Sat.Mar 10, 2012 - Fri.Mar 16, 2012

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How many leads are enough?

Smart Selling Tools

I am a genuine, bon-a-fide, card-carrying numbers freak. Not a statistician, but certainly a fanatic bordering on the extreme when it comes to breaking things down to the lowest possible level, or searching for the most common denominator. The word ‘denominator’ literally means the number of parts that comprise the whole, and the whole, certainly means the big picture. In order to effectively visualize the big picture, that means I have to do the math. And yet, not true. Let’s break it down into the key elements, beginning with quantity. Here we go, calculators poised. The answer? Conclusion.

In Sales Questioning Techniques Seek Clarity First

Increase Sales

When sales people think of sales questioning techniques, some may return to SPIN selling or their own favorite fact finding questions. Regardless of the format, the purpose I believe sometime is lost and that is one of clarity. This is very similar to the expression “One cannot see the forest for the trees.” ” Clarity is defined as the state of being clear.  Seek Clarity First.

Sales person to sales manager transition – A STC Classic

Sales Training Connection

A Sales Training Connection Classic. Sales people often are promoted into sales manager positions – primarily based on their sales success. While congratulations certainly are in order, success in these situations raises some unique challenges. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager. Understanding both is important. 

New Web Tool Generates Impressive Diagrams for PowerPoint

Fill the Funnel

We can all use some help with our presentations and PowerPoint slides. One of the presentation guru’s that I follow closely is Nancy Duarte. She has launched an innovative new service that provides over 4,000 top-quality, jaw-dropping diagrams specifically for use in PowerPoint. Find the perfect diagram and download the PowerPoint-ready file for just $0.99.” Choose. All Rights Reserved.

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Are Your Sellers Ready to Sell?

A quick read on how video technology can help your sales team realize its full potential.

More Trending

Sales vs. Marketing: Can’t They Play Nice?

The Sales Hunter

If you’re in Sales, you’ve learned to hate Marketing. If you’re in Marketing, you’ve learned to hate Sales. If you’re in management, you’ve learned to hate them both! It seems as if there are a number of arguments they’ve had with each other. The single biggest reason is because the two sides really don’t understand what the other side does. My background is Sales.

To Be A Top Sales Person, Just Follow The BASICS

MTD Sales Training

Everyone and anyone in the business of professional selling wants to know, “How can I become a top sales person in my industry?” Most sales people have a desire to be the best, and of course, that achievement requires working hard as well as smart. However, with all of the millions of tips out there,

The A in AIDA Marketing Is Attraction Not Annoyance

Increase Sales

The AIDA marketing concept or AIDA model begins with the idea of Attraction through positive Attention. However through social media to business to business networking, this A of attraction has morphed into the A of Annoyance. Each day sales starved businesses to sales people spew billions of emails into cyber space with the end result of annoying people.  ”   Now you even annoyed me more.

Staying Ahead of the Sale

Dave Stein's Blog

One of the many things I learned from years of flying my plane is the concept of “ staying ahead of the plane.” ” Picture this: It’s 11:00 at night, raining heavily, ceilings at 200 feet, wind gusting to 25 knots. You’re flying a single-engine Cessna into Martha’s Vineyard airport. You can’t see anything outside the airplane. An awful lot to do.

The Art of Social Selling -- Summarized by getAbstract

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

How to Look Like a Workaholic in a 40-Hour Workweek

The Productivity Pro

In a perfect world, we would be judged solely on our results, regardless of what others thought about how or when we got our work done. The good news is that this type of “results only” mentality is catching on. Some companies and managers are beginning to realize that there are better ways to manage performance than by counting hours at the office. Organizations are responding to the changing needs of workers everywhere by offering arrangements such as flex-time and telecommuting. The bad news is that, like it or not, corporate mentality is what it is. Ready to take a stand? Go the extra mile.

Why Salespeople Fail – Plus a Free Sales Health Check

Jonathan Farrington

When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: • Are they visiting/talking to enough clients/prospects? In other words are they pro-active and are their activity levels high? This really means – how strong are their selling skills? Hopefully you can say yes!

How Comfort in Scarcity May Be the New Sales Philosophy

Increase Sales

Credit www.sxc.hu. During a recent tele-seminar arranged by Lynn Hidy , I offered this observation that comfort in scarcity may be the new sales philosophy. This comment was a piggyback to Dan Waldschmidt’s observation that  “sales quotas are for losers.” ” Beliefs drive Actions generating Results. When sales people adopt the comfort in scarcity sales philosophy, they are submitting to a self limiting belief.  Since beliefs drive actions generating results, all of a sudden if I can just make the sales quotas or do the minimum because: The economy sucks. Moving forward.

The Sales Manager that Does It All…

Your Sales Management Guru

The Sales Manager that Does It All. First of all, the title of this blog is impossible and second of all, it wouldn’t be right. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve the ultimate objective.  Nothing can be further from the primary goal. First, the sales manager must recognize that it is their job to make the salespeople independent of them, not dependent on them.  How does this happen? Once this is clearly understood, the next elements fall into place.

Winning Consensus-Based Sales

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

Productive Travel: Tips for Business Travelers

The Productivity Pro

Too often, business travelers use their trips as opportunities to rest up for the next bit of work. However, it pays to shift your mindset. The savvy worker never wastes travel or hotel time. In this article, I’ll outline a few simple things that you can do to maximize your business productivity while you’re on the road. Plan Efficiently. Then put some thought into contingency planning.

How Setting Next Actions Consistently Help Buyers Buy From B2B Sellers

Score More Sales

We recently posted in our newsletter about 3 tips to close more deals. The third tip talked about setting next actions. Specifically, Determine and set a next action. Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Convey that to the prospect, with their agreement, so they understand what is going to happen next. Great comment and question.

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Stop the Discounting Madness. You’re Capable of Higher Profits by Mark Hunter “The Sales Hunter”

Increase Sales

The last several years have been difficult for the vast majority of businesses.  It seems as if every customer is demanding a lower price or at least some sort of special deal. As frequently as customers are asking for it, salespeople are giving it to them. Salespeople are quick to defend their need to discount with the belief that this is the only way they can close the sale.  Facebook: [link].

Are You Over Qualifying Prospects?

MTD Sales Training

I talk a lot about qualifying the buyer. You need to spend your time talking to and working with those prospects that CAN do business with you. So you do need to qualify potential buyers to your minimal levels and try to screen out those that may prove to be a waste of time. However,

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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.

Must Have iPad App for the Mobile Sales Rep

Fill the Funnel

“ Must Have ” iPad app for the mobile sales rep might seem a bit strong but not in this case. Powerpoint slide decks are a significant part of the daily selling activity of sales people worldwide. This is not the post to debate PowerPoint vs. Keynote etc. so for now just accept the fact that PowerPoint slides are a key component of every sales tool bag. Transitions did not work at all.

Sales Tools You Can Win That Will Grow Your Business – But Hurry!

Score More Sales

Want to become your sales manager’s new favorite rep? Time is almost up to enter the Smart Selling Tools Sales Software Sweepstakes. For entering, you can win one of three grand prize packages for your company -. Revenue Maximizer Prize. Deal Closer Prize. Opportunity Creator Prize. No purchase needed to enter, but the Sweepstakes ends on March 31st. We also like and trust many of the sales tools in the prize packages: Front Row Solutions, ePrize, Qvidian, DocuSign, OneSource, and IntroRocket. Hurry and enter , or mention it to your favorite sales or marketing department.

Southwestern Advantage: The 3 Controllables, Part Two–Demos

Southwestern Advantage

In this three-part series, we’re looking at the 3 Controllables of a Southwestern Advantage summer. In the first part, we looked at Hours, the first controllable. Today, let’s consider the second controllable: Demos. remember before my first summer with Southwestern Advantage , being trained by my student manager. Every week he would drill into me the importance of 30 demos.

The Essence of Effective Leadership

Jonathan Farrington

Last week, I led a leadership workshop for a group of senior executives, employed by one of the world’s largest airlines: During an open session on the second day, I was asked by one of the delegates - who was responsible for coaching the next wave of leaders - if I could encapsulate all of my advice in a few short paragraphs, what would I say? It is not possible to share my full response, but here is an extract … In your leadership, you can accelerate your effectiveness if you utilize basic tips such as the following: Stick to Subjects You Know. Stay on the track! Achievement.

Successful Selling

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

The Two Sales Activities That Must Dominate Your Time

The Sales Blog

The Two Sales Activities That Must Dominate Your Time is a post from: The Sales Blog | S. Anthony Iannarino. There are many demands made upon your time. Your company and your existing clients impose some of these demands. And then there are distractions that make demands on your attention like phone calls, emails, and more interesting and pleasant time wasters. It feels like work. But all these demands can distract you from the work that really produces results. There are two areas that must dominate your time in sales. Focus on Your High Value, Active Opportunities. But wait! There’s more!

8 Questions to Steer Your Marketing Priorities

B2B Lead Blog

Tweet You could be racing the finest Formula One car, but if you’re always steering in the wrong direction, even a horse and buggy will beat you to the finish line. So it is with marketing. Too many marketers think they can lead the pack by leveraging the hottest channels, software and platforms. But these tools, like race cars, are only effective when they’re steered in the right direction.

Do You Play to Win or Play Not to Lose?

The Sales Hunter

It’s Guest Post Monday and today we have Tim Mushey of Sell Lead Succeed exploring the statement “Do you play to win or play not to lose?” ” When I first heard this statement in respect to a professional hockey team’s play, I stopped in my tracks. On the surface, it seems like the same concept spun two different ways. Or is it? Playing to win exudes confidence.

Guest Article: Sales Secrets from Baja California, by Jeff Beals

Sales and Management Blog

Sales Secrets from Baja California. By Jeff Beals. To unearth the age-old secrets of sales and marketing, I journeyed 2,600 miles to Cabo San Lucas on the extreme southern tip of Baja California Sur. Actually, it was just a vacation. But during what was a carefree trip spent mostly on the beach and in margarita bars, I inadvertently received a Mexican marketing lesson and crystal-clear insight into what it really takes to be successful in selling services and promoting products. The unexpected lesson came at me from two different angles – from above and below. ” Not me. “Her?

Twelve Truths About Success

The Sales Blog

Twelve Truths About Success is a post from: The Sales Blog | S. Anthony Iannarino. The most successful people don’t face fewer obstacles than less successful people. They succeed in spite of the obstacles. The most successful people don’t face any less adversity than their less successful counterparts; they just believe deeply that they can overcome the adversity and act accordingly. Successful people don’t necessarily enjoy the unpleasant tasks that success requires any more than anyone else does. They just do them anyway. They are resourceful , and believe they can find a way. Sales 3.0

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10 CRM Trends to Watch

The 1to1 Media Blog

CRM is in the spotlight. According to a recent Gartner survey of CEOs, respondents rated CRM as a top priority in terms of avenues for growth, followed by e-commerce. Similarly, Gartner found that increasing customer acquisition, customer satisfaction, and revenue are the top three CRM goals for 2012. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Experience Customer Strategy Social Media crmtrends customerexperience customerselfservice mobilecustomerstrategy socialmedia

Introducing a Smart New Sales Site Called SalesProCentral

Score More Sales

We like things in selling that are smarter than us. The new portal / sales blog aggregator called SalesProCentral  is intriguing and interesting. disclosure: Score More Sales blog is one of a bunch of sales blogs you can find here, and that's our only connection to the site]. What you will find there is the ability to customize your view and the topics you are most interested in.  I asked Tony Karrer, PhD, and Founder of Aggregage – the  technology that makes all the magic happen here, to explain a bit more about what this new way of getting knowledge is all about. selling

3 Things You MUST Know About SUCCESSFUL Prospecting

The Sales Hunter

Let’s face it: Past growth does not guarantee future growth. If you want to succeed in sales, you must have a prospecting plan — and actually use it! wish I could say it was easier than this and that solid leads will just appear before you. However, I’ve yet to meet a successful salesperson who could attribute their success to such a gamble. Not all prospects are created equal.

The Difference in Management and Leadership (A Note to the Sales Leader)

The Sales Blog

The Difference in Management and Leadership (A Note to the Sales Leader) is a post from: The Sales Blog | S. Anthony Iannarino. There is a powerful paragraph in the introduction to one of my favorite books, Ender’s Game. The book, written by Orson Scott Card , is based upon an insight that he discovered while reading a three-volume history of the Civil War. That insight caused him to write the short, award-winning, science fiction classic, and it offers much for sales managers and sales leaders to consider when thinking about their results. It wasn’t the soldiers who changed. It was the leader.