Fri.Apr 20, 2012

Trending Sources

What Is Missing in Social Equity

Increase Sales

Simply speaking, social equity is a term to define the impact of social media actions (think return on investment) for an organization.  This impact is directly connected to the relevance of the postings through various metrics. However, there is something else than is being missed by some small business owners to C Suite executives and that is engagement as well as value as perceived by your ideal customer. Credit www.sxc.hu. Engagement goes beyond the sweat equity of writing, posting, tweeting, liking or plusing. It links the human factor, the people factor to all social marketing efforts.

Cheap Prospects Equal Cheap Customers

The Sales Hunter

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Doesn’t it make sense that cheap prospects would naturally become cheap customers?

Protect Your Dreams from Those Who Would Crush Them

The Sales Blog

Protect Your Dreams from Those Who Would Crush Them is a post from: The Sales Blog | S. Anthony Iannarino. I was approached by a group of undergraduate students this week. They told me that they had decided to start a consulting firm to help small businesses implement social media into their marketing plans. told them that I thought that that was wonderful. They looked at each other with a look that revealed that there was more to the story. He discouraged them from starting a competing business. Then he did the unthinkable. They asked me what I thought. I won’t write the words I used here.

Stop Selling For Your Competitor!

The Pipeline

Many sales people and their managers feel that a good sales person is one who is moving forward. This is fine, so long as you don’t move so fast that you miss or pass opportunities along the way. Behind the eight ball, before the day even starts.  These two are not the only things you’ll need to succeed, but they are two core components that go hand-in-hand.  Next Step. Tibor Shanto.

Buyer 29

The Art of Social Selling -- Summarized by getAbstract

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

More Trending

A sales leadership lesson from IBM’s Executive School

Sales Training Connection

Lessons from IBM for Sales. Way back in 1955 when the average cost of a new car was $1,900 and a gallon of gas was 23 cents, Louis Mobley was given a blank check by Tom Watson, IBM’s CEO,  to create a school for training IBM executives. The first step he took was to locate a group of the very best executives he could find.  Interestingly, the answer was – there weren’t any. 

Email Marketing for Coaches and Consultants

Ian Brodie

As I wrote in The Truth About Email recently, email marketing is still one of the most powerful tools any business can have in its arsenal. But what about email marketing for coaches, consultants and other professional? Will it work for us? After all, most of the email marketing you see focuses on promoting products. Yes, there’s an element of giving value and relationship building.

Mission or promise? Is it a statement or words of hot air?

Jeffrey Gitomer's Sales Blog

Tweet Can you recite your mission statement? Come on! You’ve seen it a hundred times, maybe a thousand times. It’s some drivel about being number one, exceeding expectations, and building shareholder value that contains other nonsensical words that mean nothing to anyone except the marketing people who dreamed it up one afternoon. And in the end, which is more powerful? and loyalty.

The Mind Plays Tricks on Salespeople

Sales and Marketing

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Winning Consensus-Based Sales

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

What’s In It For The Person Paying The Bill?

Partners in Excellence

I received a frustrated email from a colleague the other day.  He described a sales situation—he’s selling a solution that creates a tremendous return for this customer.  The return is about 4 times the investment –  a business case that seems compelling on the surface.  But he’s frustrated because he can’t close the deal. It’s actually a situation B2B sellers encounter quite frequently. We develop great business cases for “The Customer,”  a company or an enterprise.  The solution produced tremendous cost savings for a specific department. 

Affiliates – Start Your Engines

Software Business Blog

Avangate is proud to launch its 2012 line of contests for affiliates that generate sales. Software is a great niche to promote as an affiliate, no doubt about that: big commissions, instant gratification for customers, easy to test & promote. But here’s another reason you may want to grow your sales through the Avangate Affiliate Network: we’re offering $8,000 worth of prizes for both our existing affiliates and the new affiliates that will join us into promoting software online. Cash prize of $1,000. iPad3 4G 64GB worth of $829. 5 x iPad3 4G 16 GB worth of $629 each.

Sales Quiz – Dysfunctional Sales Teams

Sell More and Work Less

Are you creating a dysfunctional sales team? Take our sales quiz and find out. Video Sales Quiz

Hey, Sales Leader, Do You Really Understand Your Role?

Jonathan Farrington

In my view, the role of a sales leader is to translate the organization’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by. If this is achieved then the sales leader will have created a sales team with a shared mental model. This transforms an ordinary sales team into a high performing one. Now you see what keeps me amused on long journeys!

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 Importance of Attitude to Your Sales

The Sales Heretic

What’s the biggest difference between top-performing salespeople and everyone else? Attitude. Whether you’re salesperson, manager, CEO, professional or small business owner, your attitude affects your results more than any other factor. Why exactly does attitude matter so much? And how can make sure your attitude is helping you, not hindering you? Listen to my latest interview with Jim Blasingame [.]. Sales attitude business CEO manager owner professional results

Don't let B2C headlines change your B2B strategy

Buyer Zone's Lead Generation Blog

Read a terrific piece today by Chuck Richard at Outsell that should be a warning to B2B companies of all kinds: Mind the Trap: Consumer Does Not Equal B2B. The Outsell article is focused on media executives, but the lessons apply equally to B2B marketing and sales teams. When you're constantly exposed to articles about how to use Pinterest for marketing and using Facebook to generate leads , it's easy to get swept up in the excitement. Emphasis added.]. In online lead gen in particular, the B2C/B2B ratio is particularly skewed towards consumers.

A Purchase Is Not an Opt-In

The 1to1 Media Blog

How many times have you bought something from a retailer online only to find yourself facing a sudden onslaught of emails from the company? Too many, I'm sure. Yes, online retailers need their customers' email addresses to confirm their purchases. But it's the more customer-centric companies that actually 1) note that the email will be used for confirmation purposes only, and then 2) ask if you'd like to opt in to their mailing list(s). Many retailers simply opt in customers when they make a purchase. Thanks, but ask me first. Mobile Marketing directmarketing emailmarketing optin

Buyers From Hell! What Your Worst Customers Can Teach You

Buyer Insights

In our training workshops we ask some of the salespeople participating to tell us about their most demanding customer, or prospect. It does not take much encouragement to get people talking and the stories they tell are compelling. Perhaps they are compelling because as salespeople we can all relate to the story of the unreasonable [.]. Buyer-Seller Relations

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

5 Tips for Driving Sales With Email Marketing

Inside Campaigner

As the appeal of cloud services for businesses continues to build in today's increasing mobile world, sales professionals now have the ability to employ email marketing tools that can help drive success, while facilitating the ability to communicate with existing customers or wake up prospects that may have gone dark. robust email marketing tool or service has many benefits for business owners, including: Eliminating the need for clunky mail merges in Outlook. More successful email delivery. The ability to measure performance, resulting in optimized campaigns. You might only get 10 responses.

To Sell More – Empathize More!

Buyer Insights

Salespeople who understand the buyer more, sell more. That is clear to see from our benchmarking data, as well as our direct experience. But an intellectual understanding of the buying decision is no longer enough. Salespeople who translate buyer understanding into buyer empathy enjoy the greatest sales success. Buyers: To Know ‘Em Is [.]. Tips for Sellers

Learn from the Pros – Contests & Promotions We Love

Vertical Response

Contests and promotions are a great way to get people excited and talking about your business. They can be a refreshing addition to your usual advertising. And, when done right, they’ll encourage word of mouth marketing, serve as a way to give back to your fans, followers and customers, and promote levels of happiness all around you (or maybe that’s just your intelligence and good looks). Mount it.

Sharon Drew’s ‘retirement’ & the Future of Buying Facilitation®

Sharon Drew Morgan

In 1988, I trained Helping Buyers Buy to a sales team at KLM. In 1997 my 2nd book Selling with Integrity was on the NYTimes Business Bestseller’s list. In 1998 I was on CNN Airport News, in 6 minute segments, 8 times a day for a week, worldwide. currently have licensees in 6 countries training my programs. THE LIMITS OF MY CAPABILITY: THE ROLE OF ASPERGER’S. That’s right.

Sales Quiz – Dysfunctional Sales Teams

Sell More and Work Less

Are you creating a dysfunctional sales team? Take our sales quiz and find out. Video Sales Quiz

Sales Training Article: How to Improve Partner Sales Forecasts

Customer Centric Selling