Sales 2.0
OCTOBER 14, 2012
Here’s another case where sales people need to take a concept further than their marketing colleagues (last time as we going on about using Sales 2.0 tools in general). This post is about knowing about your prospect. Marketing types have actually formalized a methodology around knowing your prospect and call it “persona marketing”. This methodology stemmed from thinking about how to develop websites.
SBI Growth
OCTOBER 19, 2012
Over the last few months, marketers have witnessed one of the biggest changes to LinkedIn’s professional social network since its inception. The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. LinkedIn currently at 175 million members continues to grow by 170,000 profiles a day.
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MTD Sales Training
OCTOBER 18, 2012
Question 1: A sales person closed 25 sales for the month when the average is only 20 sales per month. Did that sales person have a good month? Question 2: One sales person closed 20 contracts for the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 19, 2012
Guest Post – Megan Totka. Most businesses, whether they are small, large, brand new or established, are turning to more high tech sales tactics to gain and retain customers. This of course is an important part of marketing and sales. High tech sales tactics have become important over the past couple of years because so many people have moved such basic parts of their consumer life online.
Advertiser: ZoomInfo
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.
Steven Rosen
OCTOBER 17, 2012
The road to success for a sales manager is paved with potholes. You may be in a new senior role or have just become a new sales manager. In a fantasy world, we are all set up, trained, supported and developed. In the real world, we are rarely ready or prepared to walk into our next position. What can you do to ensure you are successful in any role? How do you become the “go to person?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
OCTOBER 17, 2012
Running an effective business means making sure all the processes are running smoothly. Sales and profits must be made. Sales software solutions are one option many businesses turn to in order to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 15, 2012
Today I have a bunch of things to do, so we’ll make things short, sweet and to the point, I need to prioritize and maximize my time. Coincidentally, the point of the post is about improving the results of your prioritization process, extending the return on effort. We have all heard the expression “practice makes perfect”, there is no debate that doing something repeatedly, will help you do it better if not perfect.
Jeffrey Gitomer
OCTOBER 18, 2012
Tweet. The following affirmations should be read at least once a month. Post them on a wall in plain sight. Use them as desktop wallpaper on your computer. And record them in your own voice to playback often on your iPod or MP3 player. I am a leader. I’m not afraid to decide. When anything goes wrong, I face reality, and decide what’s best for everyone, not just myself.
SBI Growth
OCTOBER 19, 2012
Over the last few months, marketers have witnessed one of the biggest changes to LinkedIn’s professional social network since its inception. The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. LinkedIn currently at 175 million members continues to grow by 170,000 profiles a day.
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MTD Sales Training
OCTOBER 16, 2012
There have been numerous analogies to the fictional detective, Columbo and the profession of sales. The great sleuth, masterfully portrayed on American television by Peter Falk, had such an. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 17, 2012
Every morning the financial pundits stick their finger in the air, and tell us how things are looking in Europe, and the Greek crisis, then they parade a series of talking heads to support the daily view. Things look good, markets rally; things look bad, markets tank. Many sales people start their day watching these pundits on say CNBC, or on their favourite app, but fail to take away the clear and real lesson that could help them sell better and more.
Sales and Marketing Management
OCTOBER 18, 2012
Issue Date: 2012-10-19. Author: Roberty Murray. Teaser: This is the coolest sales and leadership strategy ever invented! It is completely revolutionary. It is rarely practiced. B2B marketers and sales leaders can use this to get people to follow you almost anywhere, and to get people to buy almost anything. This is the coolest sales and leadership strategy ever invented!
SBI Growth
OCTOBER 18, 2012
In the trenches every day, sales reps deal with a lot of pressure. It can be self-generated, come from your company or the marketplace. When that pressure mounts, you might decide it’s time to look for a new job. But look carefully before you leap. If the right performance conditions aren’t in place, you’ll be making a bad move. Today’s post will help you decide if that new opportunity is built for your future success.
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Jeffrey Gitomer
OCTOBER 15, 2012
Tweet TRUST – You cannot buy it at any price, but slowly over time you can build it for free. For years I have employed this sales law: If they like you, and they believe you, and they have confidence in you, and they trust you – then they may buy from you. Customers buy because they trust you. In my brand new webinar, Win Trust & Make Sales for Life , you’ll learn: 14.5 Definitions of Trust.
Score More Sales
OCTOBER 19, 2012
LinkedIn is the darling of the B2B selling world right now, for a number of reasons. As a seller and someone who trains and coaching sellers, I’ve always liked LinkedIn and was an early adopter. In fact, this month marks my 9th year as a LinkedIn member – October, 2003. At that time I had built up a network of amazing people at a Boston startup technology / financial services company where I created a corporate university.
Sales and Marketing Management
OCTOBER 14, 2012
Marketers spend around $20 billion each year on Web and CRM analytics. That’s a lot of cash. Marketers know analytics ranging from website abandon rates and CTR, to conversion rates and even repeat visitors. But when the phone rings there is a fairly large black hole, void of rich analytics data. This is what call analytics providers seek to provide.
SBI Growth
OCTOBER 13, 2012
Staring out the airplane window at the dark, I kept thinking about my conversation with the SVP of Sales. “Our offering is complex,” he’d said. “We have to educate customers so they understand our value prop. I need aggressive reps who aren’t afraid to control the conversation.”. Fair enough, I thought to myself. Aggressive can be good. “So how do your customers typically make a buying decision?
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.
Pointclear
OCTOBER 16, 2012
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. "So what do you want from your salespeople?” I asked the marketing manager. Little did I know that she would launch into a stream-of-consciousness, pre-Christmas/New Year’s/birthday gift list that she had apparently been holding back to regurgitate at just the right moment.
The Sales Hunter
OCTOBER 17, 2012
Why do customers ask for a discounts or a better deal? It’s simple. The reason they ask is because typically they get it. This blows me away and this is why it’s now time for us to frame this question as something similar to the old question, “What came first, the chicken or the egg?” Customers aren’t stupid, but I hate to admit I think in the sales profession there are a lot of stupid salespeople.
Understanding the Sales Force
OCTOBER 16, 2012
Understanding the Sales Force by Dave Kurlan I've hit on this topic several times before when I ranted about: US Airways. United Airlines. Delta Airlines (Frank wrote this one). National Car Rental. National Car Rental a second time. There were more. Today, Verizon Wireless gets the brunt of my wrath! I'm a planner - I make sure every detail has been taken care of in advance because I hate surprises.
SBI Growth
OCTOBER 17, 2012
You need to improve your ability to accurately forecast so the VP of Sales can make the number. One way is to control the top of the sales funnel. The top of the funnel starts online where your buyers are. In a study released by eMarketer, “US online ad spending will post growth well above 20% this year to reach nearly $40 billion.” In fact, this year is the first time ever that online media spending will surpass that of traditional print stalwarts: newspapers and magazines.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Anthony Cole Training
OCTOBER 18, 2012
For years we - Anthony Cole Training Group - have taught and instructed our clients about sales and selling. One of the things that makes us just a little different is that we start our engagement with a new client talking, discussing and sharing the pyscholgy and dynamics of the buying and selling engagement. What makes it so hard to qualify or disqualify a new prospect?
The Sales Hunter
OCTOBER 19, 2012
Too many salespeople allow their competitors to define their price. To put it more harshly, too many salespeople allow themselves to believe they need to lower their price due to what a competitor is charging. It’s far too easy for a salesperson to think that what a competitor is offering is identical to what they’re selling. Therefore, if they want to do any business, they need to offer a price that is minimally no higher than the competition and better yet, less.
Score More Sales
OCTOBER 15, 2012
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SBI Growth
OCTOBER 14, 2012
You missed the number. As the SVP of sales, you need to figure out why fast. The first thing to do is properly define the bottleneck in your process. Sales leaders have a tendency to blame comp plans, talent, or lack of training. The bottleneck can easily be misdiagnosed. As a Sales leader you may be too close to the problem. You are also concerned that addressing the bottleneck will negatively disrupt the revenue stream.
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?
Anthony Cole Training
OCTOBER 15, 2012
I just returned from a sales development program. Over a 2.5 day period, I delivered, taught and coached the participants on the importance of understanding the psychology of the sales process, the importance of having structure in the sales process, more effective ways to engage prospects in conversations, how to more effectively prioritize their time so that they completed their prospecting activity and how to execute a more effective selling approach.
The Sales Hunter
OCTOBER 18, 2012
It seems strange but every year we have to keep in mind that November and December are not normal months when it comes to making sales calls. Depending on the industry you’re selling to, things can change — but no matter what, these two months have holidays and, for many people, vacations scheduled. Set your own calendar up to where you have all of your major sales calls that you need to make to ensure you close the year properly completed by Dec. 7.
Score More Sales
OCTOBER 16, 2012
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