October, 2011

Trending Sources

How to Make Word of Mouth Marketing Really Work

Sales and Management Blog

Last week while I was teaching a group of CPA’s in Newark how to work with their clients to generate a large number of direct introductions to high quality prospects, one participant mentioned that he would often hear from a client that they had given his name and number to another business owner but he would seldom hear from that prospect. His question was how he could use the introduction generation process I was teaching to capture that word of mouth prospect. Great question—and one that most sellers are faced with. Everyone would love to have their clients out talking about them.

What a Painting Van Taught Me About Marketing Differentiation

Smart Selling Tools

Nearly every day on my drive home I pass by a house with a van parked in its driveway. And every day I think about the owner of that van and how smart he or she is. They can’t possibly know that every darn day without fail, when I see that van I say to myself “now that’s brilliant marketing!” ” The van belongs to a painting contractor. There is a. particularly low barrier to entry.

5 Successful Selling Tips From The Great Sam-I-am

MTD Sales Training

Image by Damian M. You can find Sam-I-Am in the critically acclaimed children’s book, “Green Eggs & Ham,” by the famed Dr. Seuss. First published in 1960 by Random House, “Green Eggs & Ham,” tells the story of two characters: one named Sam-I-Am and another, an unnamed character I will call “IT.”. In case you have forgotten, below is a short excerpt and some paraphrasing from the book.

Jonathan Farrington's Blog ? Almost Everything I Know About.

Jonathan Farrington

Many years ago  more than I care to remember, but I think I still had some hair - I created a Sales Camp and a Sales University for Autodesk: One of the modules was Telemarketing which was a real challenge for me, as I

The Art of Social Selling -- Summarized by getAbstract

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

More Trending

The most dreaded 2 words in sales? Role-playing!

Julie Hansen's Sales Blog

Role-playing. With the exception of cold-calling, is there a pair of words salespeople dread more? While management may call it a “learning experience,” most salespeople know better. Role-playing is a test of their knowledge and their ability to articulate selling points, handle objections and move to close-under the close scrutiny of a manager noting each [.]. Uncategorized Act like a sales pro cold calling Julie Hansen management motivation role-playing sales sales managers sales skills selling success

Internet Killed The Telesales Star?

MTD Sales Training

32 years ago Brit band “Buggles” released their smash hit “Video Killed The Radio Star”, which paid homage to the way that technological advantages in television had crushed the success of the radio with its modern capabilities. In today’s modern world, could we now be seeing the start of a new revolution? Has the internet and social media killed off the more traditional ways of selling?

Jonathan Farrington's Blog ? 2011 Top Sales & Marketing Awards.

Jonathan Farrington

This year's online Top Sales & Marketing Awards ceremony takes place on December 15th, and we anticipate that this prestigious event, which has now become an annual fixture, will create even more excitement within the

Strategy review sessions – a different perspective

Sales Training Connection

Strategy Review Session. Crafting a sales strategy is a key to success – especially when selling into major accounts. While front-line sales managers agree, we often hear comments like, “I don’t have the time” and “My territory is spread out and I don’t see my people face-to-face”. . How? . So, here is a three-step process for conducting a Strategy Review Session with an entire sales team. .

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.

Social Media Marketing for Hotels and Resorts

Social Media and Sales Strategy

Social media use by hotels for their marketing, service and branding initiatives is growing rapidly. Today a tweet posted by a customer from a hotel front lobby can reach more people than an ad in Air Canada’s in flight magazine. Social Media Tools and Networks are a significant force that is growing. We cannot afford to avoid using them. The truth is in the numbers: •Facebook: 800 Million People.

A Simple Way to Distance Yourself From Your Competition

Sales and Management Blog

Every seller, no matter the product or service they sell, is looking for ways to demonstrate how they differ from their competition. Most of us will go to great lengths to try to make our prospects and clients recognize how unique we are and how fortunate they are to be working with us. In order to create that sought after difference we’ll talk up how great our customer service is, some will give out cute or useful freebies, others will bring in other vendors to help create the perfect comprehensive solution to their prospect’s or client’s issues. Yep, that’s it; couldn’t be simpler.

A Bold Move in Measuring the Impact of Sales Training

Dave Stein's Blog

Tim Riesterer isn’t shy and doesn’t hold back. A lot of people are like that, but when you consider Tim’s intellect and his knowledge of what his clients need, you’d better sit up and take notice. As Chief Strategy and Marketing Officer for Corporate Visions, Inc. , he’s been driving an exciting new initiative, and driving it hard. We decided enough is enough.

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3 Ways To Handle The Prospect Who Is Shocked By Your Price

MTD Sales Training

You felt that it was a good presentation and that the entire sales interaction was on track. Then you present the price, and suddenly the prospect acts as if they just had a heart attack! What happened? A better question is, what do you do? Below are three important steps you should take when this situation occurs. The Three DOs. #1. Do Start Over. Exposing problems the prospect believes are real.

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Successful Selling

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

Sales Tips from a Witch and a Ghost for Any B2B Seller ? Score.

Score More Sales

With all the ghostly fun today we thought we'd post about two individuals who fit the Halloween theme that have reinforced sales ideas to us. One of the best promoters we've met recently has to be Rev. Peter of Salem

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How to use sales conversations as a competitive weapon

Sales Training Connection

Sales Conversations. The best sales questions won’t go anywhere without an effective conversation. And effective conversations take more than just being a good listener or talker. They’re about putting what you ask and what you say together in a way that’s valuable for your prospects and for you. Can effective conversations set you apart and advance your objectives?

Social Media Marketing for Hotels and Resorts | Social Media.

Social Media and Sales Strategy

Social media use by hotels for their marketing, service and branding initiatives is growing rapidly. Today a tweet posted by a customer from a hotel front lobby

Finish 2011 Strong While Laying the Groundwork for a Great 2012

Sales and Management Blog

Although somewhat hard to believe, we’re now at the end of another year. With only two and a half months to go, your year is virtually over. That doesn’t mean your production has to be over, it means that more than any other time during the year, you must have a laser focus in order to finish the year strong and lay the foundation for 2012. Unfortunately the last quarter and the first quarter of the year are the least productive for a great many sellers. . Are those sellers who are making record sales during the “dead” time of the year just lucky? Double down on prospecting. Stay in touch.

Why Content Marketing is really Content Selling

Smart Selling Tools

Content-marketing is the practice of using information in many forms as a means to get and maintain prospects’ attention over time, with the goal of developing them into interested buyers. The practice has been around a long time. It was not born of the Internet age. The reason why content-marketing exists is for one reason : to function as an extension of the sales team. Here’s why.

3 Deadly Sales Management Mistakes

MTD Sales Training

You can find a ton of tips and tricks on what to do to motivate and build a sales team. However, there are a few things you should not do. The loyalty and dedication your sales team has in following you, is fragile and it does not take much to lose their respect. Below are three sales management blunders that you must avoid. #1. Criticise in Public. Causally Dismiss Complaints or Suggestions.

11.5 Ways To Win Prospects And Contacts At A Networking Event.

Jeffrey Gitomer's Sales Blog

Networking is fun. It remains an enigma to me that more salespeople don't use it to replace the cold call (which ain't no fun). If you network smart, it's the easiest way to make sales contacts. Hot sales contacts. Here are 11.5.

Vision, Innovation and Emotion a Winning Increase Sales Formula

Increase Sales

The passing of Steve Jobs for me reflects how vision, innovation and emotion when united can increase sales, develop very loyal customers and ultimately be the winning formula for business success. Vision. Vision to see what others have failed to see is the first step. Vision without Action is a Daydream; Action without Vision is a Nightmare. Each of us can be visionaries like Steve Job. Emotion.

Sketiquette – 5 Behaviors To Avoid on Skype

Sales Addiction

The first time I saw a video phone call was the 1964 World’s Fair in Flushing, NY. It’s come a long way since then. Real-time video calling is completely unremarkable today. It’s just the norm. For some reason, though, we naturally tend to think of these interactions as telephone calls and not as face-to-face meetings. If you think about it, it doesn’t get much more F2F than staring at a screen with the other party’s face all up in your face. So here are a few things to avoid. Jammies, stained sweats, strewn about hair, 2-day beards.

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Why Should You Ask Yourself Why?

Sales and Management Blog

As I was preparing to post this article I discovered an article by my friend Anthony Iannarino that deals with similar issues from an organizational standpoint. Sometimes serendipity kicks in and you discover you’re on the same wavelength as someone else. I encourage you to read Anthony’s take on asking why. Why did you lose that sale? Why did that prospect insist on such a deep discount? Why weren’t you prepared to answer that objection even though you’ve heard it before? Why did your best client decide to “try” your competitor for his current order? The most powerful question you ask is why.

Sales Leadership: Making Monday’s Marvelous

Your Sales Management Guru

Sales Leadership: Making Monday’s Marvelous. In past blogs I have commented on eating pizza, Gourmet Living and many ideas that are designed to improve the operations, culture and productivity of your sales team –as well as you the sales manager. As I am sitting the airport, on this Monday morning, on my way to New York City to speak at an event it occurred to me that those first two or three hours on Monday morning are critical to set the tone for the week. However, as a sales leader you need to be prepared before that alarm goes off on Monday. These are not in priority order.

Referral-Selling Top Tips: How to Ask for a Referral

No More Cold Calling

Referral Selling Top Tip #1: When you just get a name, you’re making a cold call. Referrals make your calls HOT! . There’s No Such Thing as a Warm Call. My take on referrals is clearly defined: A call is either HOT or cold. My definition of a cold call: You call someone who doesn’t know you, and does not expect your call. It’s that simple. What a waste of time. Why bother? Learn how now.

10 Important Tips On Your Professional Appearance

MTD Sales Training

It is true, that you never get a second chance to make a first impression. As a sales professional, it is imperative that the first impression the prospect gets of you be a good one, and it starts with your appearance. However, here are 10 subtle, seemingly small items concerning your appearance that many sales people overlook. Just keep some breath fresheners with you at all times and be sure. .

Sales Objection: "We're Already Working with Another Company"

Jill Konrath's Fresh Sales Strategies Blog

Today's question was asked by a frustrated seller who kept running into the same sales objection in his initial sales meeting. Perhaps you've encountered this same one with your prospects. A Salesperson Asks. Jill, I'm having trouble when I get in to see decision makers. When they ask me what I do, I tell them as best I can. Then they invariable say, "We already work with another company for that."

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You think know your buyer. You don’t.

Sharon Drew Morgan

Sales folks are taught to have a certain amount of curiosity. But what, exactly, are you curious about? You have been taught to be curious about needs. Do prospects need your solution? Are they in ‘pain’? The moment — the very moment — you hear that a ‘need’ matches your solution, you’re off and running. And you (wrongly) assume you have a prospect.

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3 Reasons Your Sales Organization is Broken

A Sales Guy

Justin Shriber, Regional Vice President, CRM On Demand, at Oracle just delivered the best presentation at Sales 2.0 Conference so far. Justin kicked off his presentation with a joke about a ship captain who wore a red shirt so his crew wouldn’t see him bleed when they were fighting pirates, who also had brown pants for when the odds were stacked against them. Share. Tweet. "&title=" "">.

Sales Leadership: It’s time to gear up your recruiting!

Your Sales Management Guru

Sales Leadership: It’s time to gear up your recruiting! . I have often stated that a sales manager should spend 15% to 20% of their time recruiting and interviewing, but as you move through October into November you need to increase your recruiting focus. At this time of year, like it or not, every salesperson is assessing their current status, their organization, what they are selling and a pending new compensation plan in 2012. What should you do? Place a display advertisement in the business section of your local paper-not in the help wanted section. Call them. Sales Leadership Training

The shrinking selling cycle – a guest post by Mark Hunter, “The Sales Hunter”

Sales Training Connection

The sales cycle is decreasing - the buying cycle is taking over. We have asked one of our colleagues, Mark Hunter – who many of you know as The Sales Hunter – to share a post on the blog. Take a read of Mark’s discussion on how the selling cycle and buying cycle are changing … Salespeople love to tell me how in today’s environment they can’t get customers to make a decision.

Heavy Hitter Sales Blog: If Sigmund Freud Was Your Sales Manager

HeavyHitter Sales

Here's an excerpt from my book Heavy Hitter Sales Psychology: How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy. Sigmund Freud is the most famous figure in all of psychology. If he was