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Intromojo-An Introduction to Your Next Customer

Fill the Funnel

30 in 30 - 2010 Web Tools activities bing core customer customers dossier dossiers introduction introductions intromojo LinkedIn online social networking productivity sales scour social information processing social media SocialMediaObserver tools twitter Web 2.0 Simplicity has a way of clarifying purpose. Focus has a way of deepening value. tools this year. This is the value of Intromojo.

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“SMarketing” and other Sales 2.0 Conference Take-aways

Smart Selling Tools

This week’s Sales & Marketing 2.0 Conference in San Francisco welcomed an energized crowd of more than 450 attendees. The theme: Sales & Marketing Collaboration That Delivers Results. In the past, where Sales 2.0 was defined more around technologies that enable sales processes, it has evolved to focus on how to better integrate marketing and sales to impact revenue. And what should it be?

My Top 12 Social Media Blog Posts for 2010 according to Postrank.

Social Media and Sales Strategy

My Top 12 Social Media Blog Posts for 2010 according to Postrank (@postrank). Thanks for all of your support in 2010. I’m looking forward to what 2011 has in store for the social media space. December 29, 2010 · Filed Under social media , social media podcast , social media tips , social media training. December 2010. M. T. W. T. F. S. S. December 2010.

3 Lessons for Effective Communication in Selling

Anthony Cole Training

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Posted by Tony Cole on Fri, Jul 30, 2010. posted @ Friday, July 30, 2010 10:13 AM by Traci Powers. HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call?

Social Media Calendar - Sample - Template | Social Media Podcast.

Social Media and Sales Strategy

August 23, 2010 · Filed Under Events and Seminars , Internet Marketing and SEO , iPhone Podcasts , Marketing and PR , social media , social media podcast , social media tips , social media training. August 2010. M. T. W. T. F. S. S. December 2010. November 2010. October 2010. September 2010. August 2010. July 2010. June 2010.

The Most Popular Sales Thought-Leader Interviews of 2010

Dave Stein's Blog

During the course of 2010, we’ve enjoyed a significant increase in the number of followers and subscribers to this blog. Since some of you are new, I wanted to share with you some of our most popular interviews (and one podcast) of 2010. This was the most widely read interview and one of my top blog posts of 2010. Channel Management. Harder Than Direct Selling?

My Top 12 Social Media Blog Posts for 2010 according to Postrank (@postrank)

Social Media and Sales Strategy

Thanks for all of your support in 2010. I’m looking forward to what 2011 has in store for the social media space. Following are my most engaging blog posts according to Post Rank Analytics. They measure on-site and off site responses, votes, comments and links to each post and then rank the post. Having the Post Rank plugin installed into this blog made finding the posts that my readers have found most engaging easy. Thanks to everyone who has dropped by the blog, commented and shared my tips, strategies and podcasts. Rules for Ford Social Media Engagement are Simple and Clear.

My Top 12 Social Media Blog Posts for 2010 according to Postrank (@postrank)

Social Media and Sales Strategy

Thanks for all of your support in 2010. I’m looking forward to what 2011 has in store for the social media space. Following are my most engaging blog posts according to Post Rank Analytics. They measure on-site and off site responses, votes, comments and links to each post and then rank the post. Having the Post Rank plugin installed into this blog made finding the posts that my readers have found most engaging easy. Thanks to everyone who has dropped by the blog, commented and shared my tips, strategies and podcasts. Rules for Ford Social Media Engagement are Simple and Clear.

Evolving Your Sales Game Plan-a Focus Interactive Summit

Fill the Funnel

The event is on  Thursday, October 21, 2010 — 8AM to 1:30PM PT / 11AM to 4:30PM ET. Event Date: Thursday, October 21, 2010. I am excited to be a part of an online Sales Summit hosted by FOCUS.  If you have not attended one of these FOCUS online summits in the past, this is a good one to start with. Pre-registration is required. Visit sponsor vendor booths and download resources.

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iPad Apps for Business Impact

Fill the Funnel

iPad was a very popular gift this Christmas, and there are many of you in business that have already made the leap. Now that you have one, what are some of the most valued apps for business impact? Wondering if there really is a business use for iPad? Here are some iPad apps that you might find useful in your business activity. Flipboard – one of my favorites. 35.00 US) for this to work.

Welcome to SMS ? We'll Help You Grow Revenues ? Score More.

Score More Sales

by Lori Richardson on November 3, 2010. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Welcome to SMS – We’ll Help You Grow Revenues. Are you looking for real ideas – and perhaps a sales strategy for growing your revenues ? Score More Sales is a sales organization that helps B2B companies add 15-65%  in “net new” sales. Contact

The Advantages of a Career in Financial Services

Tom Hopkins

Advantage #1 – Nearly everyone is a potential client. Unless you plan to specialize, such as working only with the affluent who have $10 million or more in net worth or some other niche, your pool of potential clients expands to nearly every adult on the planet. Think about it. Who doesn’t need knowledge and [.] No related posts. Financial Services sales skills selling skills

Social Media Calendar

Social Media and Sales Strategy

There are many aspects to success in social media. Having a solid goal, knowing your core target market and of course monitoring social media conversations and your brand. Producing great content and engaging community are also vital. All of this has to be grounded in a solid implementation plan in order to work over the long term. Social Media Calendar.

Social Media Calendar

Social Media and Sales Strategy

There are many aspects to success in social media. Having a solid goal, knowing your core target market and of course monitoring social media conversations and your brand. Producing great content and engaging community are also vital. All of this has to be grounded in a solid implementation plan in order to work over the long term. Social Media Calendar.

11 Social Media Tips in 140 Characters or Fewer | Social Media.

Social Media and Sales Strategy

December 28, 2010 · Filed Under social media , social media podcast , social media tips , social media training. December 2010. M. T. W. T. F. S. S. December 2010. November 2010. October 2010. September 2010. August 2010. July 2010. June 2010. May 2010. April 2010. March 2010. February 2010. Contact.

How I Get Over 70% Of My Clients From My Website

Ian Brodie

email print Of all the things I teach about marketing and business development, the thing most people are interested in is “ how do you get so many clients via your website? “ And it’s a good question to ask. The web is a fantastic equalizer – allowing small businesses like you and me to match and beat our big competitors. We may not be able to match their marketing dollars.

Four Sales Effectiveness Predictions for 2011

Dave Stein's Blog

It’s worth a read.  We saw in 2010 that negotiation has become a primary requirement for nearly every ESR client. Analyze closed (or lost in the final stage) 2010 deals for: - Personnel and skills on both sides of the negotiating table; - Strategies on both sides (timing factors, tier negotiating, etc.); - Expected versus actual outcomes; and. Here they are: 1.

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The Feel, Felt, Found Strategy

Tom Hopkins

The Feel, Felt, Found technique is an age-tested, proven strategy of moving your customers gently to a new way of thinking. There are three separate parts to Feel, Felt, Found: “I understand how you feel.” ” This wording lets a customer know that you heard him or her and can relate. “Initially, other (top purchasing agents [.] No related posts. Presentation/Demonstration client fears making people comfortable overcoming objections

How To Differentiate Yourself When You’re Selling

Ian Brodie

email print We talk a lot about differentiation in marketing. Differentiation is something that sets us apart. Unique attributes of our services that are valued by our clients but that can’t be easily reproduced by our competitors. At it’s simplest level, it could be a service we can deliver that no one else can. We talk much less about differentiation in selling however.

Secrets of Selling Professional Services: Pencil Selling

Ian Brodie

email print One of the most powerful techniques I’ve come across for building relationships with clients while you’re selling to them is the concept of pencil selling. It’s also one that I’ve almost never seen anything written about. These presentation materials are a sort of comfort blanket. They provide certainty for us. They look professional. ———-.

Characteristics of a Great Sales Manager

Tom Hopkins

Being a good manager is like putting a jigsaw puzzle together.  The first time you try to fit the pieces together it takes awhile to get everything to fit smoothly.  The next time you attempt to make the pieces fit you are a little more familiar with the pattern and each time after that it [.] No related posts. Sales Management management skills manager skills sales management sales management skills sales management training sales manager skills

Overcoming the Word “No”

Tom Hopkins

Everyone sells, one way or another. As parents, we sell our children on our belief systems and our values. In courtship, we sell ourselves to our prospective partners. At work, we sell ourselves every day to our employers and our co-workers. However, there’s something keeping us from doing the best job of selling in every [.] Related posts: Overcoming the “It costs too much” Sales Objection. When Buyers Hesitate. Attitude Objections or Concerns handling objections overcoming objections sales objections

Three Critical Mistakes to Avoid with Business Videos

Ian Brodie

email print More and more professional firms and individuals are using video on their sites to promote their business. And while video can be incredibly powerful in building a connection with potential clients – some of the videos I’ve seen are pretty poor and do more harm than good. I’ve been using video on my websites for over a year now – and although my videos are far from perfect, I have learnt a few lessons along the way. In this short video I share 3 critical mistakes to avoid when making business videos. Click here to view the embedded video.

#1 Question to Snatch Business from Your Competition

Paul Cherry's Top Sales Techniques

Date: Jan 29th, 2010. Now that it’s 2010, they must shift their focus toward how to make money. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. → Keynote Speaking. Reinforcement Assessment. Sales Management Training. Overview Training Options for Managers. Print.

Why Are We So Afraid Of Selling?

Ian Brodie

email print Selling Professional Services is tricky. Most professionals intensely dislike selling. In fact, I’d go as far to say that a great many fear it. They call it business development or even marketing. When really they mean selling: engaging with potential clients and persuading them to hire you. Why do we get such intense emotions when it comes to selling? Are You Sales Averse?

Sales 101 Alone Doesn’t Get The Job Done Anymore

Dave Stein's Blog

When you think about it, those of us in sales are all after the same goals: winning more business, sooner, and at higher contract values and margins.  But which skills, if mastered by your sales people, will get you to those goals and keep you there?  The answer requires a bit of explanation. Here are some basic selling (Sales 101) skills: Managing a territory. Managing objections. Negotiating.

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Hustle, Hustle, Hustle

Ian Brodie

email print In my experience, the people who succeed at business development are not necessarily the ones who are the best at it. They’re the ones who are the busiest at it. They’re not the people with the greatest skills. They’re the people with the most “hustle” I’d like you to do a little exercise for me, right now. Really simple. Will only take 2 minutes.

How to be in the Right Place at the Right Time

Ian Brodie

email print Some professionals always seem to be in the right place at the right time to win new clients. They just happen to call a potential client when they really need help. Or they bump into them in the early stages of decision-making. Or the client remembers their face and calls them first when they need to chat over an issue that ends up turning into a project. Most likely not.

Dropbox – Simple, Straightforward Access to Your Files Anywhere

Fill the Funnel

30 in 30 - 2010 30 tools backup cloud storage computing data data synchronization desktop computers dropbox file hosting file hosting service file online file sharing file synchronization filing ipad iPhone mac online online access online backup services share files stolen computers storage synch synchronize filesDropBox synchronizes files across your internet connected devices. Windows, Mac, Linux doesn’t matter. iPhone,  Android, iPad doesn’t matter. Stolen computer? No worries with Dropbox. Many users set up an account simply as a backup tool. This saves you time.

Smile – Johnny Carson’s Take on Politicians

Fill the Funnel

Now that this election period is drawing to a close, I hope you will appreciate the observation from one of my generations greatest comics – Johnny Carson.  It is as relevant today as when it first aired over two decades ago.  We miss you Johnny! Thanks to my friend Mike Todd for sending this to me this morning. ©2012 Fill the Funnel. All Rights Reserved.

Hire Quality, Not Quantity

All Biz Answers

The right employee can have an amazing impact on the success of your business. quality person can do more with less. He can bring fresh ideas to the table. She can self-motivate and go above and beyond the job description. Don’t you want this kind of person working for you? If so, follow a few simple rules. Hire for Intangibles. Don’t look for technical knowledge first. Recruit.

The “I can get it cheaper” Close

Tom Hopkins

Even if you’re brand new to selling, you will have likely hear this one from clients. Nearly all of them say it. Some may use differenet forms such as wanting to shop around or look for a better bargain but it means the same thing. It’s nothing more than a little sign of fear on [.] Related posts: The Oblique Comparison Close. Overcome the “I want to shop around” Objection. The Similar Situation Close. Closes Closing Sales closing closing sales sales closing selling skills

Lessons from the 2010 American Time Use Survey

The Productivity Pro

” — Alan Krueger, American economist, in response to the 2010 American Time Use Study. ” — Citation from the 2010 American Time Use Study. Bureau of Labor Statistics released the results of its annual American Time Use Survey (ATUS) for 2010. Share and Enjoy: Related posts: Outlook 2010: Time Savers and Efficiency Boosters. hours. hours. hours.

Heavy Hitter Sales Blog: WHAT GREAT SALESPEOPLE SAY.

HeavyHitter Sales

« The Three Critical Win-Loss Objectives | Main. | End the Sales & Marketing War-Harvard Business Review » October 15, 2010. Posted by: Sales Training | October 20, 2010 at 12:11 PM. » Verify your Comment. Heavy Hitter Sales Blog. Recent Posts. Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Books For Heavy Hitters.

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Never Sell Yourself – Let People Buy You by Jeb Blount

Sales Training Advice

Sales expert and bestselling author Jeffrey Gitomer teaches a simple philosophy, “People love to buy but they hate to be sold.”. In other words, most people prefer to buy on their terms. They do not want or appreciate a hard pitch or a features dump. The real key to sales is your ability to sell yourself.”. “If you want others to like you, you’ll have to sell yourself.”. And what was the message?

11 Social Media Tips in 140 Characters or Fewer

Social Media and Sales Strategy

I tweet social media tips on a regular basis. For those of you who don’t follow me on Twitter or for those who missed some of my tips this week, here are 11 tips on social media (if you have any to share please post them below): Social Media Tip: Focus on what you love and those who love the content you create. Social Media Tip: A single tweet may not create a best friend but it’s a doorway to many new relationships. Guerrilla Social Media Tip: Nano-marketing is not just about hyper-segmentation – it’s the process of developing intimacy with people.

11 Social Media Tips in 140 Characters or Fewer

Social Media and Sales Strategy

I tweet social media tips on a regular basis. For those of you who don’t follow me on Twitter or for those who missed some of my tips this week, here are 11 tips on social media (if you have any to share please post them below): Social Media Tip: Focus on what you love and those who love the content you create. Social Media Tip: A single tweet may not create a best friend but it’s a doorway to many new relationships. Guerrilla Social Media Tip: Nano-marketing is not just about hyper-segmentation – it’s the process of developing intimacy with people.

Do Your Customers Know You Love Them?

All Biz Answers

You love your customers, right? hope so. Your customers express their love for you when they buy from you. Occasionally, they will make a nice comment or give you a positive review on a website you never knew existed. If you are plugged in at all you will ask your customers how much they love you, perhaps using a survey or by asking for referrals. Here are some ways to make sure they do. Twitter.

Customer Retention: A Critical Selling Capability

Dave Stein's Blog

My friend, Joe Galvin, of SiriusDecisions, recently  introduced me to Matthew Hawk, Ph.D.  (See photo.) Matthew is an expert in customer retention, a critical, but often under-appreciated selling capability.  Minnesota Life’s Client Relationship Advisor team is so effective, the company’s retention rate is significantly ahead of their closest competitor.  Unfulfilled? Surpassed?

Music: how do you get psyched to sell? | Southwestern Sales Talk

Southwestern Advantage

Southwestern is a member of: © 2010 Southwestern Company, All Rights Reserved. ?? Search. About. Contact Us. Southwestern Sales Talk. Music: how do you get psyched to sell? by Lee McCroskey. Music is powerful.  It can recall a distant memory.  It can change your mental state in just a few seconds.  The poll is in the margin to your left.   That puts you in the mood to sell. Cheers Lee.

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