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The First Rule of Sales: Leverage

Smart Selling Tools

DiscoverOrg is a company (and product) that essentially provides ready-made organization charts and buyer profiles of IT organizations in the 2,000 largest companies. 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.” Sales tools are all about “leverage”.

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?

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. In this session you’ll learn the hidden stages of the buyer’s journey, and how to become part of the Buying Decision Team. Adding change management skills can help buyers buy more efficiently. Event Date: Thursday, October 21, 2010. Pre-registration is required. Sales 2.0 Let’s see.

B2C 50

Four Sales Effectiveness Predictions for 2011

Dave Stein's Blog

More good news is that many sales training buyers are no longer willing to automatically cut coaching from their overall approach to sales effectiveness. Procurers and buyers are far ahead of sellers in terms of strategy, skills, tactics, and outcomes.  I recently wrote a post entitled, Right Now, Your Customer Is Learning How to Kick Your Butt. Buyers coaching Sales 2.0

Overcoming the Word “No”

Tom Hopkins

When Buyers Hesitate. 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. Attitude Objections or Concerns handling objections overcoming objections sales objections

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. In reality, the most product-knowledgeable salesperson is not necessarily the most persuasive one because it takes more than logic and reason to change buyers' opinions. 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. Steve W.

Why Buyers Don’t Like Salespeople By Mark Hunter

Sales Training Advice

If buyers could get by without salespeople, do you think they would? What happens as a salesperson when you put your emotions aside for a moment, relax, take a deep breath and honestly ask yourself, “What role do I play with my buyers?” ” When I ask salespeople what value they bring to their buyers, I usually get a typical answer that is full of a lot of smoke puffery. When I ask this question of buyers, and in particular professional buyers, I get an entirely different answer. Are you wondering why? They want solutions. Sales Techniques

Overcoming the “It costs too much” Sales Objection

Tom Hopkins

When Buyers Hesitate. If you’ve been in business longer than a week, you’ve probably heard this objection from at least one potential new client: “It just costs too much.” Or, you might have heard it in this way, “I’m really interested but I think I can get it cheaper somewhere else.” Everyone wants a bargain, but not everyone [.] Related posts: You Won’t Overcome Every Sales Objection. Closes Objections or Concerns Selling Skills closing sales overcoming objections sales objections Think it over

When Buyers Hesitate

Tom Hopkins

You’ve just invested the last 30 minutes of your day with someone who truly needs your product or service. You feel like you’re on a roll. That your product is truly good for them and they can afford it. It began when they explained what they were looking for when you first met. They answered [.] Related posts: You Won’t Overcome Every Sales Objection. Closing Sales Objections or Concerns Selling Skills client concerns concerns handling objections overcoming objections sales closing sales objections

The Difference Between Getting the Sale and Making the Sale

All Biz Answers

Sales reps (if there are any) give presentations that highlight how great their business is, then sit back and wait for the buyer to say yes. The sales that come in are from buyers that have been easy to reach. Communicating effectively with buyers about why THEY will benefit from working with you. You may think a sale is a sale. But a sale is not a sale. Sales is an art form.

Heavy Hitter Sales Blog: What's Wrong With Sales Training Today

HeavyHitter Sales

« Huge Ego Behind Every B-to-B Purchase | Main. | TOP 20 GREAT SALES BLOGS » June 15, 2010. Today, the balance of power is definitely in the hands of buyers and the situation will only continue to get worse. Sales training that understands information-savvy buyers, acknowledges competitive realities, and offers entirely new language-based strategies to influence key executives during the sales cycle. Posted by: Björn | June 16, 2010 at 10:59 AM. » Verify your Comment. Heavy Hitter Sales Blog. Recent Posts. Top 7 Critical Sales Trends for 2012.

A Case Study of a Dumb Cold Call

TeleSales Blog

Callers must be prepared to work with the personnel who are closest to our buyers, gain their trust, and discuss value where appropriate. Hard to believe a salesperson could make so many mistakes in a short period of time, using so few words. But it happened. I’ll explain in detail. overheard Steve, my marketing guy, who also answers the phone in my office, talking to the caller: "Well, that would be Art. I’ll transfer you." He put the call on hold and said to me, "Some guy wants to talk to someone about Internet marketing. He’s being pretty evasive though.

Ad Sales Blog: What the movie "Inception" tells us about selling with.

Ad Sales Blog

« Trouble getting through to media buyers? " download » August 18, 2010. Posted by: House Sales | August 27, 2010 at 02:50 AM. Posted by: Josh Gordon | August 28, 2010 at 08:51 AM. Posted by: Robert | September 09, 2010 at 12:28 PM. Posted by: Sherman Unkefer | September 09, 2010 at 04:41 PM. Buyer POV. December 2010. Profile.

Overcome the “I want to shop around” Objection

Tom Hopkins

When Buyers Hesitate. Have you ever heard this from a potential client: “Okay. Well, thanks for the information. want to shop around and will get back to you if this is really what I want.” Unless you’ve only been in business a day or two, you have. In most cases what are they really saying to you? [.] Related posts: You Won’t Overcome Every Sales Objection. Overcoming the “It costs too much” Sales Objection. Closes Objections or Concerns Selling Skills closing closing sales handling objections sales closing sales objections

Customer Retention: A Critical Selling Capability

Dave Stein's Blog

MH: Maybe, but keep in mind that a customer who intends to cancel was at some time in the past an excited buyer who chose that provider because they thought it was the best choice.  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. 

Quit Selling: Let People Buy | Southwestern Sales Talk

Southwestern Advantage

Responses to “Quit Selling: Let People Buy” Max-Marc Fossouo says: June 15, 2010 at 7:32 pm. Debbie Schiller (Rosalimsky) says: June 15, 2010 at 8:44 pm. Reply Lee McCroskey Reply: June 17th, 2010 at 1:29 pm Thanks, Deb for the comment! Anthony Merkel says: July 14, 2010 at 12:31 pm. That for me means whether they are buyers or not. Search. About.

Heavy Hitter Sales Blog: Thought Provoking Motivational Sales.

HeavyHitter Sales

Main. | How to Hire a VP of Sales » December 27, 2010. Never forget, all buyers are liars and salespeople are paid to persuade.”. 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. Are Top Salespeople Born or Made? Four Critical Sales Kickoff Meeting Success Factors. Books For Heavy Hitters.

Ad Sales Blog: Teens and Young Adults shift media usage away.

Ad Sales Blog

« One in three TV viewers becomes an "On Demander" bypassing traditional viewing | Main. | To monetize podcasts think sponsorships not ads » November 19, 2010. According to an Edison Research report, “Radio’s Future II: The 2010 American Youth Study,” media usage among teens and young adults are shifting. By 2010 it had fallen to an hour and a half."

Social Media vs the Lawyers: The Case of Chris Cardell

Ian Brodie

In even the recent past you could succeed with brilliant marketing and a mediocre product because it was relatively difficult for buyers (especially via mail order) to get any real feedback on what your product was really like. email print There’s an interesting little storm brewing over here in the UK. There’s a fairly well known business guru here called Chris Cardell. This guy is brilliant. You can read the ruling here. Recently he ran the piece again in slightly modified form (I got one myself and it fooled me for a minute or so). Will his bully-boy tactics work?

Telephone Sales Skills – Selling On The Spot

SalesGrail

You weren’t listening to the buyer. How many times have you hung up on a sales call and realized you completely blew the chance to close the deal? You said the wrong things. You simply lost what you knew was a sure sale. Why did this happen? How often does it happen? Telephone sales skills don’t come [.]. Telephone Sales Skills

My Take on Inside Sales, and Where it’s Going

TeleSales Blog

Buyers lives and habits have changed. I’m often asked what is the biggest change I’ve seen in inside sales over the years. Without a doubt it’s how buyers–and everyone for that matter–conduct their lives as it relates to their technology, how they communicate, the real demands on their time, and outlets for wasting time. The relevance and challenge for us is that this is what we are competing with and trying to sell into, attempting to cut through the noise and clutter to grab the buyer’s attention. link]. Information tools are abundant.

The Pipeline ? It's About the Buyer, Stupid! ? Sales eXchange ? 125

The Pipeline

December 2010. November 2010. October 2010. September 2010. August 2010. July 2010. June 2010. May 2010. April 2010. March 2010. February 2010. January 2010. It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! It’s About the Buyer, Stupid!

Ad Sales Blog: One in three TV viewers becomes an "On Demander.

Ad Sales Blog

Teens and Young Adults shift media usage away from magazines and radio » November 02, 2010.   For me this finding is the most important:   Media buyers and sellers take note. Posted by: all womens talk | December 09, 2010 at 04:32 AM. Buyer POV. December 2010. November 2010. October 2010. September 2010. August 2010.

Ad Sales Blog: A publisher's guide to retweets

Ad Sales Blog

« To monetize podcasts think sponsorships not ads | Main. | It is good media business to stand for something, and why so few do » December 16, 2010.    The top 10 retweets of 2010 give insight as to what magic the top performers contain.   Here are the top ten tweets of 2010: 1. Buyer POV. December 2010. November 2010.

Ad Sales Blog: The iPad is not being made for content publishers

Ad Sales Blog

Profit on the web is about audience not traffic » March 23, 2010. Posted by: Scott Donovan | April 08, 2010 at 04:22 PM. Posted by: HTTP Viewer | June 15, 2010 at 02:50 AM. Posted by: Bob Martin | October 25, 2010 at 05:50 PM. 5. Buyer POV. December 2010. November 2010. October 2010. September 2010. August 2010. July 2010.

There is No Place for “Buyers Are Liars” in the Sales Profession

Dave Stein's Blog

Yesterday I received an email from a Sandler franchisee inviting me to attend a live “Buyers Are Liars Workshop.”  ”  I’ve seen and heard this statement before, but only now feel compelled to voice my opinion. I don’t know about you, but that phrase and the combative attitude it represents concerns me.  Do buyers lie?  Same story.

Here’s The Best Time to Call Prospects By Far

TeleSales Blog

business moves into your area finding it easier to deal with a local company. A new buyer joins the company looking to make a name for them self. That old buyer who used to tell you “NO” may have left. buyer doesn’t like their rep. buyer feels like they have to continually “babysit” their vendor. Buyer gets FED UP!!! When we do.

Stop Building Rapport and Start Connecting by Jeb Blount

Sales Training Advice

Buyers are not fooled. have a friend who is a buyer for a manufacturing company. Recommended Reading Sales Tip: Why Buyers Love to Delay Buying By Mark Hunter Taking Control of Every Sales Relationship so You are Closing on Every Conversation! The Merriam-Webster dictionary online defines rapport as relation marked by harmony, conformity, accord, or affinity. Far from it.

Why You Hate “Cold” Calling But Can Change: The Myths Exposed and Truths Revealed

TeleSales Blog

” Smart Calling™ Truth: The screener may in fact be a decision maker, or at least an influencer, and needs to be treated like the buyer. Most sales reps hate prospecting by phone. Part of the reason is that they believe some of the many myths that have been perpetuated over the years about “cold” calling. Most of these are nonsense, and just plain wrong. link].

Ad Sales Blog: Are digital magazines the ultimate custom publishing.

Ad Sales Blog

» September 12, 2010. Posted by: Ohana Media | October 21, 2010 at 06:15 AM. Buyer POV. December 2010. November 2010. October 2010. September 2010. August 2010. July 2010. June 2010. May 2010. Ad Sales Blog. Ideas and strategies to grow business. Archives. Profile. Subscribe. Videos. Testimonials. Digital Magazines. Training. Books. « FREE "Print is Alive!" " download | Main. Custom publishing digital magazines? Are digital magazines the ultimate custom publishing opportunity? Your choice.

The Failure of Procrastination By Drew Stevens

Sales Training Advice

Provide a quick comment below. (c) 2010. Drew helps them to create relationships with economic buyers so that sales people close sales quickly and gain more revenue. There is a large storm brewing in many sales organizations unknowing to both sales managers and their bosses. Simply put sales accountability is lacking. The problem results in less production, missing sales goals and more importantly less business. However, dismissing the issue only brings additional stress. The board of directors, CEO and other senior offices disdain procrastination they need results now! Drew J.

Heavy Hitter Sales Blog: Inspirational Sales Quotes for the New Year!

HeavyHitter Sales

Main. | The Six Real Reasons Why VPs of Sales are Fired » February 23, 2010. All buyers are liars and salespeople are paid to persuade. -- Steve W. Posted by: Brian Hodgson | February 24, 2010 at 07:25 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.

Right Now, Your Customer Is Learning How to Kick Your Butt

Dave Stein's Blog

Buyers are tougher than ever before. Now, the big question is what’s your plan to tool them for the tough challenge from buyers they face every day?   Buyers Brian Dietmeyer procurement Think-Inc Getting sales leaders to understand the importance of a strategic approach to sales performance improvement is often an uphill battle.

What WAS This Guy Thinking?

TeleSales Blog

Your buyers and prospects receive emails, voice mails, and calls like these, too. While technology has helped us become smarter in many ways, it also allows people to do dumb things in many ways. For example, salespeople sending out non-targeted messages, or just plain old ill-conceived emails and voice mails. Here is an email I actually received. __. Subject: IFRS. Hi Art, I thought you and your organization might find value in a new IFRS Transition Workshop. May I send you the detailed pamphlet via email? Regards, Josh. His contact info was here). __. US GAAP? Amazing. So, what to do?

Accelerating Sales by Vince Poscente

Sales Training Advice

Recommended Reading Sales Tip: Why Buyers Love to Delay Buying By Mark Hunter Taking Control of Every Sales Relationship so You are Closing on Every Conversation! What would happen if we eliminated all the drama out of a sales organization? Let’s fantasize for a moment…that happy place in corporate la-la land. What if a sale’s manager’s job was not managing people? What if his or her sole focus was just on improving sales. Instead of managing people, the sales manager would entirely concentrate on improve sales. Don’t jump out of the dream just yet.

Executive Reluctance – Five Tips for Overcoming Fear and Making the Sale By Sam Manfer

Sales Training Advice

Many buyers give that impression and the rest of the time you assume it to be true. 4. Recommended Reading Your Buyer is Smarter than You By Mark Hunter The Law of Advance Planning By Brian Tracy Depth of a Salesman By Kim Jones How Sharp is Your Sales Structure? What goes through you when your boss or your inner-self says you’ve got to get to the top decision maker for this deal, contract, renewal or sale? It’s probably not great. However, the executive suite is where you have to be to increase your chances of success. However, when I ask, “What does that leader want from you?”

Can Procurement Select The Right Sales Training Provider?

Dave Stein's Blog

Buyers RFP Sales Training Companies procurementESR’s approach to evaluating sales training providers enables our clients to select training partners who will most positively impact their sales performance. Occasionally it’s the learning or sales ops organizations that contact us.  Shortly ESR will publish an e-book on this subject with the key components of our 7-step approach. 

2010: A look back - About Leads, BuyerZone's lead generation.

Buyer Zone's Lead Generation Blog

2010: A look back. Dec 20, 2010. As 2010 winds down, we thought it would be worth recapping some of the most popular posts from this year in case you missed one, or if you want to review one of the topics we covered in detail. Insights on the Construction Buyer - key findings from our research on how to best sell to people looking for buy construction equipment. 7. December 2010 (8). November 2010 (7). October 2010 (10). September 2010 (9). August 2010 (11). July 2010 (10). June 2010 (10). May 2010 (11). Tweet.

Ad Sales Blog: Trouble getting through to media buyers? Here's why.

Ad Sales Blog

What the movie "Inception" tells us about selling with ideas » August 12, 2010. Trouble getting through to media buyers? Media buyers are a stressed out bunch. Posted at 07:56 AM in Buyer POV | Permalink. Listed below are links to weblogs that reference Trouble getting through to media buyers? Buyer POV. December 2010. November 2010.

Huthwaite’s CEO Has A Few Questions For Me

Dave Stein's Blog

John had some great questions for me about a number of topics around sales effectiveness: Changes in the buyer/seller relationship, in buyer behavior, and the role of technology such as social/professional networking. The relevance of sales training given the changing nature of the buyer/seller relationship. Some the more creative ways some sales organizations sell.