Wed.Apr 22, 2015

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The Importance of Resiliency in Sales and Selling

Understanding the Sales Force

'We saw Paul Blart - Mall Cop 2 and laughed a grand total of twice. It was inept comedy, a horrible sequel and a terrible movie. Despite that, it was a great example of resiliency as Blart is continually rejected, stopped, ridiculed and put-off, only to ignore those events, bear down and try even harder to accomplish his goals. From that perspective, the movie, and Kevin James, succeed at demonstrating what it is like to be a salesperson.

Sales 175
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The Sales Dialogue of Disqualification

Increase Sales

'Sales is the transference of feelings as noted by Zig Zilar. During this verbal dance of feelings between the buyer and seller a sales dialogue emerges. (Dialogue as defined by Socrates is the creation of an authentic relationship.) By understanding this desired end result, the seller truly converses with the sales lead with the intent to disqualify him or her as an ideal customer.

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Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

SBI

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . This week I interview Greg Sherrill, CEO and Co-Founder of Channel Rocket. Nancy: What does Channel Rocket do?

Up-Sell 109
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Pipeline management – not all business is good business

Sales Training Connection

'Good vs. Bad Business. Sales reps are always looking for that next big opportunity and justifiably so. But while all new big opportunities initially look great – be cautious! All “bright shiny objects” aren’t good opportunities. In major B2B sales it is critical early on to distinguish between an account that represents good and bad business. The larger the opportunity the more important it is to get it right.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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What’s The Customer Doing During The “57%” And Why Sales Should Celebrate!

Partners in Excellence

'I have to admit I’m getting relatively pissed off with all the discussions around, “Customers don’t want to see sales people until they are 57% (up to 70%) though their buying process.” There are reactions ranging from: Sheer joy: Sales people saying, it’s great, that means they are only focusing on serious buyers, it shortens their sales process, and all sorts of other nonsense.

More Trending

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Sales Tips: "Always Be Closing"

Customer Centric Selling

'Sales Tips: "Always Be Closing". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Glengarry Glen Ross, New Line Cinema. Making a decision when buying sales training or process is difficult. Often prospects aren’t focused on the business outcomes they seek. Through the years in this business I’ve often had executives tell me that their salespeople aren’t strong closers.

Closing 61
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How to make your value proposition irresistible

Close

Want to sharpen your sales pitch? Make your cold emails more effective? Create a more compelling value proposition? Perfect your sales script?

How To 52
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Direct Mail: Dead or Alive?

SugarCRM

'The post Direct Mail: Dead or Alive? appeared first on Salesfusion.