Sales 2.0
SEPTEMBER 24, 2014
'Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had an Insideview account that they could use. They took me up on that offer and so far seem contented with Insideview.
The Sales Hunter
SEPTEMBER 24, 2014
'Fourth quarter. There is no quarter that poses more opportunities and, at the same time, more obstacles as this one. I’ve always felt you need to have one strategy for the year and another one for the 4th quarter, due to how different it is. Below are 7 tips to help make it successful: 1. […].
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MTD Sales Training
SEPTEMBER 24, 2014
'Most of us would agree that it costs considerably more to get a new customer than to maintain a loyal one. So, it follows that customer retention must be a major component of an effective marketing. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
SEPTEMBER 24, 2014
'Many salespeople struggle with knowing how to negotiate successfully. It’s not only a problem for salespeople, but really for everyone because at one time or another, everyone finds themselves in a situation where they’re having to negotiate. Below are 12 quick tips — or maybe I should say guidelines — you can use to […].
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Score More Sales
SEPTEMBER 24, 2014
'Because I am the type of person who could spend a whole weekend listening to TED talks, I was thrilled to hear about and listen to #TEDatIBM this week. If you search Twitter for #TEDatIBM you can pick up on many key takeaways. Also go to IBM.com/TED to see all of the speakers. The person who inspired me most was Lisa Seacat Deluca who is an IBM’er, and not just any.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
SEPTEMBER 24, 2014
'Issue Date: 2014-09-01. Author: Paul Nolan. Teaser: We are excited to report on the findings of a survey of Sales & Marketing Management readers that was sponsored by this publication and the SITE Foundation, an entity focused on raising awareness of the effectiveness of incentive travel. We reached out to users and non-users of incentive travel alike, and picked up important insights from both groups.
SBI
SEPTEMBER 24, 2014
'If you’re a sales productivity stat junky, you’re probably familiar with the one about how salespeople use their time. According to CSO Insights research, only 35% of their time is spent selling. Another common stat both Forrester Research and Corporate Executive board quote from their research is that 57% or more of a buyer’s decision process is complete before first contact with a vendor sales rep.
Sales Training Connection
SEPTEMBER 24, 2014
'Lessons for sales meetings. I belong to a book club that has an interesting way of selecting the monthly book to read. Whoever will be hosting the upcoming book club meeting sends out an email with 3 or 4 choices. Then people start responding. But, rather than responding directly to the host they use the “respond all” feature. Needless to say, it doesn’t take long for the first book mentioned to win several “votes” early – and then few if anyone wants to swim against the tide.
Partners in Excellence
SEPTEMBER 24, 2014
'This post should be filed under the “I’m not creative enough to make these stories up. ” A close friend is VP of Procurement for a very large multinational. This morning we were catching up on a number of things and he mentioned 3 very large vendor negotiations he had just completed. I should have guessed what he was going to say when he said, “Dave, when are sales people going to understand price is important, but that’s not the only thing people like me care ab
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Engage Selling
SEPTEMBER 24, 2014
'Are you keeping a positive attitude in your day-to-day interactions? The outlook you have on your career and life has a direct impact on how successful you will become. ? Click To Tweet Those with a positive mental attitude tend to have more positive interactions and are easier to communicate with. People with negative attitudes […].
Customer Centric Selling
SEPTEMBER 24, 2014
'Sales Tips: Strive for Respect and Level the Playing Field. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of PinkBlue at FreeDigitalPhotos.net. Eleanor Roosevelt has been quoted as saying: "No one can make you feel inferior without your consent." In the first few minutes of meeting executives, many sellers feel they must win them over, resulting in efforts that can appear forced to get buyers to like them.
Sales Evangelist
SEPTEMBER 24, 2014
We have all experienced this before right? You go on a sales call with a business partner, a sales engineer or even your manager (that’s a whole other episode in it self). But you are also in the sales meeting with someone else in a team selling situation and you didn’t do much preparation prior to […] The post TSE 073: 3 Important Things To Remember When Team Selling!
Klozers
SEPTEMBER 24, 2014
'In sales there are many things that we all know and take for granted, yet knowing and doing are not the same thing. We all know that we have 2 ears and one mouth and they should be used in that proportion, yet we still struggle to listen as much, and as effectively as we could do. Selling the Journey not the Destination is yet another of those common sales rules that we all take as common sense, yet many companies are still struggle to implement this.
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Insight Demand
SEPTEMBER 24, 2014
1- Puts the customer’s ego to sleep. With an insight scenario, you can deliver insights that will only challenge the customer’s thinking, and not the customer. Because insight scenarios are about someone else, the customer does not feel under attack. A story simply presents a scenario that allows the customer to draw their own conclusions. Without feeling pressured, the customer can now relax and listen to your message, and possibly gain enough insight that they start to tell themselves a new st
Insight Demand
SEPTEMBER 24, 2014
'1- Puts the customer’s ego to sleep. With an insight scenario, you can deliver insights that will only challenge the customer’s thinking, and not the customer. Because insight scenarios are about someone else, the customer does not feel under attack. A story simply presents a scenario that allows the customer to draw their own conclusions. Without feeling pressured, the customer can now relax and listen to your message, and possibly gain enough insight that they start to tell themselves a new s
Insight Demand
SEPTEMBER 24, 2014
1- Puts the customer’s ego to sleep. With an insight scenario, you can deliver insights that will only challenge the customer’s thinking, and not the customer. Because insight scenarios are about someone else, the customer does not feel under attack. A story simply presents a scenario that allows the customer to draw their own conclusions. Without feeling pressured, the customer can now relax and listen to your message, and possibly gain enough insight that they start to tell themselves a new st
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