Partners in Excellence

APRIL 14, 2021

But topics like tension, change, conflict, persuasion, convincing are natural elements of business and selling. It’s amazing that we seldom talk about them, explicitly, or that we try to “mask” them through all sorts of manipulation, or that we try to avoid them. Too often, we fail to listen without an agenda.

Positioning 74

Positioning Objections Intent Customer 74

Anne Miller

APRIL 28, 2020

SCAMPER is a questioning acronym that forces you to see possibilities that you might otherwise not see. Improve the Persuasion Power of Your Presentations. Check out the strength of your current selling skills. Many companies have come up with fresh ways to make money during this pandemic. SCAMPER Your Business. E = Eliminate.

Direct Mail 109

Direct Mail Exercises Cold Calling Distribution 109

HeavyHitter Sales

APRIL 1, 2010

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. A Salespersons Most Important Competitive Weapon.

Hiring 132

Hiring Forecasting Oracle Revenue 132

Sales Evangelist

DECEMBER 24, 2019

There are seven reasons why Jesus was so persuasive and Donald is going to expand on each to show how they can be applied in B2B selling, even today. With the exception of social media, the way communication works in sales today is historically similar. Today is Christmas, a day where people celebrate Jesus’ birth.

Face-to-face 95

Face-to-face Ideal Customer Profile Margin Lead Rank 95

Vengreso

FEBRUARY 3, 2021

When I set it out to curate a list of the best sales podcasts for this year, I had two motivating forces in mind: Continuous Learning and Growth is not an Option for Sales Professionals. The buyer is better at buying than the seller is at selling. The Modern Selling Podcast – Mario Martinez, Jr. The Best Sales Podcast for Sr.

Scale 111

Scale B2B Lead Rank Outside Sales 111

HeavyHitter Sales

SEPTEMBER 25, 2010

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. A Salespersons Most Important Competitive Weapon.

Objections 104

Objections Hiring Vendor Sales Cycle 104

Zoominfo

DECEMBER 13, 2018

Criteria for Success is a sales training, management consulting, and sales playbook development company that changes how salespeople think and act so they sell more. On the Criteria for Success YouTube channel, you’ll find selling inspiration, important tips and tricks, and so much more. Today, we do the same for sales reps.

Channels 187

Channels Face-to-face Video Hubspot 187

Sales Training Connection

APRIL 16, 2014

In previous blogs we have touched on the idea that what you do before and after the sales training is as important as the sales training itself. Sometimes this makes sense – like when you’re goal is to institute a common sales language for the sales force. Sales training isn’t always the answer.

Training 98

Training Hiring Face-to-face Compensation 98

BrainShark

SEPTEMBER 10, 2023

For instance, you could ask the sales force, “What is one technique you use to move a stalled deal forward?” Make the buyer’s journey a more prominent part of your sales training – both for new hire onboarding and learning reinforcement for the existing sales force. Outline approaches for accelerating time to a buying decision.

Training 62

Training Hiring Objections Coaching 62

Anne Miller

NOVEMBER 21, 2019

It can’t be forced, or, if it is, the outcome is unlikely to be very pretty. Improve the Persuasion Power of Your Presentations. Check out the strength of your current selling skills. Answer: It is the natural outcome of a positive experience! Closing a sale has to happen naturally as well. . Now, to continue my analogy.

Closing 82

Closing Decision Maker Proposal Buyer 82

Sales Training Connection

FEBRUARY 15, 2013

In previous blogs we have touched on the idea that what you do before and after the sales training is as important as the sales training itself. Sometimes this makes sense – like when you’re goal is to institute a common sales language for the sales force. Sales training isn’t always the answer.

Training 105

Training Hiring Face-to-face Compensation 105

HeavyHitter Sales

JUNE 15, 2010

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. TOP 20 GREAT SALES BLOGS » June 15, 2010.

Training 90

Training Penetration Sales Cycle ROI 90

HeavyHitter Sales

JUNE 15, 2009

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Do you have to Sell to the C-Level? Recent Posts.

Hiring 87

Hiring Penetration Airlines Twitter 87

HeavyHitter Sales

MAY 21, 2011

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. A Salespersons Most Important Competitive Weapon.

Call-back 99

Call-back Penetration Sales Face-to-face 99

HeavyHitter Sales

JULY 4, 2009

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. A Salespersons Most Important Competitive Weapon.

Penetration 74

Penetration Journal Closing Software 74

Hubspot Sales

SEPTEMBER 30, 2019

Complacency can kill in a sales job, so encourage salespeople to listen to sales podcasts and subscribe to newsletters from the best sales blogs , regardless of where they are in their career. Strengthen your team’s understanding of selling best practices by requiring or suggesting they acquire a useful sales certification.

Hiring 142

Hiring Training Hubspot Exercises 142

HeavyHitter Sales

JULY 21, 2008

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Sales Force Composition. Recent Posts. Management Style.

Hiring 60

Hiring Penetration Sales Management Software 60

Partners in Excellence

APRIL 18, 2017

We see the same issues and trends in too many blog posts/books, at every conference, and in the social channels. The focus in much of our discussions on selling is about us–sales people. I sit through entire presentations on new trends in selling, where the word customer or buyer may never be mentioned.

Customer 53

Customer Survey Trends Conference 53

Sales Training Connection

MAY 4, 2012

Although the reasons may vary as to why many sales training efforts don’t work, the main culprit is the lack of buy-in from the sales force. The company selling the sales training should be the first one in line. Buy-in is not about compliance; it is about persuasion. Sales training programs do the latter – not the former.

Training 119

Training Face-to-face Pivotal Follow-up 119

HeavyHitter Sales

MAY 23, 2009

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. A Salespersons Most Important Competitive Weapon.

Penetration 60

Penetration Sports Software Software 60

Vengreso

MARCH 22, 2022

Want to hire someone who has more selling experience than you do. Remember, sales recruitment takes time, especially in remote selling environments. . The success of your business depends on the success of your sales hiring process. We will teach you all about sales hiring: what it is, what it isn’t, and how to get it done.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

Want to hire someone who has more selling experience than you do. Remember, sales recruitment takes time, especially in remote selling environments. . The success of your business depends on the success of your sales hiring process. We will teach you all about sales hiring: what it is, what it isn’t, and how to get it done.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

HeavyHitter Sales

OCTOBER 5, 2008

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. A Salespersons Most Important Competitive Weapon.

Motivation 60

Motivation Penetration Exact Sports 60

HeavyHitter Sales

NOVEMBER 19, 2007

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. There aren’t any two sales forces that are exactly alike.

Meeting 60

Meeting How To Face-to-face Webinar Metrics 60

LeadFuze

MARCH 9, 2021

What to sell during a sales role play. It uses situations that closely replicate what they may experience in real-life selling. What to Sell During a Sales Role Play? Here is a fact, your sales reps learn by doing, not by listening. Close more deals. You need ideas for sales role play that upgrades your sales reps’ skills?

Hiring 105

Hiring Training Sales Qualified Lead Exercises 105

HeavyHitter Sales

SEPTEMBER 23, 2007

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Sales Force Morale. Recent Posts.

Meeting 60

Meeting How To Penetration Sales 60

HeavyHitter Sales

JULY 1, 2007

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. A Salespersons Most Important Competitive Weapon.

How To 60

How To Penetration Software Software 60

HeavyHitter Sales

JULY 4, 2008

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. A Salespersons Most Important Competitive Weapon.

Lead Rank 68

Lead Rank Lead Scoring Hotels Harvest 68

Mindtickle

MAY 16, 2018

It takes technical expertise and fine-tuned people skills to translate product specs into persuasive value. This means less time to full productivity and more reps selling at their full potential at all times. This reduces the financial drain on the organization and creates a stronger selling team compared to those of competitors.

Competition 52

Competition Comparison Distribution Hubspot 52

Sales Hacker

APRIL 16, 2018

For example, how to close more deals with words that sell or the talk-to-listen ratio. Enthusiastic, warm, and persuasive, a “high I” thrives on engaging with others. If you’re on the go or you’d rather listen to this blog instead of reading it, here’s an audio version. Hear me out (I get the irony of this).

Buyer Persona 62

Buyer Persona Data Marketing Sales Qualified Lead 62

HeavyHitter Sales

SEPTEMBER 11, 2007

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. A Salespersons Most Important Competitive Weapon.

Penetration 60

Penetration Study Meeting Education 60

HeavyHitter Sales

OCTOBER 21, 2007

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. A Salespersons Most Important Competitive Weapon.

Training 60

Training Webinar Metrics ROI Penetration 60

Delicious Sales

MAY 2, 2012

Selling Skills (528). Blog (5972). Training (4995). Prospecting (4539). Tools (2872). Sales Management (2614). Software (1035). Customer Service (995). Inside Sales (849). Channels (799). Advertising (694). Incentives (379). Demand Generation (181). Outside Sales (81). Customer (6670). Opportunity (3675). Closing (3085). Energy (615).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Tony Hughes

FEBRUARY 22, 2018

It is dangerous to implement basic social selling techniques. I wanted to take a moment to express a word of caution in applying a cure-all or over-simplified approach to strategic selling within social mediums. or Social Selling is it's often missing the context of the coming Web 3.0 Let me make my case. The folly of Sales 2.0

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

The Spiff Blog

NOVEMBER 17, 2022

There is still a big gap between how buyers want to buy and selling organizations’ ability to deliver those experiences.”. Daniel Pink , Author of To Sell Is Human: The Surprising Truth About Moving Others. The sales process must be aligned around the way your customer buys, rather than the way you want to sell.”.

Compensation 72

Compensation Commission Motivation Incentives 72

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Close.io

FEBRUARY 11, 2020

But the best reps know that real, long-term success doesn’t come from pushy persuasion or verbal acrobatics, but from the exact opposite: Candor, honesty, and vulnerability. And it’s probably safe to say that your prospect’s BS-meters are fine-tuned to sniff out inauthentic sales pitches and persuasion techniques.

Closing 118

Closing Hiring Sales Qualified Lead Objections 118