Anthony Cole Training
DECEMBER 10, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Pointclear
DECEMBER 16, 2010
Just for a moment, let’s revisit the GAO’s definition of best practices described in the introduction to the series: “Best practices are the processes, practices, and systems identified in public and private organizations that performed exceptionally well and are widely recognized as improving an organization's performance and efficiency in specific areas.
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Steven Rosen
DECEMBER 1, 2010
. . Happy holidays! Are you feeling like the “ Donald ” again? I know that it is very difficult to downsize your sales force. How do you think your remaining sales team will perform? Can you say with good conscious that your sales force is making a difference? You are selling “me-to” drugs with minimal points of difference. Product differentiation is not a source of competitive advantage.
HeavyHitter Sales
DECEMBER 27, 2010
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?
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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.
Fill the Funnel
DECEMBER 15, 2010
Know a small business owner? Then you know that time is one of their most precious resources. This list of Christmas gifts for a small business owner contains web tools that will go a long way in helping the owner gain some of that time back and help them grow their business. Everything falls on their shoulders – they are accountable for the sales effort, the marketing effort, customer support, technical support and more.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
DECEMBER 8, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Pointclear
DECEMBER 7, 2010
Results multiply when lead nurturing strategies multiply. Successfully engaging prospects depends on a mix of tactics to maintain positive awareness of your offering until it’s time to buy. The resources and methodologies needed to address these requirements include a smart mix of three core processes : Multi-touch : Frequency matters. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential.
BrainShark
DECEMBER 13, 2010
Last Friday, a team of SharkAngels, including our CEO Joe Gustafson, loaded up the sleighs and flew from Waltham to Hopkinton to support the Holiday Wish program at Project Just Because .
The ROI Guy
DECEMBER 9, 2010
Alinean Research of Fortune 500 Level of Engagement on Twitter, Facebook and LinkedIn. In the first of a series of research projects, seeking to understand the return on investment (ROI) of Social Media, the ROI experts at Alinean analyzed which of the Fortune 500, and which industries, were the most engaged with the community, and what factors led to this engagement popularity.
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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
DECEMBER 30, 2010
How did 2010 turn out for you? Did you earn as much as you had expected? Did you move your career forward as you had planned? There is a famous quote attributed to various individuals, so I will use Winston Churchill here: “Those who fail to learn from history are doomed to repeat it.” If your response to any of the questions in the first line were negative, what are you planning to change to get things going in the right direction in 2011?
Tom Hopkins
DECEMBER 10, 2010
Relating a story of someone else who was in a similar situation as the future client is always effective because the client will identify with that person. Tell the future client about someone who procrastinated and wished he/she hadn’t or conversely, someone who didn’t procrastinate and received tremendous benefit from making an immediate buying decision. [.
Anthony Cole Training
DECEMBER 28, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Pointclear
DECEMBER 14, 2010
Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look. The value of a lower cost-per-lead approach may have merit early in the funnel where inbound marketing and marketing automation can be helpful in moving large numbers of sales prospects to raise their hands and express interest.
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Your Sales Management Guru
DECEMBER 13, 2010
Zen and the Art of Snow Shoveling. What does that title have to do with Sales Management? After spending 20 years growing up in Wisconsin and another 30 years in Minneapolis, I finally connected the dots after waking up this morning in East TN and having to shovel my driveway! At 22 degrees, and enough snow to make my rather steep driveway a challenge to “get out of”, I put on the Volunteer stocking hat, gloves and began the process.
The Science and Art of Selling
DECEMBER 15, 2010
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Fill the Funnel
DECEMBER 27, 2010
iPad was a very popular gift this Christmas, and there are many of you in business that have already made the leap. Now that you have one, what are some of the most valued apps for business impact? Wondering if there really is a business use for iPad? Here is what Stephen Prentice, Gartner Fellow and Vice President recently told CEO’s : “It is not usually the role of the CEO to get directly involved in specific technology device decisions, but Apple’s iPad is an exception,” said
Tom Hopkins
DECEMBER 10, 2010
While the qualification process is critical in making an initial sale to clients, it’s not something you can do once and forget about it. In challenging times, you may need to continually re-qualify existing clients. When anything changes, think of them as if they’re new clients all over again. The key element is what they [.] No related posts.
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.
Sales Training Advice
DECEMBER 29, 2010
Salespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Just about the time it looks like they’re going to make a buying decision, they suddenly hold off. Yes, there are times when a buyer legitimately can’t make a decision. Many times, though, the delay is nothing more than a tactic on the part of the buyer to get a better deal.
Pointclear
DECEMBER 9, 2010
There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. After all, shouldn't more leads deliver more opportunities? In reality, just the opposite often turns out to be true.
Your Sales Management Guru
DECEMBER 20, 2010
Sales Management: How Does March Look? In magazine columns and other blog postings I have written about being a proactive strategic sales manager rather than a reactive, fire-drill crazy, un-organized sales manager. As we close down 2010 and your thoughts about January are nestled in your head, its March that you should be considering. If you have already built your first quarter sales training programs, have your management systems in place to analyze pipeline values and your recruiting plans a
The ROI Guy
DECEMBER 23, 2010
From our social media ROI studies, analyzing the investment, popularity, practices and results of social media marketing for the Fortune 500, and select small / medium companies, a key indicator to social media ROI success was level of engagement. Engagement, the ability to attract and dialogue with followers, advocates and readers, created a foundation to attract and dialogue new prospects, improve existing customer loyalty and provide a platform for collaborative innovation.
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?
Fill the Funnel
DECEMBER 14, 2010
Looking for a holiday gift for the sales person in your life. The following web tools are those that have proven the most popular and most productive for individual sales people using them on their own behalf. Tools that will make the sales day more productive and more rewarding. This means that “platform” tools for CRM or Marketing Automation are not considered.
Tom Hopkins
DECEMBER 10, 2010
Sales professionals handle challenges promptly. This includes returning calls as quickly as possible, researching the details of what caused the challenge and finding creative ideas for resolving them. No one wants to face an angry client. Yet delaying a response to their challenge will only create more challenges down the road. Dont’ feel that you [.
Keith Rosen
DECEMBER 9, 2010
“Is it acceptable to tell your boss what you really want and need from them?” Yes! If your manager has not yet come to you to establish certain boundaries, expectations around your position or relationship with them (especially as it relates to coaching) or approached you regarding a recurring problem that needs to be addressed, it is only in your best interest to be the one to take the initiative.
Pointclear
DECEMBER 2, 2010
We're pleased to have a new guest blogger with this post. James Obermayer is Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. He can be reached at JObermayer@salesleadmgmtassn.com. The coach gave his pep talk and the team was ready to take the track. One of the players hung back and was quiet.
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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.
The Science and Art of Selling
DECEMBER 29, 2010
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BrainShark
DECEMBER 20, 2010
Brainshark is proud to announce the third Annual Sharkie Awards recognizing individuals and organizations who have demonstrated excellence in their business communications using Brainshark.
Fill the Funnel
DECEMBER 31, 2010
A new year can be both the best of times and the worst of times. For anyone that has ever carried a sales quota, the beginning of the year always comes packing significant relief and pressure. Relief that the last year has closed, either with goals achieved, recognition and compensation reflective of your accomplishments. Or, with results short of quota and the consequences that come with that.
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