The Sales Hunter

MARCH 20, 2015

'Far too many salespeople roll over and play dead the moment the customer pushes back on their price. All of the macho bravado the salesperson exhibited getting ready for the call is gone in a flash. Stop and ask yourself, “Why does this happen?” And don’t think for a moment you haven’t done the […].

Sales Leadership 181

Sales Leadership Discount Selling Skills Call-back 181

Anthony Cole Training

MARCH 20, 2015

'This might be the biggest stretch ever in the history of my blog. How can I possibly tie the NCAA Basketball Tournament (also known as March Madness) to selling? Honestly, I’m not sure…so I will be making this up as I go. Let me begin by setting the stage for selling and how I see it is similar to the event of March Madness. Prospecting > games that are played by all Division I teams throughout the year.

Hiring 161

Hiring Decision Maker Face-to-face Sales Talent 161

Increase Sales

MARCH 20, 2015

'Small business problems fall into one of two categories: People. Process. Unfortunately, many leaders misidentify these small business problems as symptoms. For example, last week in speaking with an executive director, he indicated communication was his greatest barrier to organizational success. As our conversation continued and he shared additional information, I said to him: “From what you have shared, communication is a symptom of both an ineffective process and people who have fail

Small Business 128

Small Business Small Business Hiring Face-to-face 128

Anthony Cole Training

MARCH 20, 2015

'This might be the biggest stretch ever in the history of my blog. How can I possibly tie the NCAA Basketball Tournament (also known as March Madness) to selling? Honestly, I’m not sure…so I will be making this up as I go. Let me begin by setting the stage for selling and how I see it is similar to the event of March Madness. Prospecting > games that are played by all Division I teams throughout the year.

Hiring 131

Hiring Decision Maker Face-to-face Sales Talent 131

Advertiser: ZoomInfo

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Sales Cycle

A Sales Guy

MARCH 20, 2015

'I got hip to Meerkat about two weeks ago. Like most people, I saw the all the noise coming out of SXSW and so became curious. This week while at Insidesales.com Accelerate conference I decided to take Meerkat for a spin and see what it’s like. I Meerkatted Hall of Fame QB Steve Young’s talk. Steve is a pretty funny guy. I tried to upload it here, but it’s too big a file.

Twitter 97

Twitter Film Video Conference 97

Cincom Smart Selling

MARCH 20, 2015

Industrial distributors have lots and lots of products that they have to sell. Lots of products, good products—some of which get lost because salespeople are always looking for what is simple to sell that will generate the highest compensation; but this creates a major problem. There is little opportunity to cross-sell and up-sell. Most products from a distributor are in a product catalog or in an inventory system.

Industry 48

Industry Margin Hiring Decision Maker 48

Sales Evangelist

MARCH 20, 2015

Having an effective process is crucial in sales. Today, Greta Schulz talks about sales processes, why you need to have them, and how are you going to be able to stick with them. Greta Schulz is an entrepreneur, consultant, and a motivational sales speaker. She is the founder and president of Schulz Business, a sales […] The post TSE 123: Sellers with a Formal Sales Process Generate More Revenue appeared first on The Sales Evangelist.

Sales Process 40

Sales Process Revenue Motivation Sales 40

Partners in Excellence

MARCH 20, 2015

'The first version of this post was titled “Tell Me That You Care.” It was a very wordy saga about a near tragic customer relationship/customer experience with Bank of America. It had all the makings of a financial thriller: A damsel in distress–my wife along with her personal and her company accounts. A dashing hero– OK, maybe not so dashing.

Banking 77

Banking Social Media Media Report 77