Miller Heiman Group

JUNE 2, 2020

Nonetheless, reps are told that they must always present a positive and empathetic attitude to their customers, causing them to expend what we call “emotional effort.”. There are two types of emotional effort: surface acting and deep acting. With surface acting, employees pretend to feel an expected emotion.

ACT 86

ACT Coaching Lead Rank Lead Scoring 86

Julie Hanson

DECEMBER 13, 2020

Just act confident!”. … acting tips are tactical and proven to work in an art form that really knows what it takes to appear and, more importantly, feel confident on-camera. Learn how to memorize and practice your presentation or script like a professional actor here. So much easier said than done! These six powerful (and easy!)

ACT 93

ACT Handbook Video Face-to-face 93

Showpad

MARCH 21, 2023

When you don’t act on your data, you waste resources, miss revenue opportunities and decrease profitability. Contextualized : Is the data presented in its proper context? User-friendly : Is the data presented in a way that is understandable and user-friendly? Nearly two thirds ( 68% ) of data is never used.

ACT 59

ACT Data Survey Report 59

PandaDoc

JUNE 13, 2023

And if you live in the United States, you’ll want to familiarize yourself with the ESIGN Act. Before we get into talking about what the ESIGN Act is, let’s look at why electronic signature laws are so important. passed the UETA and ESIGN Act. It does specify that certain types of transactions are excluded under the ESIGN Act.

ACT 52

ACT Consumer Guidelines Insurance 52

Anne Miller

FEBRUARY 26, 2020

But do you have the most important part of your presentation? message should appear upfront in your introduction and should re-appear in the same words, or in words that reflect the spirit of that message, in the summary of your presentation. Improve the Persuasion Power of Your Presentations. The Message. Anne Miller.

Coaching 110

Coaching ACT Video Selling Skills 110

Julie Hanson

JULY 14, 2019

Speaking to a camera is an unnatural act. 3 Acting Secrets to Overcome Your Fear and Become a Video Sales Superstar! They stiffen up and go into what I call “presenter mode” – a flat, lifeless delivery that is instantly forgettable. Theater acting is an operation with a scalpel, movie acting is an operation with a laser.”

ACT 99

ACT Video Film Face-to-face 99

No More Cold Calling

MAY 19, 2016

Your clients—past and present—are the best source of referrals , because they know first-hand the value of your expertise and your product or solution. The post Do Your Sales Reps Act Like Sales Snobs or Social Stalkers? She made the introduction, and I got the appointment. The Power of the Water Cooler.

ACT 260

ACT Referrals Social Media Cold Calling 260

Pipeliner

MARCH 18, 2020

Whether prior to a call, meeting or presentation, they use templates religiously. The post Believe, Act and Win! They build and utilize streamlined Go/No-Go frameworks to maximize the likelihood that the deals they pursue are the deals they’re most likely to win. Confident salespeople plan. appeared first on SalesPOP!

ACT 87

ACT Pharmaceuticals Territories Consumer 87

Hubspot Sales

JULY 16, 2020

We've all fallen victim to a boring presentation at one point or another, but you don't want it to happen at a make-or-break moment in the lifecycle of an important deal. The Science of Sales Presentations. When you're the one giving the presentation, that sure isn't the reaction you want from your audience.

ACT 123

ACT Follow-up Data Sales 123

BuzzBoard

FEBRUARY 8, 2024

This can be effectively accomplished with compelling sales presentations and convincing pitches. Now is the time to hone your sales presentations and pitch digital marketing services to your small and local clients. This real-world data acts as social proof and can greatly affect business owners’ decisions.

Small Business 52

Small Business Small Business Lead Rank Lead Scoring 52

Eyeful Presentations

JULY 4, 2022

The first act was very honest. Of course, Edinburgh is a big deal for stand-ups – it’s their equivalent of a TED Talk or seed funding pitch presentation . Business presenters are, on the whole, rubbish at doing this. Why don’t we road test our presentations like the best stand-ups do? It can make or break their career.

ACT 68

ACT Course Positioning Leads 68

Julie Hanson

FEBRUARY 23, 2018

It’s called Acting as if. Then when you have to get on that call or give a presentation when you’re not feeling 100% confident, apply these confident behaviors as you’re practicing. In other words, act as if you have great confidence. So go out there and show confidence, and if you can’t, act as if until the real deal kicks in.

ACT 59

ACT Face-to-face Sales Coaching Video 59

Julie Hanson

JANUARY 26, 2020

Coaching is as vital to a presenter as it is to a performer. While you may get occasional “drive-by” coaching from a manager, a peer or at a workshop, without a consistent and clear way to gauge progress, many presenters fall back on old habits or end up reinforcing ineffective behaviors. Or even watching your own performance!

Coaching 111

Coaching How To Scale Face-to-face 111

Jeffrey Gitomer

APRIL 19, 2011

Triple The Power of Your Presentation By Asking Yourself These 8 Questions | Sales Training Tips. What will compel me to act? Your objective is to deliver the message in such a way that the audience is compelled to act (buy). Presenting. Who is Jeffrey? Gitomer | April 19, 2011 | 3 Comments. Tweet Share 1. Categories.

Hiring 316

Hiring Social Media Loyalty Referrals 316

Julie Hanson

DECEMBER 4, 2018

This may offend some Toastmasters out there, but Toastmasters almost ruined my presentation. Some of that feedback even helped shape a presentation I still use today. So how did Toastmasters almost ruin my presentation? Should you avoid all theatrics in your presentation or speech? Lastly, great presenters are vulnerable.

ACT 96

ACT Motivation Promotion Study 96

Understanding the Sales Force

FEBRUARY 11, 2013

They aren't aware that continuing to present, demo, propose and quote are unhealthy approaches for the pipeline. Demos and presentations are the sales equivalent of sugar (we like them and they make us feel good.) Let's switch gears and discuss what you came here to read. Most salespeople haven't seen the light either.

Consultative Selling 249

Consultative Selling Fashion Face-to-face Forecasting 249

Julie Hanson

FEBRUARY 8, 2021

To maintain positive energy and focus before your video presentation, follow these tried and true tips from behind the curtain: 5 Actor’s Secrets to Master your Fear of Virtual Presentations. Remind yourself of your intention/goal before joining your next virtual sales call – Why are you giving the presentation?

Energy 112

Energy Video Call-back Intent 112

The Pipeline

AUGUST 8, 2011

Talking Long-Term – Acting Short-Term – Sales eXchange – 109. Specifically, the tendency to talk long-term, but act short-term; the effect of which is usually negative on results. Presentation. April 2008. March 2008. February 2008. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s Interactive Selling.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

LeadFuze

AUGUST 19, 2021

How to Do a Good Sales Presentation. Let’s face it, we all need to know how to do a good sales presentation. Even if we’ve been “in the game” for a long time, selling the same products — our presentations can get stale after a while. That’s the crux of how sales presentations work , right?

Case Study 98

Case Study How To Study Comparison 98

Julie Hanson

JULY 31, 2018

When she found out that I teach presentation skills she shared that she used to be deathly afraid of public speaking. The monk helped her overcome her paralyzing fear of presenting and now she actually looks forward to speaking to audiences all over the world. Most presenters try to pack too much into a presentation or speech.

Face-to-face 99

Face-to-face Call-back Conference Intent 99

Jeffrey Gitomer

FEBRUARY 14, 2012

Elements To Think About When Presenting. Tweet Share Your ability to present a compelling, believable, enthusiastic, value-driven message is the difference between yes and no, understanding and confusion, acceptance or rejection, and even approval or denial. In the beginning of a presentation, there are 5.5 Presenting.

Hiring 255

Hiring Social Media Loyalty Referrals 255

Julie Hanson

MAY 18, 2018

Those comments the superhero directs straight to you – and not the other actors – is an acting technique called “Breaking the Fourth Wall.” ” And it can be used for great effect in presentations, meetings, speeches – any time you need to grab your audience’s attention. Get out of your comfort zone.

How To 98

How To ACT Report Groups 98

The Pipeline

NOVEMBER 17, 2020

When triggered, rather than fight it, again, they rationalize it as they act on it. Rather present something they currently are missing out on. That’s right, on December 1st and 2nd, we are presenting a virtual edition of the accredited Proactive Prospecting Program. Just look: [link].

Objections 366

Objections ACT Quota Video 366

Salesmate

MARCH 24, 2020

How to act when then the crisis is coming. Present all the sides of your strategy. Basically, the management should get the answers to these questions from your presentation: 1. The post Crisis management in sales: How to act before, during & after a crisis appeared first on Salesmate. Stay strong.

ACT 101

ACT Real Estate Face-to-face How To 101

Women Sales Pros

FEBRUARY 1, 2019

It’s a sad fact that most sales presentations and pitches are instantly forgettable. And forgettable presentations are unsuccessful presentations. One of the biggest reasons presentations are unsuccessful is because they follow a structure that has been around since the seventies. Not necessarily.

Advertising 95

Advertising Advertising Objections Buyer 95

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan Two weeks ago I wrote this article about how demos and presentations are like snack foods. One of the comments, by Jason Kanigan, said: Traditional selling revolves around the demo/presentation. The result is we end up giving many presentations to unqualified prospects.

Sales Qualified Lead 188

Sales Qualified Lead Journal Consultative Selling Proposal 188

SalesforLife

MAY 13, 2019

From 2012 to present — in partnership with Jamie Shanks we decided to dig deeper into the modern sales issues faced by the sales community so they don’t fall behind today’s buyers. 2014-present: The New Privacy Era. From 2004-2012, Sales for Life was focused almost exclusively on sales recruiting.

Policies 73

Policies ACT Hiring Face-to-face 73

Sales and Marketing Management

FEBRUARY 23, 2020

Author: Carmen Simon People act on what they remember, not what they forget. So, if you want to persuade your buyers to act in your favor, you need your content to stick in their minds?—?you Thankfully, there’s a framework backed by brain science for getting people to act on the 10% you want them to remember.

Intent 296

Intent ACT Influencer Call-back 296

Gong.io

MAY 18, 2018

A brilliant sales presentation has a lot going for it. studied 67,149 recordings of sales presentations from our database of over 1,000,000 sales calls. We only included sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom. Sales Presentation Step #2: Provide Context Before You Demo.

Lead Rank 130

Lead Rank Lead Scoring Data Buyer 130

Highspot

MARCH 3, 2022

Our recent research study , conducted by B2B DecisionLabs and Highspot, found that different formats have a significant impact on your buyers’ attention, engagement, memory, and willingness to act on your message. In the study, 140 participants were randomly paired and then assigned to one of four groups to watch a live sales presentation.

Research 52

Research Buyer Face-to-face Decision Maker 52

Mr. Inside Sales

JANUARY 7, 2023

Don Shula – the famous Miami Dolphin coach – once said that his players practiced, drilled and rehearsed their plays and techniques over and over again so they could internalize them and act automatically when they needed to. Giving successful presentations and dealing with objections. Identifying decision makers. Qualifying prospects.

Face-to-face 259

Face-to-face Guarantee Gatekeeper Licensing 259

Julie Hanson

JUNE 7, 2018

Good salespeople ask themselves what they want their prospect to do at the end of their presentation. In acting it’s called the subtext. It’s very easy to get caught up in telling your prospects things – passing on information, presenting evidence, showing capabilities, etc. Great actors don’t just play the lines.

Intent 75

Intent Energy ACT Motivation 75

Miller Heiman Group

JUNE 18, 2019

From preparation to execution, sales presentations can be difficult to manage. The uncomfortable truth is that sales presentations are failing sellers and, more importantly, buyers. CSO Insights’ 2018 Buyer Preferences Study found that 40% of sellers ineffectively present their solution and value to buyers, and only 10.9%

Decision Maker 66

Decision Maker Buyer ACT Follow-up 66

Steven Rosen

FEBRUARY 27, 2022

They have analyzed their markets and product performance, developed strategies and tactics, performed dry runs and presentations to senior management to finally agree on their budget and targets for next year. Like many companies, you bring the sales management team in for a meeting and present the marketing plans. Can you relate?

Strategy 408

Strategy Scale Objections Maximizer 408

Sales 2.0

DECEMBER 19, 2023

The authors say of these salespeople “They can realize mid-sentence that they said something, and it didn’t land—they’re present and capable of changing that narrative in real time. It’s not a rote, let me act like I care question. When it’s present, no one really notices; when it’s absent, everyone notices.”

Film 150

Film Lead Rank Intent ACT 150

Tom Hopkins

JULY 19, 2013

Prepare an Elevator Presentation, Not an Elevator Pitch A short while ago, I ran a contest on Facebook for the best Elevator Presentation. The post The 30-second Elevator Presentation appeared first on America's #1 Sales Trainer. The post The 30-second Elevator Presentation appeared first on America's #1 Sales Trainer.

Selling Skills 97

Selling Skills ACT Facebook Relationals 97

Sales and Marketing Management

SEPTEMBER 21, 2020

Sales meetings should not be a one-sided presentation but a constant discussion. People have been meeting through video for months now and as a result, may have a hard time staying engaged during a presentation. Find places in your presentation to insert mild humor, where appropriate. Turn the meeting into a conversation.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317