Mon.Apr 09, 2012

Trending Sources

Coaching sales reps to shelve their poor practices

Sales Training Connection

Successful sales peopleSales coaching. Recently we published a blog framed around the idea that if you wanted to get coaching right, three fundamental questions need to be answered – what to coach, how to coach, and who to coach. In that blog we focused on the “who to coach” question.  This time around we thought spending a little time on the “what to coach” part of the equation might be useful.

Monday Malady Captain Wing It Sales Behavior – Sowing of Business Cards

Increase Sales

The Captain Wing It sales behavior that begins the Monday malady is the sowing of business cards like grains of wheat with the expectations that business, new sales leads or increase sales will actually be the results of these efforts. Credit www.sxc.hu. How many times do sales people attend a business to business networking event and there is at least one person there who passes out his or her business cards to every single person?  This Captain Wing It sales behavior is just one example of what I have deemed “spraying and praying.” ” Now does this truly make sense? .

Listen, Excellent Customer Service is going to become THE Differentiator

Jonathan Farrington

Customer care is set to become one of the most important issues facing businesses in every market – fact! Customer care programs come under a number of titles – customer services; customer satisfaction; customer focus; customer orientated etc. Their common theme is meeting the customer’s requirements and ensuring that all aspects of the business contribute to customer satisfaction. Staff.

How Your Online Surrogate Should Sell

The Sales Blog

How Your Online Surrogate Should Sell is a post from: The Sales Blog | S. Anthony Iannarino. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Your online presence is your surrogate salesperson. She lives there, and she is always working, even when you are sleeping. When your dream clients are looking for you, they find your web presence, your online surrogate. Rule 1: Don’t Be a Pitch Machine. Your online surrogate shouldn’t be a pitch machine.

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The Complete Guide to Lead Nurturing

Download this guide to learn more about how nurturing can benefit your sales and marketing teams, plus get some campaign inspiration.

More Trending

How to Qualify Prospects at a Networking Event: On Breakthrough Business Strategies Radio

The Sales Heretic

Whether you’re attending an international conference or your local Chamber of Commerce after-hours mixer, you have an opportunity to prospect. But how do qualify potential prospects quickly? And without turning people off? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this twelve-minute segment, I discuss what you should say and do [.]. Sales business Chamber of Commerce conference mixer networking prospect qualify

5 Ideas for Productive Affiliate Campaigns (part 1)

Software Business Blog

Every now and then we get questions from affiliates seeking our advice on successful affiliate campaigns for software titles. This is a subject that has no universal conclusions, since what may work very well for one can fail for others. However, in this post I will share some of the ideas that were successfully put to work by some of our affiliates, hoping they will serve as inspiration.

I’ll Take A 1,000,001 : 1 – Sales eXchange – 144

The Pipeline

What do you fear more success or failure?  Would you take a 1,000,001 to 1 odds? I am not a gambler in the traditional sense, no thrill in a casino for me unless my favourite band is set to play.  But, I do buy lottery tickets religiously, will play certain exchange traded options based on market momentum.  And I will take a shot, or take unusual steps in the course of a sale. Next Step.

ACT 11

It’s About Association and the Message

A Sales Guy

Bubba Watson won the Masters yesterday with a great, no Amazing, shot.  It was a fitting end to a great day where Oosthuizen had a double eagle to put him in contention. Unfortunately, behind the scenes there has been a lot of chatter on Augusta’s all male policy and IBM’s new CEO Virginia Rometty. For years IBM has been a sponsor of the Masters and IBM’s CEO has been given an invitation to the club. That is, until this year. Because IBM’s new CEO isn’t a man. Warren Buffet. Jack Welch. Pete Coors. Dear Ms. Masters golf tournament at Augusta National Country Club.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

What The Numbers Mean, Hints For Coaching!

Partners in Excellence

As sales professionals, we’re all very goal directed and measurement oriented.  Managers leverage numbers heavily in managing and coaching performance.  But there’s a fine line in using the numbers appropriately in coaching.  Too often, coaching becomes about the numbers and not about what they mean.  The real secret to effective coaching is understanding is causing the results, getting underneath the numbers. Most of the time the number are just symptoms of something else–an underlying problem of challenge.  Yet too often, we totally ignore this in coaching our people.

Influencing the Decision to Win the Sale (Part I)

Sales and Marketing

How does a done deal come undone? Your rep had a good relationship with a great contact, the right solution to meet the customer’s needs, and strong buying signals right up to the last. Then came the dreaded call: “Thank you for the proposal, but we’ve decided to go with someone else.” ” So, what happened? Could this loss have been prevented? In our experience of looking at thousands of win–loss reviews and talking to salespeople and sales managers, in most cases these last-minute surprises are caused by one of two problems

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Looking at the Partner Role in Improving Customer Experience

The 1to1 Media Blog

Many different types of firms have channel partners or others that control a significant part of the actual experience with customers. Automobile companies have dealers, insurance and real estate firms have independent agents, software companies have value-added resellers (VARs), restaurants and hotels have franchises, and heavy equipment manufacturers have resellers. Even the brokers or financial advisors within financial services organizations can act in many ways like these external partners. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog.

The buyer’s buying process vs. the sales model: two divergent roads

Sharon Drew Morgan

The sales process is woefully inadequate. It merely focuses on the last 10% of the buying decision: the solution and vendor choice. To understand and influence the buyer’s buying decision process and all of the people, politics and relationships that buyers must manage internally to be ready to make a purchase, it’s necessary for sellers to learn a new language. Differentiate yourself.

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

Social Media Has Changed YOUR World

Jeffrey Gitomer's Sales Blog

Tweet. Social media has changed the world. Let me clarify that statement. Social media has changed YOUR world. Whatever you’re doing online, whether it’s tweeting, LinkedIning, Facebooking, or YouTubing, Social Media has changed your way of communicating one-on-one, one-on-customer base, and one-to-the-world. Facebook is the easiest phenomenon to understand. And the revolution is just starting.

Stupid Business Decisions

Sell More and Work Less

Today we received a box from Dell. Chris ordered a new lap top and I assumed by it’s size that it had been delivered but the box was light so I was confused…… Dell Shipped this box. With this amount of air filled bubble wrap. For this neoprene lap top sleeve. hmmm… it could have gone in an envelope! What a waste of packaging, shipping and expense for no reason.

Use Client Testimonials To Close More Sales

MTD Sales Training

You face some objections so regularly, you know well in advance you will get them and you know how to answer them. You also have customers whom you have closed by overcoming those same objections. Here is a way to leverage those clients to overcome objections and close more sales. To Start, Make an Investment

The Belief Hunter, Ideas Visionary and Performance Driver

Bernadette McClelland

The Belief Hunter, Ideas Visionary and Performance Driver. In the words of General Patton, “If everyone is thinking alike, someone isn’t thinking” and whether you are on the battlefield or on the frontline in business, you can’t gain ground or win against the competition by playing it safe. The salesperson needs to become a BOLD ADAPTOR and in doing so must.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Sales Progress Requires Change

Anthony Cole Training

When I was 42, my eyesight began to change. I was coming back from Manchester, New Hampshire where I had just spent 2.5 days working with a sales team to help them improve their cross selling process. It had been a long trip as I actually started in New York City on Monday and today was Friday. So, when the words in my document appeared to be blury, I just thought it was due to fatique.

Selling to experienced vs. new physicians – it’s not just more of the same

Sales Training Connection

Selling to new physiciansLike many others, we've written about how physicians increasingly are becoming cost conscious - especially as more and more doctors find themselves hospital employees - either through purchasing practices or assuming hospitalists positions. But the number of existing physicians who are truly cost-conscious is up for debate. But what about the newly minted physicians?

Sales Pro-gress requires change

Anthony Cole Training

When I was 42 my eyesight began to change. I was coming back from Manchester New Hampshire where I had just spent 2.5 days working with a sales team to help them improve their cross selling process. It had been a long trip as I actually started in New York City on Monday and today was Friday. So when the words in my document appeared to be blury I just thought it was due to fatique.

Should You Restage Your Sales Pipeline?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As part of its sales force evaluation process, Objective Management Group (OMG) conducts a pipeline analysis and determines both the quality of the pipeline and the quantity of the pipeline. We ask each salesperson to submit 4 proposal-ready opportunities and then we run the analysis. How does this happen? I've written about most of these reasons before.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Market Research - Time Spent and Sales Success

Anthony Cole Training

Thank you in advance. Over the last several years our team at Anthony Cole Training Group has worked closely with David Kurlan in our attempt to help sales companies build and execute more successful sales team. We work with Dave because his company, Objective Management Group, provides the best analytics to determine the root cause of performance for sales team. The data and insight gained from the assessment will tell you why the sales team is succeeding in growth or why there is a lack of growth. Mentoring. Recruiting. Performance Management. Motivation.

Sales Leadership: Work Out Time

Your Sales Management Guru

Your Sales Leadership Workout. May 9 & 10, 2012. Atlanta, GA.   A Proven Regimen for Getting. Your Sales Organization in Shape   . Build a proactive approach to sales management that creates predictive revenue and a self-managed sales team. . Learn how top performing sales leaders muscle up their teams to pump up predictable revenues.  Here’s what they have to say:  “ Great content, energetic delivery, high value”. Informative, educational, spot-on”. Information and tools you can put to use immediately”. Outstanding, just what I needed”. Inspiring”. Intense ”. Microsoft Education Center.

Crazy or Creative?

The 1to1 Media Blog

Remember the automat? Walls of vending machines stocked with sandwiches, snacks, and drinks; cafeteria-style dining. Popular in the early 1900s, they began to fade in the 1950s. When Horn & Hardart closed its last automat (on 42nd Street in Manhattan) in 1991, it seemed that gone were the days of getting any food but chips, crackers, and Pop Tarts from a vending machine. But in what seems to be a move to address the snacking needs of today's impatient, on-the-go customers, gourmet cupcake bakery Sprinkles has gone retro. The chain launched recently a Cupcake ATM.

Stupid Business Decisions

Sell More and Work Less

Are there areas in your business that are wasteful? Observations from the real World

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Empower Your Customers to Buy!

Empowered Sales

Sales training is an important element to sales success. Yet, any sales strategy should be complimented by systems and resources that empower your customers to buy. Years ago, employers would talk about hiring entrepreneurial skills; today, companies are not looking for entrepreneurial skills. The enterprises of today are looking to deploy great systems and good people.

Crazy or Creative?

The 1to1 Media Blog

Remember the automat? Walls of vending machines stocked with sandwiches, snacks, and drinks; cafeteria-style dining. Popular in the early 1900s, they began to fade in the 1950s. When Horn & Hardart closed its last automat (on 42nd Street in Manhattan) in 1991, it seemed that gone were the days of getting any food but chips, crackers, and Pop Tarts from a vending machine. But in what seems to be a move to address the snacking needs of today's impatient, on-the-go customers, gourmet cupcake bakery Sprinkles has gone retro. The chain launched recently a Cupcake ATM.

Looking at the Partner Role in Improving Customer Experience

The 1to1 Media Blog

Many different types of firms have channel partners or others that control a significant part of the actual experience with customers. Automobile companies have dealers, insurance and real estate firms have independent agents, software companies have value-added resellers (VARs), restaurants and hotels have franchises, and heavy equipment manufacturers have resellers. Even the brokers or financial advisors within financial services organizations can act in many ways like these external partners. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog.