Sales 2.0
AUGUST 21, 2014
'This is a post by Anthony Iannarino. It originally appeared in Anthony’s newsletter. I liked it so much I asked Anthony if I could reproduce it here. Once you’ve read this you should head on over to Anthony’s newsletter page and sign up so you too get his emails. They come on Sunday mornings and along with 2 cups of coffee are the main reason I get anything done by Noon (as you will see below Anthony has some tips for me on that!).
SBI Growth
AUGUST 21, 2014
'Are we going to win? When will the deal close? If these two questions aren’t ringing in your ears, you’re not in a sales job. All sales pursuits that go the distance reach a common crossroads. It becomes clear that the customer is committed to buy from someone. But: You cannot be sure it’s your deal. You might be leading; you may be trailing.
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The Pipeline
AUGUST 21, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I am luck in the fact that I work with sales professionals, at all levels of their organisations, and as a result learn almost daily. I also see many similarities in B2B sellers regardless of the industry that they serve. One interesting characteristic many share is confusing ability with will. I find there are two common reasons for this, one is the fear of change, of the unknown, and the discomfort of breakthroughs.
Pointclear
AUGUST 21, 2014
'I enjoy reading and reviewing books. Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself. Initially I did not care much for the title, much less the sub-heading, as I suspect the number of people motivated by “screwing their clients” is hardly anything to write home about.
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MTD Sales Training
AUGUST 21, 2014
'I remember years ago being on a training course where we were learning coaching skills. The facilitator was coaching someone to use a golf putter when they had never played golf in their life. It was. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
AUGUST 21, 2014
'The sales call was not perfect. You’re about to close the sale and you get hit with the issue your price is too high. No need to panic. Here’s the deal — the cost of what you’re selling is not what you think it is. Your price is driven by the length of time […].
Score More Sales
AUGUST 21, 2014
'Many mid-sized, mid-market companies have not invested in current technology to make their website effective for those buyers on the go. It is a missed opportunity and it is causing you to leave money on the table. This conversation is directed at B2B companies who are not selling services online. Mobile commerce is an even bigger conversation. For now, let’s just talk about those of you selling simple or complex products and services typically by phone, email and in person.
Anthony Cole Training
AUGUST 21, 2014
'A guest blog by Mark Trinkle, Sales Development Expert. As the quote says, “Those who cannot learn from history are doomed to repeat it.”. My blog post today is another in the series of posts about The Tale of the Fail – sales lessons we can all learn from sales that we have lost. One of the most distinguishing traits of successful sales people is that they always learn from the mistakes they make in selling.
Increase Sales
AUGUST 21, 2014
'Possibly as you read this title, you may be thinking of one of the current fads moving through leadership training and coaching such as agile leadership? If so, you may be disappointed because this leadership skill is one that is very old and yet never really discussed in any detail. Maybe there is a presumption that leaders already have this skill?
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Partners in Excellence
AUGUST 21, 2014
'We all have them, we know what they look like. They’re stuck. We look at aging reports and see them staying in the same stage of the pipeline, not moving forward, getting older, moldier as time passes. Sometimes, I see entire pipeline’s clogged up with stalled deals–I feel like calling “Roto Rooter.” The longer a deal is stalled, the less likely it’s going to happen.
Engage Selling
AUGUST 21, 2014
'If you’re like most salespeople, you probably dread at least one essential sales process such as prospecting. You’re not alone, no matter how much you love your job or your position, there is almost always that one task or process that you avoid as much as possible. If you continuously push back important tasks, your results […].
Partners in Excellence
AUGUST 21, 2014
'Well, actually, even if you are building value, someone else still is. We win by creating superior, differentiated value–relevant to the customer. But I’m getting ahead of myself. If you’ve been reading this blog for any period of time, you know that in order to win–we must go far beyond our value propositions. We must build and create value in every interaction with prospects and customers.
Jonathan Farrington
AUGUST 21, 2014
'Customer care is set to become one of the most important issues facing businesses in every market – fact! Customer care programs come under a number of titles – customer services; customer satisfaction; customer focus; customer orientated etc. Their common theme is meeting the customer’s requirements and ensuring that all aspects of the business contribute to customer satisfaction.
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BrainShark
AUGUST 21, 2014
Sales enablement continues to be a popular topic these days.
Green Lead's B2B
AUGUST 21, 2014
'Google has figured out a neat way to take over the conference call industry. They just added their Google Hangout invite link to EVERY Google Calendar invite that you schedule. It''s listed above the meeting notes, so if your not paying attention and you''ve got GoToMeeting or WebEx or Join.me bridge numbers and links in the body of your invite, expect a few people to click the Hangout link and ignore the rest.
Sales and Marketing Management
AUGUST 21, 2014
'Issue Date: 2014-08-22. Author: Vern Hanzlik, Executive VP and general manager, Qumu. Teaser: They say a picture is worth a thousand words, but when it comes to engaging employees, a picture is worth far more than that. A study by 3M and the University of Minnesota found that a single minute of video equates to 1.8 million words. No wonder video has become a powerful tool for today’s business communicators, particularly for employee engagement.
Green Lead's B2B
AUGUST 21, 2014
Google has figured out a neat way to take over the conference call industry. They just added their Google Hangout invite link to EVERY Google Calendar invite that you schedule. It's listed above the meeting notes, so if your not paying attention and you've got GoToMeeting or WebEx or Join.me bridge numbers and links in the body of your invite, expect a few people to click the Hangout link and ignore the rest.
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No More Cold Calling
AUGUST 21, 2014
'Social selling is a powerful tool for salespeople who prospect through referrals, but only if you do it right. Relationships still rule in business, and especially in sales. Whether you’re connecting with someone in person or online, your goal is to begin a conversation, ask questions, and develop a relationship—not scare people away by immediately launching into a sales pitch.
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