Thu.Apr 05, 2012

Trending Sources

How Marketing Strategy Goes From Good, to Bad, to Ugly in 24 hours

Increase Sales

Marketing strategy can begin very well such as great headline be it on a website, a printed advertisement, a 10 second elevator pitch or even an email subject line. Then what was initially a good marketing strategy can very quickly turn bad and ultimately can become very ugly. Robert Dempsey one of those in marketing who understands the purpose of marketing. The cracks are starting to show.

10 Sales Prospecting Quotes to Boost Your Sales Motivation

The Sales Hunter

Sales prospecting is where the salesperson makes their money. Anyone can fulfill orders from customers who call. Yes, we love business like that, but our focus as a salesperson needs to be on generating sales and profit from customers who would not have found us otherwise. It’s prospects that buy; not suspects. Thinking about a prospect does not qualify as prospecting. That’s my list.

Visualize ROI, With Your Customer

Dave Stein's Blog

If you’ve been reading this blog, you know how important financial and business acumen is for effective B2B selling.  The reasons: It supports demand creation approaches and initiatives. Enables reps to carry on business value-oriented conversations. Enables product/service links to customer’s specific long-term business objectives. Removes selling focus on product specifications. Here it is.

ROI 52

Ford Dealer Social Media Success Story – Lebanon Ford Podcast

Social Media and Sales Strategy

Social Media Podcast : Ford dealers across North America are executing some amazing social media strategies. While catching up on my reading and best-practices I stumbled across a great case study on how Lebanon Ford (Ohio) has had some incredible success. Quick Links: Case Study. Lebanon Ford on Twitter. Lebanon Ford Facebook Page. Lebanon Ford Blog. link].

Are Your Sellers Ready to Sell?

A quick read on how video technology can help your sales team realize its full potential.

More Trending

Ford Dealer Social Media Success Story – Lebanon Ford Podcast

Social Media and Sales Strategy

Social Media Podcast : Ford dealers across North America are executing some amazing social media strategies. While catching up on my reading and best-practices I stumbled across a great case study on how Lebanon Ford (Ohio) has had some incredible success. Quick Links: Case Study. Lebanon Ford on Twitter. Lebanon Ford Facebook Page. Lebanon Ford Blog. link].

Chat Seen as Customer Service of the Future

The 1to1 Media Blog

Social media and mobile phones have changed the way many people view the world. But the impact hasn't solely been on connectivity, as social channels and text messages gave rise to new ways of communication using text. The prevalence in text-based communication has increased the popularity of chat for customer service use, according to Jeremy Sokolic, senior vice president of marketing at LivePerson. Text-based communication has become second nature," he said during a recent conversation. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog.

A Powerful Way To Handle The Spouse Objection

MTD Sales Training

“Well, everything looks good. But I just have to ask my wife about this…” “Yes, it is a great offer, but I always discuss things like this with my husband first…” Is It an Objection, a Stall or a Condition? We are all familiar with the spouse objection, and before I give you a great

Lead By Greatness – An Interview with David Lapin

Bob Burg's Blog

Okay, no secret; I love to read. And love to read books on Leadership. Seems that lately there are more and more that are just sooooo good. Such is the case with the one I’m currently reading, entitled, Lead By Greatness: How Character Can Power Your Success , by David Lapin. love this book! The title is good, but it doesn’t do the content of the book justice.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Why Living in Denial Is the Secret to Success.

Dan Waldschmidt

Most of us are willing to do almost anything in order to realize our goals. We will turn over any stone, cross any bridge, and scale the highest metaphorical mountains in order to achieve success. Or at least that’s how we talk about. We’re quick to talk about how disciplined we are. How motivated we keep ourselves. How “on point” and energized we are. But discipline isn’t just about doing more things. You’re just lying to yourself. The unspoken part of this conversation is about the denying part of discipline. These are incredibly hard things to do.

Bashing The Competition!

Partners in Excellence

The other day, Charlie Green , Anthony Iannarino , and I had a discussion on handling the competition.  Charlie posed the question, “Is it ever appropriate to bash the competition.”  ”  It was an interesting discussion, and I thought it worthwhile to share some ideas here. We all want to compete as aggressively as possible, OutPerforming the competition.  Generally, we want to focus on building our strengths–what separates us from the competitors, why we create greater value, why the customer would be better off by selection our solutions. Listen, probe to understand. 

Why You Can’t Improve Sales

Ideal Sales Blog

T here is no shortage of easy-to-find resources to help business owners and sales managers improve sales for their companies.  So why is the business failure rate so high?  There There exists among many business owners and sales mangers a gross misunderstanding, obstinacy, and/or ignorance about sales.  These are but a few of several of the variables that impact any challenge to improve sales.  However, none of these variables account for the source of the problem:  sales improvement requires change and change cannot be achieved for these reasons: 1.  You Maintain The Status Quo.

Productivity Minute Video: Discrepancies Occur When Work is Returned To You

The Productivity Pro

Laura Stack, The Productivity Pro(R), talks about the importance of coaching and training to avoid mistakes. (C) 2011 Laura Stack. All Rights Reserved. link]. Related posts: Productivity Minute Video: How Do You Know When You Are Being Productive. Productivity Minute Video: Don’t Overload Yourself. Productivity Minute Video: Stop Doing Everything At Once. Efficiency coaching training

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

Why You Can’t Improve Sales

Ideal Sales Blog

T here is no shortage of easy-to-find resources to help business owners and sales managers improve sales for their companies.  So why is the business failure rate so high?  There There exists among many business owners and sales mangers a gross misunderstanding, obstinacy, and/or ignorance about sales.  These are but a few of several of the variables that impact any challenge to improve sales.  However, none of these variables account for the source of the problem:  sales improvement requires change and change cannot be achieved for these reasons: 1.  You Maintain The Status Quo.

Get Personal – Southwest

No More Cold Calling

You’d be surprised how a small thing, like a birthday card, can make a difference in a business relationship. love Southwest Airlines. actually believe that this big airline cares about me. recently had a birthday (no tears, I’m glad about it!). Life is high touch. Southwest understands this. (I appreciate a hand-written card. believe in the thank you note. We can all get more personal.

Sales Managers Who Cost You Sales

Ideal Sales Blog

Y our sales manager is the most important person to your company’s growth.  Their responsibility is to ensure the sales success of your company.  If your sales manager does not own this responsibility, your company’s sales operation is deficient and you lose sales.  . In many companies, managers of sales pass their responsibilities to salespeople. Salespeople cannot be expected to do their job and the job of the sales manager.  In order to improve your sales, correctly understand the differences between the roles of your sales support personnel and structure your operation accordingly. .

Spring Holiday Emails – Hop to It!

Vertical Response

There are some great opportunities to engage and connect with your customers this spring including Easter, Passover, Earth, Tax and Mother’s Day. And these “holidays” mean big business. According to the National Retail Federation , total spending on Easter alone will be $16.8 Easter gives us lots of opportunities to play with fun puns about bunnies, eggs, hopping, etc.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Sales Growth: The Bottom Line

Ideal Sales Blog

You and Your Company’s Growth. You are the most important person to your company’s growth.  Your responsibility is to ensure the sales success of your company.  You can pass the buck to salespeople or step up to your responsibility as a manager of sales.  Your decisions will either aid fulfillment or fail to aid fulfillment of your company’s growth potential.  Note: Sales excellence requires a multitude of skills and capacities to function synergistically. Companies that employ unqualified individuals will suffer their ignorance and incompetence.  . Pillars of Excellence. Key for Success.

Inside Sales Vote4Video

Productivity and Motivational Tips for Inside Sale

One of my favorite sessions at this week’s Sales 2.0 Conference was Todd McCormick’s standing room only session on The Art and Science of the Online Sales Call. Todd is the VP of PGI , the global leader in virtual meetings and, specifically, the iMeet and GlobalMeet video/web conferencing tools. By 2020, 85% of buyer-seller interactions will happen online through social media and video.

3 Things I Learned About Email This Past Week

Jill Konrath's Fresh Sales Strategies Blog

Last Friday, I sent out an email telling you that I was shutting down my Selling to Big Companies website. Within minutes, my inbox was flooded with hundreds of messages. To say I was surprised by the reaction, is an understatement. Here are three things I discovered from that deluge -- and what they mean to you. 1. Email subject lines really matter -- much more than you or I think. My last email generated at least 15 times the number of responses I typically get. That's huge. But I didn't just hope it would happen. actually worked hard to craft a subject line that would pique your curiosity.

Tracking the Sales 2.0 Conference Evolution

Productivity and Motivational Tips for Inside Sale

The Sales 2.0 conference has come a very long way — and, as many people report, it is finally growing up. The Sales 2.0 Conference adoption curve has traveled a long road, here’s the journey: 2007 : The first Sales 2.0 Conference hosted by the Genius team. Everyone in the sales community showed up expecting a great party. They had no idea what Sales 2.0 Was it new or improved or social?

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

3 Tips for Successful Sales Training

Ideal Sales Blog

Since salespeople typically view sales training differently from how sales management views training, “successful” training is, therefore, relative to perspective.  Business owners and sales managers generally assess training according to their regard for increased efficiencies and productivity.  Salespeople typically assess training relative to their beliefs about what is useful according to their experience of sales situations.  In order for sales training to be more valuable to salespeople and managers of sales, here are three suggestions for each group: SALESPEOPLE: Participate. Comprehend.

Customer service language

Changing Minds

You can sell a lot more in retail by using these sales statements

Tips That Win Sales – Reliably

Ideal Sales Blog

C ontrary to the belief of some, sales is not a “numbers game.”  If sales were any sort of game, sales would be a game of strategy in which “numbers” are among several factors.  Today’s superior sales strategies aim to achieve sales as a natural result of a well-designed process. . In order to achieve sales excellence today, your sales improvement solutions must optimize the process that most efficiently and profitably converts prospective buyers into buyers.  Here are a few tips that may prove helpful: . Improve Your Ability to Intrigue. Why should a prospect meet with you?  Have a Vision.

How to make $100,000 or more in a day

GKIC Blog

Today we are only two weeks away from SuperConference 2012. As we make final arrangements and I finalize what I’ll be saying from stage, I can’t help but think about what speaking has done for my business. More specifically learning to speak to sell. It’s given me the opportunity to meet influential movers and shakers that would have otherwise been difficult if not impossible to access. It’s raised my credibility and given me celebrity. Because it can dramatically change your income, your business and your life. By the way, “selling” does not necessarily mean selling a product. Think about it.

Top Sales Enablement Trends

Ideal Sales Blog

W hile the etymology of “sales enablement” is unclear, over the past decade or so, the term has come to be embraced as part of sales nomenclature.  Regarded as synonymous with “sales readiness” and “sales effectiveness,” the definition involves synergy among: the systems of people; processes; and technology in collaborative function to maximize revenue from sales activities. . Professionalism and sales optimization will be achieved, in large part, through new technologies. Sales and Technology. Optimization Over Improvement. Mere improvement is no longer a sufficient goal. .

Chat Seen as Customer Service of the Future

The 1to1 Media Blog

Social media and mobile phones have changed the way many people view the world. But the impact hasn't solely been on connectivity, as social channels and text messages gave rise to new ways of communication using text. The prevalence in text-based communication has increased the popularity of chat for customer service use, according to Jeremy Sokolic, senior vice president of marketing at LivePerson. Text-based communication has become second nature," he said during a recent conversation. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog.

NO Sales Consultants

Ideal Sales Blog

S omething is amiss!  Today’s sales consultants are not sales experts; they are expert administrators of the prepackaged, template-based models they “tailor” or “customize” and superimpose onto a client’s business.  They evaluate businesses from a narrow frame of reference (the program they want to sell), as if all businesses are alike.  In the 1980’s, a shift in the sales profession occurred.  In the interest of “maximizing profits,” companies started hiring sales representatives, who were inexperienced, less costly salespeople.  Ignorance is Costly. The Return of Professionalism.

Sales Managers Who Cost You Sales

Ideal Sales Blog

Y our sales manager is the most important person to your company’s growth.  Their responsibility is to ensure the sales success of your company.  If your sales manager does not own this responsibility, your company’s sales operation is deficient and you lose sales.  . In many companies, managers of sales pass their responsibilities to salespeople. Salespeople cannot be expected to do their job and the job of the sales manager.  In order to improve your sales, correctly understand the differences between the roles of your sales support personnel and structure your operation accordingly. .

Sales Growth: The Bottom Line

Ideal Sales Blog

You and Your Company’s Growth. You are the most important person to your company’s growth.  Your responsibility is to ensure the sales success of your company.  You can pass the buck to salespeople or step up to your responsibility as a manager of sales.  Your decisions will either aid fulfillment or fail to aid fulfillment of your company’s growth potential.  Note: Sales excellence requires a multitude of skills and capacities to function synergistically. Companies that employ unqualified individuals will suffer their ignorance and incompetence.  . Pillars of Excellence. Key for Success.