The Sales Heretic
FEBRUARY 25, 2015
'Too many people in both sales and marketing get hung up on price because they believe that price is foremost in the mind of the buyer. Yet, study after study has found that price typically ranks dead last among the reasons people buy what they buy. (And where they buy it.) What do buyers value [.].
MTD Sales Training
FEBRUARY 25, 2015
'Our brains are wonderful things, in that it always tries to find the best for us. We can justify every and any action we take simply by identifying some kind of gain for us or achievement we attain. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Understanding the Sales Force
FEBRUARY 25, 2015
'The one newsletter that I never fail to read each week, rain, 7 feet of snow, sub-zero temperatures, or shine, is Verne Harnish''s Weekly Insights ( subscribe here ). If you are not familiar with Verne (The Growth Guy), he wrote Mastering the Rockefeller Habits and his latest book, Scaling Up : How a Few Companies Make it and the Rest Don''t , is another must read best seller.
Increase Sales
FEBRUARY 25, 2015
'With the goal to convert more sales, open ended questions to closed ended questions have become the arrows in the professional salesperson’s quiver. There are many good open ended questions as well as some not so good ones. By the way, did you know more and more decision makers can tell by the questions being asked the type of sales training the salesperson has encountered?
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Sales Training Connection
FEBRUARY 25, 2015
'Listening isn’t a spectator sport. You have to get in the game. You must convert from thinking about listening as something that is passive – to something that is active. Here are seven best practices to help salespeople do a better job at active listening: Make sure you understand what the customer is saying before you move on to the next topic – try summarizing.
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Engage Selling
FEBRUARY 25, 2015
'Buyers today demand a customized sales process. Today I’ll share why and how to leverage this trend to your greatest sales advantage. Buyers today demand a customized sales process. Today I’ll share why and how to leverage this trend to your greatest sales advantage. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!
SugarCRM
FEBRUARY 25, 2015
'The post Google, Microsoft Tell Marketers Only 5% of Emails Reach Their Users appeared first on Salesfusion.
BrainShark
FEBRUARY 25, 2015
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Partners in Excellence
FEBRUARY 25, 2015
'No, I’m not channeling Simon And Garfunkel’s Feeling Groovy. I’m talking about your first 30 days as a new sales manager. It’s human nature, particularly if you are in sales and very action oriented, to start doing things. We feel compelled to take action, to start solving problems, to get things going—-after all, it’s that proclivity to take action that probably contributed to you getting the job in the first place.
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Customer Centric Selling
FEBRUARY 25, 2015
'Sales Tips: How an "Outside-in" Approach Can Lead to the Holy Grail. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Most founders without sales experience don’t think about selling in the early stages of launching startups. Their focus is on developing offerings. Later they may view Sales as a necessary evil.
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