Pointclear

FEBRUARY 23, 2012

From the customer buying cycle and lead nurturing to sales and marketing alignment, lead quality vs. lead quantity, and effective sales processes, he consistently zeros in on root causes and identifies key actions that help close more deals and improve revenue results. Massively shift costs out of your combined Sales and Marketing engine.

Outsourcing Services 170

Outsourcing Services Top of Funnel Strategy Lead Nurturing 170

Understanding the Sales Force

JUNE 20, 2023

2012) Put a Little Beatles into Your Selling (2021) Did You Know the Beatles Taught us about Selling? 10 Conditions (2012) Is Showmanship a Lost Art in Selling? 2012) Selling Styles – How Many Styles Should Your Salespeople Have? Referrals and Introductions are an after-thought at most companies.

Motivation 156

Motivation Pipeline Hiring How To 156

Jeffrey Gitomer

JANUARY 31, 2012

2012: The Year of The Webinar. Gitomer | January 31, 2012 | Leave a Comment. Tweet Share 2012 is the Year of the Webinar. 8 – Closing the Sale. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved.

Webinar Metrics 169

Webinar Metrics Hiring Social Media Loyalty 169

MTD Sales Training

JANUARY 4, 2012

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. WIIFM will be superseded in 2012 with PISB (Prove I should buy) Demonstrating and explaining “The What” is not enough. The leads are weak” say the Sales team.

Social Media 120

Social Media Negotiation Lead Capture Margin 120

No More Cold Calling

DECEMBER 20, 2012

What’s your best referral story of 2012? That’s way I created my referral contest, The Best Referral Story of 2012. The Best Referral Story of 2012 Contest is open now through December 31 st (closing 11:59 p.m.). I want to showcase you and the unchartered possibilities that come from a commitment to referral selling.

Referrals 176

Referrals Cold Calling Sales Qualified Lead Call-back 176

Anthony Cole Training

JANUARY 5, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Achieve Greater Sales Success in 2012. Posted by Tony Cole on Thu, Jan 05, 2012. What are the key focus areas for sales success in 2012? Typically only 50% of the opportunities in the pipeline have a medium probability of closing.

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

The Sales Hunter

SEPTEMBER 25, 2012

One way to engage your customer in the closing process and allow them to feel they’re in control is by asking them a question as part of your close. Adding more options at the point of close for a customer like this may simply confuse them or cause them to hesitate more. Copyright 2012, Mark Hunter “The Sales Hunter.”

Closing 219

Closing Customer Motivation Examples 219

HeavyHitter Sales

JANUARY 1, 2012

Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! February 2012. January 2012. « Why Year End Deals Dont Close: THE CESSPOOL! Closing Techniques Using Sales Linguistics » January 01, 2012. Recent Posts.

Trends 121

Trends Decision Maker Study Analysis 121

Score More Sales

APRIL 30, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

Score More Sales

APRIL 30, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

SBI Growth

AUGUST 9, 2012

During a wide-ranging set of interviews SBI conducted with HR leaders in 2012, this concern was raised over 60% of the time. The 3 reps were not expected to contribute much in 2012, but recovering from this catastrophe will negatively impact 2013 results. How to get Close to Sales: Fill in your Void. Invite Yourself.

Resources 288

Resources Closing Hiring Compensation 288

No More Cold Calling

DECEMBER 7, 2023

Featured image attribution: icetrayimages794410 ) (This post was originally published on June 21, 2012 and updated December 7, 2023.) That’s the referral business case. Bring Joanne Black into your company, sales conference, or attend a webinar. Contact Joanne.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

The Sales Hunter

DECEMBER 8, 2011

4 Ways to Close More Sales By Changing Your Sales Process. It’s only natural for salespeople to be focused on how many sales they close and what their overall numbers are. Below are four things you can do right now to your sales process that will help you close more sales. Archives Select Month March 2012.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Sales Hunter

FEBRUARY 25, 2012

The BEST Thing You Can Do When You Can’t Close a Big Sale. Feb 25, 2012. You have been working your tail off trying to close this one client, and just when you think that moment is going to come, the client delays or backs off all together. What is the best thing you can do when you can’t close a sale?

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184

The Sales Hunter

NOVEMBER 24, 2012

If you want to move your sales call toward a close and toward more profit, then you need to be using follow-up questions correctly. Check out the below video to see what I mean… Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Follow-up 188

Follow-up Video Closing Motivation 188

Jeffrey Gitomer

MARCH 12, 2012

I’d like to personally invite you to join me for my upcoming Break Down Barriers To Make The Sale webinar on March 21st, 2012! I had a conversation with a potential client 3 hours after the close of the webinar. Your job is to be at ease with them, overcome them, and identify them as a buying signal. Best regards, —Ken.

Webinar Metrics 167

Webinar Metrics Referrals Lead Rank Lead Scoring 167

The Sales Hunter

AUGUST 20, 2012

If any of your sales involve customers using a credit card to pay, this sales closing technique might be just right for you. You’re talking with a customer and you know you’re close to closing the sale. Is this a sales closing technique everyone can use? Copyright 2012, Mark Hunter “The Sales Hunter.”

Closing 152

Closing B2C Motivation Sales 152

Jeffrey Gitomer

FEBRUARY 6, 2012

Sign Up For My February 8 Webinar – Closing the Sale [Space Is Limited]. Gitomer | February 6, 2012 | Leave a Comment. It’s this Wednesday, February 8, and it’s all about closing the sale. Contrary to decades of sales teaching, closing the sale is not a matter of psychological trickery or mental manipulation.

Webinar Metrics 158

Webinar Metrics Hiring Closing Social Media 158

The Sales Hunter

MARCH 10, 2012

We’re just not successful in getting the close we want. Here are 4 Sales Closing Techniques you can use: 1. If you can’t completely close the sale, at least attempt to get the customer to share with you what their timeframe is for making a decision. Attempt to close the sale using a future expectation.

Closing 200

Closing Face-to-face Benefit Follow-up 200

Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. I have included below the various “categories” you should consider in building a plan. offerings in 2011?

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Sales Training Connection

APRIL 6, 2012

For the inaugural post we’ve selected the age-old topic – Closing. In B2B selling, Closing is about obtaining a commitment from the customer that moves the sales cycle. You don’t just “close for the order,” you close on every call. The following is a framework for planning and executing a Close: 1.

Closing 110

Closing Sales Cycle Proposal B2B 110

The Pipeline

DECEMBER 19, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Slow to Close or Slow to Die? If you are stuck in a stage or a sale too long, it is less likely to close. If you cannot answer the question “is this one slow to close, or slow to die?”, December 2011.

Pipeline 222

Pipeline Closing Top of Funnel Hiring 222

Sales Training Connection

MAY 21, 2012

But, they have a lot in common – including the notion of open and closed questions. So, a sales tip or two about the use of open and closed questions seems worthwhile. Closed Questions. Open Questions are better (more effective) than Closed Questions. ©2012 Sales Horizons, LLC. Let’s start with some definitions.

Closing 130

Closing Face-to-face Training Sales 130

HeavyHitter Sales

JANUARY 29, 2012

Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! February 2012. January 2012. « Top 7 Critical Sales Trends for 2012 | Main. | A Salespersons Most Important Competitive Weapon » January 29, 2012. Recent Posts.

Closing 110

Closing Penetration Call-back Positioning 110

Understanding the Sales Force

AUGUST 2, 2012

c) Copyright 2012 Dave Kurlan You can teach and coach on most strategies and tactics, but when your salespeople aren't able to execute one that was properly introduced and demonstrated through role-play, you can be sure that there is a hidden weakness to blame. (c)

Comparison 251

Comparison Closing Retention Examples 251

Jeffrey Gitomer

DECEMBER 16, 2011

The 100-year path to a sale is over: Road Closed. How do I close a sale? There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Maybe less. Maybe none.

Hiring 194

Hiring Cold Calling Closing Social Media 194

Pointclear

JULY 19, 2012

” 2012 Recommendation: Marketing Should Ask Sales Three Questions. And then also close the loop to make modifications. But in order to have them do this level of activity, you need to show them that the leads you’re creating are worthwhile. You’ve got to have buy-in in order to hold someone accountable.”

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Anthony Cole Training

AUGUST 2, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). 8 Steps for More Effective Closing - Sales Solution #10. Close more business. When we are working with sales professionals during our sales training workshops, closing is one of the last things we get to. Tonys Top Ten. Sales Core Competencies I.

Closing 174

Closing Hiring Ideal Customer Profile Sales Qualified Lead 174

Understanding the Sales Force

DECEMBER 1, 2020

Urgency - OMG calls it Closing Urgency and Caliper says it's Urgency. The candidate scored 30% from Caliper and close to 100% from OMG. c) Copyright 2012 Dave Kurlan Caliper scored the candidate at 57% while OMG said this was a weakness. OMG said it was a weakness and Caliper scored it a 59%. Coachable or not.

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

The Sales Hunter

DECEMBER 4, 2012

As 2012 comes to an end, it’s time to assess who or what is responsible for your success or lack of success. Excuses might work when you’re a kid growing up, but sorry, as adults making a living selling, spending time making excuses isn’t going to help close any more sales. ” Sales Motivation Blog.

Closing 260

Closing Video Motivation Up-Sell 260

Understanding the Sales Force

AUGUST 2, 2012

c) Copyright 2012 Dave Kurlan You can teach and coach on most strategies and tactics but when your salespeople aren't able to execute one that was properly introduced and demonstrated through role-play, you can be sure that there is a hidden weakness to blame. (c)

Comparison 169

Comparison Closing Retention Examples 169

Understanding the Sales Force

SEPTEMBER 24, 2012

I don't know about you but I get much more excited about an opportunity that has a strong likelihood of closing than a big one that has at best less than 50% chance. Yet equally often, the salesperson hears something completely different, like, "I'm going to close this next week!" 10-3 & 4, 2012. 10-10-2012.

Opportunity 209

Opportunity Hiring Consultative Selling Forecasting 209

MTD Sales Training

DECEMBER 14, 2012

As 2012 comes to a close every “Sales Guru” out there is dusting down their crystal ball and making their “top 10 predictions for 2013” So here’s my take! Here are my top 5 predictions for the coming. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Closing 291

Closing Sales Industry 291

The Sales Hunter

JULY 16, 2012

Copyright 2012, Mark Hunter “The Sales Hunter.” I’m not a fan of discounting, but if a discount is given, it must be offset with a reduction in value. Merely giving a discount and not changing the product offering in some manner is simply dumb. It’s bad business and it’s bad salesmanship.

Discount 197

Discount Customer Closing Motivation 197

HeavyHitter Sales

DECEMBER 15, 2011

Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! February 2012. January 2012. Top 7 Critical Sales Trends for 2012 » December 15, 2011. Why Year End Deals Dont Close: THE CESSPOOL! February 2012. Recent Posts.

Closing 94

Closing Forecasting Penetration Software 94

SBI Growth

NOVEMBER 23, 2012

It takes me a lot longer to close a deal,” he explained. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). Your ability to close the business increases. MarketingSherpa, 2012). The Challenger Sale, 2012). Once in place, you’ll have the tools to close more business in less time.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

The Sales Hunter

SEPTEMBER 29, 2012

If you are not closing more sales at full price, the reason could be three fatal mistakes you are making. Copyright 2012, Mark Hunter “The Sales Hunter.” You may not even be aware of these mistakes. In fact, most salespeople make them at one time or another. You can eliminate them, though. ” Sales Motivation Blog.

Video 213

Video Motivation Closing Customer Service 213