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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”.

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

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 40

Sales Tip: Why Buyers Love to Delay Buying By Mark Hunter

Sales Training Advice

Salespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Yes, there are times when a buyer legitimately can’t make a decision. Many times, though, the delay is nothing more than a tactic on the part of the buyer to get a better deal. This is especially true of professional buyers, who see numerous salespeople on a regular basis. More often than not, the buyers believe that by waiting, they will get a better deal. This is exactly what the buyer wants!

Never Sell Yourself – Let People Buy You by Jeb Blount

Sales Training Advice

solved problem is the value that buyers pay for. Buyers appreciate and reward this commitment to excellence with repeat business, referrals, and ultimately with trust. 5. 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. And what was the message?

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.

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. 

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

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.

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

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.

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?

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.

Kadient Is Serious About Sales Effectiveness

Dave Stein's Blog

In today’s technology enabled world, information about a company, its products, value proposition and competition are readily available and buyers are more knowledgeable than ever before.  The more I know about them, the more I’ve been impressed with Kadient.  I really like their playbook approach, the people I’ve met on their team, and their straightforward, no B.S.

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

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.

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.

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.

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.

B2B Marketing and Sales Books: What's On Your Summer Reading List?

Green Lead's B2B Blog

His lessons on buyer personas (though not necessarily called that) are just as relevant today as they've ever been. The Catcher in the Rye. Moby Dick. Pride and Prejudice. The Grapes of Wrath. Tale of Two Cities. If there's one thing those books have in common for me, it's that they were part of my high school summer reading lists. Remember those? This list is the tip of the iceberg for you.

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.

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

Social Media for B2B Marketing and Sales | Social Media Podcast.

Social Media and Sales Strategy

Here are some statistics and quotes regarding social media in the commercial space: …69% of B2B buyers use social networks “primarily for business networking and development.” August 2010. M. T. W. T. F. S. S. December 2010. November 2010. October 2010. September 2010. August 2010. July 2010. June 2010. May 2010.

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.

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.

Uncover Other Options Early

Tom Hopkins

Related posts: When Buyers Hesitate. When you’re with a potential new client, it’s wise to know where they’re coming from. Do your best to uncover any other companies or products they’ve investigated before talking with you. Hopefully, you’re on top of your game and know the features and benefits of your top competitor’s products and how they compare to your [.] Closing Sales Initial Contact Objections or Concerns handling objections overcoming objections selling skills

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.

Emptying Your Sales Trash By Colleen Francis

Sales Training Advice

So what do you need to do to keep meeting the needs of your buyers in this new economy? recently read a study that found that in 2010, 80% of tradeshows leads never get a follow up. Recommended Reading Your Buyer is Smarter than You By Mark Hunter Sales Prospecting Letters Still Open Doors by Kendra Lee Three Ways to Connect With Your Prospects By Mike Brooks Boost Your Sales in a Down Market By John Boe Taking Control of Every Sales Relationship so You are Closing on Every Conversation! Hanging on to bad leads who are never going to buy. Do this regularly. 3. Be objective.

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!

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.

Sales Motivation – The Metaphor of “Jerry Maguire”

The Sales Insider

Buyers take more time to decide. ″ means that the power within the sales cycle has fundamentally shifted from the seller to the buyer. It means means the buyer trusts us to act in their interests, and the seller trusts that the buyer is going to respect the seller’s product and process. And for some reason, even in the midst of the Digital Age Sales 2.0

Are Your Prospects Reverse-Sandbagging?

Smart Selling Tools

Financial incentives and personal pleas are two options for changing a buyer’s behavior. Here are a few examples of how Echosign can help change a buyer’s behavior and help your Reps book business quicker. Sandbagging is when a Rep holds onto signed orders until the last minute. Then, seemingly out of nowhere, the Rep submits all the orders at once, usually at the end of the month or quarter. When the Rep doesn’t have any orders until the last possible moment it’s something else all together. Maybe it’s “reverse” sandbagging. Reverse sandbagging is all too common. No excuses.

The Way To Certain Success

GKIC Blog

Align whatever it is that you sell, regardless of its price or its prospective buyers, regardless of media used, with the timeless, most fundamental motivations for parting with money. Fight the temptation and tendency to slip into selling based on your product or your service or your credibility — sell based on what actually motivates people to buy. Fight the temptation and tendency to believe your prospect or client is overly sophisticated or intellectual or analytical and requires a more factual, logical, ‘high brow’ or professional sales approach. It isn’t. None are.

Social Media for B2B Marketing and Sales

Social Media and Sales Strategy

Here are some statistics and quotes regarding social media in the commercial space: …69% of B2B buyers use social networks “primarily for business networking and development.” A common question I get from business to business focused marketers and sales professionals is: “Does social media marketing and social networking really work in the B2B space?” ”  – Jeff Booth CEO Builddirect.com (the worlds largest online wholesaler of building supplies.). ” ( About.com ). Google and Forbes Insights Study (2009).

Social Media for B2B Marketing and Sales

Social Media and Sales Strategy

Here are some statistics and quotes regarding social media in the commercial space: …69% of B2B buyers use social networks “primarily for business networking and development.” A common question I get from business to business focused marketers and sales professionals is: “Does social media marketing and social networking really work in the B2B space?” ”  – Jeff Booth CEO Builddirect.com (the worlds largest online wholesaler of building supplies.). ” ( About.com ). Google and Forbes Insights Study (2009).

For Sales Trainers Only – Webinar Archive Available

Dave Stein's Blog

Since then we have focused on one thing: guiding sales training buyers to make the right decisions about sales training approaches and selecting the providers who would be the best fit for their requirements. For that reason, ESR has earned, from buyers and providers of sales training alike, an unparalleled reputation for our integrity, insight, and experience. We listened. Questions?

Sales Objections: Opportunity or a Death Knell?

Dave Stein's Blog

In fact, today’s buyers are in an increasingly powerful position, resulting from both a general oversupply of products and services and highly effective procurement strategies and tactics. strategic view of buyer preferences, decision criteria, and the objection management process can make the difference between success and failure in our increasingly competitive business environment.

Inside Campaigner: Segmentation - The Missing Link Between.

Inside Campaigner

Thursday, August 5, 2010. Email marketing tools like Campaigner are the "freemium and paid" parts of your marketing plan, connecting you with qualified buyers and incenting specific behaviors in support of your business goals. comments: Michelle Sep 10, 2010 05:51 AM I would add that emails are a better vehicle for giving deep insights/interesting tips to your prospects, which is often a better way to reach them than, say, filling up their inbox with promo after promo. ▼ 2010. (68). skip to main | skip to sidebar. Posted by Jenn Markey. at 7:53 AM. Newer Post.