SBI Growth

JULY 19, 2014

'Your call plan (you do have one, right?) is playing out just like you designed it. Prospect is eating out of your hand. Pretty soon you can close this deal. Then…Wham! An objection surfaces that you didn’t see coming. You lose traction, struggle for a response. You might lose credibility…and the deal.

How To 306

How To Objections Resources Closing 306

The Sales Hunter

JULY 19, 2014

'When you demonstrate leadership, you have a greater opportunity for more profit. This isn’t about taking advantage of customers. It’s about being able to best position your solutions to meet their needs and wants. Leaders can do that more adeptly than anyone else. Sales is leadership. Leadership is sales. Are you coming across as […].

Motivation 244

Motivation Video Selling Skills Sales Leadership 244

Score More Sales

JULY 19, 2014

'Julie Lonardo receives donated hats at Dana Farber. A quick and hearty THANK YOU to those who sent me 50 donated hats for the Young Women with Breast Cancer Program at Dana Farber Cancer Center in Boston. I began collecting hats when one of my clients, Granite, was doing a fundraiser by having employees volunteer to shave their heads on Monday, March 3rd.

Ideal Customer Profile 187

Ideal Customer Profile Twitter Inside Sales Google 187

Increase Sales

JULY 19, 2014

'How many times do people “suddenly make it” in the business world and then forget those who helped them? I see this more often than not. These individuals who have made it now are viewed as leaders, as business experts or gurus by the general public. Yet, are they really real leaders or just taking advantage of the generosity of those along the way?

Social Media 191

Social Media Positioning Facebook Influencer 191

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Insight Demand

JULY 19, 2014

'“Colleague Michael Harris wrote this blog post recently, and I couldn’t stop cracking up! I laughed so hard I had to read the story to my husband Tim. He laughed just as hard. Michael uses storytelling in his sales training, and he uses this story to demonstrate why it works. Just imagine telling this story in corporate language. We’d be bored to tears.

Face-to-face 31

Face-to-face Call-back Airlines Licensing 31