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| | MTD SALES TRAINING OCTOBER 26, 2011  The Essence Of Selling In the recent posting entitled, “Is Selling an Art, a Practice or a Science?”, I offered some justifiable points on why each opinion had merit. Selling could be considered an art, a practice or a science. However, as promised, here is my take on this… Selling is First and Foremost a Science. Selling is first a science, and for more reasons than the math. The Laws. Practicing the Science. | SHARON DREW MORGEN OCTOBER 10, 2011  You think know your buyer. You don’t. 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. | NO MORE COLD CALLING OCTOBER 20, 2011  Referral-Selling Top Tips: How to Ask for a Referral 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. | | | | | | | |
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SALES BLOG | WEDNESDAY, OCTOBER 19, 2011  11.5 Ways To Win Prospects And Contacts At A Networking Event.
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. MORE >> -
A SALES GUY | MONDAY, OCTOBER 31, 2011 The 6 Biggest Changes in Today’s Sales Environment You Need to Know About
Sales is changing. There is no debating it. There are a number of changes in sales today that impact our ability to be successful and make our numbers. These changes are changing the way we connect with prospects, differentiate ourselves from the competition, and position our products and services. The sales people, leaders and organizations that understand and embrace these changes will be far better positioned to meet their numbers than those who don’t. The 6 Biggest Changes in Today’s Sales Environment. are supposed to make us all more productive. And guess what? We have to lead. MORE >> -
ANTHONY COLE TRAINING | TUESDAY, OCTOBER 18, 2011  Steve Jobs and Sales Success - My BIG 3 Lessons
Steve jobs was the master and continues in death to be a master at teaching success for selling anything to anyone MORE >> -
MTD SALES TRAINING | FRIDAY, OCTOBER 28, 2011  3 Tips On Getting Referrals From Prospects That Do Not Buy
Some sales people have trouble asking for and getting referrals from prospects that buy, and even from long term clients. However, the majority of sales people have a serious problem when it comes to obtaining referrals from those prospects that do not buy. Here are a couple of tips to help you get more referrals from those, “No-Sales.” . Ask for referrals before the close. Where does it say that you can only ask for referrals at the end of the sales interaction? Ask for referrals early in the sales process and before you ask for the order. Ask for referrals early. This is a mistake. MORE >> -
SHARON DREW MORGEN | MONDAY, OCTOBER 31, 2011  9 Sales Steps that Influence a Buying Decision
The steps of a buying decision differ from the steps of a sale. The sales model has no way to influence the private decisions and buy-in issues that buyers must address before they can buy. Buyers live in a ‘system’ that maintains their Identified Problem (or ‘pain’) over time, creating work-arounds that become part of the system and, well, comfortable. Indeed, Indeed, if the buyer really needed to make a change, they would have done so already. A buying decision is far more complex than just fixing a problem. Don’t try to ‘get through’ the gatekeeper. MORE >> - Should sales people leverage the power of branding to differentiate themselves? SALES TRAINING CONNECTION | FRIDAY, OCTOBER 7, 2011
- A Simple Way to Distance Yourself From Your Competition SALES AND MANAGEMENT BLOG | FRIDAY, OCTOBER 7, 2011
- A Bold Move in Measuring the Impact of Sales Training DAVE STEIN'S BLOG | TUESDAY, OCTOBER 4, 2011
- Community Engagement Infographic for Associations and Non. SOCIAL MEDIA AND SALES STRATEGY | FRIDAY, OCTOBER 21, 2011
- What To Do When The Prospect Blames You: Part II MTD SALES TRAINING | FRIDAY, OCTOBER 21, 2011
- How does social networking help make the sale? SHARON DREW MORGEN | MONDAY, OCTOBER 17, 2011
- How to improve your sales training programs – look to hybrids SALES TRAINING CONNECTION | SUNDAY, OCTOBER 9, 2011
- Who is teaching the CMO how to sell? VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | MONDAY, OCTOBER 10, 2011
- Jonathan Farrington's Blog � 2011 Top Sales & Marketing Awards. JONATHAN FARRINGTON'S BLOG | THURSDAY, OCTOBER 27, 2011
- Webinar Replay: 2012 B2B Marketing Benchmark Report Reveals How Marketers Can Transform Mounting Pressure, Challenges into Revenue B2B LEAD BLOG | FRIDAY, OCTOBER 21, 2011
- Internet Killed The Telesales Star? MTD SALES TRAINING | MONDAY, OCTOBER 17, 2011
- Customers Don’t Know What They Don’t Know PARTNERS IN EXCELLENCE | WEDNESDAY, OCTOBER 19, 2011
- Add punch to pre-call planning – don’t forget the commitment SALES TRAINING CONNECTION | MONDAY, OCTOBER 3, 2011
- How to Stop the Cold Calling Humiliation NO MORE COLD CALLING | THURSDAY, OCTOBER 27, 2011
- The differences between the solution sale and the buying decision: let’s go to a wedding SHARON DREW MORGEN | MONDAY, OCTOBER 24, 2011
- Personal Productivity and Your To-Do List THE PRODUCTIVITY PRO | MONDAY, OCTOBER 17, 2011
- 3 Deadly Sales Management Mistakes MTD SALES TRAINING | THURSDAY, OCTOBER 13, 2011
- Sales Leadership: It’s time to gear up your recruiting! YOUR SALES MANAGEMENT GURU | MONDAY, OCTOBER 24, 2011
- Strategy review sessions – a different perspective SALES TRAINING CONNECTION | WEDNESDAY, OCTOBER 5, 2011
- Sketiquette – 5 Behaviors To Avoid on Skype SALES ADDICTION | TUESDAY, OCTOBER 4, 2011
- “But I talk to everyone this way”: the difference between selling patterns and buying patterns SHARON DREW MORGEN | FRIDAY, OCTOBER 7, 2011
- Steal a Chapter from the Sales Strategy Playbook to Improve Marketing ROI B2B LEAD BLOG | THURSDAY, OCTOBER 6, 2011
- 10 Important Tips On Your Professional Appearance MTD SALES TRAINING | THURSDAY, OCTOBER 27, 2011
- Jonathan Farrington's Blog � Truly Successful People Continually. JONATHAN FARRINGTON'S BLOG | THURSDAY, OCTOBER 27, 2011
- Life Success, Sales Success, Management Success - 24 Thoughts ANTHONY COLE TRAINING | FRIDAY, OCTOBER 7, 2011
- Create Performance Combustion to Get the Sale VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | MONDAY, OCTOBER 3, 2011
- How much time do sales people waste? SHARON DREW MORGEN | FRIDAY, OCTOBER 21, 2011
- 3 Ways NOT To Handle The Prospect Who Is Shocked By Your Price MTD SALES TRAINING | WEDNESDAY, OCTOBER 19, 2011
- Jonathan Farrington's Blog � Are You Ready to Become an. JONATHAN FARRINGTON'S BLOG | TUESDAY, OCTOBER 18, 2011
- Archive of Panel Discussion: CRM and Other Selling Technologies DAVE STEIN'S BLOG | TUESDAY, OCTOBER 18, 2011
- Are You Losing Your Prospects at Hello? JILL KONRATH'S FRESH SALES STRATEGIES BLOG | MONDAY, OCTOBER 24, 2011
- The most dreaded 2 words in sales? Role-playing! JULIE HANSEN'S SALES BLOG | FRIDAY, OCTOBER 21, 2011
- 7 Hot Email Prospecting Tips VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | MONDAY, OCTOBER 31, 2011
- 3 Ways To Handle The Prospect Who Is Shocked By Your Price MTD SALES TRAINING | TUESDAY, OCTOBER 18, 2011
- Jonathan Farrington's Blog � Tips for Finishing the Year Strongly. JONATHAN FARRINGTON'S BLOG | SUNDAY, OCTOBER 23, 2011
- Multiple Choice Questions - "THE KEY" to Sales Success? ANTHONY COLE TRAINING | TUESDAY, OCTOBER 25, 2011
- 3 Common Mistakes Experienced Cold Callers Make MTD SALES TRAINING | FRIDAY, OCTOBER 14, 2011
- Why Avoidance of Rejection is actually Sabotaging Your Sales Success by Richard Fenton & Andrea Waltz SALES TRAINING ADVICE | MONDAY, OCTOBER 24, 2011
- My Big 3 Sales Success Tips from Guy and Steve - #2 ANTHONY COLE TRAINING | MONDAY, OCTOBER 24, 2011
- Time Management at Work: Wasted Time? THE PRODUCTIVITY PRO | WEDNESDAY, OCTOBER 26, 2011
- Online Sales Blog: E-commerce Is Gaining Ground in Scandinavia. ONLINE SALES BLOG | SUNDAY, OCTOBER 9, 2011
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