2006

Roger Schwarz in his book “ The Skilled Facilitator” cites George Box who said: “ All models are wrong; some are useful ”. Can you see the connection of this picture to our discussion about pumping up the pipeline (August 27, 2006). The reality of selling is, that not all the opportunities in our list turn into revenue.

Pipeline 40

Pipeline Opportunity Top of Funnel Lead Rank 40

The ROI Guy

NOVEMBER 29, 2010

Marketing needs to develop content and assessment tools to help sales professionals add value earlier in the sales process, helping to morph current product / solution sales methodologies towards value selling engagements. Death of a Salesman?

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

Sales Hacker

OCTOBER 21, 2019

My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. One is getting notes from salespeople all around the world telling me how much my books and work has contributed to their success. I hated feeling that way. .

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90

Hubspot Sales

AUGUST 2, 2018

From the iconic Fuller Brush man lugging a suitcase of merchandise in the 1940s, to a slick young corporate raider trading stocks in a modern brokerage firm, Hollywood has romanticized the art of selling since films were first invented. Pursuit of Happyness (2006). The Goods: Live Hard, Sell Hard (2009). Diamond Men (2000).

Film 111

Film Epiphany Insurance Insurance 111

Grant Cardone

NOVEMBER 21, 2019

The riveting interview everybody’s been waiting for… Recently, Jarrod Glandt sat down with me in the studio and asked me questions on a variety of hot topics, including my net worth, haters on the internet, and more! Jarrod: Why do you think you’re getting hated on so much right now?

Real Estate 28

Real Estate Insurance Insurance Conference 28

No More Cold Calling

FEBRUARY 13, 2014

How often have you met a warm and engaging salesperson, but couldn’t use what he was selling? My favorite part is always the final two questions, which focus on what CEOs look for when interviewing job candidates. . These include: How you think vs. how you interview (or sell). The opposite is also true.

Hiring 174

Hiring Fashion Small Business Small Business 174