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 117

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

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.

Travel 107

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.

What Salespeople Can Learn from Classic Songs

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.

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? 

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.

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

The Art of Social Selling -- Summarized by getAbstract

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.

Sales Tips for the End of the Pipeline ? Score More Sales

Score More Sales

You've listened online and are following your prospective customer  the one you are about to close a big deal with- socially via every means possible. If they have a Twitter account, you're there. Through LinkedIn you found a

“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.

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?

Winning Consensus-Based Sales

“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!”

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

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.).

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

Secrets to Successful Inside Sales Management

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.

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?

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!

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

11 Social Media Trends for 2012 | Social Media Podcast and Sales.

Social Media and Sales Strategy

Today's podcast is on 11 Social Media Trends for 2012. Here's the outline for my podcast - I would love your feedback and thoughts: Key trends How not

Building Your Sales Pipeline Is Not a One Step Process ? Score.

Score More Sales

For many years, the sales explanation industry has worked with and discussed a Funnel or a Pipeline model to explain how you need many more leads to eventually turn into prospects, and then ultimately a smaller subset

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].

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. 

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.

Jonathan Farrington's Blog ? Schhh! Can You Hear the Silence?

Jonathan Farrington

Yes, me too. Nobody  well hardly anybody  is talking about Sales 2.0? anymore, and yet less than twelve months ago, you couldn't hear yourself speak above the incredibly loud din that rose to a deafening crescendo

A Sales Manager’s Recipe: What is Cooking in 2012

Your Sales Management Guru

A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager.  The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also to simply change up the routine. Since my keynote program had been about creating a Menu for Your Life with many metaphors around cooking I  started thinking about what her sales management recipe should be, for about 30 minutes we discussed a variety of ideas. Acumen Management Group Ltd.

Your Prospect: He’s Just Not That Into You!

Smart Selling Tools

Earlier, last decade, a book was published that shook the dating world called, “He’s Just Not That Into You ” (Harper Collins). As described on Amazon.com, the book “educates otherwise smart women on how to tell when a guy just doesn’t like them enough, so they can stop wasting time making excuses for a dead-end relationship.”. John consistently winds up in dead-end relationships. What John Does.

How to Increase Sales Tips & Snippets #20 – No We or I as the Seller

Increase Sales

Once again in the quest of how to increase sales, I received another marketing effort that was not about me as the potential customer or client, but was rather all about “we” or “I” as the seller.  Maybe it is me, but such a message is a strong emotional turn-off. Sales Coaching Tip:  Sales Buying Rule #2 – People buy first on emotion; justified by logic.