Thu.Mar 29, 2012

Trending Sources

The Explosion of Robot Selling to Increase Sales

Increase Sales

Maybe it is just me, but the explosion of robot selling arena appears to be contradictory to the goal to increase sales. Every day I receive messages from robots, oops I mean salespeople,  wanting me to buy this or try that. Credit www.sxc.hu. Just yesterday I this one: Hi Leanne, I was checking on this. This ends at 5pm today. Let me know if you would be interested. Regards, What he was checking on was a previous marketing message that I had personally answered, but his “robot” sales process did not even read my email because he was engaged in “robot selling.”

In Search of the “Sales Holy Grail”

Jonathan Farrington

Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren’t doing enough. What’s enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence the decision-makers. Poor Quality Activity. Speed of Relaying Customer Information. Harder Rather Than Smarter.

Let Me Know Who You Are: 3 Sales Tips to Connect

No More Cold Calling

T echnology is helpful, but the personal delivers. Here’s how not to use LinkedIn for your business-development. LinkedIn is a terrific sales tool. We learn about a prospect’s current business, where they used to work, where they went to school, their interests, travels, and how we’re connected. Leverage Your Business Development. LinkedIn is one way to connect, and selling is about connections.

The Best Way to Sales Prospect with Voicemail

The Sales Hunter

Yes, you can prospect using voicemail. Don’t think for a moment, though, that you’re going to be successful if your voicemail message is nothing more than a lame commercial about how wonderful you are. First thing to keep in mind is the message you leave is most likely not going to be returned.   But don’t let that be a reason why you should not leave a voicemail message.

Are Your Sellers Ready to Sell?

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

More Trending

Price Objection? Is It The Price Or The Cost?

MTD Sales Training

Of course, price objections run rampant and are certainly here to stay. However, I believe sales people need to understand, and more importantly; help their prospective customers understand the difference between price and cost. Is it the Price or the Cost? The next time you get that objection on the price; before you go off

How Extraordinary Happens.

Dan Waldschmidt

Doing something that is amazing isn’t an accident. Living an extraordinary life doesn’t come naturally. What comes naturally is for you to just be ordinary. Which is how most of us stay. That’s what is normal. So we invented a new word to describe something that transcends mediocrity.  A word that communicates more than average. More amazing than  everything else ahead of it. We simply call those “extra-ordinary.” ”   Not ordinary. Something extra. But even that begs explanation. How does it happen? How can you manufacture something more than ordinary?

Banking 20

A Sales Newbies Death

A Sales Guy

There is a very good discussion going on in the Sales/Marketing V.P.’s ’s group on Linkedin.   The question was posed over a week ago and the answers keep flying in. Pat asked: One of my biggest challenges is hiring strong sales people. would estimate we probably get it right on in every three candidates. How do you find good reps? What is your process for finding reps? There have been 129 answers so far. Some are good, some are redundant, and some are just answers. However, it’s definitely a good thread to follow. Check it out. . wanted to share it with this community.

If Your Sales Organization Is Underperforming, Would You Know?

Partners in Excellence

“Well duuuuuh Dave, what a stupid question, isn’t easy to tell?  After all, isn’t easy to tell, we’re either hitting our numbers or not?” ” Hitting the number is how we tend to measure sales performance, but it’s really a terrible indicator of whether the organization is performing to the highest level possible.  Hitting the number only tells you that you’ve hit the number–but it tells you little about performance. After some discussion, he came to realize the organization was really under-performing. Soon the organization would fail.

The Art of Social Selling -- Summarized by getAbstract

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

Authenticity Is the Heart of Customer Service

The 1to1 Media Blog

Have you ever stopped to think how many brands impact your life on a daily basis? Starting from your morning coffee, the transportation you use to get to work, your phone and the network that it operates on, all the items on your desk--the list goes on and on. And when you have a problem with any one of the products and services that you use, you expect the company to be responsive when you contact it, listen to you, understand your situation, and try as best as it can to solve your issue. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog.

Who Are The “Sales Influencers” In Your Company?

Partners in Excellence

Lori Richardson posed a very challenging question at Focus.com:  “What is your definition of a “sales influencer” in a B2B organization?” ”   I struggled with this for a while, all the natural answers came to me–it has to be the sales force, but we can’t forget marketing…… The more I thought of this, the more I became convinced that while that may be the current answer, it really shouldn’t be “the answer.”  ”  The answer really needs to be everyone in the company.  Gradually a perception and reputation is built. 

The Customer Loyalty/Customer Experience Conundrum

The 1to1 Media Blog

Marketers and marketing consultants all too often make the mistake of equating customer loyalty with customer experience. Whether out of laziness or sloppiness, this is a critical miscue in the measurement, analysis, and management of customer loyalty and experiences. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Experience Customer Loyalty Data Analytics customerexperience customerloyalty gfkcustomerloyalty howardllaxphd

March Madness: The wrong way to pick a winner

GKIC Blog

It’s March Madness, the US hunt to determine the national champion of college basketball, — how do you pick your NCAA basketball tournament brackets? Some fans talk to their friends…. Some scan the Internet or listen to radio DJ’s picks for recommendations…. Some have hopes for their favorite team that they’ve always supported to be the next Cinderella story…. I’ve even heard people pick brackets based on uniforms…. Fans have big hopes and dreams of NCAA glory. Some business owners ask their friends for opinions on their ads and promotions. This is where a mastermind group comes in handy.).

Winning Consensus-Based Sales

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

5 ways to keep cut-rate competitors from stealing customers

Sales and Marketing

Few things frustrate salespeople more than competitors offering your current clients similar products or services at dramatically reduced prices. Sales coach Colleen Francis (engageselling.com) offers these five steps to close business without taking a huge bath on profits. Learn from history. Show your salespeople that prospects who only buy on price are not the best customers for your business because, in the long-term, they are not profitable customers

Why promoting your people is a bad idea

Mukesh Gupta

It is that time of the year, when most of the organizations are conducting their annual performance review and hand out the rewards (promotions, bonuses, share options, etc). Employee promotions play a very important part in the entire cycle. This is how, companies recognize and reward high performers. This is how people move up the ladder in organizations. Promotions could even kill organizations.

Turning Around Setbacks & Dealing with Disappointment

Southwestern Advantage

In a Southwestern Advantage blog I wrote long ago and far away, I talked about the power of questions.  In fact, Tony Robbins , famed author and mind trainer, asserts that questions are the answer ! So what if you’ve experienced some recent setback? Maybe you’ve looked at your recent round of grades and have determined that you need to overhaul your study habits.  Simple question. 

Managing and measuring

Changing Minds

How do you use measurement as a real tool for management

Tools 0

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.

The Customer Loyalty/Customer Experience Conundrum

The 1to1 Media Blog

Marketers and marketing consultants all too often make the mistake of equating customer loyalty with customer experience. Whether out of laziness or sloppiness, this is a critical miscue in the measurement, analysis, and management of customer loyalty and experiences. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Experience Customer Loyalty Data Analytics customerexperience customerloyalty gfkcustomerloyalty howardllaxphd

Authenticity Is the Heart of Customer Service

The 1to1 Media Blog

Have you ever stopped to think how many brands impact your life on a daily basis? Starting from your morning coffee, the transportation you use to get to work, your phone and the network that it operates on, all the items on your desk--the list goes on and on. And when you have a problem with any one of the products and services that you use, you expect the company to be responsive when you contact it, listen to you, understand your situation, and try as best as it can to solve your issue. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog.