Trending Sources

Advanced Reporting Is Awesome: Part 5 — Comparison Reports

Vertical Response

Today’s feature is Advanced Reporting’s comparison reports. Likewise, comparison reports show you how the time of day you send emails affects their open rates, and you can also see how the length of your subject lines affects your emails’ performance. The post Advanced Reporting Is Awesome: Part 5 — Comparison Reports appeared first on Vertical Response Blog.

Rebuttal to What Elite Salespeople Do Differently

Understanding the Sales Force

Dave Kurlan objective management group OMG Assessment comparison of top versus bottom salespeople what sales winners do differently Copyright: / 123RF Stock Photo.

Polar Vortex Pales in Comparison to the Leadership Vortex

Increase Sales

Here in the US Midwest, we have expanded our meteorology vocabulary with this phrase: Polar Vortex. And we have learned first hand the impact of this meteorological event during the last couple of weeks. Th3 impact of the 2014 polar vortex was significant, bone chilling cold, broken water pipes and reduced economic activity because everyone was staying home. Void of leadership from the top down.

HBR or OMG - Whose Criteria Really Differentiate the Top and Bottom 10% of Salespeople?

Understanding the Sales Force

The findings include: Dave Kurlan comparison of top salespeople harvard business review difference between good and bad salespeople objective management groupImage owned by or licensed to CartoonStock ®. The Harvard Business Review is at it again. I honestly can't believe that a publication like HBR continues to publish and push junk science about sales. HBR Gets Salespeople All Wrong.

9 New Ways To Nudge Your Customer To Buy

Buyer Insights

Buyer Psychology Featured Buying Process Nudge Nurturing risk Short Term Benefits Social Comparison Solution Selling Using Psychology To Sell More information is simply not enough to get the buyer to across the line - we all know that. If it was then we would write longer proposals and provide more detailed product sheets.

Blog Wars: WordPress, Blogger, Tumblr – Which Platform Rules?

Vertical Response

WordPress has laid out a more in-depth comparison here. Blogging Content Marketing/Copywriting Blog blog platform blog platform comparison blog platforms blogger content marketing google Pros and Cons tumblr WordPress WordPress.orgBlogging is an excellent, and may I say, ridiculously awesome way to engage, educate and connect with your customers/readers/fan following.

Choose Which of These Two Assessments are More Predictive of Sales Success

Understanding the Sales Force

You might find the comparison interesting! This week a candidate for a sales position sent along his Predictive Index (PI) assessment so that we could compare it to his sales assessment from Objective Management Group (OMG). Most people have little sense as to how assessments compare to each other - and even more have experience only with personality and behavioral styles assessments.

Why Comparing Apples-to-Oranges Wins | Sales Tips

Sell More and Work Less

They’re always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want. Most sales reps are making a fundamental mistake when handling the pricing objection.

10 Selling Scenarios When You Must Slow Down

Understanding the Sales Force

I felt like there was a comparison there. Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. I read many articles and quotes after the game but the one that works best in this Blog is a quote from 2016 Cy Young Award Winner, Rick Porcello.

How March Madness Applies to Salespeople and Your Sales Force

Understanding the Sales Force

In addition to March madness, folks are paying a lot of attention to the US Presidential Primaries, with an audience that's huge in comparison to past election years. March Madness is all the rage with college hoop fans glued to their sports news feeds, video highlights, and brackets.

The Oblique Comparison Close

Tom Hopkins

When your potential clients say something just costs too much, it’s often just a stall. However, it’s a good sign because it means they’re feeling motivated to own your product or service. They didn’t say, “it’s not right for us” or “we don’t want it.”) ”) They now need your help to justify or rationalize going [.] Related posts: The Reduction to the Ridiculous Close. The Management Support Close. The Negative Economy Close. Closes Closing Sales closing closing sales sales closing sales skills selling skills

Using Comparison Questions to Gain Customer Insight

Paul Cherry's Top Sales Techniques

Blog Home < Using Comparison Questions to Gain Customer I… Sales & Management Tips. Using Comparison Questions to Gain Customer Insight. The comparison question is a crucial part of your selling skills arsenal. Here’s how to change an ordinary question into a comparison question: Ordinary question: “What are your goals?” ” Comparison question: “What do you want to accomplish in the next twelve months compared to where you were one year ago.” More Free Stuff | Email Us | Get Started Now! About Us. The Company.

Why Your Competitor is Cheaper Than You

The Sales Hunter

Comparisons are simply not fair. Have you asked yourself why your competitor is able to offer what your customers believe is the same thing as what you sell for less money? Your customer is wondering this. They are wondering why you are more expensive and the competitor is less expensive. I don’t say this […]. Blog pricing cheap cheaper competition competitor price

School of Rock the Musical Demonstrates Selling to Existing Customers and Customer Service

Understanding the Sales Force

But in this case, there is an even better comparison to strategic account management and customer service. This weekend we had seats to the new Andrew Lloyd Webber Broadway show, School of Rock. Our son has watched the original movie around a dozen times and didn't think there was the slightest possibility that the show would be as good as the movie. Did the show meet expectations?

Moving Beyond Inspiration to Perspiration

Increase Sales

As to sales team, their efforts paled in comparison. Many people are inspired. They listen to a Ted Talk, read a good book to attend a sales training event. Yet at the end of the day or a couple of days later, that inspirational message is like dust in the wind. Credit Both sessions included over one hour on how to use DISC Index for better communication and sales results.

The Biggest Secret of Salespeople that Rock

Understanding the Sales Force

But even those three groups pale in comparison to the original rocker. In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I "Rocked!" One time, as I was being introduced, an audience member came up to me and said, "Don''t Suck!" We can''t always be rock stars. I didn''t mean to.

#1 Sales Question about Competitor Comparisons

Paul Cherry's Top Sales Techniques

Blog Home < #1 Sales Question about Competitor Comparison… Sales & Management Tips. 1 Sales Question about Competitor Comparisons. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. → Keynote Speaking. Reinforcement Assessment. Sales Management Training.

Showrooming: Two Companies, Two Opposite Experiences

The 1to1 Media Blog

Since customers rarely leave their homes without their mobile phones, it''s easy to research an item and make comparisons while still in the store. The concept of showrooming has become ingrained in customers'' shopping habits. There’s more… To read the rest of this blog posting click here or visit

Marketing Automation 101 – Understanding the basics


68% of best-in-class companies use lead scoring (a marketing automation feature), in comparison with 28% of laggard firms – Aberdeen 2014. According to David Raab only 10% of companies turning over $20-$500m and 5% of companies turning over $5-$20m have adopted marketing automation. This is quite surprising given all the benefits of using it including: Companies who use marketing automation convert 53% more leads to marketing qualified leads, and report revenue growth 3.1% higher than non-users – Aberdeen 2015. – Demand Gen Report. marketing automation

How to Handle, “My supplier is my friend/brother/long term relationship, etc.”

Inside Sales Training Blog

Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. One last question: Could I be the next in line person you reach out to in case you ever need to get another quote or service comparison?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. One last question: Could I be the next in line person you reach out to in case you ever need to get another quote or service comparison?”. [If If never]. no problem. Use: “Hey that’s great.

8 Ways Big Data Will Impact Sales in 2017


They can also give the most relevant product suggestions, by analyzing customers’ behavior, price comparisons, inventory and various other parameters. The fast development of advanced big data technologies has already revolutionized many business fields. Sales and marketing are definitely on the top of this list. The big data technologies help marketing and sales professionals to define product and service prices and manage their sales networks. In this article, we’ve shared some of the ways big data will impact our sales strategies in 2017. Optimizing pricing strategies. Conclusion.

Data 118

Aim Small Miss Small Sales Mindset

Increase Sales

In comparison the new hire converted no one. With all the focus on social selling, there appears to be a different sales mindset emerging and not a necessarily good one. I was reminded of this when reading a LinkedIn article by Jeb Blount entitled “Social Selling Is Not a Panacea.” ” Credit Missing the target is no longer supported with a hope and a pray.

The Best Infographic In The World For Sales People Who Struggle With Price

A Sales Guy

It gets more expensive every year in comparison to the competition. If you’re someone who struggles with price, check out this info graphic. Pay close attention to the iPhone’s price in relationship to all the other phones over time. What do you see? The iPhone is by far the most expensive smartphone on the market. Pricing Sales Advice IPhone price sensativity sellling on price

Proof that Account-based Marketing Works


If you’re still struggling with the same old issues marketing and sales has struggled with for years consider the following comparisons between traditional marketing and account-based marketing (as defined by Jon Miller of Engagio ). Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Here’s a specific example for you. They recently completed a campaign that cost $49,000. More than 3X as much, costing around $170,000.

Vote the Best Top Article on Sales and Sales Management

Understanding the Sales Force

Some are articles backed by science and some are assessment comparisons. Missing are the articles with analogies, humor and comparisons to children, but other than that, it's a nice cross-section. Ultimate Comparison of Top Salespeople versus Salespeople That Fail. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. We reviewed 1,000 articles which I've posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past six years, and later this week, the Top Sales Article of the last six years.

How To Influence The Buyer’s Choices

Buyer Insights

Buyer Psychology Anchoring Buying Decisions Choice Theory Decision Variables Framing The Decision Nudge Sales Proposal Social Comparison Your customer will weigh up the alternatives and select the the best price-value mix, right? Well, perhaps not always. Research suggests that there is less rational-analytical dimension to the choice-making process.

Do You Need a Paid LinkedIn Account?

Fill the Funnel

” Here is a comparison chart of Premium Plans for general use: Here is a comparison of the Premium Plans specifically designed for Sales Professionals: There are other custom plans for job seekers and recruiters as well. They have invested in themselves and their online presence and continually use a critical eye to make sure it is presenting the desired image and information.

Measuring Marketing Effectiveness: 5 Metrics You Need to Track


For example, you might use these metrics to determine effectiveness in comparison to your own results from previous quarters, years, etc. or you might use them to determine effectiveness in comparison to industry benchmarks. Today, there’s no excuse for flying blind — everything your marketing team does should be intelligent. 5 Metrics to Measure Marketing Effectiveness.

Are You Really Different?

Partners in Excellence

We try to do this at our web sites, often posting comparisons and charts showing how we have more features and functions than the alternatives. While your competitors are polishing up their demos and their product comparisons, you set yourself apart by teaching them and collaborating in solving their problem. Web sites are filled with pages of, “Our Value Proposition.”

Keep Your Friends Close and Your Competitors Closer

Sales Benchmark Index

Since there are so many data points to consider, I decided to share my competitor comparison worksheet here. Download the competitor comparison worksheet to help you make this year’s number. As a Marketing Leader, you pay attention to the competition’s marketing and lead generation tactics. But how close of an eye do you have on them? Do you actively monitor and research? Page terms.

What the Price Objection Really Means

Inside Sales Training Blog

Solution: The solution here is in first discovering that your prospect has another option in mind and then doing the straight forward comparison of “services for services.” The key, however, is to be able to determine whether that’s the issue and then use a properly worded script do the comparison. Of all the objections sales reps get, the “price is too high” is still number one on the list. And it makes sense, doesn’t it? Budget, right? So it makes sense that all of your prospects have a budget consideration as well. Register Here ]. This often means that you either: a.

Book Recommendation: Look by James Gilmore

Mukesh Gupta

In making comparisons—within any field of study—greater understanding is gained. Just as value can be unlocked by making comparisons within an individual field, opportunities for new insights often only emerge when looking across multiple disciplines. One of the most important aspect of innovation is the ability to observe our customers or prospects in action in their own world.

The Worst Sales Call of 2013

Sales Benchmark Index

Download the SBI Social Prospecting Implementation Comparison Guide here. Download the SBI Social Prospecting Implementation Comparison Guide here. In 2013 our consultants attended 463 live sales calls. We always compare notes with each other, singling out especially successful or poor appointments. In October, we participated in the worst sales call of the year. People are busy.

The Hustler’s Playbook: Compare Yourself to Others

The Sales Blog

Without a point of comparison, you have no idea how you’re doing. How can you know without a point of comparison? Without that comparison, you would not know what’s possible. The comparison can inspire new beliefs , and new beliefs tend to bring with them a tectonic shift in your results like nothing you have ever experienced. “I don’t compare myself to anyone else. I just want to be better than the person I was yesterday.”. This is one of those statements that sounds good on the surface, but is harmful when it comes to success (whatever that means to you). Exactly.

Negotiation strategy – positioning the glass as half full

Sales Training Connection

Is it: the status quo, a prior contract, a competitive comparison or some industry standard? Negotiation Strategy. There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation. This is particularly true in major accounts where the negotiation is complex and there is more to lose and more to gain. Anchoring your message.

Questioning Questions

Sharon Drew Morgan

the Responder is directed by word use, word placement, and an understanding of systems, to think of time, history, people, ego, comparisons, family. Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers. WHAT IS A QUESTION? In other words, questions can’t extract ‘good’ data. Did you really say what I think I heard? Interesting.

Data 35

Checked Your “Customer Turnover” Levels Recently?

Jonathan Farrington

It is as if we have become obsessed with ignoring what is staring us in the face – and that is a regular stream of income, which is relatively easy to forecast – in comparison – and much easier to close and manage. It’s interesting that we regularly read articles or comments about high levels of staff turnover, but it is very rare to discover any commentary about customer turnover – it is almost as if it is a taboo subject; that there is shame attached to it, an embarrassment. I suppose it is an admission of failure. So what are you doing to hang on to them?

Client Side Experience of Customer Retention Efforts

Babette Ten Haken

OK, the compensation rate for customer retention / renewal is hardly competitive in comparison to commissions paid for new business. Consider the quality of client side experience for your customer retention efforts. Is it “Oohhh!!!” or “Ouch!”?? How would you rate your ability to take care of existing clients? Are you hard-pressed to develop new business at the same time? syndrome.

6 Ways to Beat Lower-Priced Competitors

No More Cold Calling

Example: Television commercial comparisons between (more or less identical-seeming) automobile brands. Don’t discount. Differentiate. There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more. Want your package by 10:00 a.m.? Pay more. Wouldn’t you? We get what we pay for. We all know that.

The 10 Keys to Effective Group Sales Presentations

Understanding the Sales Force

As you consider each of the following scenarios, try to make a comparison as to how it might compare with the sales calls and presentations you make to groups: Scenario 1: When I am the keynote speaker at an event, people have much higher expectations of me as a speaker, the entertainment factor, and the potential take aways from my topic. It''s my job to exceed those expectations. Listen.