Sales Training Connection

DECEMBER 3, 2012

Let’s turn the clock back about 40 years and take a business perspective look at what was going on in the world of sales training. The early 70’s were the early years of modern day sales training. During that era five or six companies dominated the sales training industry. They competed against each other to win the major deals.

Training 104

Training Hiring Licensing Industry 104

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JANUARY 8, 2013

So why is it that we, as sales professionals don’t usually practice what we’ll say when we finally get that Influencer or actual buyer on the phone? For example, if I say in my voice mail to you: It would be great to talk if you have a spare minute. . Why are you so sure your voice mail message is bullet-proof?

Travel 258

Travel Outbound Influencer Buyer 258

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APRIL 22, 2013

Deliberate practice, as talked about by Julliard-trained violinist (now sports psychologist) Noa Kugeyama is intentional and purposeful. For example, if you are not saying anything compelling, interesting, or piquing my curiosity, I won’t ever call you back. on 4/24 at 10AM Pacific / 1Pm Eastern.

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

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MAY 27, 2013

An example would be a sales rep in telecommunications understanding where their telecom and data prospects (and customers) spend time online – so they can see and hear them talking about what’s new with employees bringing devices from home and how that might factor into data issues at their clients’ corporate offices.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

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JUNE 3, 2013

You can use the power of internal leverage and let prospects know that in addition to talking with them in IT, you are also calling on the COO and CFO, for example. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

MTD Sales Training

NOVEMBER 29, 2011

The Summit played host to 3 fantastic speakers who presented four must-see sessions on all manner of topics, from prospecting, networking and building value during a sales interaction, right up to influencing, negotiating and communicating with potential customers. MTD Sales Training. Kubilay Tunc, The Cumberland Hotel. Happy Selling!

Negotiation 209

Negotiation Social Media Hotels Decision Maker 209

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FEBRUARY 7, 2013

For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. An example is the CRM holdouts – smaller mid-market companies who have not put their valuable data into one repository where the most amazing reports and data can be gleaned from.

CRM 238

CRM Outbound Tools Study 238

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MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Example: One of their Board members is also with a company that is a client of yours. Be persistent and follow-up.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

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NOVEMBER 26, 2012

Example: “I will set up 10 webinar demo/appointments for the first 2 weeks of January by December 19th” By being specific, you are clearer on what it is that you need to do. This often works best with someone outside of your team or company for a number of reasons.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

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FEBRUARY 27, 2013

Example: If I am an IBM business partner, I’d have saved searches for everything IBM, so that I could re-tweet and share the content I find valuable and pertinent to my business. 2. Become an Influencer in Your Industry Niche. By adding value to others, he’s a visible Influencer in Boston and also around the world.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. You can accelerate business transformation by 23%.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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DECEMBER 21, 2012

Buyers have high expectations which are set by others in your industry – for example when front desk staff greet you buy name at leading hotel chains – you expect that everywhere. This study was done by interviewing nearly 400 U.S. corporate leaders on how today’s buyers are changing the way we must do business.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

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APRIL 8, 2013

It has caused me to think about creativity and concrete examples. Recently I wrote about how being more creative in sales opens up bigger opportunities for you and your company. My friend and a very successful best-selling author, Michael Port, has written a series of books to help small businesses grow. What are your thoughts?

Inside Sales 224

Inside Sales Outbound Conference Intent 224

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NOVEMBER 1, 2012

It doesn’t have to only be a revenue goal, it could be something like developing an exhaustive list of prospects for a new service, for example. Add in 1 stretch goal – if you could accomplish this, it would set you up well for the start of next year. Share what worked for you – it is sure to help others.

Outbound 216

Outbound Influencer Revenue Lead Management 216

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JUNE 26, 2012

Example: We brought you news about IBM’s recently announced Midmarket CEO Study that talked about how: “70 percent of midmarket CEOs aim to partner extensively with other companies as external relationships will play a more critical role to CEOs’ overall business strategies” [IBM Midmarket CEO Study, 2012].

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Having been to last year’s event, I found this year’s Summit in Nashville, with more than 3,000 attendees to be meatier, yet easier to digest.

Company 208

Company Film Study Lead Rank 208

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JULY 18, 2012

The Content Marketing Institute (2012) said that “60% of B2B marketers plan to spend more on content marketing in the next 12 months”. Each example above creates content, and this is what marketers (and sellers) are focusing on building up. Keep it simple, clean, and helpful. Hold Live or Virtual Events.

Top of Funnel 192

Top of Funnel Pipeline Funnel Travel 192

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JANUARY 10, 2013

If your potential buyer is a sales recruiter, for example, you can see where they are active and what they are working on, then tailor your messaging to better fit what their world is like currently. Look for more of what your buyer and their niche, category, or sector are talking about. Start with simple Google searches.

InsideView 249

InsideView Research Prospecting Eloqua 249

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JUNE 7, 2012

For example: The Podcasting Track was fantastic – tools, lessons, and lots of examples. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. It’s About the Content.

Conference 179

Conference Lead Rank Lead Scoring Media 179

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JUNE 5, 2013

The new book is a must read for anyone who values business building or who needs to grow business because of the examples and stories which prove out Porter’s ideas. A long time Dale Carnegie fan, I loved how this book is described as a fresh take on the Carnegie classic, “How to Win Friends and Influence People.”

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

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MAY 16, 2012

Most systems are under-utilized because of a poor roll-out and non-existent ongoing training. Example: Look at how and when follow-up is happening and how it is happening. Share Analyzing Sales Opportunities in Your Pipeline originally appeared on Score More Sales on May 16, 2012.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

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AUGUST 14, 2012

Here are a few examples. On another board, we listed all those mentioned on a list of Top 50 Sales and Marketing Influencers. You can use this idea internally (showcase your sales team, for example) or outside of your organization (showcase your industry or next trade event).

Social Media 233

Social Media B2B Strategy Media 233

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FEBRUARY 25, 2013

In this example it’s just $260.00 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.

Inside Sales 227

Inside Sales Lead Rank Lead Scoring Hiring 227

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FEBRUARY 22, 2013

Here are some real-life examples (that’s an image of my LinkedIn account) of invites and why I would, as a busy business person, want to connect with you or not want to connect with you. Because I get so many bad connection requests, it seemed time for a primer in adding value and in personalizing messages to others.

LinkedIn 248

LinkedIn Networking Ideal Customer Profile Outbound 248

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JANUARY 17, 2013

In addition to the tool investment itself, some things (think CRM, for example) need a part-or full-time analyst on staff working with the sales team to set up and then support the activities necessary for results. Curating Information and Resources for Clients – Postwire. Simplicity and value are what make apps useable by sales.

Tools 230

Tools Hiring Report Face-to-face 230

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MARCH 29, 2013

Take business analytics, for example. 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.

Microsoft 189

Microsoft Conference CRM Compensation 189

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MARCH 11, 2013

If you are not successful at first, try again, possibly in another manner (example: go from a written explanation of the value to a visual one). Be understanding of the full opportunity at hand. Articulate the benefits of your company working to help with this opportunity clearly. Thanks in advance for sharing yours.

Inside Sales 212

Inside Sales Lead Rank Lead Scoring Outbound 212

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MAY 29, 2012

He wondered if, in the example I gave of attending a meeting of many of my industry counterparts whether I felt guarded or if others seemed that way. EXAMPLE: Since you are a graphic designer, I’d like to mention Web Designers Unite. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012?

Industry 183

Industry Competition Lead Rank Lead Scoring 183

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SEPTEMBER 13, 2012

Can the Fortune 1000 examples really translate to mom & pop, as well as the millions of SMBs and small mid-market companies? You can’t attend a conference like this and not walk away with such big ideas in revolutionizing customer service and support.

Company 192

Company Customer Conference Twitter 192

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MARCH 14, 2012

EXAMPLE: You work for a professional services firm and sell services. Lori Richardson is recognized as one of the Top 25 Sales Influencers for 2012 and speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Buyer 196

Buyer B2B Call-back Decision Maker 196

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APRIL 27, 2012

Example: A marketing executive prospect works for an electric utility. 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.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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APRIL 27, 2012

Example: A marketing executive prospect works for an electric utility. 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.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Sales Training Connection

SEPTEMBER 17, 2012

The smart money gets in early and influences the decision criteria in a way that brings value to the customer and puts them in a better competitive position. For example, if you have a large number of potential accounts and a small sales force, this one bit of information could be a game changer as to your overall sales strategy.

Study 103

Study Sales Cycle Competition Analysis 103

Anthony Cole Training

JUNE 28, 2011

centers of influence (1). Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Of particular interest to me was the example of when someone says "I think". Alltop.com. Browse by Tag. coaching (25).

Hiring 180

Hiring Ideal Customer Profile Webinar Metrics eBook 180

Anthony Cole Training

SEPTEMBER 22, 2010

centers of influence (1). Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. When I am in a seminar or sales training session, this is where I pause. Alltop.com. Browse by Tag. accountability (1).

Hiring 185

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 185

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MARCH 28, 2013

Post your success stories about them here, as that helps others with real life examples.

LinkedIn 237

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 237

Hubspot Sales

SEPTEMBER 6, 2018

While Sheryl Sandberg, Oprah, and Karlie Kloss are moving the needle in reshaping the female narrative in their respective industries, research shows celebrity influence is waning for millennials. Peer-to-peer influence. For example, in 2004, 20% of all American advertisements featured a celebrity. In its place?

Conference 73

Conference Social Media How To Advertising 73