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 WIIFM will be superseded in 2012 with PISB (Prove I should buy) Demonstrating and explaining “The What” is not enough. Negotiation Skills Become Vital.

Social Media 120

Social Media Negotiation Lead Capture Margin 120

Anthony Cole Training

JANUARY 5, 2012

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). 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? Increasing customer loyalty. Motivational (8).

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

The Sales Hunter

APRIL 14, 2012

The number one issue salespeople struggle with the most is sales prospecting. Sales prospecting is not easy — I’ll admit it. Prospecting and ultimately closing customers takes dedication. What is dedicated time do you block out each day or each week for prospecting? It takes dedication and a process.

Prospecting 200

Prospecting Call-back Follow-up Motivation 200

Alice Heiman

MAY 19, 2022

The number of quality interactions with prospects has declined. By using sales discovery to truly understand the prospect, you can build a relationship and partner with them to solve the challenges they’re facing. During our conversation, we talk about how important ‘discovery before discovery’ is to successful calls with prospects.

Face-to-face 136

Face-to-face Software Software LinkedIn 136

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. Simple, quick, web-based research is extremely important when you are calling prospects. 4) Use of the telephone.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. Simple, quick, web-based research is extremely important when you are calling prospects. 4) Use of the telephone.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

FEBRUARY 27, 2013

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. Spend time searching and listening for what is happening in your market, with your competitors, with your customers, and with your strategic partners. 3. Engage.

Twitter 232

Twitter Strategy Prospecting Promotion 232

The Sales Hunter

AUGUST 17, 2012

Never end a sales call without agreeing with your prospect or customer on something, even if it’s not to actually close the sale that day. When you come to an agreement, even on something really small, you demonstrate to the customer that you’re able to move the sale forward. ” Sales Motivation Blog.

Customer 180

Customer Motivation Closing Positioning 180

The Sales Hunter

MAY 7, 2012

Yes, sales prospecting can be made simple in 2 easy steps. First step is to schedule time on a regular basis to prospect. First step is to schedule time on a regular basis to prospect. Second step is to follow-up on those people you initially prospect. Are you ready for them? Your homework is to now do two things.

Prospecting 190

Prospecting Follow-up Webinar Metrics Study 190

The Pipeline

FEBRUARY 22, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

NOVEMBER 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Successful Strategies for Prospecting – Roundtable. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Customer Care. December 2011. November 2011.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

Alice Heiman

FEBRUARY 9, 2022

Customers are the lifeline of all companies. If a company does not have any customers, well. . So, why do some companies make it so difficult for customers to buy? My favorite question is, “What are you doing to make it easier to be your customer and harder to be your competitor?” Most not even realizing. .

Hiring 80

Hiring Customer Top of Funnel Decision Maker 80

The Pipeline

MARCH 30, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Customer Care. Sign up for our Email Newsletter.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

The Pipeline

MAY 4, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Your email address will not be shared.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

Increase Sales

DECEMBER 31, 2011

The last of the how to increase sales tips for 2011 is research. In marketing, investing the time to do your research is critical to how effective are your marketing strategies and tactics (think conversions). Even though this person said he or she did research, obviously that did not include my first name. Credit www.sxc.hu.

Research 115

Research How To Proposal Google 115

The Pipeline

JUNE 3, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. To respond to your email, the prospect has to read it first. Sign up for our Email Newsletter.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Pipeline

MAY 6, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales in a New World – Choosing your Customer. Stored in Attitude , Business Acumen , Guest Post , Marketing , Prospecting , Sales 2.0 , Success , Timing , Trust , execution. We used to go far and wide looking for customers.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

Fill the Funnel

NOVEMBER 30, 2011

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. The Challenger Sale – Taking Charge of the Customer Conversation. © MASP - Fotolia.com.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

The Sales Hunter

JUNE 29, 2012

Here are a few things you can do to make your sales and prospecting efforts count: 1. Reach out, call and email prospects, not only today, but also early next week, with the objective of setting up some meetings for next week. Copyright 2012, Mark Hunter “The Sales Hunter.” I don’t know about you.

Prospecting 179

Prospecting Call-back Motivation Follow-up 179

The Pipeline

OCTOBER 3, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Customer Hot Potato – Sales eXchange – 117. Stored in Attitude , Business Acumen , Communication , Customer Care , Proactive , Sales eXchange , execution. Your email address will not be shared. Sign up for our Email Newsletter.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Pipeline

MAY 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. There are steps to follow that can make prospecting easy and effective. December 2011. November 2011.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Sales Hunter

DECEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Simple — You’re spending too much time on the computer researching customers (at least that’s what you think you’re doing), and you’re not spending enough time actually selling. Step Away From the Customer.

Ideal Customer Profile 175

Ideal Customer Profile Negotiation Facebook Hiring 175

SBI

SEPTEMBER 25, 2013

That’s the amount of money that companies collectively spent on Content Marketing in 2012 [1]. According to recently published research from MarketingSherpa’s 2012 Lead Generation Benchmark Report, “the creation and distribution of unique, engaging content is becoming increasingly critical to the success of any online outreach program.” [2].

Prospecting 139

Prospecting Ideal Customer Profile Lead Generation Sales Cycle 139

Sales Hacker

DECEMBER 29, 2022

A whopping 50% of your prospects may not be a good fit for the product/service you sell. So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. Why solution selling works for today’s customers. You’ve got a unique problem? Simple, right?

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Score More Sales

JUNE 26, 2012

As more and more of your customers are spending time involved in social media, you too need to build your midmarket company brand. Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. As in real life, you need to go where your customers are.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Selling Essentials RapidLearning Center

JUNE 29, 2023

But much of this conventional wisdom about body language is unsupported by research. But research does show there are behaviors and gestures that play a role in whether a new prospect considers you to be trustworthy. The researchers set up 43 pairs of strangers and videotaped them talking face-to-face for five minutes.

Study 52

Study Face-to-face Video Research 52

The Pipeline

AUGUST 12, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. When the customer can’t be consoled, console the employee. “I can hear the frustration in your voice,” said Sarah, to an upset customer. Unsure what the customer really wanted she felt almost out of options.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

The ROI Guy

NOVEMBER 30, 2011

The continued economic uncertainty may define 2012, as “Frugalnomics” remains in full effect driving companies to be more spendthrift and risk adverse. Speaking with and evaluating prospective vendors (85%). Acceptance/Use by Staff & Customers 6. Developing/reviewing business and functional requirements (98%) 2.

ROI 79

ROI Vendor Survey Proposal 79

The Sales Hunter

JANUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 17, 2012. The salesperson is in the role of helping their customers learn what they don’t know — but need to know. You are your customer’s research and development department. Client List. Testimonials.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. While not universal, you’ll find that serious long term buyers, especially those who understand that a healthy supplier makes for quality products and satisfied downstream customers. March 2nd, 2012. March 2nd, 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

SBI Growth

FEBRUARY 3, 2013

This post describes the Social Seller's strategy to grow their prospect list through LinkedIn. I provide the Account Networking Tool to build a referral database around your customer. Your customers are too smart to respond to SPAM or generic emails. So a referral from a successful customer legitimizes you.

LinkedIn 335

LinkedIn Pipeline Decision Maker Ideal Customer Profile 335

Score More Sales

AUGUST 6, 2012

Sales reps are searching as many as 15 different data sources for information on customers and prospects. 82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact. Reps are on information overload.

Data 197

Data CRM Survey Study 197

Selling Essentials RapidLearning Center

AUGUST 22, 2023

They know what happens when they drone on about themselves and their products — prospects get bored and turn off, and a possible sale gets frittered away. So why do sellers keep dominating conversations with customers, even when they know better? But to the researchers’ surprise, that’s not how the volunteers behaved.

Study 52

Study Commission Video Research 52

SBI Growth

JANUARY 7, 2013

A lot was written in 2012 regarding the change in buyer behavior. I’m dialed into my customers. By the time a customer contacts you, they’re 60% through the buyer’s journey. He’ll reveal tips and tricks used by LinkedIn to prospect and grow business. Chances are you began your research online. What will they find?

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321

Pointclear

AUGUST 23, 2012

Prior to joining Corporate Visions, Tim co-founded Customer Message Management where he was CEO until it was acquired by Corporate Visions. 2012 Surprise: Getting the “At Bats” — But an Increase in “No Decisions”. 2012 Recommendations: Don’t Make More Content—Make More Meaning. The Perils of Ignoring “Why Change?” and “Why Now?”

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

JUNE 8, 2012

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog. Social Megaphones, Trustability and Great Customer Experiences.

Customer 145

Customer Social Media Inbound Top of Funnel 145

The Pipeline

DECEMBER 7, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. Customer Care. Prospecting.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245