Steven Rosen
JUNE 20, 2012
Most sales leaders would agree that effective sales coaching has a positive impact on a sales rep performance and sales. Last month, at a roundtable discussion at the Sales Excellence Canada Conference, I found that the sales leaders sitting at the table struggled to define the role of the front line sales manager. In my experience, the same holds true when it comes to clearly defining effective coaching.
The Sales Heretic
JUNE 19, 2012
Hannibal Lecter would have made a great salesperson. And by that, I don’t mean that he’d eat the competition for lunch. The cannibalistic psychiatrist in The Silence of the Lambs understood that people’s actions are a result of their motivation. And he was an expert at divining human motivation, as evidenced in a pivotal scene in [.].
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
MTD Sales Training
JUNE 21, 2012
Whether closing a direct sale or just setting appointments over the telephone , cold calling can be tough. In a cold call , you have but a precious few seconds to establish enough trust and rapport to get the prospect to allow the call to continue. In the first three seconds, the prospect forms a mental imagine of you, your surroundings and appearance.
The Pipeline
JUNE 20, 2012
What would you do to get a sale? Let’s frame the discussion, we are talking about a B2B sale, the client has options, the “other guy’s” product is very similar to yours (their shade of blue is two digits darker on the hexadecimal chart), and you are resolved not to win the business by discounting. This was the topic of a lively discussion among four B2B reps I was recently facilitating.
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.
Sales and Marketing Management
JUNE 17, 2012
Issue Date: 2012-05-01. Author: SMM. Teaser: Mike Figliuolo is on a crusade to wipe away unproductive phrases and words that get in the way of being an authentic leader. Mike Figliuolo is on a crusade to wipe away unproductive phrases and words that get in the way of being an authentic leader.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
JUNE 20, 2012
You may have heard of the dreaded “Fear of Rejection,” or “Phone Phobia.” Those dreaded mental and psychological blocks that hamper and even destroy sales success. To have a fear or apprehension of rejection is actually a very natural human reaction. However, as a sales professional, you do not have the luxury of succumbing to this normal human emotion.
The Pipeline
JUNE 18, 2012
If you are in sales you know that risk, and the avoidance of risk is a great motivator for buyers. No surprise, as buyers are after all people, and 70% of people are risk averse, which means 70% of potential buyers you meet will take steps to avoid risk. Good odds, which s why most people leverage risk in their selling. While this is a good thing, it can be even better if sellers took time to examine and leverage two specific risks they currently overlook.
Score More Sales
JUNE 18, 2012
How many times have you told someone something and later they asked you about the very thing you already explained? What happens when this is a prospective customer? Are they listening? Customers and potential buyers of your products and services are so multi-tasked now that they very well may be looking you in the eyes and listening – only to forget later what it was you said.
Jeffrey Gitomer
JUNE 16, 2012
Tweet Are you trying to figure out some manipulative way of closing the sale or asking for the sale? Or worse, are you wondering when the best time to close is? Hers’s another question for you – Is it more powerful for you to ask for the sale or for the customer to ask, “When can we get started?” There are 9.5 key areas where value can be perceived.
Advertisement
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.
MTD Sales Training
JUNE 19, 2012
I still get numerous questions regarding what to say, or how to transition from the sales presentation to the sales close. Questions on WHEN to begin to close as well as exactly HOW to start the closing process still inundate my inbox. Of course, I believe that there is NO transition, and in fact, the entire sales interaction is one continuous closing effort; seamlessly moving from one stage of the sales process to another.
The Pipeline
JUNE 22, 2012
The opportunity for sales people to improve their craft these days are tremendous, not only do you have the traditional sources, but between blogs, webinars, You Tube , and more. Any sales professional who wants to improve their output only needs to set course and make it happen. Many set off to improve their skills, but not all succeed, and key reason is they fail to fully execute.
Understanding the Sales Force
JUNE 21, 2012
Understanding the Sales Force by Dave Kurlan The obvious answer is to make sure they fill the pipeline when it begins to empty or is getting close to being empty, right? Wrong. If the pipeline is nearly empty today, your salespeople are feeling scared, stressed, discouraged and demotivated. If awful is how your salespeople feel then do you really believe that NOW is the ideal time to get them prospecting?
Score More Sales
JUNE 22, 2012
Recently I wrote about how many of us (sales pros, business owners, and others in selling) tend to slide during the summer months for about three reasons – but mainly because we all tend to set lower expectations assuming it is a bad time to reach so many who may be taking a day off here or there. You can see that post here and my S.P.I.C.E. formula for success during this time.
Advertisement
In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Sales and Marketing Management
JUNE 21, 2012
Issue Date: 2012-05-01. Author: SMM. Teaser: It takes time to develop relationships that lead to sales using social media tools, but a large percentage of marketers who take the time to make the effort find great results. It takes time to develop relationships that lead to sales using social media tools, but a large percentage of marketers who take the time to make the effort find great results.
Anthony Cole Training
JUNE 20, 2012
I was traveling south on Montgomery Road today and NOT thinking about sales, sales management or coaching sales. Until I came to the corner of Montgomery and Kemper. This is a very busy intersection. I am in the middle of 5 lanes: 2 left turn lanes, 1 right turn lane and 2 go straight lanes. On the corner where you would turn right there is a man and 2 young people.
The Sales Hunter
JUNE 16, 2012
How many times have you spent too much time with what you thought was a great prospect, only have them wind up being a suspect? If you can’t tell the difference, there is no way you will ever achieve any level of success in sales. The sooner you can validate the intentions of the person with whom you are talking, the sooner you’ll be using your time efficiently.
No More Cold Calling
JUNE 21, 2012
Up your hitting average through referrals, and up your sales game for a winning season. Batter up! Baseball season is in full swing here in the United States. It’s time to get your sales prospects on base. Baseball is a long season with 162 games per team over approximately 30 weeks. It’s probably the only sport where you can be 30 percent successful and still be considered a star with a multimillion-dollar contract.
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.
Jeffrey Gitomer
JUNE 20, 2012
Tweet REALITY : Too many of your emails are never opened. Too many of your emails never get responses. Too few opens and responses means your personal brand is weak. You can allow these realities to hold you and your sales back, or you can do something about it! RESOLVE: Start sending emails that rock, instead of emails that suck (like the ones you’ve been sending)!
Anthony Cole Training
JUNE 18, 2012
Again, I will reference a fine book by Gary Mack - Mind Gym - to help sales managers understand how to better coach sales people to higher levels of personal and professional sales success. The quote on page 104 is from the late great coach, John Wooden. John Wooden knew something about getting the best out of people and achieving high levels of success.
The Sales Hunter
JUNE 20, 2012
More and more email is being viewed on smart phones, and that means people are typically spending less time deciding if they want to even open the email. The criteria for opening the email, of course, starts with who it is from. What is most important right after that? The subject line and whatever part of the body of the email will appear on their phone screen.
No More Cold Calling
JUNE 20, 2012
Helping Sales Professionals Succeed in the New Economy. It’s summer blockbuster season. But this year, the biggest collection of stars is assembled right on your desktop starting Monday, June 25. If you’re a sales professional who believes that to become the best should never stop learning from the best, don’t miss this unprecedented event. The Sales Mastery Summit features 16 of the nation’s top sales training and motivation experts—and I’m honored to be included in that mix.
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.
Increase Sales
JUNE 21, 2012
Business leadership is very much like golf having both the long game and the short game. Forward thinking leaders by that very designation have a vision of where they wish to be and the results along the way to ensure they will secure that vision. Credit www.sxc.hu. These individuals also play an excellent short game where ongoing execution is flawless or almost flawless.
Sales and Marketing Management
JUNE 21, 2012
Issue Date: 2012-05-01. Author: SMM. Teaser: Small and medium-sized businesses have more opportunities than ever to market themselves online and promote growth, but the numbers suggest that it just isn't happening. Small and medium-sized businesses have more opportunities than ever to market themselves online and promote growth, but the numbers suggest that it just isn't happening.
The Sales Hunter
JUNE 19, 2012
The most popular sales prospecting strategy used by salespeople is what I refer to as spraying and praying. Simply put, it’s where the salesperson merely makes a bunch of calls that all wind up in voicemail — or sends out a ton of emails. In both cases, the salesperson then sits back and waits for the phone to ring and orders to come in.
HeavyHitter Sales
JUNE 19, 2012
During the first four years of your life, 90 percent of your brain’s growth and development occurred. Your mind evolved as it interacted with the world around you and recorded strange and exciting new experiences. Now, it has been accumulating these experiences for decades. I’ve written extensively about how the successful salesperson’s mind thinks and processes language in my recent books Heavy Hitter Sales Psychology and Heavy Hitter Sales Linguistics.
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?
Increase Sales
JUNE 19, 2012
From large to small business, the ability to earn the sales sometimes boils down to this one sales leadership talent: Attention to Detail. Many of us are all too familiar with the old expression: The Devil Is In the Details. For without crossing those “t’s” and dotting those “i’s,” signed proposals to contracts to purchase orders will just not happen.
Sales and Marketing Management
JUNE 16, 2012
Issue Date: 2012-06-15. Author: Deborah Hanamura. Teaser: More and more companies are looking to conduct business in foreign markets. But you can shoot yourself in the foot with bad strategy and tactical errors almost before you're up and running. Here are three quick lessons for companies looking to expand overseas. More and more companies are looking to conduct business in foreign markets.
The Sales Hunter
JUNE 22, 2012
Think about this for a moment. Salespeople are quick to say how customers are cheap and they don’t want to spend any money. Fine, they can say what they want, but I’ll counter the argument about customers being cheap. I contend that typically it all comes back to the salesperson being cheap. It starts with the salesperson thinking about who would make a good customer.
Expert insights. Personalized for you.
305 
Let's personalize your content