MTD Sales Training

JANUARY 21, 2020

If you do, and they work in your company, you’re letting go of many opportunities for successfully creating a great image for your brand. What impression would that leave with a caller who may be thinking about doing business with your company? Everyone, yes, every person in your company, can act as a salesperson for you.

Face-to-face 280

Face-to-face How To ACT Opportunity 280

MTD Sales Training

SEPTEMBER 30, 2019

These partners could be other companies you can work with to create better versions of what you have now, or different companies that help you to generate better business models for them to progress and benefit from. 2) Become embedded in the customer’s company. 4) Collaboration within and without the company.

Social Media 253

Social Media Sales Media Energy 253

MTD Sales Training

NOVEMBER 9, 2017

It’s always interesting to see how companies are adapting to the wildly-changing world of business, and it’s studies like these that help us as sales managers and sales directors to understand how we need to shape up for future business opportunities. Most top 20 companies in the study put their values first, middle and last.

Hiring 268

Hiring Sales Management Loyalty Study 268

MTD Sales Training

APRIL 7, 2020

Yes, it’s been forced upon many companies in double-quick time, and shows in some cases how far behind the times some sales companies have been in adapting to the changes we have been discussing for many years now. What are your suggestions for companies whose business has fallen off the end of a cliff? Happy selling!

Face-to-face 210

Face-to-face Decision Maker Skype Microsoft 210

MTD Sales Training

APRIL 2, 2019

The benefits of CRM systems are manifold, and here we list some of them so you can be assured you’re going in the right direction for the long-term relationship you’re building for your company and your customers. One clear advantage of this is the ability to expand the communication networks around your company and the customer’s.

Benefit 185

Benefit CRM System Loyalty 185

MTD Sales Training

NOVEMBER 11, 2019

Here, we discuss what it means to set a sales budget, how it’s defined and the objectives of companies setting budget figures. Well, one way we define it is it provides an estimate of the volume of goods and services that a company proposes to sell in a future period. Firstly, and obviously, what do we mean by a sales budget?

Proposal 154

Proposal Objections Buyer Sales 154

MTD Sales Training

JANUARY 10, 2018

Find out why customers would use the competition rather than the company you are going to approach. What do the competition have that your target company doesn’t? Would your products or services help the target company to be more competitive? Look At Customer Reviews Of The Target Company. Does the above take time?

Ideal Customer Profile 220

Ideal Customer Profile Google Competition LinkedIn 220

MTD Sales Training

MARCH 26, 2019

The whole purpose of this type is not to focus on just the product but to focus really on the relationship and how that is going to be established between the salesperson’s company and the prospect’s company. 5) insight selling . It’s important to recognise that each of these types of sales has their place.

Face-to-face 205

Face-to-face Consultative Selling Intent Buyer 205

MTD Sales Training

SEPTEMBER 27, 2016

Many salespeople have left their personal and career development up to their company, and that’s not a good thing. Your company and boss are up to their ears in working on the urgent stuff, the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Competition 256

Competition Company Sales Strategy 256

MTD Sales Training

AUGUST 10, 2018

Google yourself and your company now. Put your name and your company in a search engine. A person you’ve never heard of, from a company that you’ve never dealt with? Your company will have technical experts who will help you design the right material with the right detail. First, to be found. Read on when you’ve done it.

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

MTD Sales Training

DECEMBER 9, 2019

Well, one of my consultants was with a company recently and was listening in to their sales reps’ calls to make appointments. Even though this company sells some of the best products in their industry, the prospects were being turned off by a product push. You guessed it. It was all about them and their products.

Course 235

Course Industry Sales Prospecting 235

MTD Sales Training

NOVEMBER 18, 2019

Building goodwill in business is a pre-requisite for companies to advance in their strategic forward planning. National Express, a UK travel company, encourages passengers to text them about their experience while riding on their coaches. This is the emotional connection they have with you and your company. 6) Pleasure.

Customer 163

Customer Travel Customer Service Up-Sell 163

MTD Sales Training

APRIL 18, 2018

What does their LinkedIn company page say about what’s important to them? This breadth of understanding will assist you to find further sales opportunities right across the decision-making chain of the whole company. Get Close To Decision-Makers And Influencers Within The Customer’s Company. How does the market view them?

Customer 181

Customer Decision Maker Face-to-face Influencer 181

MTD Sales Training

DECEMBER 4, 2017

Through a quick search of keywords you can find they key decision makers at the big companies you are interested in approaching, find out where they are spending their time and what they are interested in – all you have to do is reach out to them and make that initial contact. Set Up A Company Profile.

LinkedIn 154

LinkedIn Prospecting Ideal Customer Profile Decision Maker 154

MTD Sales Training

NOVEMBER 15, 2018

We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company. Finally, my team member asked what it was about their company that made them deserve our business. Happy Selling!

Insurance 163

Insurance Insurance Cold Calling Competition 163

MTD Sales Training

FEBRUARY 8, 2018

He was asking me if we could run a motivational programme for his team so that they would go out and sell more stuff, and stay longer at his company. This can affect the relationship your company has with clients in your area. I asked him if he had calculated the cost of losing so many good people. He hadn’t.

Hiring 175

Hiring Policies Ideal Customer Profile Salary 175

MTD Sales Training

OCTOBER 24, 2018

But what of those situations where it’s obvious that the customer is wrong in their assessment and maybe ends up blaming you or your company, or complains about something that is beyond reasonable control? But what if they now start criticising your whole company, or you personally? Here’s an example of what we can do.

Airlines 274

Airlines Transportation Up-Sell Course 274

MTD Sales Training

SEPTEMBER 26, 2018

Prospecting today should consist of quality researching, building up a database of people and companies who you know will be interested in your solutions because you have uncovered needs and wants. Your value proposition is how their company will benefit from the future use of your services. 3) Identify your ideal clients.

Cold Calling 215

Cold Calling Decision Maker Gatekeeper GoldMine 215

MTD Sales Training

JANUARY 2, 2019

Here are some company BHAGs that will set the scene for how you can make it more personal: Heinz: To be the world’s premier food company, offering nutritious, superior tasting foods to people everywhere. It creates passion and inspiration in your soul and makes you stay up late and get up early to continue the journey.

Sales Goal 222

Sales Goal How To Energy Motivation 222

MTD Sales Training

MAY 14, 2019

If we are still selling in the same way we did last year, we are out-of-date and run the risk if being fodder to those companies advancing in the sales world. Here are some techniques that will help you stay relevant in your industry: 1) Be aware that companies don’t buy your products or services.

B2B 150

B2B Social Media LinkedIn Influencer 150

MTD Sales Training

AUGUST 1, 2012

As the prospect begins to explain the problems with the other company, the sales person AGREES and sides with the prospect and joins in the bashing. Sales Person: “But please understand Steve, XYZ is not the best company. Some companies in my business cannot be trusted!”. They are a good company as are most in our business.

Competition 312

Competition Prospecting Industry Exact 312

MTD Sales Training

OCTOBER 6, 2016

So says Arie De Geus in his book ‘The Living Company’ (Boston, Harvard Business Press). The average life expectancy of a multinational organisation is approximately 40-50 years. He based this premise. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 261

Sales Company 261

MTD Sales Training

NOVEMBER 29, 2017

This refers to the way the company does business. Many companies want to prove themselves in the market place through processes, conformance, safety aspects or production schedules. This value-driver is all about deciding on the specific needs and desires of a company and considering what and how those needs can be assessed.

Lead Rank 163

Lead Rank Lead Scoring Benefit Exact 163

MTD Sales Training

FEBRUARY 1, 2018

Buyers within the companies you are prospecting are not interested in you. Well, it’s not going to be what your company does or what your products do. You will grab their attention if you say: “Our research has shown many companies are struggling with customer loyalty and the effect that has on profitability these days.

Prospecting 154

Prospecting Loyalty Research Exact 154

MTD Sales Training

JUNE 4, 2019

Videos and podcasts of how others have benefitted from using your product: Just like a case study can convince a customer upfront how other companies have benefitted from using your services, videos and podcasts can show how those same companies have built their business success with your products and services.

Case Study 255

Case Study How To Discount Decision Maker 255

MTD Sales Training

OCTOBER 11, 2017

The Sales Director role is considered to be the lifeblood of many companies because of the strategic and operational role they play in the success of the business. How would those achievements assist you in performing well for our company? How did you go about researching our company before today? What’s your favourite book?

Lead Rank 199

Lead Rank Motivation Margin Industry 199

MTD Sales Training

APRIL 12, 2020

More and more companies are going down this route especially those that sell software, SAAS products and online services. One company was pitching me some software and we had a screen share on – his screen. Are you using online sales meetings throughout your sales process? Do it correctly and it can work wonders for you.

Sales Meeting 194

Sales Meeting Meeting Face-to-face Skype 194

MTD Sales Training

JANUARY 4, 2018

Tell me how your products and services have benefited other, similar companies. Buyers will be interested in results obtained by other companies using your products, but don’t over-exaggerate for effect. Let the buyer recognise how their business would be better off with your company as a supplier than without you.

Buyer 257

Buyer Cold Calling Objections Call-back 257

MTD Sales Training

FEBRUARY 4, 2013

Branding, the process of creating an emotional connection to a company or product, has been the subject of many studies and much research. Most of that research has revolved around the companies who. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 287

How To Study Research Company 287

MTD Sales Training

SEPTEMBER 19, 2018

More and more companies are going down this route especially those that sell software, SAAS products and online services (such as online sales training ). One company was pitching me some software and we had screen share on – his screen. Are you using video meetings in your sales process? Close Down All Other Windows.

Meeting 215

Meeting Video Face-to-face Skype 215

MTD Sales Training

OCTOBER 10, 2018

They may ask you what makes your product or company better than someone else. Well, let’s return to our prospect’s earlier question; what makes your product or company better than someone else? As we said many times, people don’t buy your products; they buy the results those products will bring to their companies or themselves.

Social Media 194

Social Media Guarantee Objections Up-Sell 194

MTD Sales Training

MAY 25, 2018

Here are some ideas: Basically, you need to know what links the two companies or people. Obviously, you’ll want to research the referred person’s company and analyse how you could be in a position to help. We help companies like yours reduce waste in their production processes. How should you approach this referral?

Referrals 163

Referrals How To Enterprise Enterprise 163

MTD Sales Training

OCTOBER 3, 2018

Many times, customers will say that the only time they hear from a supplier is when that company wants to sell them something. Be a supplier who is really interested in the company you are dealing with. 3) Schedule actual meetings with customers to confirm you are meeting (and beating) their expectations. Break that mould!

Loyalty 258

Loyalty Discount Up-Sell Follow-up 258

MTD Sales Training

MARCH 2, 2018

Gone are the days when you had to wait for your company to build your leads for you. Yes, your company leads may well supply opportunities for contacts, but the sales person who succeeds today acts like an entrepreneur for their own business. Don’t expect your company to always make sales easy for you. Does this take time?

Lead Rank 154

Lead Rank Lead Scoring Leads Marketing Qualified Lead 154

MTD Sales Training

JANUARY 14, 2020

Highlight the overall value of doing business with your company. Have you received a call from a company and then sat through a series of statements from the other end that are obviously being read from a script? . • Create reasons why their time would be well-spent in seeing you. 3) Be human. How does it make you feel?

Prospecting 188

Prospecting Decision Maker Commission Buyer 188

MTD Sales Training

AUGUST 24, 2017

Here are some ideas: Make Sure Your Current Clients Know About All The Products And Services You Offer And How You Help so they can either refer within their company or to others they know. If so, reach out to them via your network—whether it’s an individual, a company, or a group. Inspire Confidence. How does that sound?”.

Referrals 189

Referrals Ideal Customer Profile Small Business Small Business 189

MTD Sales Training

OCTOBER 27, 2016

There are two concepts that are going to have a radical influence over the next 10 years of business, and unless we embrace them, we are going to be left behind by those individuals and companies who. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Influencer 220

Influencer Company Sales 220