The Pipeline

JULY 16, 2012

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. We all know that referrals are a highly effective way to grow your leads and prospect base, (yes, there is more than cold calling, and more than referrals), but at times reps and sales organizations place unnecessary limitations on their ability to fully leverage referrals.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

The Sales Heretic

JULY 26, 2012

As someone who makes my living speaking and training on sales, I am, of course, a member of the National Speakers Association. Which means that last week I was in Indianapolis for the 2012 NSA Annual Convention. More than a thousand of the world’s best professional speakers gathered for four days to learn from each other. [.].

Course 316

Course Training Sales Twitter 316

Bernadette McClelland

JULY 23, 2012

'From Back Rooms to Board Rooms. It doesn’t matter if you are presenting to a group of IT gurus sitting in their back rooms surrounded by the sound of humming hard drives or whether you are with the executives in the lofty penthouse boardroom – your ability to speak in public is crucial to your marketing and sales success. Get clear on the context of your presentation, pitch or proposal.

Campaigns 301

Campaigns Proposal Conversion B2B 301

MTD Sales Training

JULY 10, 2012

Cancelled appointments and no-shows will cost you a ton of money. You invest a great deal of time prospecting and locating the decision maker (DM). Then you went through all sort of pain getting past a tough gatekeeper screen just to reach the DM. and set the appointment. Then you could you have travel time, gas and a host of other less tangible expenses.

Cancellation 297

Cancellation Gatekeeper Decision Maker Travel 297

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Sales Cycle

Steven Rosen

JULY 28, 2012

Sales Summer School is the biggest most comprehensive Sales and Sales Management training event of 2012! Attention Sales Managers! Admit it, summer is the slowest sales time of the year your sales reps are and customers are on vacation. Sales Summer School was created to take advantage of this lull by providing an opportunity for sales professionals to refresh and update their skills and knowledge. 30+ CLASSES / 16 INSTRUCTORS / 30 DAYS!

Sales Management 283

Sales Management Training Referrals Course 283

The Pipeline

JULY 27, 2012

Two heated discussions this week put focus on an interesting question for sales organizations; based on where you land the issue, and where you are in the sales organization, the topics could have profound implications. . First was a rep trying to answer a simple question, “why do people buy from your company?” His response was “me, they buy because of me”.

Hiring 300

Hiring Commission Follow-up Survey 300

The Sales Heretic

JULY 13, 2012

Too many salespeople, professionals and business owners labor under the belief that customers are only looking for the cheapest possible price on everything. As a result, they undervalue what they sell, discount when they shouldn’t, and needlessly throw away profits. The fact is, however, price is not the only thing that matters to buyers. I’m not [.].

Discount 280

Discount Buyer Customer Prospecting 280

Bernadette McClelland

JULY 8, 2012

'If you can’t measure it, you can’t manage it. If you can’t measure it, you can’t manage it. How would it be if a pilot flying the next plane you boarded had no dials or instruments. People in general resist any form of measurement and so do salespeople. Especially when they feel it is a ‘checking up on me’ strategy.

Face-to-face 278

Face-to-face Banking Motivation B2B 278

MTD Sales Training

JULY 31, 2012

Well, we all know the old sales person’s mantra, “Never take NO for an answer!” Indeed, some sales people try to live by this greed. However, in attempting to live up to such a rigid and unrealistic standard, sales people often cross the line. The line I am referring to is the one where you go from being a professional, confident sales person, who passionately believes in his or her products, to an annoying, selfish, obnoxious peddler, trying to extort money.

Objections 288

Objections Motivation Course Up-Sell 288

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Sales

No More Cold Calling

JULY 19, 2012

Technology may power sales research, but people power the close. Nothing has really changed in the sales world, although many pundits rant about the “new normal,” “new realities,” Buyer 2.0, Web 2.0, Web 3.0…. They talk about the “informed buyer.” Is the so-called Buyer 2.0 more informed? Of course you are. We are all consumers; whether we want to buy a book, child’s toy, shoes, shampoo, or a computer, we have easy and immediate access to what others say about the product—did it fit the descript

Buyer 267

Buyer Social Media Media Vendor 267

Understanding the Sales Force

JULY 30, 2012

Understanding the Sales Force by Dave Kurlan Yesterday, we were in a small seaside village and in a nautical gift shop, I read this sailing quote: "The pessimist complains about the wind. The optimist expects it to change. The realist adjusts the sails.". Translated for selling: "The pessimist complains about the prospect. The optimist expects him to buy.

Decision Maker 253

Decision Maker Proposal Sales Cycle Exact 253

The Pipeline

JULY 11, 2012

Sales like all professions, has their cultural symbols and icons, universal, recognized by all in sales even though we may sell different products or solutions. One of the most recognizable is the Funnel; symbolizing a number of key elements of the sales process and experience, representing the flow of opportunities. The wide open end at the top, and as we apply the sales process, disqualify the also-rans, it then narrows, till a fewer number of customers are produced at the end of the process

Top of Funnel 293

Top of Funnel Funnel Forecasting Pipeline 293

Sales and Marketing Management

JULY 8, 2012

Issue Date: 2012-07-09. Author: Philip Lund. Teaser: Confucius taught the future business administrators of China’s emperors and ruling elite. As I read his sayings, I realized I was in fact reading a business book. Topics were recognizably modern business topics and certain individuals in his text consistently spoke in particular ways and on particular themes.

Sales 246

Sales 246

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Data

The Sales Heretic

JULY 5, 2012

If your sales aren’t what you wish they were, odds are you’re wasting too much time and energy on the wrong prospects. Who exactly are the wrong prospects? And how can you make sure you’re not wasting your sales efforts on them? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this [.].

Prospecting 237

Prospecting Strategy Energy Exact 237

MTD Sales Training

JULY 18, 2012

If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. The fact is that today’s modern gatekeeper (GK) is an educated, highly trained, sophisticated and sales savvy professional, who often has power and authority.

Gatekeeper 288

Gatekeeper Cold Calling Face-to-face Decision Maker 288

No More Cold Calling

JULY 12, 2012

Bury “ABC.” Better in sales to “always be asking” (ABA). No more acronyms, please. For example, “ABC:” always be closing. I dislike that phrase. It’s pushy, salesy, and off the mark. Yet, this phrase is used time and time again. (It’s a part of the American sales DNA, as immortalized by Alec Baldwin in Glengarry Glen Ross. It’s profane, brutal, and demeaning.

Closing 254

Closing Referrals Video Sales 254

Understanding the Sales Force

JULY 30, 2012

Understanding the Sales Force by Dave Kurlan Yesterday, we were in a small seaside village and in a nautical gift shop, I read this sailing quote: "The pessimist complains about the wind. The optimist expects it to change. The realist adjusts the sails.". Translated for selling: "The pessimist complains about the prospect. The optimist expects him to buy.

Decision Maker 245

Decision Maker Proposal Sales Cycle Exact 245

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.

Retail

The Pipeline

JULY 18, 2012

Summer is a great time of year, despite the fact that I love living in Canada, I much prefer summer to winter, I don’t get the fuss over global warming, a little snow in December to help the retail trade, then I am ready for a heat wave in January. There are all kinds of activities that make summer great, one being camping. But it seems many sales people, whether they live in the north or a more temperate climate, like to camp out year round.

Account 288

Account Decision Maker Face-to-face Retail 288

Sales and Marketing Management

JULY 28, 2012

Issue Date: 2012-07-01. Author: Chris Lytle. Teaser: In this excerpt from his book "The Accidental Salesperson," Chris Lytle explains how he tagged along with his wife on a tour of the Waterford Crystal factory in Ireland and took home a seminar's worth of sale insights. In this excerpt from his book "The Accidental Salesperson," Chris Lytle explains how he tagged along with his wife on a tour of the Waterford Crystal factory in Ireland and took home a seminar's worth

Sales 220

Sales 220

Score More Sales

JULY 31, 2012

Last week we talked about how a focus on improving your speaking can grow your sales revenues – the same, if not more holds true with being an effective listener. Listening – and really hearing – what buyers are looking to do, what problems they are trying to solve, and what the pulse of the market is – it’s critical for success.

Scale 210

Scale Retail Social Media Intent 210

MTD Sales Training

JULY 13, 2012

Often the value and significance of the incoming call is overlooked. Sales and customer service people often take such calls for granted, believing that the caller MUST have an interest since they called in. However, you have to remember that an incoming cold call is STILL a cold call , requiring, tact, care and precision. #1: A Clear and Simple Greeting.

Majestic 284

Majestic Cold Calling Up-Sell Closing 284

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?

Marketing

No More Cold Calling

JULY 26, 2012

How you engage your customers (and team) directly impacts your business-plan implementation. Say it wrong, kiss the deal goodbye. Do feelings really matter in sales? It sounds a little touchy-feely to me. Dan is the most edgy guy I know. There’s a saying in sales that people buy with emotion and justify with fact. Let Dan show you how: It is pretty common knowledge that people interpret what you say paying little attention to the actual words that you use.

Strategy 217

Strategy Examples Conversion Customer 217

Understanding the Sales Force

JULY 26, 2012

Understanding the Sales Force by Dave Kurlan One of my clients owns a Mexican company that provides phone, video conferencing and surveillance equipment to integrators and end-users. During the height of the violence in Mexico, Arturo was kidnapped and held, bound and gagged, at gun point. He was released - one of the few, fortunate survivors - but the emotional scars ran deep.

Follow-up 243

Follow-up Face-to-face Sales Cycle Up-Sell 243

The Pipeline

JULY 23, 2012

Selling is an exercise in persuasion, I know no one wants to be sold, they want to buy, but even in creating that “buying environment”, we are persuading. And if you are part of that minority that is willing and capable of engaging and selling to the group sellers describe as status quo, usually the least willing to engage with sellers, after all “they are all set”; then there is no question that you are persuading.

Buyer 282

Buyer Face-to-face Exercises Objections 282

Sales and Marketing Management

JULY 10, 2012

Issue Date: 2012-07-01. Author: Paul Nolan, SMM Editor. Teaser: Bill Catlette and Richard Hadden emerged on the employee engagement scene in 1998 as the “cow guys” after the publication of their book, “Contented Cows Give Better Milk: The Plain Truth About Employee Relations and Your Bottom Line.” Fourteen years later, they’re still crusading for building better workplaces.

Relationals 220

Relationals Company 220

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Account Based Marketing

Score More Sales

JULY 6, 2012

If there is one thing true it is this – no one likes to deal with personal rejection. Those of us who are or have been professional, long time sales representatives, business development managers, and sales evangelists have typically learned the secret to success: You don’t take rejection personally. Even athletes miss some balls – sometimes lots of balls – or they miss the net and the game is lost.

How To 208

How To Sports B2B Study 208

MTD Sales Training

JULY 19, 2012

A sluggish economy gives prospects a ton of objections and reasons to stall. Unfortunately, many sales people still have a difficultly time overcoming these, “econojections.” The main reason sales people have such problems with econojections is that they are not objections at all. The state of the economy, be it local, national or global, is a condition , hence the term “economic conditions.

Objections 282

Objections Benefit Exact Closing 282

No More Cold Calling

JULY 31, 2012

A special introducti on to Jonathan Farrington & Associates: leading-edge sales team development is here. My brilliant colleague, Jonathan Farrington, chimes in on the power of referral selling. He’s resides thousands of miles from me—in London and Paris, but a continent and an ocean cannot deny the truth: referrals rock and cold calls…don’t.

Referrals 209

Referrals Cold Calling Sales Qualified Lead Government 209