The Pipeline
MARCH 18, 2011
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No More Cold Calling
MARCH 10, 2011
Guest Blog by Kelley Robertson. The 6 reasons you should change your cold calling sales behavior. Bring up the subject of cold calling with a group of sales people and you are assured of a lively conversation as they lament about the challenges associated with this task. There is no question that it is difficult to connect with the right person in a company.
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Jeffrey Gitomer
MARCH 14, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Want to Start Making an Attitude Change? | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | March 14, 2011 | Leave a Comment. Tweet Share Take (physical, verbal, AND mental) ACTION: 1. Admit it’s no one’s fault but yours. 2. Understand you always have (had) a choice. 3.
Pointclear
MARCH 16, 2011
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products. Two people raised their hands. I asked the same question last year (I do this at almost every speech) and this time 25% raised their hands. 25% is a common response. 75% didn’
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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.
Steven Rosen
MARCH 4, 2011
The Pharmaceutical Industry has undergone enormous cha nge. The number of sales reps has declined significantly over the last 4 years. Declining sales has not only forced the industry to reduce the number of sales reps calling on physicians but has also created the need to better focus on customer needs. The days of adding sales forces are dead and companies are struggling to find ways to deliver value to their customers.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
MARCH 9, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
No More Cold Calling
MARCH 18, 2011
Align sales and marketing’s definition of a “qualified lead” to deliver maximum sales impact. Here’s how. Guest Blog by Barry Trailer. Can we agree that sales reps have plenty to do today and that, without wanting to seem unreasonable, you’d like them to do more and/or better? Is it also possible for us to agree, without loads of assessment or hours of argument, that having reps pursue business that is a poor fit—and some that you actually don’t even want—is a waste of time?
Jeffrey Gitomer
MARCH 22, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Join Me For The Launch Of Social BOOM! Gitomer | March 23, 2011 | Leave a Comment. Tweet Share Where will you be on Monday, March 28 at 6 P.M.? If you live in Charlotte, NC, come join me for the launch of my new book, Social BOOM! Watch my video below to learn more about this great networking opportunity: Can’t make it to the event in Charlotte?
Pointclear
MARCH 22, 2011
Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. , an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business. Imagine going into bank to open up a checking account with a few dollars you've managed to scrape together.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Fill the Funnel
MARCH 16, 2011
Twitter has now rolled out a significant security update available to everyone. By enabling this option, you turn on a “secure mode” using the Hyptertext Transfer Protocol Secure (HTTPS) mode. This will encrypt your username, password, and any personal data, keeping it from being useful if intercepted by thieves. Read more: [link]. Here is what you need to do to turn this security feature on, and I cannot think of any reason why you would not do this immediately.
HeavyHitter Sales
MARCH 20, 2011
Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?
The Pipeline
MARCH 16, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
No More Cold Calling
MARCH 22, 2011
The secret to building your sales prospect base? Follow Susan RoAne’s networking rules, show up, and succeed! Guest Blog by Susan RoAne. It’s so much easier to do business with people you’ve met, know and trust. More importantly, it’s easier for people to recommend and refer you once they have met you. If a face –to- face interaction isn’t feasible; a phone call can establish rapport and connection.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Jeffrey Gitomer
MARCH 22, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Three (more) fine lines of selling. | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | March 22, 2011 | Leave a Comment. Tweet Share There’s a fine line between should I ask for the sale or not ask for the sale? Great salespeople always ask for the sale, and NEVER leave without confirming the next step in the sales cycle.
Pointclear
MARCH 31, 2011
A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. Sales Speaks: Perceptions & Ponderings on Marketing Leads from The Bridge Group and Vorsight is based on survey responses from 1,150 sales representatives asked to share their perceptions on lead accuracy, lead scoring, pipeline, and sales and marketing SLAs.
Tom Hopkins
MARCH 23, 2011
Rarely do people choose the details of their futures. They choose their daily habits and those daily habits dictate their futures. Re-read those first two sentences several times. Then, think about your daily habits. You’re likely to have a triple win when you change your habits. You’ll meet new people. You’ll feel better about yourself. And, your future will be brighter.
Fill the Funnel
MARCH 30, 2011
Every sales speaker and every sales convention is singing the same theme – in order to be effective in gaining new customers and keeping the customers you have you must give them what they need, and that is help. Jill Konrath coined the phrase “crazy-busy” to describe buyers and their daily routines. If you are able to help lighten their load a bit, you just might win a new customer.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
The Pipeline
MARCH 17, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
No More Cold Calling
MARCH 15, 2011
Its not just who you know, it’s how you know them. Guest Blog by Tibor Shanto. No one will argue the effectiveness of referrals in garnering new clients, but as with other aspects of sales, it is time for a makeover. While this makeover is not necessarily technology driven, let’s be trendy and call it Referrals 2.0. Traditionally we would seek referrals from people we meet, or more proactively from people who have bought from us, the simple theory being that if I sell transportation servic
Jeffrey Gitomer
MARCH 16, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Eight Personal Barriers to a Sale | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | March 16, 2011 | 6 Comments. Tweet Share There are eight personal barriers to a sale. These barriers are caused by YOU either before, during, or after the sale.
Pointclear
MARCH 2, 2011
Today's guest blogger, Jeff Molander, is adjunct professor of digital marketing at Loyola University business school, a content marketing speaker and author of the forthcoming book, Off the Hook Marketing: How to make social media sell. He blogs at [link]. Follow customers into social spaces. It's a smart idea. But incomplete without a means to capture demand and convert it to sales.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Tom Hopkins
MARCH 23, 2011
Maybe you think you don't have any gnawing wants. If you think that, you're wrong. You have the wants. But, they're bottled up where you can't get at them. They'll stay there, too, coming out as blind resistance to change, refusal to put out extra effort or the insistence that all your problems are the cause of others. Related posts: What is a Goal?
The Science and Art of Selling
MARCH 18, 2011
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The Pipeline
MARCH 30, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
No More Cold Calling
MARCH 23, 2011
3 Ways to Get More Leads and Sales with Social Networking and Referral Marketing. By Joanne Black. The Internet, social networking, and other breakthroughs in technology have fundamentally changed the way we do business. New technology drives communications, messaging, and information access at warp speed, and our clients expect immediate access. This pattern of ever-increasing speed and sophistication not only creates an intensely competitive marketplace, but places further demands on us to act
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Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.
Jeffrey Gitomer
MARCH 31, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Social BOOM! Book Release Event Photos. Gitomer | March 31, 2011 | 1 Comment. Tweet Share Thank you to everyone who was able to attend the book release event for Social BOOM! Here are some photos from the event: Do you have photos from the event? Share them on my Facebook page today.
Pointclear
MARCH 8, 2011
Strategic account management and marketing automation: a marriage made in heaven or oil and water? I had the good fortune to discuss how SAM and marketing automation intersect with Bob Thompson, CEO of CustomerThink, during a recent interview about my new book, The Truth About Leads. While marketing automation, like CRM during its gold rush days, promises huge returns across the board, I shared with Bob my concerns about relying too heavily on marketing automation when engaging target prospects
The ROI Guy
MARCH 30, 2011
Spring is in the air for many of us here in the United States, and with the long Winter many have had, the change in seasons can’t come soon enough. But the season is not the only change in the air. If you are in sales and marketing, there is another forecast that is just as promising, especially if you recognize the pending fertile business opportunity and prepare accordingly.
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