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Thanksgiving 2011

Fill the Funnel

© Karen Roach - Fotolia.com. What a great time of year to reflect on the people and events that I have had the privilege to connect with since this holiday a year ago and prior. The web tool creators are continuing to dazzle and amaze me. The readers of this blog grew again last year in the biggest increase since I started this over four years ago. All Rights Reserved.

Laura Stack’s EFFICIENCY DIGEST: July 2011

The Productivity Pro

The speaking profession is no exception…looking forward to being with my colleagues at NSA 2011! While we commend you for setting proper boundaries and not getting caught in digital quicksand, here’s a little digest so you can catch-up with Laura all in one place … what WILL you do with the extra time YOU have? Productivity Pro® Blog. Leaders: Get More Done Through Others! necessary.

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ESR Publishes 2011 Virtual Sales Training Report

Dave Stein's Blog

In Q3 2011, ES Research Group, Inc. Here is the press release: ESR’s 2011 Report on Virtual Sales Training. conducted an important survey to explore the impact that technology, evolving media, and new delivery methods are having on the people and organizations that develop, deliver, and purchase sales training. The report was published today. Who makes sales training decisions.

Laura Shares the Six Keys at GROW 2011

The Productivity Pro

Laura Stack, The Productivity Pro(R), shares the Six Keys to Perform at Your Productive Best at the GROW 2011 conference in Dayton, OH. Share and Enjoy: Related posts: Laura Stack’s EFFICIENCY DIGEST: July 2011. Video from SHRM Talent Management Conference. Increasing Productivity: HR’s Strategic Role in Improving Workforce Productivity. Time management Time Management Skills

Watch These Sales & Marketing Thinkers in 2012 ? Best of 2011.

Score More Sales

Watch These Sales & Marketing Thinkers in 2012 – Best of 2011. by Lori Richardson on December 30, 2011. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Developing professionally by expanding your knowledge is one of the best ways to grow market share. Please create a plan for your professional development in 2012. Nice stuff.

Finish 2011 Strong While Laying the Groundwork for a Great 2012

Sales and Management Blog

Although somewhat hard to believe, we’re now at the end of another year.  With only two and a half months to go, your year is virtually over.  That doesn’t mean your production has to be over, it means that more than any other time during the year, you must have a laser focus in order to finish the year strong and lay the foundation for 2012. Unfortunately the last quarter and the first quarter of the year are the least productive for a great many sellers. . Are those sellers who are making record sales during the “dead” time of the year just lucky?  Double down on prospecting.  Stay in touch.

5 of the BEST Sales Tips Ever | Sales Motivation and Sales Training

The Sales Hunter

Dec 07, 2011. Copyright 2011, Mark Hunter “The Sales Hunter.” One Response to “5 of the BEST Sales Tips Ever” 5 Best Sales Tips EVER « davidsdailydose says: December 15, 2011 at 6:13 pm. [.] Copyright 2011, Mark Hunter “The Sales Hunter.” December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. About. FREE Resources. Hire Mark. Client List. Testimonials.

Jonathan Farrington's Blog ? 2011 Top Sales & Marketing Awards.

Jonathan Farrington

2011 Top Sales & Marketing Awards – It’s Time to Nominate! Published by Jonathan Farrington at 6:41 pm under General. There will be three medals up for grabs in fourteen categories. In addition, we will be inducting a further six “sales legends” into the “Hall of Fame” during the ceremony. How Will the Final Nominees Be Chosen? What Is The Criteria? …. Trackback URI |.

Medical sales – blog round-up – Summer 2011

Sales Training Connection

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2011 – in the Medical Sales – Blog Round Up. 2011 Sales Horizons, LLC. Medical Sales.

Results of the 2011 Richardson/McCord Training Social Media in Marketing and Sales Survey

Sales and Management Blog

It has taken a bit of time and a lot of effort, but we finally have the 2011 Richardson/McCord Training Social Media in Marketing and Sales Survey results. Some will be surprised, some won’t like the findings, and others will find they confirm what they suspected. Two things stick out for me: 1.  Both salespeople and companies, whether they currently use social media or not, are struggling to figure out how to use it effectively. In In fact, few—even those with sophisticated marketing departments investing time and effort into the process—have any real social media strategy. 

Sales Summit 2011 – Where Straight Talking, Bare-Knuckle Negotiating, Magic And Mystery Stole The Show

MTD Sales Training

Our 2011 Sales Summit was held on Thursday 17 th November in Heathrow, and with over 100 UK and international sales professionals in attendance it certainly was a packed day.  . Hi all, It’s Louise here again, filling you in on the latest news from the MTD HQ. November has been a very busy month for Sean and the team as we held our first ever Sales Summit recently! Happy Selling!

18 Phone Sales Skills Tips You Can Use Right Now | Sales.

The Sales Hunter

Dec 03, 2011. Copyright 2011, Mark Hunter “The Sales Hunter.” One Response to “18 Phone Sales Skills Tips You Can Use Right Now” Roundup #50 – Lead Management, Lead Generation & CRM tips says: December 19, 2011 at 9:29 am. [.] 18 Phone Sales Skills Tips You Can Use Right Now -[link] [.]. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. About. Hire Mark.

Aha! Marketing Leaders Reveal Their Most Powerful Marketing Insights from 2011

B2B Lead Blog

Tweet At the B2B Summit 2011 in San Francisco, Daniel Burstein, Director of Editorial Content at MECLABS, asked me and a few other attendees to reveal our most important “aha” moments in 2011. Marketers need to think like plumbers and find the leaks and plug them.”. 2:40 – Karen Hayward, CMO and EVP of CenterBeam , believes it’s time for marketers to be accountable for results and has been working diligently with her team throughout 2011 to demonstrate that. Everything I thought was true wasn’t.”

Top 5 Sales Motivation Tips | Sales Motivation and Sales Training

The Sales Hunter

Dec 02, 2011. Copyright 2011, Mark Hunter “The Sales Hunter.” December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. FREE Resources.

2011 Top Sales & Marketing Awards Nominations

Pointclear

I am deeply honored to be selected as a finalist in two categories for the 2011 Top Sales & Marketing Awards. The Truth About Leads , has been selected as one of ten finalists in the 2011 Top Sales & Marketing Book category. And the article, Coaxing Long-Term Leads to the Finish Line , is a finalist in the 2011 Top Sales & Marketing Articles category.

Make 2011 a Breakthrough Year for Your Business

Ian Brodie

And in 2011, that’s going to be my primary focus: evening the playing field. Mike Schultz and the Raintoday team have produced a new, free report on The New Rules of Selling Consulting Services in 2011. The report covers the big changes in how clients buy consulting and coaching services – and what you can do to transform the way you sell in 2011 to thrive in the new environment. email print 2010 was a great year for me. And it reconfirmed my belief that there is just such a vast, untapped talent pool of professionals out there.

Top Sales Books To Read in 2012

Fill the Funnel

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. © MASP - Fotolia.com. This list does not include any of those classics but rather, what I believe will become some of the new additions to the sales classics list.

LinkedIn for Sales People in 30 Minutes a Week

Fill the Funnel

© Marima - Fotolia.com. There are over one billion Estimated Unique Monthly Visitors on Facebook, Twitter and LinkedIn alone each month. Social media has fundamentally changed the way our society communicates, the way we make purchasing decisions, where we work and even who are friends might be. consider LinkedIn the primary social platform for a business professional. Review Weekly Group Updates.

4 Ways to Improve Sales in 2012 | Sales Motivation and Sales Training

The Sales Hunter

Dec 29, 2011. Will you rely on techniques you used in 2011? Problem is if the techniques you used in 2011 to no avail, then what makes you think using the same techniques in 2012 will yield different results? Copyright 2011, Mark Hunter “The Sales Hunter.” Sales Motivation: 2011 Goals Check Up. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. About. Speaking.

The Challenger Sale: Taking Control of the Customer Conversation

Dave Stein's Blog

If you’re in sales management or especially in a higher level sales executive position and you don’t know who the Sales Executive Council (“SEC”) is, you should. They’re part of the larger Corporate Executive Board, a $440 million public corporation that provides insights and tools to executives of large corporations through a participatory membership-based model.

It’s Time to Vote for the 2011 Top Sales Awards

Sales and Management Blog

Top Sales Awards is an online award celebration of the best in sales—from the top sales book published in 2011 to the Top Sales Though Leader to the Top Sales Productivity Tool. The 2011 Top Sales Award categories are: Top Sales Assessment Tool. It’s the end of the year and that means time for the second annual Top Sales Awards. Last year’s inaugural voting and ceremony were well received and honored a number of top men, women, and companies who are committed to helping sellers and sales leaders perform better.  Top Sales & Marketing Thought Leader. Top Sales Article.

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Are You Still Selling Station Wagons?

Fill the Funnel

Some of you might not even know what they are. Back in the 50′s and 60′s, station wagons were the transportation of choice for families with kids and busy lifestyles. Typically configured to carry five to eight people if necessary, this is how many families travelled across the country on their summer vacations. Sales people were happy. Sales people were very happy. All Rights Reserved.

When Is The Best Time to Contact a Prospect? Answer Here

Fill the Funnel

A new web tool is providing an answer to the question “When is the best time to connect with my prospect?” ” There have been countless eBooks, blog posts, speeches, presentations and studies that attempt to answer that question. very innovative new web tool called LookAcross provides a fresh new perspective and data points to answer the question posed above. Facebook. LinkedIn.

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In search of: A meaningful measure of Influence ? Value Creator.

Brian Vellmure

November 2, 2011 By brianvellmure 17 Comments. March 9, 2012. Posts. Comments. Value Creator (BrianVellmure.com) Pioneering new trails in Customer Relationships, Human Collaboration, and Business Innovation. Topics. All Posts. Customer Experience, Acquisition, and Retention. Social Business. World Impact. Resources. SlideDecks. Audio / Video. Whitepapers and Books. Lists. Upcoming Events.

Customer Relationship Innovation for the Emergent Social Business.

Brian Vellmure

December 2, 2011 By brianvellmure 18 Comments. March 9, 2012. Posts. Comments. Value Creator (BrianVellmure.com) Pioneering new trails in Customer Relationships, Human Collaboration, and Business Innovation. Topics. All Posts. Customer Experience, Acquisition, and Retention. Social Business. World Impact. Resources. SlideDecks. Audio / Video. Whitepapers and Books. Lists. Upcoming Events.

The Sales Association: Is Consultative Selling Relevant?

The Sales Association

Tuesday, March 1, 2011. comments: Mack Powers March 2, 2011 at 7:54 AM Good work Marcia! Mack Powers Reply Delete Tim Deuitch March 2, 2011 at 10:39 AM Marcia what a wonderful response! I've done a tremendous amount of work with Consultative Selling in the non-profit arena, and the challenge posed in your question is common. Reply Delete rvonderlinn March 7, 2011 at 11:01 AM Marcia - I like your phrase "It's like a well-timed dance" That's the crux of the issue. ▼ 2011. (20). Is Consultative Selling Relevant? We agree. at 9:29 AM.

The Sales Association: Your Post Here

The Sales Association

Thursday, February 10, 2011. ▼ 2011. (20). Sharing best practices in sales and sales management www.salesassociation.org. Your Post Here. Were pleased to announce The Sales Association has launched this blog. Were even more pleased to announce that were not the experts – you are. So, rather than re-invent the wheel, were offering the opportunity for sales bloggers, aspiring or already fabulously successful authors to submit new articles or re-post their existing articles to our blog. Why blog for the Sales Association? Because we will Reward You. Were serious. Posts.

10 Sure-Fire Ways to Build Sales for Entrepreneurs ? Score More.

Score More Sales

by Lori Richardson on August 11, 2011. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. 10 Sure-Fire Ways to Build Sales for Entrepreneurs. Some entrepreneurs and small business owners (and their salespeople) are talking about the stock market. Others are strategizing on and successfully growing revenues. Which camp do you fall into? Learn from them.

5 Ways to Get Sales Leads to Fill Your Pipeline ? Score More Sales

Score More Sales

by Lori Richardson on June 17, 2011. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Ways to Get Sales Leads to Fill Your Pipeline. Finding names and contacts is EASY. Finding “more probable” prospective customers can be simple but not quite as easy. Working with those who are not qualified can be a waste of time for both parties. example: tid = 123.

Jonathan Farrington's Blog ? Making Meetings Work

Jonathan Farrington

Responses to “Making Meetings Work” # Management Direct on 04 Nov 2011 at 10:03 pm. Jonathan Farrington on 05 Nov 2011 at 8:02 pm. Thomas on 09 Nov 2011 at 7:21 pm. Making Meetings Work. Published by Jonathan Farrington at 2:12 am under General. JF Guest Post. Everyone hates meetings, don’t they? So what’s the problem? Luckily, it doesn’t have to be like that.

Medical sales – blog round-up – Fall 2011

Sales Training Connection

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2011 – in the  Medical Sales – Blog Round-up. 2011 Sales Horizons, LLC. Medical Sales.

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Heavy Hitter Sales Blog: Best New Sales Book of 2011

HeavyHitter Sales

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. « If Sigmund Freud Was Your Sales Manager | Main. | IT Sales Strategy: Software, SaaS & Hardware Sales » November 03, 2011. Heavy Hitter Sales Blog. Recent Posts. Steve W. Steve W.

Are You a Sales ?Rock Star?? | Top Sales Trainer | Best Sales.

Jeffrey Gitomer's Sales Blog

Gitomer | February 23, 2011 | 2 Comments. Antoine Dupont says: February 24, 2011 at 6:23 pm. Jason Bay says: February 26, 2011 at 5:33 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Are You a Sales “Rock Star?” Share this Post.

Why Do YOU hate Calls from Salespeople?

Smart Selling Tools

If you’re a manager, there’s no doubt you measure reps’ performance to some extent, by the number of cold calls they make. We expect reps to barrel ahead and blast through the barriers. No excuses. But you know it can be difficult. The beginning of a new year is a great time to think about the steps you can take to make their job easier. The rep is wasting their time.

An Engineer and a Sales Rep Walk Into a Bar…

Smart Selling Tools

Quick, how many jokes can you think of about engineers and salespeople? We all know that engineers have certain, ahem, personality traits. And salespeople are known for their own, very different “personalities.” ” Jokes aside, it’s those special traits that make for great engineers and great salespeople. There will be soon! Called “ Do YOU Mean Business?

3 Top Sales Tips for Keeping Sales Focus ? Score More Sales

Score More Sales

by Lori Richardson on September 19, 2011. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. 3 Top Sales Tips for Keeping Sales Focus. Grow Sales. Focus in growing sales and revenues is challenging for many small business owners and entrepreneurs, let alone actual sales professionals. Here are 3 ideas you can implement to help you stay on course. 1.

Medical device sales – seven ways new sales reps can build sales success

Sales Training Connection

2011 Sales Horizons, LLC. Medical device sales people spend months learning about products, anatomy, and how to sell. Then after passing a battery of tests, becoming certified, and getting credentials (REPtrax or similar systems) up-to-date, it’s time to sell. Yet, applying what was learned in training – in a physician’s office, a lab, or in the OR – is the challenge. 

Closing a Sale Is Straightforward: Give Your Prospect a Task

No More Cold Calling

Giving a winning sales presentation doesn’t guarantee that you’ll close the deal. Asking your prospect to engage in the process does. Consider this sales scenario: You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. You leave the sales meeting excited and confident that you have the deal. The customer gave you every buying signal you ever learned.

How to Work the Room at a Networking Event

Sales and Management Blog

I hear complaints from sellers and business owners all the time about how much time and effort they’ve wasted attending networking events.  The conclusion for a huge number is that networking events are no longer part of their prospecting activity. That’s unfortunate because networking events really can be great places to find and connect with prospects.  Typically, the frustrations and wasted time arise from three fundamental issues: Investing time at the wrong networking events. overblown expectations. not having a plan of attack. There are three “secrets” to making networking pay: 1. 

What a Painting Van Taught Me About Marketing Differentiation

Smart Selling Tools

Nearly every day on my drive home I pass by a house with a van parked in its driveway. And every day I think about the owner of that van and how smart he or she is. They can’t possibly know that every darn day without fail, when I see that van I say to myself “now that’s brilliant marketing!” ” The van belongs to a painting contractor. There is a. particularly low barrier to entry.

Triple The Power of Your Presentation By Asking Yourself These 8.

Jeffrey Gitomer's Sales Blog

Gitomer | April 19, 2011 | 3 Comments. Einar Wus says: April 22, 2011 at 8:49 am. Avi says: April 26, 2011 at 11:08 pm. Darren says: May 3, 2011 at 4:29 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Tweet Share 1. Would I buy? 7.

3 Critical Reasons Why You Should NEVER Reveal The Price Until You’ve Built Up The Value

MTD Sales Training

You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. However, does such a rule or concept still have merit, especially in dealing with today’s modern and educated buyer? In a word… YES!! This is not about money. It is about emotion.

Eating with the Big Dogs–Taking the Next Big Step in Your Sales Career

Sales and Management Blog

Last summer I re ceived an email from Beth, a pharmaceutical salesperson with slightly more than two years of experience, asking me what she should be doing in order to take the next big step in her career.  She is a slightly above average seller in her company—actually one of the better sophomore performers.  sent her an email asking a number of questions, one of which was what her short-term and long-term goals were.  She responded that her short-term goal was to be the top seller in her company in her “class,” and her long-term goal was to become one of the top 5% producers in the company.

Combine LinkedIn and Outlook To Improve Productivity

Fill the Funnel

LinkedIn has provided a free, easy to install web tool that connects your LinkedIn connections with Microsoft Outlook. Think of the convenience this adds by being able to: Build your network from frequent contacts. Manage your LinkedIn contacts in Outlook. Stay connected to your network. In order to use this new web tool, you must have Outlook 2010, 2007, or 2003 installed. To download this free tool directly from LinkedIn, click the button below. Get more info about your important contacts, see what they’re doing, and stay in touch. mail Your Connections Directly. All Rights Reserved.

Our most popular blog posts …

Sales Training Connection

We’ve compiled them for you into the Fall 2011 edition of the  Best of the Sales Training Connection. Curious as to which blog posts have been most popular? So were we! Take a look … [link]. If you find the Best of the Sales Training Connection helpful, why not subscribe to the  Sales Training Connection ? Sales Best Practices Uncategorized