January, 2012

Trending Sources

Trust: It matters (more than you think) ? Value Creator.

Brian Vellmure

[link] Daryl Choy. Trust: It matters (more than you think) [link] via @bsdalton @BrianVellmure. Elke Schmitt. Thank you for this great insights! totally agree with

Eloqua 111

Sellers: Ask, don’t tell

Smart Selling Tools

It’s hard to get an appointment with qualified prospects. And when you do get a hard earned appointment, you don’t want to waste the opportunity. I get that. But if I’m the prospect, I don’t want to hear everything there is to know about your product or your company during our first meeting. I don’t want you to give me every little detail. Sales Effectiveness

Techy Tuesday – Be In The Know With Google Alerts

MTD Sales Training

When the Google.com domain first went online in 1997, few could have guessed it would soon become the massive online entity that it is today. With over 620 million visitors to the site every day, who produce more than 87 billion worldwide searches every month, Google should be considered any business’ first point of call when it comes to building a successful online presence. Regards, Louise.

In 2012 the New Normal in Sales Is.

Sales and Management Blog

As with the beginning of almost every year we have a number of commentators and pundits proclaiming what the “new normal” is. We’re told that the old normal was the government strove to keep unemployment below 5% and that the “new normal” is going to be to try to keep unemployment below 7%. Many, including myself, find it amusing to read the “new normal” predictions knowing that for the most part they are nothing more than someone’s attempt to be relevant and gain some attention. The “new normal” argument is based on several supposed changes in how buyers buy products and services.

The Art of Social Selling -- Summarized by getAbstract

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

More Trending

Is CRM out-dated?

Smart Selling Tools

Packaged SFA and CRM systems have been around for nearly 30 years. Though they have changed in some ways (SaaS offerings, added functionality), they haven’t changed in FUNDAMENTAL ways. They are essentially still an interface to a database. They rely on people entering, managing, viewing, cleaning, and massaging data. Smaller organizations on the other hand, are not as dependent on databases.

The 3 Biggest Listening Mistakes Sales People Make And How to Avoid Them

MTD Sales Training

Listening skills… Every sales manager and director tells you how important they are but do they actually tell you how to improve them! As sales people elevate their sales skills in other areas, often the area of listening begins to suffer, and usually it is the more experienced pros who are the biggest culprits. Listening Mistake #1 = Knowing the questions and answers before you hear them.

Dealing with Uncomfortable Questions from Prospects and Clients

Sales and Management Blog

Once again we are in the middle of the presidential political season.  For the next few months the Republicans will have center stage as candidates wrestle with one another to gain the Republican nomination to run for President.  Once that contest has been decided the focus will shift to a tussle between the Republican nominee and President Obama. Whether we tend to be politically active or not, we will all have opinions about the candidates and issues involved in political combat this year. When these uncomfortable topics come up what should our response be?

Yesterday I Sold My Plane. So, Here Is What I Learned From Flying.

Dave Stein's Blog

Yesterday I sold my plane. It is a 1978 Cessna 182Q. Seats 4. Cruises at 160 MPH. What a wonderful plane it is. bought the plane in 1995 after Datalogix International, a company where I was a principal, went public. flew nearly 2,000 hours in the plane with trips to Florida, Atlanta, Chicago, Canada, Lake of the Ozarks, and many dozens of airports up and down the East Coast. See below. JFK Jr.’s

Winning Consensus-Based Sales

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

Want the Sale? Watch What You Say…

No More Cold Calling

Act like a professional, speak like a professional. Your words make all the difference. Connect with people, and you have the sale. Connect with the business issue only, and forget it.” I wrote something like that in my book, and it still rings true. However, “connecting” doesn’t mean using slang and words and phrases that annoy your sales prospects and clients. You knew that was coming.).

Jonathan Farrington's Blog ? How To Measure Your ?Social Value?

Jonathan Farrington

How To Measure Your Social Value. Published by Jonathan Farrington at 3:30 am under General. In days gone by  in fact, not so very long ago  people in my position were judged by the number of books they had written

Got a Business Coach?

Increase Sales

Yesterday, Sherpa Coaching released its 7th Annual Executive Coaching Survey to address this part if not all of this question of “Got a Coach?”  ”  As always this survey brings to light some good data and now is able to start looking through  predictive analysis future trends. To change behaviors of executives, sales people to other individuals. Creates sustainable new behaviors.

How To L.E.A.D By Example For Successful Sales Management

MTD Sales Training

Most people in  sales management or with a title that is responsible for leading a sales team, speak about leading by example. However, exactly what does that mean? Many think that to lead your team by example, is to sell as much or as more as each member of the sales team. In some sales organisations, this may be practical. So how can you lead by example? L.E.A.D. and your sales team will follow!

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.

Are You Too Fat and Happy to be Successful?

Sales and Management Blog

It may surprise you to learn that I speak to a number of sellers and sales leaders every month who although they mouth the right words, their actions say they’re fat and happy and way too contented to become successful. What I hear most often in today’s economy, of course, is the complaint of not enough business, no one is buying, the competition is cutting prices to the bare bone or some other form of the statement that business is tough and in order to be successful you have to be sharp, aggressive and willing to put in long, tough hours. Really? Comfortable? Satisfied?

Yesterday I Sold My Plane. So, Here Is What I Learned From Flying.

Dave Stein's Blog

Yesterday I sold my plane. It is a 1978 Cessna 182Q. Seats 4. Cruises at 160 MPH. What a wonderful plane it is. bought the plane in 1995 after Datalogix International, a company where I was a principal, went public. flew nearly 2,000 hours in the plane with trips to Florida, Atlanta, Chicago, Canada, Lake of the Ozarks, and many dozens of airports up and down the East Coast. See below. JFK Jr.’s

“Let’s Do Lunch” Has Never Been Easier

Fill the Funnel

Just in time for the new year, the answer to who is available to meet for lunch is just an App away. Back in 2005, Keith Ferrazi ( @keithferrazzi ) introduced Never Eat Alone  which quickly became a sales classic with it’s premise that every lunch meeting has the opportunity to move your career, your performance and your friendships ahead. Now See who pops up, if anyone. All Rights Reserved.

Jonathan Farrington's Blog ? Empathy In Selling Has Nothing to do.

Jonathan Farrington

Empathy In Selling Has Nothing to do with Being Nice! Published by Jonathan Farrington at 2:14 am under General. If you would win a man to your cause, first convince him you are his sincere friend. Abraham Lincoln

Successful Selling

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

How to Increase Sales Tips & Snippets #19 – Three Filters for Social Media

Increase Sales

Years ago one of my now dearest friends and colleagues, Laura Novakowski , shared with me something she learned from one of her mentors who had shared Socrates’ three filters. With the explosion of social media specific to marketing and to increase sales, maybe now is the time for others to employ this increase sales strategy and tactic. Is what you say or write kind?’ ’ 2.

A Simple Way To Refocus On Your Selling When You’ve Been Distracted By Events

MTD Sales Training

It’s only normal and human for family problems, health concerns, financial issues and even the state of the ozone layer to sometimes flood your brain and distract you from optimum performance. You may have also found that simply to, “Put such thoughts out of your mind…” is much easier said than done! One way to deal with distractions that hamper sales success is to work. Dream and dream big.

Guest Article: Recovery: The Conflict Resolution System, by Dr. Tony Alessandra

Sales and Management Blog

Recovery: The Conflict Resolution System. by Dr. Tony Alessandra. No matter how good the relationship is, people are going to run into problems.  Consequently there should be a system in place to make it easy for customers to tell you when they have a problem as early as possible.  The earlier you find out about a Moment of Misery (when you fall short of the customer’s expectations), the easier, faster, and less expensive it is to solve.  Once you are aware of the problem, you should have techniques, systems, and procedures in place to resolve it. . Let angry people vent their frustrations. 

[Video] 3 Critical Questions You Must Ask Every Hot Prospect

Jill Konrath's Fresh Sales Strategies Blog

Have you ever been called in to meet by a prospect that's all excited about making the change? They're busy meeting with vendors, looking at all their options. And, they want you to get a proposal to them right away -- or to do a presentation. Stop, stop, stop! If you don't fully understand the why behind all this activity, you may be spinning your wheels for nothing. 1. Find out what they say.

Got Presence?

Julie Hansen's Sales Blog

DeNiro’s got it.  So does Streep.  Newcomer Carey Mulligan has it in spades. Keanu Reeves?  Never had it. What is “it?” Presence.  If you’re alive and taking up space, you have presence, too.  It’s simply a matter of degree.  Do you have enough presence to command the attention of one, ten or a hundred people?  [.]. Uncategorized actors business advice charisma confidence deniro presence sales sales motivation sales techniques selling selling tips streep

Sales 45
Sales 45

Need Something Interesting To Write About? Try This.

Ian Brodie

email print My core marketing strategy is to produce valuable content to showcase my expertise and build relationships with potential clients long before we ever meet. Or they’ve tried and then run out of steam. Well, let me introduce you to Dave Gorman. Dave’s a comedian based here in the UK. So far, so not very much. And it’s one we can all use ourselves. Use it yourself.

Did Social Media Fail You?

Increase Sales

You were a skeptic from the start, didn’t think it would work.  This thing called social media.  It’s a fad and now you’re just waiting for it to pass.  You tried it and it didn’t work.  You created accounts, spent money having avatars personalized, backgrounds, fan pages, you name it you invested in it and for what?  Social media is a scam! If this is you, you ‘re not alone.  Gimme a break. 

“You Had Me At Hello” – 3 Effective Ways To Eliminate Your Competition During Your First Contact With A Prospect

MTD Sales Training

Every sales person knows that to set yourself apart from your competition is a vital component of your sales process. Although you may get many chances to do this during the sales process, the best time to differentiate yourself is in the very beginning. Here are three powerful ways to help you eliminate your competition so they could ultimately respond with “You had me at hello!”

Having a Tough Time Getting Started? You Need a Ritual

Sales and Management Blog

Do you, like many others, have a difficult time getting yourself mentally, emotionally, and physically prepared to begin certain tasks?  Some have a hard time getting “in the mood” to make cold calls while others have trouble getting themselves geared up for a face-to-face meeting. Certainly we can force ourselves to make the cold call even though we’re not prepared or we can make ourselves go through the motions of the job interview or sales presentation even though we know we’re neither mentally or emotionally in the right frame of mind. And they fail time after time. What is a ritual? 

Jonathan Farrington's Blog ? Professional Selling ? Will it Soon be.

Jonathan Farrington

In recent weeks, I have been discussing the future of professional selling, and amongst other predictions, I have suggested that in my humble view, within five years, just 5% of external salespeople will remain. It will therefore

Build the Front of Your Sales Pipeline ? Score More Sales

Score More Sales

In conversations about managing sales opportunities you need to reference either a pipeline or a funnel to really understand that it takes many more potential deals than what will come to actual closure. All of the things you

Super Bowl Time Management Tips

The Productivity Pro

There’s a Lot to Learn About Personal Goal Setting From Football. It’s that time of year again! I’ve said it before and I’ll say it again – The Superbowl offers a great acrostic game opportunity for learning productivity techniques. What does time management have to do with Super Bowl football? Everything! Football pros competing in the Super Bowl use great goal-setting techniques. gain confidence.

The Least Effective Way to Open a Sales Call by Kelley Robertson

Increase Sales

After weeks of trying you have finally landed that all-important first meeting with a new prospect; a prospect with lots of potential. prospect that could help you reach your annual sales quota in one fell swoop! How will you open that first meeting? There’s a lot on the line and if you open the sales call incorrectly you run the risk of losing the sale…fast. LinkedIn: [link]. Facebook: [link].

How To Knock On The Telephone

MTD Sales Training

Every sales person knows that today’s modern buyer has had enough of the old smile-and-dial cold calling methods of the past. However, as mentioned in, “4 Reasons Why Prospects Fear Cold Calls,” most buyers still seem to harbour fear and animosity toward receiving a telephone solicitation call. Many feel a cold call… #1. Is an invasion of their privacy. #2. Leaves them with no control. Pause.