The Sales Heretic
APRIL 22, 2014
'Networking is one of the best prospecting tactics around. Like any tactic, however, it can be used effectively or poorly. Poor networking isn’t just a waste of time, it can actually hurt your sales, because over time, you’ll develop a negative reputation. Here are ten big mistakes to avoid when you’re networking: 1. Not spending [.].
SBI Growth
APRIL 22, 2014
'When Eads and Sullivan, the owners of the Solution Selling methodology, came out with a new book , I jumped at the chance to read it. The book is great and you should read it. Why?
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The Sales Hunter
APRIL 22, 2014
'Using email as part of your prospecting plan is a good idea — if you do it right! Here are 6 ways you can be more effective with your prospecting email: 1. Subject line Nothing will sink an email faster than a subject line. The subject line needs to be as powerful as the title of a […].
SBI Growth
APRIL 22, 2014
'You have seen it throughout your career. Your primary responsibility is to generate revenue for your organization. You have a number that you are held to. Resources are provided and you are focused. And then you get new responsibilities or process added to your plate. These can be good changes like additional responsibility to groom you for further opportunities.
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The Sales Hunter
APRIL 22, 2014
'Want to know the secrets the “best of the best” use when they negotiate a deal? Of course you do! How do I know they’re the secrets of the best? For the last 10+ years, I’ve been questioning the best sales leaders to uncover what makes them so successful in negotiations. Of all the tips […].
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Sales and Marketing Management
APRIL 22, 2014
'Issue Date: 2014-03-01. Teaser: No one likes a naysayer, but sometimes she can be the most valuable person in the room. Too many business teams shoot the messenger instead of listening to the message, Megan McArdle states in a recent Bloomberg BusinessWeek essay. No one likes a naysayer, but sometimes she can be the most valuable person in the room.
SBI
APRIL 22, 2014
'Everyone wants to be happy, to be appreciated, to be healthy, to have a purpose, to be joyful, to love and to be loved. In short, we want all the “good things” What do businesspeople want out of life in their Sales role? Of course, we also want all that is good. In Sales, that list looks something like this: To shorten the sales cycle. To increase the average revenue per order.
Increase Sales
APRIL 22, 2014
'Organizations from the very small to the largest of the large run by rules. These rules are both internally and externally imposed. Failure to adhere to the rules can bring disastrous results to all involved and this is why respecting policies is a sales leadership talent. We have all seen the results of failure to adhere to policies and standards from Bernie Madoff to the the recent tragedy with the South Korean ferry boat.
Partners in Excellence
APRIL 22, 2014
'I write constantly about the buying process, understanding how customers buy, how we align our sales process with the customer’s buying process, and how we create value through the whole thing. However, I realized I’ve overlooked something. It seems so obvious, but I’ve been surprised to see how few sales people understand this–at least early in the sales process.
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Engage Selling
APRIL 22, 2014
'You may be familiar with the salesperson who claims they’re stuck, or complains that things don’t go their way. It’s the individual who never takes accountability for their own actions or results and is always quick to blame, but never ready to accept responsibility. It’s important to understand that you have complete control over your […].
The Science and Art of Selling
APRIL 22, 2014
'Are you sales driven? Do you have a natural fear of cold calling? Are you looking for tips on what to avoid when cold calling? This article will give you information on how to handle resistance over the phone from your potential clients so you can book more appointments. The first step in fighting the fear of cold calling is teaching yourself to not take the calls personal.
Sales Evangelist
APRIL 22, 2014
Do you have prospects that just don’t go anywhere? Or how about prospects that just linger around not making a final decision on closing the deal or not? In this episode I teach you have to get those prospects into a “closed file”. Now, I know that may sound a little odd by putting your […] The post TSE 031: The Power Of A “Closed File” appeared first on The Sales Evangelist.
BrainShark
APRIL 22, 2014
We’ve heard the question countless times, ‘ Do bullet points belong in PowerPoint? ’ The answer: sometimes.
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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.
SBI
APRIL 22, 2014
'Everyone wants to be happy, to be appreciated, to be healthy, to have a purpose, to be joyful, to love and to be loved. In short, we want all the “good things” What do businesspeople want out of life in their Sales role? Of course, we also want all that is good. In Sales, that list looks something like this: To shorten the sales cycle. To increase the average revenue per order.
Hyper-Connected Selling
APRIL 22, 2014
Do you want to get better at persuading people? My guess is that you do because whether you are a salesperson selling a product, an entrepreneur courting an investor, or a business owner convincing your team about your vision, your success hinges on your ability to influence other people. Luckily, there are shelves and shelves of books (and information all over the internet) on how to be better at selling, public speaking, and influencing others.
Sales Gravy
APRIL 22, 2014
A sense of urgency and creating momentum are critical to the success of any sales organization. I like to suggest to my clients that asking the sales teams, "What can you do today to create an order?" should be their daily mantra.
The Brooks Group
APRIL 22, 2014
New product launches can be exciting. They can be promising. But the truth of the matter is they’ll have little to no impact on revenue if your sales team doesn’t present your new product to their prospects and customers. Your new product launch isn’t about your new product, it’s about mobilizing your salespeople to sell it. One of the uppermost agenda items on your salespeople's minds is to avoid embarrassment in front of their prospects and customers.
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