Wed.Mar 14, 2012

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Are You Over Qualifying Prospects?

MTD Sales Training

I talk a lot about qualifying the buyer. You need to spend your time talking to and working with those prospects that CAN do business with you. So you do need to qualify potential buyers to your minimal levels and try to screen out those that may prove to be a waste of time. However, [.

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Help Cure PPCD

The Pipeline

PPCD is an affliction suffered by many sellers, some are aware they suffer from it, others are not. Left unaddressed PPCD kills sales and bring danger to many companies whose top and bottom line have been negatively affected by this scourge. The good news is that when detected, it can be addressed, treated, and positive gains can be had moving forward.

Pipeline 226
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How Setting Next Actions Consistently Help Buyers Buy From B2B Sellers

Score More Sales

We recently posted in our newsletter about 3 tips to close more deals. The third tip talked about setting next actions. Specifically, Determine and set a next action. Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Convey that to the prospect, with their agreement, so they understand what is going to happen next.

Buyer 196
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Stop the Discounting Madness. You’re Capable of Higher Profits by Mark Hunter “The Sales Hunter”

Increase Sales

The last several years have been difficult for the vast majority of businesses. It seems as if every customer is demanding a lower price or at least some sort of special deal. As frequently as customers are asking for it, salespeople are giving it to them. Salespeople are quick to defend their need to discount with the belief that this is the only way they can close the sale.

Discount 131
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Must Have iPad App for the Mobile Sales Rep

Fill the Funnel

“ Must Have ” iPad app for the mobile sales rep might seem a bit strong but not in this case. Powerpoint slide decks are a significant part of the daily selling activity of sales people worldwide. This is not the post to debate PowerPoint vs. Keynote etc. so for now just accept the fact that PowerPoint slides are a key component of every sales tool bag.

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Sales force turnover – a problem that demands addressing

Sales Training Connection

Sales Reps and Turnover. There are many negative consequences to high turnover; in sales the consequences can be very costly. What happens when a sales territory is left uncovered for several months? How will the customer’s perception change as there is sales rep “churn” in serving the account? What happens when a sales rep leaves for a competitor, “taking” many of the accounts along – as often happens in some markets, like medical device sales?

Hiring 117
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Plantronics UC Toolkit, Wireless Voice Office Assessment Tool

The ROI Guy

Plantronics, the leading makers of audio communication solutions such as corded and wireless Bluetooth and DECT headsets was fielding many inquiries from customers who needed help configuring the best wireless headset solutions to support enterprise Unified Communication (UC) installations. For UC users, their headset is often worn throughout the day, and as such, is a not a commodity, but a very personal device.

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Top 10 Video Marketing Influencers for 2012

BrainShark

At Brainshark, we talk a lot about the value that engaging video presentations can bring to your content marketing efforts. But we aren’t the only ones talking about it.

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Why Salespeople Fail – Plus a Free Sales Health Check

Jonathan Farrington

When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: • Are they visiting/talking to enough clients/prospects? In other words are they pro-active and are their activity levels high? I call this CCT as a percentage of TWT (Customer Contact Time as a percentage of Total Working Time) BUT, we should never believe that activity alone will guarantee success, we can all be busy

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Illuminate and Dust Off Your Sales Force

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Have you ever noticed that the inside of your car can appear perfectly clean and then, if the sun hits the dashboard just right, all of the glass and plastic windows, radio, navigation, dials and displays are filthy dirty with dust? Have you ever noticed the same thing in your home, apartment or office? The air looks clear, but when the sun comes beaming through, it suddenly illuminates billions of tiny dust particles that you didn't know existed.

Hiring 180
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Illuminate your Sales Force and Dust it Off

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Have you ever noticed that the inside of your car can appear perfectly clean and then, if the sun hits the dashboard just right, all of the glass and plastic windows - to the radio, navigation, dials and displays - are filthy dirty with dust? Have you ever noticed the exact same thing in your home, apartment or office?

Hiring 169