Tue.Mar 27, 2012

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The 5 Immutable Laws of Selling

Smart Selling Tools

Tweet Our world, along with the entire cosmos in which we reside, is governed by what we understand as the laws of physics. And whatever affect these forces may have upon the course of our day-to-day endeavors, they are as unchangeable, and indeed as unstoppable, as time itself. All else is not only dependent upon, but is made constant and inevitable based on these realities. Need I say more.

Sales Leadership The Talent of Self Starting Ability

Increase Sales

Imagine for a moment a sales leadership team of  individuals all demonstrating the self starting ability to do what they need to do without being told or extrinsically motivated.  These self starters only come to you in sales management or as the small business owner when they have questions beyond their job descriptions or need clarification specific to current operating policies and procedures provided your firm has them. They remind you of tops that once set spinning continue to spin (work) without very much assistance from you in sales management or as the small business owner.

Spraying and Praying is Not Prospecting

The Sales Hunter

To be successful at sales prospecting, you have to have a plan. Spraying and praying is not a plan! Far too many salespeople have the belief that if they just throw enough stuff out there, spend enough time doing what they think is prospecting, then they will be successful. Sure, they could, as the saying goes — even a blind squirrel will find an acorn from time to time. Get focused.

Lean Processes and DOWNTIME

The Productivity Pro

While it hasn’t always been practiced with any great rigor, the concept of waste reduction has long been a part of American business tradition. Ben Franklin’s common- sense reminders of “waste not, want not,” and “a penny saved is a penny earned” have been well taken by such luminaries as Henry Ford, who introduced the modern assembly line, and the founders of time-and-motion studies and scientific management, Frank Gilbreth and Frederick Winslow Taylor. It’s simple, straightforward, and appropriate. Here’s what each of the letters stands for: D efects.

The Art of Social Selling -- Summarized by getAbstract

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

Me Management: You Have the Same Time as Everyone Else

The Sales Blog

Me Management: You Have the Same Time as Everyone Else is a post from: The Sales Blog | S. Anthony Iannarino. There is no such thing as time management. There is only “ me management. ”. You have exactly the same time as anyone—and everyone—else in this world. Your day contains 24 hours, just like everyone else’s day. Your week contains seven days, just like everyone else. There is nothing you can do to have more time. It isn’t possible. If other people are producing results that you would like to produce, it isn’t because you aren’t capable of producing the same results. Time is the constant.

The Consequences of Dropping Our Pants Too Early

Jonathan Farrington

I suppose I should consider myself quite fortunate that my first sales manager was such a strong disciplinarian. By “strong” I mean he was a tough, uncompromising, unsympathetic, no-nonsense type of guy. Unfortunately he was also  bigoted, racist, homo-phobic and chauvinistic. hated him more than anyone I have ever hated before or since – and I am pretty certain he hated me too.

Strategic Questions? Why You Better Get Some.

The Sales Hunter

If you don’t understand the power of strategic questioning, you are missing out on a vital tool in high-profit selling. Building long-term relationships with customers and prospects requires that you ask strategic questions. Strategic questions are those where the answers are not always clear cut. You want to get the other person thinking and talking. Here are some examples: 1.

How Not to Sell to Another Business – A Lesson in B2B Email

Vertical Response

It was just another Monday and I was hard at work when I checked my email and saw this subject line: Let’s slap the VerticalResponse logo on some stuff. Well, as a brand lifecycle marketer I keep pretty tight reins on our logo and the thought of “slapping” it on some stuff was a bit of a horror. But, I fell hook, line and sinker because I had to read what this email said inside. And the subject line was just the beginning of the horror that was about to unfold. Here’s what I read as I opened the email: Hola Kim-. Anything I can shoot you over a few ideas for? No base!!

Why Words Matter.

Dan Waldschmidt

What you say matters. To you and everyone around you. Winners use winning words. Losers do the opposite. You show your attitude in the words you use. Especially when you aren’t paying attention. Anyone can take the stage and rip off glowing rhetoric about potential and motivation and opportunity. But take a moment to analyze the accidental words you use in “every day” speak. Words like: aren’t, wouldn’t, didn’t, won’t, isn’t, shouldn’t, can’t, wasn’t, and doesn’t. Words that seem to slip into normal, credible conversation.

Media 19

Planning an exit strategy for your business

GKIC Blog

Far too many business owners do not realize that, as your business grows, careful strategic planning to sell your business is just as important as a business plan to launch and grow your business. In addition to an independent lifestyle and personal fulfillment, a successful exit is the primary motivator for business ownership and entrepreneurship. Not to mention that a successful exit tends to improve one’s lifestyle and personal fulfillment…). Don’t Wait Too Long To Sell. Many business owners wait until the last minute to try and sell their business. Start the Process Early.

The Greatness Test

A Sales Guy

You want to know if you are great or destine for greatness? There is a simple test that will tell you. The test: Ask yourself this question; “If you were tgiven $100,000,000 for what you do, would you continue to do it afterward? Would you continue to do it with the same tenacity and commitment you do today? If the answer is yes, then you are great or on your way to greatness. If the answer is no, you may be good, even very good, but you will never be great. The truly great are driven by more than money and that’s what makes them so great. Tiger Woods won this weekend.

Winning Consensus-Based Sales

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

EOQ Motivational Sales Text Messages

Productivity and Motivational Tips for Inside Sale

You’ve only got a few days left before closing one of the most important quarters in a long time. Everything seems to converge this quarter: the new team you’ve been ramping up, the higher quota goals you’ve been assigned for the year, the fresh new leads that marketing has generated for you, the elusive buyer who has finally decided to release her tightly held budget. Perhaps you are sitting in a good place just about now — resting at 90% of your sales quota, with a few days left. CONGRATS! Don’t stop now! Texting 1-2-3: 1. Go get em! Falling down is how we grow.

What Do You Do To Attract Passive Job Seekers?

Sales Tips & Techniques

A sales consultant manager team has to constantly be on the lookout for new talent, especially given the high turnover rate that exists in the modern business world. Passive job seekers represent a group of employees who are currently employed, but may be open to a move either due to a problem within their company or because they receive a better offer elsewhere. It is unlikely that you will be able to Learn More. Sales Management sales consultant sales management training sales training management

Using NPS to Promote Internal Improvements and Decrease Detractors

The 1to1 Media Blog

Parents always tell their children to disregard what others think--to march to the beat of their own drum. But for businesses across the board, from fledglings to old timers, consideration of how others perceive the company's products and services can mean the difference between success and failure. One way many companies are getting insight into that perception is by asking how likely customers are to refer friends or associates. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog.

Are you juggling Sales 2.0 reps with a Sales 1.0 system?

MTD Sales Training

Recently, Sean was asked to contribute to a webinar on the topic of outdated CRM systems in the modern selling world of today, for leading online business publication MyCustomer.com. MyCustomer.com is produced specifically for customer relationship managers and other customer management professionals across the UK, and Sean was invited to attend the webinar to discuss

Avoid striking out before you even get to the plate: five early-stage lead gen tips

Buyer Zone's Lead Generation Blog

The very top of the lead gen funnel is a dangerous place. Potential leads at this stage haven't given you any information yet, so you don't get a second chance to win them back. And they're just beginning to interact with your brand, through your. content or a social channel, so chances are they're also looking at your competitors and other alternatives. improves conversion rates - don't ignore it.

Successful Selling

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

Why You Should Attend the AA-ISP Leadership Summit

The Sales Insider

Ken Krogue and Dave Elkington. Inside Sales Culture Inside Sales Thought Leaders

Win Or Lose, Do It Fast!

Partners in Excellence

The only thing worse than losing is losing after a loooonnnnnnng sales cycle.  I’m constantly amazed at sales people investing time and resource chasing bad deals, but too many fall into the trap and stay there. It’s tough finding opportunities these days.  Many sales people are desperate to find something, anything, get a prospect to find a deal.  We struggle to find someone that’s willing to meet us.  We get that meeting, the customer expresses some interest—or at least that’s what we think we hear. But it seems to be losing steam.  Take them out of the funnel.

Hoffman's Hot Seat: Interacting With the Empowered Customer

The 1to1 Media Blog

1to1 Media's Tom Hoffman speaks with Dave Capuano, Vice President of Marketing at Vovici, a Verint Company, about different approaches for engaging today's empowered customer. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Experience Customer Loyalty Customer Service Customer Strategy Data Analytics Emerging Trends Marketing Voice of the Customer customer engagement voiceofthecustomerintelligence

Create Connection to Build RAVING Fans

Direct Sales Classroom

I've talked before about connecting with your clients through a website for your business and have mentioned the use of an email contact service like MailChimp. love MailChimp for their humor and I refer my clients to them all the time. Best of all, for small lists, their service is free. please link to previous posts). Direct Sales Marketing Ideas autoresponders blogging Elian Evans Guest posts sales strategies

Avoid striking out before you even get to the plate: five early-stage lead gen tips

Buyer Zone's Lead Generation Blog

The very top of the lead gen funnel is a dangerous place. Potential leads at this stage haven't given you any information yet, so you don't get a second chance to win them back. And they're just beginning to interact with your brand, through your. content or a social channel, so chances are they're also looking at your competitors and other alternatives. improves conversion rates - don't ignore it.

E-mail marketing tips from a recruitment guru

Sales and Marketing

E-mail is a quick and efficient way to reach a lot of prospects in a short amount of time. Dougles Chan is a recruitment and retention guru (dougleschan.com) who uses electronic platforms to maximize his recruitment business. If you buy into the concept that marketing an individual shares many similarities with marketing products and services, Chan offers these e-mail marketing insights

Sales REP Or Sales PRO?

Ideal Sales Blog

S ales professionals are among business owners’ greatest assets. These talented and tenacious individuals advance the frontline of a business in the marketplace. Their work is vital to the success of the businesses they serve. Unfortunately, these individuals are becoming increasingly difficult to find. The sales occupation continues to change from the influx of sales representatives into the workforce. In recent years, the sales occupation has sustained a different kind of salesperson, which I refer to as the sales representative. Vision. Sales reps lack vision. Investment. Skills.

Sales “Secrets”

Ideal Sales Blog

A recent magazine article, entitled Sales Secrets of Top Sales Professionals , listed “secrets” that should be common practices of any sales professional—inexperienced or seasoned. One such secret listed was, “listen to your customers.” ” Surely, “top sales professionals” have more to offer than the “secrets” contained in this article. In keeping with the subject—and ostensible purpose—of the article, I’ve assembled my own list of “secrets.” Dissociation. Sound complex? It really isn’t. Relating.

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. Sales enablement has its greatest value as a differentiator of sales methodologies, practices that are particular to selling. also expect to see greater regard for sales professionals.

Sales REP Or Sales PRO?

Ideal Sales Blog

S ales professionals are among business owners’ greatest assets. These talented and tenacious individuals advance the frontline of a business in the marketplace. Their work is vital to the success of the businesses they serve. Unfortunately, these individuals are becoming increasingly difficult to find. The sales occupation continues to change from the influx of sales representatives into the workforce. In recent years, the sales occupation has sustained a different kind of salesperson, which I refer to as the sales representative. Vision. Sales reps lack vision. Investment. Skills.

Sales “Secrets”

Ideal Sales Blog

A recent magazine article, entitled Sales Secrets of Top Sales Professionals , listed “secrets” that should be common practices of any sales professional—inexperienced or seasoned. One such secret listed was, “listen to your customers.” ” Surely, “top sales professionals” have more to offer than the “secrets” contained in this article. In keeping with the subject—and ostensible purpose—of the article, I’ve assembled my own list of “secrets.” Dissociation. Sound complex? It really isn’t. Relating.

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. Sales enablement has its greatest value as a differentiator of sales methodologies, practices that are particular to selling. also expect to see greater regard for sales professionals.