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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.

Skype 50

“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.

The First Rule of Sales: Leverage

Smart Selling Tools

Leverage: The ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources. In other words, leverage is an advantageous-condition of having a relatively small amount of cost yield a relatively high level of return. Thus, “doing a lot with a little.” ” As it goes for business, so it goes for sales. Are you employing leverage to get the most from your sales organization or from your own individual sales activities? Sales tools are all about “leverage”.

How to schedule 4 times more appointments or give your Reps an extra 5 weeks of sales productivity

Smart Selling Tools

Could you sell more if your Reps had 4 times the number of appointments? How about if Reps had an extra 5 weeks of selling time? You’ve got 215 selling days in the year.  Too many of those 215 days are eaten up by non-selling (but necessary) tasks such as the tedious process of coordinating calendars and scheduling appointments.  In fact, without the right tools, your Reps are losing 28 days of selling time every year unnecessarily while making appointments. Tungle.me Each scheduling attempt takes approximately 3 minutes.  Each attempt still takes approximately 3 minutes. 150. 7 ½ hrs. Tungle.me

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.

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.

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?

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

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?

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.

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.

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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

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.

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.

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.

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 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.

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?

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

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.

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

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. ———-.

How to Handle an Angry Client

Tom Hopkins

Too many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening. Either the angry client decides the problem isn’t worth the aggravation [.] Related posts: The Top 10 Killers of Sales. Arouse Emotions, Don’t Sell Logic. Closing Sales Selling Skills client contact contacting clients making people comfortable sales skills selling skills talking with clients

Referral Selling in Small Business

No More Cold Calling

“Small” may be the way government classifies you, but you are the backbone of the global economy. You chose your line of work because you are passionate about a product or service you developed, recognized a not-to-miss opportunity in the marketplace, or gained expertise in a specific skill. Bottom line: You love what you do. Reality: You’re not crazy about selling. You acknowledge that attracting new clients expands you business and continues to increase your revenue and profits. Most likely you did not grow up in sales. That’s not you. Business development is a scary proposition.

My Top 10 Favorite Blog Posts of 2010

Productivity and Motivational Tips for Inside Sale

This is Your Chance to Own it-Dreamforce 2010 - The BEST Dreamforce ever! I was so proud to be in this progressive business, to live in San Francisco, to know who Will.I.Am is. Ever wonder what I was thinking when I wrote that? Well Well I would like to share my personal favorite blog posts from this past year and also take a minute to thank you for reading through my work. Happy New Year! 1. From Paperless to Phoneless - I know this is so controversial but hey I’ve got to rattle some cages every so often don’t I? where? This skill is more important that ever before.

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.

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?

An Olympian's Perspective on Perspective | Southwestern Sales Talk

Southwestern Advantage

14 Responses to “An Olympian’s Perspective on Perspective” Grayson Jones says: February 22, 2010 at 10:50 pm. Reply Lee McCroskey Reply: February 23rd, 2010 at 10:18 am Excellent example, Grayson. Daniel says: February 22, 2010 at 11:16 pm. Reply Lee McCroskey Reply: February 23rd, 2010 at 10:19 am Daniel: glad you liked it. Search. About. Contact Us. Reply.

Positive Affirmations (from a Future Southwestern Company Student.

Southwestern Advantage

Responses to “Positive Affirmations (from a Future Southwestern Company Student)” memyself and i says: June 30, 2010 at 1:16 pm. Reply Lee McCroskey Reply: June 30th, 2010 at 3:03 pm memyself and i: Since this is an anonymous post, I’m unable to contact you directly. C.Davidson says: July 15, 2010 at 3:26 pm. Bell says: August 2, 2010 at 11:10 am.

Dealing with the Competition

Tom Hopkins

We are in some very competitive times. People are hesitant to make buying decisions so businesses are making previously unheard of offers to get whatever slice of the market pie they can. If any of your clients tell you they’re considering doing business with the competition, you need to be prepared. If you’re at the [.] No related posts. Objections or Concerns Presentation/Demonstration Selling Skills competition handling objections

Objections canceled! Selling Emotionally on the Bookfield.

Southwestern Advantage

Selling Emotionally on the Bookfield” Andrew Meehan says: June 29, 2010 at 11:22 pm. Reply Lee McCroskey Reply: June 30th, 2010 at 10:55 am Andrew: I blew the dust off these…remembering them from my summers of selling. Kyle Conley says: July 11, 2010 at 6:33 pm. Reply Lee McCroskey Reply: July 13th, 2010 at 9:21 am Kyle: Glad I could help a bit. Search.

The Customer 2.0 is Mad as Hell

Productivity and Motivational Tips for Inside Sale

How do you deal with your anger? Do you save it, keep it inside and then explode one day because someone sliced your cheesecake the wrong way? Or do you maintain a low-level of negativity to help you consistently feel your anger? Are you the type who’s in denial about your anger? And then you just explode one day? Remember that Customer 2.0 I’ve been writing about? ” 2. ” 5.

The Salesperson's Daily Damnation, by Anthony Burgess.

Southwestern Advantage

33 Responses to “The Salesperson’s Daily Damnation” Brandon Devlin says: March 3, 2010 at 1:06 am. Evelina Prodanova says: March 3, 2010 at 3:06 am. Hans Kullama says: March 3, 2010 at 6:35 am. Reply Lee McCroskey Reply: March 3rd, 2010 at 12:02 pm Hans: although the movie was good, the book was, as usual, much richer. Search. About. Contact Us. Reply.

Film 20

Understanding People’s Natural Fears

Tom Hopkins

Think for a moment about what the greatest enemy is to the process of helping people come to a decision that’s truly good for them and getting an agreement for them to own your product or service. What is it that jumps in and brings presentations that were previously sailing smoothly along to a screeching [.] No related posts. Prospecting Selling Skills asking for the business client contact client fears fear making people comfortable

John Carlton’s “Bar Room Conversation” Marketing Tip

Ian Brodie

email print A technique I use a lot with my clients when helping them to build a deeper understanding of their target clients is the “pen picture” I get them to sketch out details of who their ideal client is – their name, age, marital status, what they do for a living, their “backstory”, the problems they face, what frustrates them, their aspirations, etc. find this technique works really well to help my clients “get inside the head” of their own target clients. Today I learnt an enhanced version of this technique. John’s method is simple.

Where will you end up in the career draft? | Southwestern Sales Talk

Southwestern Advantage

” Chad says: May 14, 2010 at 12:46 pm. Southwestern is a member of: © 2010 Southwestern Company, All Rights Reserved. ?? Search. About. Contact Us. Southwestern Sales Talk. Tim Tebow, “intangibles” and the career draft. by Lee McCroskey. Tim Tebow was recently drafted in the first round to the Denver Broncos. The number one is communication skills. Reply. focus.

How to Get More Clients Online – Survey for Free Training

Ian Brodie

email print Here’s a chance to bag some free training on how to get more clients using online approaches – your website, social media, etc. As you’ve probably noticed, I’m a big fan of using the web to get clients for professional service firms and independent professionals. currently get over two thirds of my clients via the web. And since it’s working while I’m out doing client work (or sleeping/eating/watching football) it’s helped get me off the treadmill of having to trade off business development time vs client work time (and leisure time).