HeavyHitter Sales
AUGUST 16, 2009
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?
Keith Rosen
AUGUST 30, 2009
Listen to the podcast here. In this podcast I did with eyesonsales.com, I share some more observations around my experiences in coaching salespeople and managers. The topics I cover in this podcast include: Building a deeper sense of ownership and accountability amongst your team. Motivating your sales team by tapping into their individuality. Relinquishing your role as chief problem solver.
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The ROI Guy
AUGUST 27, 2009
For most organizations, virtualization holds great promise for significant and immediate savings in the datacenter. However, most organizations reach a certain level of virtualization and then have their efforts stall. Research from IDC shows this is the case, with organizations having many VMs rating management as very important to further adoption.
The Brooks Group
AUGUST 26, 2009
Over 1 million people have viewed this video to date and it is a shame 1 billion people have not. I have always found it interesting that retail businesses have had the ability to establish price and for the most part that price is non-negotiable. Why is it that in B2B sales everything appears to have some level of negotiation? However, in our roles as consumers for items such as office supplies, food, gasoline and a host of other items; we seldom think twice about paying the listed price.
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Sales Gravy
AUGUST 25, 2009
Remember, your prospects have a need they are looking to you to help them fulfill, and the more they feel you understand their needs and can help them, the more likely it is they will do business with you. So, how do you build relevant rapport?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
HeavyHitter Sales
AUGUST 2, 2009
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?
Green Lead's B2B
AUGUST 3, 2009
The topic of Quality vs. Quantity in demand gen has been a constant debate. Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates.
The ROI Guy
AUGUST 20, 2009
In this challenging economy, 44% of organizations plan to reduce projects selectively based on potential / expected contribution to business value. As a solutions provider, you have to prove superior contribution to business value, or your project will be on the chopping block. Even though the economy is challenged, decision makers are not just interested in cutting costs.
The Brooks Group
AUGUST 21, 2009
Thank you to the people who responded to the question above. All great insights. Congratulations to the winner, Rick Thomas ! We will be sending you a copy of “How To Sell At Margins Higher Than Your Competitors,” by Bill Brooks & Larry Steinmetz. The image above is a very simple representation of the timeless sales truth that buyers – when they are able to see the true value of a product or service to themselves or their organization – will pay full price or fee (within reason, of course).
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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.
Sales Gravy
AUGUST 24, 2009
Before anyone purchases something of significant value these days, they scour the Internet for information about the product, the company, the competitors and yes, THE SALES PERSON. That's You! Don't believe it?
The Ultimate Sales Executive Resource
AUGUST 14, 2009
There are studies out there telling us that in the web 2.0 world up to 90 % of purchases today start with an internet search. This searches will end on someones landing page and can be interpreted as a lead generated by unaddressed attraction. As landing pages are usually owned by the marketing department of the respective organization, these leads can therefore be considered to be generated by marketing.
SalesGrail
AUGUST 27, 2009
You can learn and develop great sales negotiation skills. With a little sales training you can use specific sales skills to overcome objections more easily and create the trust that is so desperately needed during negotiations. How does one do this? One extremely effective sales technique – Empathy!… Empathy is not to be confused with [.].
HeavyHitter Sales
AUGUST 22, 2009
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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The ROI Guy
AUGUST 10, 2009
Many are looking for ways to make thier Interactive Marketing programs more successful and provide higher ROI. According to Gary Stein, VP of strategy for Ammo Marketing , in a ClickZ article: "If you want to be successful online, you must take advantage of the fact that you are marketing on a medium that people see as a tool, and they anticipate getting value out of……you must provide something worthwhile, because, simply, people want to use the Internet, not simply view it.
The Brooks Group
AUGUST 7, 2009
Here are 6 and a half mistakes I have seen salespeople make. We are all guilty of some of these. However, I hope that this list will serve as a reminder to help you from engaging in the following mistakes. 1. Never quote price to an unsold buyer. Far too many salespeople fall victim to the urge of quoting price prematurely. Until you have defined the prospect's or customer's issues and presented a solution that is on target, your price will be perceived as being too high because you have not est
Sales Gravy
AUGUST 21, 2009
What is a leader? Leaders are people who empower others to do seemingly impossible things, whether individually or as part of a group. They help people see issues and opportunities they would not normally see themselves.
Sales Gravy
AUGUST 21, 2009
Selling is about digging in and working with customers to help them see needs they didnt realize they had. Its about helping customers see how the solution for which they are looking can be found in what you are offering.
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 Gravy
AUGUST 19, 2009
THE PROBLEM Im sorry, Im out of my office. Would you please leave your name and number and Ill return your call as soon as I can. How many of us are still waiting for our reply?
Sales Gravy
AUGUST 19, 2009
Who wants to hear one more example of what they've been doing wrong? It's stressful for you and your customers when you focus only on the negative outcomes of what you're doing.
Sales Gravy
AUGUST 20, 2009
There's one type of customer that many salespeople lack on their target lists. Salespeople can work so hard at selling that they forget about creating this unique sales relationship. It's a proven method for accelerating career success.
Sales Gravy
AUGUST 19, 2009
How do you show your customers you appreciate them? Lunches are fine, but everyone does them. What else could you do that sets you apart that also builds rapport with your customers?
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?
Sales Gravy
AUGUST 17, 2009
Having difficulty making call objectives for a sales call is a sign youre in trouble. Your job is to bring value to your customers. Another greeting by a smiling face is not a source of value.
Sales Gravy
AUGUST 14, 2009
Enter with an open mind, ready to hear what your customer has to say about his business and job. Even though we know what we want to say in our selling message, we have to be flexible and respond to what our customers tell us.
Sales Gravy
AUGUST 13, 2009
When did the competition begin building a better sales organization than your company? Before you harvest their crop, consider these five myths when hiring your competitor's sales people.
Sales Gravy
AUGUST 13, 2009
Every company thinks they are in an industry that is so unique and has so many nuances that the hire must have industry background. This is a scary approach! If that's the feeling in the company, there is a much bigger issue that they face.
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Sales Gravy
AUGUST 11, 2009
Executives and sales managers often lament that while they can quickly tell us how much theyve spent on training their sellers in a given quarter or year, pointing to actual behavior changes and sales increases is not always as easy.
Sales Gravy
AUGUST 11, 2009
I was overly confident that all thinking people would make the same decisions as me. But, the truth is that people's experiences and values are the lenses through which they view life and it makes their perspective a distinction shared by none.
Sales Gravy
AUGUST 11, 2009
Sales can be a cruel teacher. But, if you present yourself as a business person who is there to serve and ask all the right questions you will learn what you need to do in order to earn the business for next time.
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