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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. If you want to know what the sales teams at industry titans like Hewlett-Packard are being trained in, this is the book to read. © MASP - Fotolia.com.

Why Small Business Sales Training Misses the Mark

Increase Sales

Some of the more forward thinking business leaders continually seek small business sales training to improve their business results. Yet, when looking at the learning objectives such as negotiations, overcoming objections, closing the sale,  for these offerings be it through local sales consultants to much larger sales training providers most are missing the mark for these small businesses.

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. It is quite easy to get tripped up and even mesmerized by the chimeric allure of Shiny Object Syndrome when it comes to prospecting.

Best Way to Help Prospects Find You

Fill the Funnel

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. The most effective way for you as an individual sales person to get on the radar for your prospects is via your LinkedIn Profile. Summary: tell your prospects why you are so valuable to them in paragraph form. You need to be visible to your prospects. Google yourself.

What To Do When The Prospect Tries To Bash Your Competition

MTD Sales Training

While this is never a good thing for many reasons, it is even worse when the prospect starts bashing your competition. Many sales people love it when the prospect starts to downgrade their rivals as the two “tag-team” the competition. The prospect has had a bad experience or heard rumors of such about a competitor. In effect, you are saying, “Yes, you are correct, Mr Prospect.

Is Your Sales Training Tethered to the Stone Age?

Increase Sales

Recently I spoke with a potential client who shared with me in had invested $80,000 in sales training over the course of three (3) years.  Sales Training Coaching Tip:  Refrain from using the “why” word by restating “why” questions into “what” questions until you are 100% absolutely convinced you have a very solid relationship.  Share on Facebook.

7 Sales Prospecting Ideas That Work | Sales Motivation and Sales.

The Sales Hunter

Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PROSPECTING. Sales Prospecting Ideas That Work. Feb 27, 2012. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects.   Nothing will defeat you faster than yourself.  If you aren’t positive about both yourself and what you sell, then how do you expect anyone you meet to even think about being a prospect? 7. Copyright 2012, Mark Hunter “The Sales Hunter.”

What To Do When The Prospect Wants To Engage In Sensitive Talk Like Politics or Religion

MTD Sales Training

Often you get that prospect that wants to get you into a conversation about a sensitive issue such as political beliefs or theology. Also, there are those prospects that wish to use you as their personal sounding board for personal views on everything from racial issues to the sexual relations. MTD Sales Training. Here are a few thoughts on that subject. Happy Selling!

Is Inside Sales Training Equal in Importance to Field Sales Training?

Dave Stein's Blog

To stay competitive, sales managers must improve training for inside sales representatives. ESR encourages sales managers to approach training for inside sales representatives just as seriously as they would approach training for their most valuable outside sales (or field sales) representatives. Yet, many organizations invest far less in their inside sales training than they do in training their star field representatives. Too many sales managers regard inside sales training as “basic” training. What should inside sales training look like?

Is Inside Sales Training Equal in Importance to Field Sales Training?

Dave Stein's Blog

To stay competitive, sales managers must improve training for inside sales representatives. ESR encourages sales managers to approach training for inside sales representatives just as seriously as they would approach training for their most valuable outside sales (or field sales) representatives. Yet, many organizations invest far less in their inside sales training than they do in training their star field representatives. Too many sales managers regard inside sales training as “basic” training. What should inside sales training look like?

If In Doubt, Make the Call! Sales Prospecting Strategies that Work!

The Sales Hunter

It’s time to put to rest the belief that unless you know exactly what it is you want to say to a sales prospect, you should not call them. The problem I have with this is that far too many people use it as an excuse to get them out of making sales prospecting calls. The way you train yourself to do that is by simply making the call regardless if you have the information or not.

The One Sales Skill Missing in Most Sales Training Coaching Programs

Increase Sales

Look at the learning objectives for most sales training coaching programs and you might find these sales skills: Sales Negotiations. Prospecting. How many times have you read about writing being a necessary sales skill in any sales training coaching seminar or educational experience? Sales Training Coaching:  Henry Ford said “If you think you can or you think you cannot, either way you are right.” Sales Training increase sales marketing message sales skill sales skills sales training coaching small businessCredit www.sxc.hu.

Heavy Hitter Sales Blog: Top 7 Critical Sales Trends for 2012

HeavyHitter Sales

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Closing Techniques Using Sales Linguistics » January 01, 2012. Top 7 Critical Sales Trends for 2012. Top 7 Critical Sales Trends for 2012. What are the top sales trends for 2012? Sales Linguistics – For 2012, it’s not only what you say, but equally important, how you say it.

Most Frequently Used Web Tool In My Tool Kit

Fill the Funnel

share it with almost every customer that I am consulting with, and in many cases it is the first web tool that we install, integrate and train on. TimeTrade solves one of the biggest nuisances and time drains in every salesperson’s week – the back and forth email and phone-tag scenario to simply set an appointment with a client or prospect. Timetrade is a mature product.

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It Takes Only An Hour A Week To Produce Leads Through LinkedIn

MTD Sales Training

I must have said it time and time again, but when it comes to modern day selling, sales professionals and business owners alike can find real value in the LinkedIn platform as a sales tool, as there is so much potential for you to prospect for and engage with new leads and current clients online. An Hour A Week Is All It Takes. Regards, Louise. Louise Denny. Marketing Manager.

4 Sales Tips for Reaching Prospects by Phone

Score More Sales

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. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world. 4) Use of the telephone. Simple, quick, web-based research is extremely important when you are calling prospects. Those days are SO over, folks.

Is The Prospect Happy With Their Current Supplier, Or Just A Comfortable Old Shoe?

MTD Sales Training

Prospective buyers are quick to boast about how long they have been working with your competition. You need to understand this and help the prospect realise that it is very possible that they are getting less than they deserve DUE to the fact that they have been doing business with the same supplier for so many years. MTD Sales Training. The Concept. Business as Usual. link].

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The 5 Essential To-Dos for Every Inside Sales Leader

Smart Selling Tools

With new terms like “sales stench” (when a cold call is so trite and annoying that the prospect can smell the spiel coming through the phone), to new ideas that-even if a little sarcastic-just might make a lot of sense (like using emoticons to indicate forecast probability). Tweet AA-ISP Inside Sales Summit. Anneke Seley). Decision to delete: 5-7 seconds for voicemail; 2.7

4 Powerful Reasons To Walk Away From The Price ONLY Prospect

MTD Sales Training

Invariably, as a professional sales person, you will run across that prospective customer who is only concerned with the price. I am talking about that buyer who can only see how much the product or service costs and nothing else, including quality, service, longevity, reputation, or even the value of YOU. This prospect usually leaves you with only two options: 1. MTD Sales Training.

“You Had Me At Hello” – 3 Effective Ways To Eliminate Your Competition During Your First Contact With A Prospect

MTD Sales Training

You need to contact that prospect with a personal telephone call or email within minutes or as soon as physically possible. When you get that enquiry, chances are yours is not the only site that prospect hit, nor the only request for more information they submitted online. Educate the prospect during that first contact. MTD Sales Training. ” #1. Response Time.

Time to Throw out the “Sales Trash” of 2012

The Sales Hunter

All of us have things that we do daily, weekly or monthly that simply don’t make sense.  It might be a prospect who has zero probability of buying, yet you are still pouring time into this person.  It could be pre-written emails you’ve been using that just don’t make sense. Personally, I think 2013 can look better than 2012. Here’s the link: Yes!

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Achieve Greater Sales Success in 2012

Anthony Cole Training

Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Achieve Greater Sales Success in 2012. Best in Class Sales Training.

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

The Sales Hunter

Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PROSPECTING. Ways to Improve Sales in 2012. How will you improve sales in 2012? 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? Here are 4 things you can do right now to improve sales in 2012: 1. Related posts: Small Goals Now Mean Big Results in 2012. Sales Outlook 2012: What Is Your Opinion? Tips to Jump Start 2012 Sales Now. prospect. prospects.

30 Ways to Reach Prospects

Score More Sales

also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? 1. Don’t be afraid to let them know that you feel they could be a great prospective client / customer. 3. “I’m calling about Marriott” – if Marriott is one of your clients and this prospect is in the hospitality industry.

The Secret Path to Successful Sales Calls

Smart Selling Tools

How do you lead each conversation so the prospect will want to continue the sales journey with you? Did you first think through the key sales messages and the best way to communicate them to prospects? Once you had your first sales conversation with a real live prospect, you acquired the initial data points and coordinates you didn’t have before. Preliminary Conversation Maps.

Do prospects lie? How does the answer impact sales success?

Anthony Cole Training

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Prospects. Prospects must think that salespeople are morons. How well equipped are your sales managers and sales leaders to recognize, identify, train and coach salespeople to overcome these weaknesses? Scary stuff!

7 Things Salespeople Should NOT do in 2012 | Sales Motivation.

The Sales Hunter

Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PROSPECTING. Things Salespeople Should NOT do in 2012. We’ve all seen list after list of things we need to do to increase our sales in 2012. Spend all day figuring out who you should prospect. Interesting how when you spend endless amounts of time researching and profiling those you feel you should prospect, you never really get around to actually calling on them. 2012 is right around the corner. Sales Training Tip #375: RFPS are Rarely Final. prospect.

5 Marketing and Sales Lessons from the Inbound 2012 Event

Score More Sales

As a sales-brained person (not marketing-brained) I tend to stay away from marketers, but these last two days have been different and very rewarding. I’ve spent time at Inbound 2012, Hubspot’s summit for marketers – an event which is growing dramatically year to year. I was surrounded by 2800 marketers who are doing inbound marketing or learning all about it.

Even After All Of This “Web Stuff” You Still Need To Engage With Your Prospects

MTD Sales Training

You then directed the prospect to your company website for additional information. Will the prospect have time to talk? Email and other e-prospecting and communication avenues are a critical part of doing business today. To truly secure your image in the mind of the prospect, especially before your first face-to-face meeting, the prospect needs to hear you voice.

Turn the Prospect into a Customer with the “Engagement Process”

The Sales Hunter

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. The next step in this process might be for you to provide the prospect a worksheet with some diagrams of how systems might look in their building. Again, what you’re doing is engaging the prospect. Copyright 2012, Mark Hunter “The Sales Hunter.”

Top 9 Sales Hunter Posts of 2012

The Sales Hunter

Below are what you all thought were the best posts of 2012! Sales Training Ideas You Can Use Right Now. Sales Prospecting Ideas that Work. Copyright 2012, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Cold-Calling Consultative Selling Motivational Sales Speaker Professional Selling Skills Prospecting Sales Motivation sales motivation

Video 18

30 Seconds Matter: How Sales Tools Deliver Revenue Growth

Smart Selling Tools

Linda built her company into an international power-house having trained over two million sales professionals to date. Sales Effectiveness decision influencers lead generation opportunity management sales leads Sales Process Sales Prospecting sales techniques solution sellingYou may recognize her name as the Founder and Chairwoman of Richardson , the global sales performance company.

4 Sales Tips for Reaching Prospects by Phone

Score More Sales

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. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world. 4) Use of the telephone. Simple, quick, web-based research is extremely important when you are calling prospects. Most likely you feel the same way, and more importantly, so do your prospective customers. Next, do a LinkedIn search and see if you are connected to this prospect or someone at their company. That’s the “sale”.

Techy Tuesday – Be In The Know With Google Alerts

MTD Sales Training

Stop scratching around for sales and learn how to sell the modern way with Sean McPheat’s  FREE 40 minute online training session. Click on the image below to find out why you’ve got to be changing the way that you prospect and sell…. When the Google.com domain first went online in 1997, few could have guessed it would soon become the massive online entity that it is today.

What is Sales Leadership? | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PROSPECTING. Feb 02, 2012. Sales leadership is being able to ask customers and prospects questions that both you and the customer are not going to know the answer to. Copyright 2012, Mark Hunter “The Sales Hunter.” prospect. prospecting. prospects. sales training. sales training tip. training tip. Sales Motivation and Sales Training | Sales Courses in Adelaide says: February 2, 2012 at 3:40 pm. [.] February 2012.

How To Push Your Prospect’s Hot Buttons

MTD Sales Training

“Find the prospect’s hot buttons!” “ Push their hot buttons !” We’ve heard these thoughts before; but what do they mean? Is it to say that as a sales person you should try to discover your prospect’s primary areas of interest? For most sales people, the term Hot Button refers to some topic, product or service-point for which the prospect has very strong interest or desire.

5 Secrets to Get Better Prospecting Leads | Sales Motivation and.

The Sales Hunter

Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PROSPECTING. Secrets to Get Better Prospecting Leads. Jan 04, 2012. There are 5 secrets used by top-performing salespeople to get better prospecting leads. Never waste an opportunity to ask your current customer who else might benefit from what it is you’re selling.   The key to turn these new leads into great leads is by asking the customer giving you the lead to introduce you to the new prospect. The reason these are great prospects is simple. prospect.

Match Your Expertise To Questions on Twitter

Fill the Funnel

Most LinkedIn sales training teaches you to search LinkedIn’s Question area and answer questions that you have expertise in. It is also a great way to learn what prospects are thinking about on a particular topic or product. You have been extensively trained, have strong market presence and informative collateral available. You are an expert in something.

How To Handle The Prospect Who Trusts No One

MTD Sales Training

Invariably you will run into prospects who trust no one and are afraid of everything and everyone. Often there is good reason for prospective buyers to share such a sentiment. However, usually the prospect overemphasizes takes these fears and takes them way out of context. Three Traits of the Paranoid Prospect. 1. Three Tips to Handle the Paranoid Prospect. 1.

Get Consistent Performance in Half the Time By Reinventing Your Sales Training

Sales Benchmark Index

At SBI, we often see Sales Talent disparaged as the result of an ineffective Sales Training program. It will get you the access to the tool you need to begin developing the proper training, our prospect/customer interview guide. So how do you create the right training environment ? When you train your new reps, what is their first assignment on day one?

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