Wed.Mar 28, 2012

Trending Sources

George Orwell’s Negative Influence on Sales Language

Sales and Management Blog

The coincidence of timing: My friend Dan Waldschmidt published a post yesterday on  why words matter.  After reading my post on how words a misused, I’d encourage you read Dan’s to see how words should be used. What words do you use to describe yourself and your products and services?  Are there words you intentionally try to keep out the mind of your prospects or clients?  Do you use euphemisms instead of plain English when making a presentation in order to try to elicit a particular feeling or response from your prospect? Gloss over the objection and it will go away.    .

CloudOn Delivers Microsoft Office Apps To Your iPad

Fill the Funnel

CloudOn delivers Microsoft Office applications to your iPad. Finally, for those of you who have lived in a Microsoft Office centric world, you now have access to the core Office Suite on your iPad. You no longer have to hesitate when running out the door to your next appointment, or waste time switching devices. They will work just like you expect them to. All Rights Reserved.

Building the B2B Customer Reference Community – Event

Score More Sales

In my years in selling in the corporate world, I tended to run into a consistent issue – big clients would rarely, if ever, allow me (or the company I worked for) to be quoted publicly that they were our client. That person did not understand that it was in our contract to not divulge information about our relationship. Read the press release.

B2B 64

Raise More Questions than Answers by Andy Ferguson

Increase Sales

Lately, I’ve been helping quite a few people set up businesses, raise funding and get ideas off the ground. One question that I continued to find myself asking was “what is this business for?” ” That got me thinking “what IS business FOR ?” ” And of course, the answer to that will depend on your view point when you interact with a particular business.

The Art of Social Selling -- Summarized by getAbstract

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

Why You Won’t Be Successful.

Dan Waldschmidt

A lot of life comes down to doing hard things when you least feel like it. Iif you are going to be successful over the long run, you’re going to have to do things that hurt on days when you already hurt. Which seems to defy logic. If you’re already not at peak performance it might seem like a better option to recuperate and then go back into the battle. It’s what we’ve been taught since we were children. If you’re not feeling well you don’t have to go to school. If you get hurt, you should “take it easy” for a while. Your terms. Every day matters.

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15 Questions Your Prospect Wants Answered

The Sales Heretic

When it comes to making a buying decision, prospects have a lot on their minds. Whether they’re consumers or business buyers, they have a lot of fears, concerns and doubts. And as long as those uncertainties remain unresolved, they’re going to be hesitant to buy. The challenge is, prospects don’t always voice their fears and doubts. [.]. Sales benefits business buyer concerns consumer doubts fears features prospect

Successful sales people – personality attributes

Sales Training Connection

Successful sales people. Some time ago we published a blog, Who are the new sales reps? “ Recently we received a blog post that adds to that story – posted by the Business Insurance Quotes blog. It addresses the  Eight Personality Traits of Successful Business People – the ideas apply equally well to sales people.

Shocking Statistics about Lost Marketing Leads

Modern B2B Sales

by Seth Resler It’s 10 o’clock in the morning…do you know where your leads are? On March 6th, Brian Caroll, author of Lead Generation for the Complex Sale , shared his marketing wisdom in a webinar. Some of the statistics he’s uncovered about lead generation and lead nurturing may shock and awe you – and could lead to fisticuffs between you and your sales team!

Burgatory: Mobile Marketing Done Right

The 1to1 Media Blog

Mobile is no longer about the phone; it's about being connected. In fact, in some countries there are more mobile subscriptions than there are people (Mobile Marketing Association). Additionally, it takes 90 minutes for the average person to respond to an email, but it takes 90 seconds for the average person to respond to a text message (CTIA.org). There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Experience Customer Strategy Mobile Marketing Marketing burgatory mobilemarketing mobilesurveys voiceofthecustomer

How To Fire A Salesperson Without Creating A Stink

A Sales Guy

There is nothing more critical than being able to hire and fire as a sales leader. Building teams is all about hiring, coaching and unfortunately, sometimes firing. Firing is the most uncomfortable of the 3. Firing is hard. I’ve seen people get fired in more ways than you could imagine and it’s usually not pretty.  It’s done so poorly, the manager is dreading it, the sales person is blindsided, and it leaves a stink on the entire team for days and sometimes weeks. Believe it or not, this is possible. It just takes finesse and a process. Keep coaching them up.

Developing Confidence – A Brief Chat With Mark Sanborn

Bob Burg's Blog

It’s no surprise that those with the most confidence are the most successful in the most important areas of life. After all, how can we expect to be successful…if we don’t expect to be successful? But, how does one without the sort of natural confidence we see in some (really, relatively few) people, build their confidence? Enjoy our chat: www.MarkSanborn.com. Success

Winning Consensus-Based Sales

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

You Can’t Change People (On Tigers and Stripes)

The Sales Blog

You Can’t Change People (On Tigers and Stripes) is a post from: The Sales Blog | S. Anthony Iannarino. One of the biggest problems businesses face is managing and motivating employees. But this isn’t the real problem. The real problem is hiring people that need to be managed or motivated in the first place. Managers see a problem in the employee’s background, or they identify some area of concern through the hiring process, and they believe that they can work with that problem. They believe that the person can change and that they will improve once they are hired. But now they own that problem.

The Process of Change

The Pipeline

On Monday, I posted a piece about how one company is gaining advantage over another through change.  But change for people, yes buyers are people, is a very personal and internal process.  This video looks at how to leverage that fact to achieve ongoing improvement and evolution of your selling. link]. Next Step. Inventory your sales skills. Act on it, and then one at a time moving forward.

ACT 18

Can You Change The Price Only Prospect Into A Good Loyal Client?

MTD Sales Training

In a recent post, “4 Powerful Reasons To Walk Away From The Price ONLY Prospect,” I detailed how and why you need to walk away from that POP (Price Only Prospect). That is the prospect who cares nothing about service, value, or even reputation and is only concerned with, “How much?” Even if you give

Salesforce Announce European & North American Social Success Dream Teams

Jonathan Farrington

Message just in from Salesforce …. Hi Jonathan , Congratulations! You’re a Striker on the European Social Success Dream Team – part of the pretty big Social Success initiative from Salesforce.com. Our team selection panel looked at hundreds of social media-related blogs and yours is one of the top eleven. Take a look and you’ll see you’re in great company.

Linkbait on Steroids…

Ian Brodie

If you’re interested in getting clients from your website, you’ll no doubt know that the most important factor in getting your site to show up highly in the search engine results – by far – is the number and quality of links to your site from other people’s sites. Google takes it as a vote of confidence in your site. The assumption in the algorithms is basically that links are “natural” In other words that people link to pages on your site if they genuinely like the content there and “recommend” it. The top 10 marketing bloggers. Very smart.

Successful Selling

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

Is Your Closing Presentation Meaningful To Your Customer?

Partners in Excellence

Recently, I’ve been reviewing a lot of closing presentations.  It’s been for a variety of companies, in different industries, giant and small, around the world. They are all resoundingly the same—and deficient.  They’re also a reflection of our sales strategies, so they are, to a degree a reflection of how we have positioned ourselves with the customer. Here are some things I’ve observed: They’re all about us: . First, there are always 3-4 “corporate glamor” pages.  These are the pages that brag about our companies.  No related posts.

Hiring Sales People? How Important is Experience?

Anthony Cole Training

Here is a segment from a recent article in on - line Forbes written by Ron Ashkenas of Schaffer Consulting. Surprisingly, one of the reasons that Dowling cites for NS-LIJ’s success is the fact that traditional “experience” is not a pre-condition for hiring new managers. In fact, in many cases it’s a liability. Dowling explains: “We’re in an industry that needs to change and re-examine almost every facet of how we do business. They don’t challenge everything and ask tough questions. Instead they’re locked into the old paradigms. ’” Wow!

Attend My Upcoming Seminar In London, Ontario, CA

Jeffrey Gitomer's Sales Blog

Tweet Will you be in town to make it to my next upcoming event? You won’t want to miss these: To learn more about the events and to RSVP, click here.

Guest Post: Opportunity Lost: What Don’t Your Testimonials Say About You?

Sell More and Work Less

The following post came for Doreen Ashton-Wagner at Greenfield Services and was posted on her Meeting and Event Lead Blog. encourage you to visit their blog regularly, attend their webinars and engage them to help your teams! We’ve all seen them. And lately, I’ve begun reacting to them. But if a testimonial lacks a basic level of social proof , it does more harm than good. Baloney, I say.

Up sell and cross sell with customer nurturing

Buyer Zone's Lead Generation Blog

We've all heard of lead nurturing - building relationships with potential customers until they are ready to buy. This can be as simple as just providing prospects with relevant and useful thought leadership content to help them along the funnel. However, once they become your customer, are you then forgetting about them? Are you building that sense of trust that a customer looks for?

CloudOn Delivers Microsoft Office Apps To Your iPad

Fill the Funnel

CloudOn delivers Microsoft Office applications to your iPad. Finally, for those of you who have lived in a Microsoft Office centric world, you now have access to the core Office Suite on your iPad. You no longer have to hesitate when running out the door to your next appointment, or waste time switching devices. They will work just like you expect them to. All Rights Reserved.

Content Marketing - How to Keep it Sweet & Short - VR Marketing Blog

Vertical Response

Up sell and cross sell with customer nurturing

Buyer Zone's Lead Generation Blog

We've all heard of lead nurturing - building relationships with potential customers until they are ready to buy. This can be as simple as just providing prospects with relevant and useful thought leadership content to help them along the funnel. However, once they become your customer, are you then forgetting about them? Are you building that sense of trust that a customer looks for?

Guest Post: Opportunity Lost: What Don’t Your Testimonials Say About You?

Sell More and Work Less

’ve seen too many websites with inspiring product offers, gorgeous video, and testimonials to the effect that “you guys really came through for us,” attributed to a “major software company.” Testimonial Director is a service that has templated the fine process of collecting testimonials efficiently and making sure they contain the appropriate information. Observations from the real World