MTD Sales Training
APRIL 15, 2014
'Sales. A great profession, isn’t it? The world would stop if people didn’t sell things. I love buying things. I have toys and gadgets that surround me in my business and personal life. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
APRIL 15, 2014
'A CEO wants a team equipped to win deals and make the number. If they aren’t winning, then the CEO needs a team to fix the problem. This article outlines the characteristics of the right team of problem solvers.
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Sales 2.0
APRIL 15, 2014
'In a previous post I went on about how uninspiring (and ineffective) it is for a sales person to call a prospect to “just touch base”. On the other hand, I’m all for sales people using the telephone to stay in touch. So what’s the solution? If you must call what do you say. Here’s one idea: have an idea. As you may know I’m fortunate at the moment to sometimes be a buyer and sometimes a seller.
The Sales Hunter
APRIL 15, 2014
'Do you know there are 6 things top-performing salespeople do to sell more in less time? The beautiful thing is anyone can do them. You don’t need special skills, but rather the discipline to make it happen. Here’s the list: Secret #1: Never end today until tomorrow is planned. Don’t allow yourself to start the […].
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
No More Cold Calling
APRIL 15, 2014
'Why not put the technology away and curl up with a real book every once in a while? Something special happens when we read a real, printed book. We disconnect from technology and all its distractions. We retreat into our own heads to think, reflect, and enjoy a break from our always-connected world. My first book— No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust — was published in hardcover by Warner Books eight years ago this month.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Pointclear
APRIL 15, 2014
'By Christopher Hosford, editor-in-chief, HosfordGroup. Last month I attended the Future of Business conference in New York City, sponsored by international software giant SAP. One of the featured speakers was Josh Linkner, founder and CEO of Detroit Venture Partners , whose company enables startups in the infamously dystopian town. But Linkner was not here to talk about bootstrapping Detroit.
Sales and Marketing Management
APRIL 15, 2014
'Issue Date: 2014-03-01. Author: Tim Riesterer. Teaser: There's a good chance that your prospects need significantly less information to make a decision than you or they think they do. There's a good chance that your prospects need significantly less information to make a decision than you or they think they do.
Fill the Funnel
APRIL 15, 2014
'Your communication skills could be killing deals and your career! In business, as in all areas of life, communication is everything. How well you communicate with others is a major determinant of your success. All to often, we don’t give communication the consideration it deserves. Like other skills we use in our lives, it is something that needs to be studied and practiced.
Increase Sales
APRIL 15, 2014
'We have all heard of control freaks and probably experienced them as sales managers, fellow sales team members, vendors or even customers or clients. These types of individuals lack this sales leadership talent of surrendering control. Working with individuals who want to maintain control at all times except when they must be responsible for their results challenges the best sales professionals.
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SBI
APRIL 15, 2014
'Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. This week I interview Frank Donny, Founder and CEO of Marseli. Nancy: What does Marseli do?
Partners in Excellence
APRIL 15, 2014
'The other day I was having a conversation with someone. He asked a very intriguing question, “Why do you do what you do?” He was referring to my businesses and how I work. It got me to thinking, we each need to reflect periodically about the choices we make in our lives and careers. It’s easy to get distracted by all the activities and the sheer momentum of work, but if we don’t reflect periodically, we lose our ways.
The ROI Guy
APRIL 15, 2014
'An interview with Dario Priolo, Chief Strategy Officer for Richardson, a leading training and sales effectiveness firm. Research indicates that sales reps are being engaged later and later into the decision making process? Yes, there are several studies that point out how sales reps are being invited later into the decision making process. SiriusDecisions has what I feel is the best metric, pointing out that that 67% of buyers are already decided on their solution prior to rep engagement.
Engage Selling
APRIL 15, 2014
'Successful salespeople have an unmatched drive to be successful. Chances are, if you are seeing any type of results or success, you have an incredible work ethic and have learned to move forward even in the face of rejection. However, can your motivation and drive ever become unhealthy or detrimental to your success? It is […].
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Sales Evangelist
APRIL 15, 2014
Not getting enough appointment with your prospects? Well fear not, I am here to tell you the secrets of getting more appointments and eventually convert those prospects into clients. The secret is not how many times you have called them or even how many times you email them, but the secret is how do you […] The post TSE 028: 1 Simple Secret That Will Help You Schedule More Appointments!
SBI
APRIL 15, 2014
'Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. This week I interview Frank Donny, Founder and CEO of Marseli. Nancy: What does Marseli do?
Hyper-Connected Selling
APRIL 15, 2014
Of all the networks we build in our lives, one of the earliest and deepest networks we create is that of our alma mater. People take their connection to their school seriously (just watch the boosters at any basketball game). The fundraising department at your school depends on that when they have students call and ask you for money. Take me for example.
The Brooks Group
APRIL 15, 2014
Congratulations! You've just implemented a new customer relationship management software solution! It's slick, it's versatile and it meets all your specifications. and in no time, it'll help your company become more efficient and increase sales. There's just one problem: none of the salespeople want to use it! CRM – Management Tool or Sales Tool? The C-Suite's biggest frustration with CRM is that it's less popular on the sales level than it is with them.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Sales Gravy
APRIL 15, 2014
Are you losing sales to the lowest bid? It's easy for prospects/clients to only consider price when making a purchase. It's up to you to help them see past that and to see the value of what you have to offer. Mike Brooks can show you how.
Jonathan Farrington
APRIL 15, 2014
'I do have a concern that as more market sectors become “price sensitive” we are losing the art of negotiation: I also understand and appreciate that many frontline sales professionals – and senior executives too, for that matter – are not comfortable negotiating. I enjoy it very much, and I have always particularly relished the final act, where things can get very tense.
SugarCRM
APRIL 15, 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.
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
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