MTD Sales Training

APRIL 9, 2014

'Building rapport is the holy grail for many sales people. They think that if the relationship is cemented before they try to pitch their product, then they stand a better chance of successful. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales Meeting 293

Sales Meeting Meeting Sales 293

SBI Growth

APRIL 9, 2014

'Recently, over 300 individuals were asked to define sales enablement. 50% responded with creating sales productivity materials. There are many tools you can use to increase sales productivity. Account segmentation is likely one of the most important. You might be thinking, “Segmentation, are you kidding me?” Or, maybe you don’t know much about this topic.

Segment 288

Segment Account Sales Enablement Sales Operations 288

Understanding the Sales Force

APRIL 9, 2014

'Understanding the Sales Force by Dave Kurlan I read an article last month that actually had as its title, The Death of SPIN Selling. Although the author tried, the article did little to convince ME that SPIN was dead. Say what you will about SPIN, it was the most comprehensive questioning methodology of its day. In my opinion, the only problem with SPIN was that most salespeople were unable to execute it!

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

Jeffrey Gitomer

APRIL 9, 2014

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Selling Skills 213

Selling Skills Training Sales 213

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

Increase Sales

APRIL 9, 2014

'Marketing is about attracting attention and building relationships. Your marketing message is a reflection of your business ethics or corporate ethics whether you wish to believe it or not. This reflection can be seen through a variety of daily business activities. For example, do you answer your phone in a timely fashion? Does your voice mail message provide a time frame in which you will return the call?

Social Media 139

Social Media Marketing Small Business Small Business 139

Your Sales Management Guru

APRIL 9, 2014

'Life Enrichment: Satisfaction. Some might think that Life Enrichment is all about satisfaction and while that is the ultimate outcome, what I like to explore is how you get there. Gaining satisfaction is the challenge, understanding satisfaction maybe even harder. For an example, just the other evening at a conference where I was speaking the next day, I met an individual I had known for some time and while we shared a beverage he told me a remarkable story.

Lead Rank 73

Lead Rank Lead Scoring Face-to-face Conference 73

Customer Centric Selling

APRIL 9, 2014

'Sales Training Article: Clean the Pipeline Closet. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Maybe you''re better about it than I, but closet clutter is a challenge for me. It was partly caused by a move from a 60-year old center entrance colonial in New England to a newer home in California with our first walk-in closet.

Pipeline 68

Pipeline Training Proposal Negotiation 68

SBI

APRIL 9, 2014

'A few years back, I wrote a post about leverage: “the ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources.” Leverage, in other words, is advantageous to business because a low amount of cost/effort yields a relatively high level of return.

Webinar Metrics 50

Webinar Metrics Hiring Decision Maker Call-back 50

Engage Selling

APRIL 9, 2014

'Learn why every salesperson needs to believe in the value of the products and services they’re selling by making the first sale to themselves. Learn why every salesperson needs to believe in the value of the products and services they’re selling by making the first sale to themselves. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!

Lead Rank 48

Lead Rank Lead Scoring Up-Sell Sales Coaching 48

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

Jonathan Farrington

APRIL 9, 2014

'I suppose another way of framing that question is to ask you if you think customers and clients still value long-term relationships? Let’s look at what we know: All of our customers and clients are more informed than ever and typically enter the sales/buying cycle much later than they used to – you must be sick of hearing that, but it’s true.

Customer 44

Customer Buying Cycle Customer Service Forecasting 44

BrainShark

APRIL 9, 2014

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Hiring 62

Hiring Training Sales 62

SugarCRM

APRIL 9, 2014

'[one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. [one_half_last valign="middle"]. [frame style="none"] [/frame]. [/one_half_last]. [divider style="simple"]. Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. Many agencies, firms and CRM solution providers already understand the importance of partnering with a MA Company.

Lead Generation 34

Lead Generation Leads Marketing Qualified Lead Lead Nurturing 34

Partners in Excellence

APRIL 9, 2014

'I’ve completed a few days of doing deal reviews with some really terrific sales teams. The teams had done outstanding jobs. They had great deals, they’d done pretty well in positioning themselves with the customers and were looking to win. They are much like the 1000′s of reviews I’ve been a part of. We’re talking about the situation, what’s going on with the customer, the competition, what we need to do next.

Discount 93

Discount Face-to-face Negotiation Relationals 93

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