The Sales Heretic
AUGUST 27, 2014
'A trade show is a tremendous opportunity to increase your exposure, acquire new leads and even close sales. But when I see the behavior of too many of the people staffing trade show booths, I wonder why the companies bother exhibiting at all. At show after show after show, I see the same behaviors over [.].
SBI Growth
AUGUST 27, 2014
'I sat across from a recently promoted Sales Leader. His predecessor had missed the previous three quarters. The CEO wanted somebody new who could “ Move the Needle." This new SVP, a former manager, was a recognized “A” Player. Despite the overall miss, his team had hit its goal. “What are you going to do first?” I asked.
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MTD Sales Training
AUGUST 27, 2014
'Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer. Most prospects will use this simply to get rid of you and if you take it on face value, you might. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Anthony Cole Training
AUGUST 27, 2014
'I think my dad would have been a good sales manager, not a great one, a good one. In today’s world, he would have been a little too harsh with the coaching and discipline and certainly he would have struggled with political correctness. Raymond Fredrick Cole Sr., would have been 83 this past Monday. He died almost 7 years ago. I still miss him. My dad was a foreman on a blueberry farm in Hammonton, New Jersey.
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Increase Sales
AUGUST 27, 2014
'Doing the math is essential in sales. What I have learned is sometimes salespeople fail to do the “right math.” What is the right math you may be thinking? Actually the right math involves these 3 factors and 3 separate computations: Return on investment (ROI) for the customer or client (financial impact of the solution compared to the dollars invested).
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Partners in Excellence
AUGUST 27, 2014
'I had a mentor that used to say, “You better make sure your house is in order, before you start complaining about the mess in your neighbor’s.” Another mentor used to say, usually when I was whining about something, “Remember, when you point your finger blaming something else, three fingers are pointing back at you.” (The visual below may help.).
Customer Centric Selling
AUGUST 27, 2014
'Sales Prospecting: Is Cold Calling Dead? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Pakorn at FreeDigitalPhotos.net. Many prospects that have answered cold calls probably hope the rumor is true and are actively trying to spread it. Getting executives interested in discussing offerings is one of the hardest tasks sellers are told to do.
Partners in Excellence
AUGUST 27, 2014
'If you’ve ever had the misfortune to be taken to an Emergency Room, you know the concept of Triage. In triage, they aren’t trying to determine what caused your heart to stop, why you may have stopped breathing, what’s causing profuse amounts of blood to pour from your body. All they are trying to do is keep you alive long enough to determine the underlying problem.
Sales Training Connection
AUGUST 27, 2014
'A Classic – ’63 Corvette. The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. As a result of all that, medical device companies are under tremendous pressure to reduce prices while providing more value to customers.
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Engage Selling
AUGUST 27, 2014
'In today’s podcast I share the top three traits of great sales leaders. In today’s podcast I share the top three traits of great sales leaders. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!
BrainShark
AUGUST 27, 2014
Accenture recently collaborated with CSO Insights, a leading research and benchmarking resource for chief sales office
Sales Gravy
AUGUST 27, 2014
Jeb Blount, CEO of SalesGravy.com, recently had the opportunity to interview John Daly, Owner of The Moving Hand Writes, a successful consulting and freelance writing business.
The Brooks Group
AUGUST 27, 2014
Selling a highly technical product or service requires a certain skill set: one that ties a deep understanding of the features of the offering with the ability to persuade prospects and customers to buy by presenting the benefits of the offering. The challenge? Many technical salespeople tend toward "feature dumping" instead of building value in the mind of the buyer.
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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.
SugarCRM
AUGUST 27, 2014
'The post Can Social Media ROI Be Measured? appeared first on Salesfusion.
The ROI Guy
AUGUST 27, 2014
'Today’s buyer is more empowered, skeptical and frugal than ever before – a condition called Frugalnomics. This new breed of buyer doesn’t care about when you were founded, how many customers you have, how quickly you are growing, your latest product release and new features. They want to know exactly how you can help them solve their particular challenges, and the bottom-line impact you can deliver.
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