Thu.May 14, 2015

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Want to Score? Take Your Foot Off First

No More Cold Calling

If you don’t ask, you don’t get. The lights dimmed. You could feel the anticipation in the room as everyone waited for the Master of Ceremonies to announce the salesperson of the year. All the company’s top executives were in attendance, along with the global salesforce and sales support team. When Jennifer’s name was announced, the room broke out in applause and cheers.

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Salespeople as Closers & 10 Other Sales Myths

Understanding the Sales Force

It was a beautiful spring day and while I was walking to lunch yesterday I was thinking about my slugglish metabolism. When I was young, I never stopped walking, running and bicycling and I probably burned more calories than I consumed. I was only 115 pounds when I graduated from high school! I'll turn 60 later this year, and other than the baseball coaching I do, and using the golf cart the few times I play golf each year, I am as close to inactive as possible.

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Negotiation Tips: Do You Know Their Needs?

The Sales Hunter

I have covered a few different tips that are essential to negotiating well. So far, we have looked at Sell First. Negotiate Second, Only Negotiate After They’ve Rejected Your Offer Twice, and Make Sure You Are Dealing with the Decision Maker. Today we come to tip #4: Know their needs! The more needs the […].

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The ‘They Don’t Like Me’ Continuing Leadership Conundrum

Increase Sales

Most people want to be liked and this is true for those in leadership roles. Unfortunately, reality creates a continuing conundrum. Credit www.gratisography.com. This past week I received a new review for my book, Be the Red Jacket in a Sea of Gray Suits , the Keys to Unlocking Sales Success. This review was a one star (the only one star review so far) and to say the least disappointed me especially when I read the comment: “Very basic information available everywhere for years and rathe

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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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A Sales 2.0 Conference With Attitude: My Take-Aways from #S20C

SBI

Conferences are often filled with a room full of quiet, tired people hoping their travel and time away from the office will be worth it. The recent Sales 2.0 conference held in San Francisco was no exception. That is, until Alice Heiman, the Emcee and Chief Networking Officer walked on stage. Her beaming smile and warm, gracious energy sparked a fire.

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It Won’t Close!

Engage Selling

Those feelings of frustration, disappointment, and let’s face it…anger, will often creep up on a salesperson who was unable to close the deal. Even a seasoned seller will feel that empty sensation in their gut when an exciting opportunity slips between their fingers. Now, the worst thing to do after you lose a sale is to allow yourself to […].

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Outliers – Malcom Gladwell

Hyper-Connected Selling

This article was originally published on April 10th 2009. If you haven’t read Malcolm’s stuff yet – go read it! You won’t be disappointed. The 10,000 hour idea that he popularized only holds up for mastering in highly-competitive fields and doesn’t translate to most activities ( watch this TED talk on how long it really takes to learn a skill ).

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Roadmap for how B2B marketing and sales can use unique value to market better, stand out & sell more

The ROI Guy

Alinean releases new book: The Frugalnomics Survival Guide On Tuesday we announced the release of a new B2B sales and marketing best practices book by CEO / founder Tom Pisello: The Frugalnomics Survival Guide – How to Use Your Unique Value to Market Better, Stand Out and Sell More. The book release is occurring at SiriusDecisions Summit 2015, an annual gathering of 3,000 sales and marketing executives in Nashville, TN.

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How to Sell Value not Price

Klozers

Selling Value and our ability as sales people to communicate that value to our prospects, is a common challenge for most sales people in todays competitive marketplace. If your product or service has become commoditised , if your deals are mostly price driven and/or the market is very transactional in nature, it can be difficult to differentiate yourself from the competition.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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21 Buzzworthy Tweets from #SDSummit 2015

BrainShark

If you weren’t able to make it to Nashville for the annual

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How To Increase Sales

Klozers

How to Increase Sales is the biggest challenge all business executives face regardless of the business size or industry. We all have to continually find new customers if we want to grow, even giants like Coca Cola , Apple , MacDonalds & Google are continually looking for new and innovative ways to acquire new customers. Often what worked previously to win new business does not work now, as markets change and new trends emerge.

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Trade In Your Sales Blinders

The Pipeline

hairy porn girlies pics By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people, including me, are plagued by a chronic challenge, one that has caused us to lose as many sales as it may have helped us win. The plague – sales blinders or self-serving selective perception. This disease affects, front line reps, managers, executives, and pundits like me and others you read, anyone who tells you they are free of plague is either lying, self-absorbed or likely both.