Jeffrey Gitomer
SEPTEMBER 29, 2014
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The Pipeline
SEPTEMBER 29, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . No secret I am a big proponent of cold calling being an element of prospecting success, along with any other viable means of engaging with potential buyers. I also understand that one of the big reason people do not like cold calling is the whole objection – fear of rejection thing. But over the years I have observed an interesting phenomenon which raises some key questions about how people execute their calls, how they react and respond to obj
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MTD Sales Training
SEPTEMBER 29, 2014
'Have you a favourite restaurant? Car dealership? Clothes Shop? If you have, it’s probably because of the products they sell and the people who run it. Overall, though, we judge our favourite. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
SEPTEMBER 29, 2014
'Image Copyright: violin / 123RF Stock Photo. I was discussing the OMG Partnership opportunity with a gentlemen from Hong Kong, who objected to our reasonable licensing fees, refusing to pay any fees to a US company. This is when the conversation began to resemble a sales call. He did what a lot of buyers do to salespeople and began to boast about how well-positioned his company is to market OMG in Hong Kong and what a huge opportunity this would be for OMG.
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Score More Sales
SEPTEMBER 29, 2014
'Guard your time – a bit of advice given to me years ago by a wise sales manager that I’ve always worked to remember. In a world of distractions, sound bytes, lists of important things to accomplish, and “noise” — you need to focus on activities that lead to revenue before you do anything else. Why? Because of everything you do in your sales career, time is the one thing you cannot recoup.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Increase Sales
SEPTEMBER 29, 2014
'Until recently junk mail and auto robot dial phone calls seemed to hold the top places for sales pitches, but now social media is leading the pack and is way ahead of all other types of marketing for small businesses. Those who actively swim in this new sea of sales pitches in many instances fall into one of three categories: Credit: www.gratisography.com.
Sales Training Connection
SEPTEMBER 29, 2014
'Lessons for Sales Managers. The Gallup organization is publishing a new book on entrepreneurism – Entrepreneurial StrengthsFinder at the end of September. In the book, the author shares several key points about entrepreneurs which we believe surely presents lessons for sales managers. Here are 5 key points from the book, shared in the Gallup Business Journal : 1.
Your Sales Management Guru
SEPTEMBER 29, 2014
'Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?
Leading Results Rambings
SEPTEMBER 29, 2014
'Notice I didn’t say new customers. Or prospects. Closed business – people that actually pay you money for your products or services – should have the biggest impact on your go-forward marketing. However, there are lots of caveats to this. When you are early in your business, before your business model finally gels, any customer that pays you is a good customer.
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Sales Gravy
SEPTEMBER 29, 2014
Is there anything within this specialized world that is valuable for the continuing evolution of successful salespeople? The quick answer is yes. Here is what first responders do that will help you in sales.
BrainShark
SEPTEMBER 29, 2014
While proper sales presentation etiquette may seem obvious to some, some reps still make the same
Sales Gravy
SEPTEMBER 29, 2014
In some organizations there is limited marketing of this nature with an expectation that sales will build relationships that lead to additional business opportunities.
Partners in Excellence
SEPTEMBER 29, 2014
'The other day, I wrote, Just Because I Downloaded Your eBook. I was surprised by some of the discussions from sales and marketing professionals. So I thought I’d continue the discussion. There were a lot of people who are offended by being asked for name, email, and other contact information for the eBooks and white papers. I’m empathetic.
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.
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