Sat.Mar 03, 2012 - Fri.Mar 09, 2012

Trending Sources

Your Attitude Is Showing–Is It Killing Your Sales?

Sales and Management Blog

Whether we like it or not, whether we want it to happen or not, whether we believe it or not, our attitude toward our job, our attitude toward our product or service, and especially our attitude toward our prospects and clients is telegraphed to our prospects and clients through our voice, our body language, and the words we choose. And, again, whether we like it or not , our attitude has a direct and often disproportionate bearing on whether or not we close the sale. . Over the years I’ve had the privilege of working with thousands of sellers. I’ve seen all kinds of attitudes.

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Five Golden Rules for Boosting Sales Rep Productivity

Smart Selling Tools

Sales software tools can transform the means and methods by which a sales rep’s productivity is not only measured, but calibrated. However, sales leaders should not be quick to take hold of the misguided notion that tools alone will provide all the right answers. A paradigm shift in thinking, and a modification in behavior, must also be considered. The focal point of this article is not to examine or suggest possible changes that reps must make. If you want to ignite your sales rep productivity, and subsequently drive it right off the charts, consider these five golden rules. Take-aways.

The Rewiring of Institutions ? Value Creator (

Brian Vellmure

Corporation. Non-Profit. Community. Business. Cause. Platform. Government. The clearly defined borders that have traditionally enveloped the institutions above are blurring and we're trying to make sense of it all. The music

4 Powerful Reasons To Walk Away From The Price ONLY Prospect

MTD Sales Training

Invariably, as a professional sales person, you will run across that prospective customer who is only concerned with the price. I am talking about that buyer who can only see how much the product or service costs and nothing else, including quality, service, longevity, reputation, or even the value of YOU. This prospect usually leaves you with only two options: 1. Walk away. No Loyalty.

The Art of Social Selling -- Summarized by getAbstract

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

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Are Great Leaders Born or Made?

Jonathan Farrington

“ Some men are born great, some achieve greatness, and some have greatness thrust upon them.” Will of Stratford-Upon-Avon. You may have identified just a hint of frivolity? I thought that as it is Friday, I would expand on yesterday’s post: “ What Does It Take To Become A Really GREAT Sales Leader?” (if Some appear to have the gift of leadership, but are found to lack it when tested. Truman.

The 4 People in Your Sales Pipeline You Must Know

Score More Sales

In order to be most productive with the sales opportunities in your pipeline there are a number of people you need to know well. These people affect your chances of bringing deals to closure every day. Since a chain is only as strong as its weakest link, you may have 3 of these people covered, but that fourth one is going to do you in. Who are these people? Some are obvious. All are important.

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Psychometric Testing in the Sales Hiring Process

Dave Stein's Blog

Too often sales executives find that newly hired sales professionals do not possess the particular traits needed for the jobs they were hired to do. ES Research Group estimates that this happens 25-33 percent of the time, depending on the industry. First, understand what a psychometric test is and is not. A psychometric test is intended to be predictive. or the Objective Management Group.

3 Powerful Tips For Setting Appointments On the Telephone

MTD Sales Training

While setting appointments on the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available to the astute sales person. However, in most sales processes, cold or warm, you still have to make a call. Do Not Sell Your Product or Service.

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.

The Customer is King? – Well No, Not Always

Jonathan Farrington

I am really big on “customer care” and I have been for a very long time, as regular visitors here will know. Customers are the lifeblood of our business, and without them, we have no business. Sounds simple enough, so it really is quite amazing how many organizations haven’t got it. They could put you out of business. Sounds familiar? These people just want to be heard. General

Person to Person Is Back

No More Cold Calling

In an era powered by technology, connecting with the person still matters. Perhaps you remember Edward R. Murrow and the show, “ Person to Person ”. The Private Lives of Public People. Beginning in 1953, the Person to Person program developed out of “Edward R. Murrow’s belief that human beings are innately curious. That curiosity was intense regarding the private lives of public people, or visiting the extraordinary in the most ordinary environment—the home. On Person to Person , people conversed with Murrow, and, starting in the fall of 1959, with Charles Collingwood, as host. We create it.

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Victim or Victor – Friday’s Editorial

Increase Sales

Question: Victim or victor? Before you can determine where you are going, you need to assess where you are right now. The act of assessing allows us to establish benchmarks from which we can action. If you are interested in being a victor now or any time in the future and are tired of being a victim, maybe it is time to assess your life. This setting of a rate established a benchmark.

Leverage sales expertise – advice from Dr. Oz

Sales Training Connection

Sales management lessons from Dr. Oz. When I think of Dr. Oz – a kingpin of medical media – I don’t think of someone who provides advice on leadership. But in the current issue of Fortune , he does just that. In “the best advice I ever got” column, Dr. Oz talks about becoming chief resident at Columbia University and how he was mentored by Dr. Keith Reemtsra. But what about sales?

Successful Selling

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

Jonathan Farrington's Blog ? Let's Clear Up The Confusion Between.

Jonathan Farrington

The fundamental difference between selling and negotiation is that selling is a process to identify the fit between what the seller is offering and what the buyer is seeking. Negotiation is the process of agreeing the terms of the

Finally, A Sales Person’s CRM

A Sales Guy

It’s no secret that CRM’s are not for sales people. They were built for management. This has been the problem with CRM’s for years. Sales people have bitched about the difficulty of updating CRM’s and managements CRM input demands since the first CRM rolled out 30 years ago. CRM’s suck for inputting data. Nimble could have just as easily been called “ Integrate.”

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Three Core Needs Of Every Consultant

Direct Sales Classroom

Direct sales consultants come in a variety of shapes and size, creeds and colors, but there are three core needs that every direct seller needs when it comes to their leaders. In fact, these needs are so vital that if you don’t understand and meet these needs for your consultants, it’s very likely that they [.]. Direct Sales Leadership Lists Recruiting Success

Ignore the buyer … a costly sales mistake!

Sales Training Connection

Becky Quick one of the anchors on CNBC recently related a personal story in Fortune that not only rings true, but reminds me – and I suspect many other women – of one of the “deadly sins” of selling. When purchasing a new car she did extensive research, and only needed to test-drive before “plunking down her money”. But it turned out not to be that easy …. I’d say a definite yes.

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Jonathan Farrington's Blog ? The Value of Service & Those.

Jonathan Farrington

Looking around, it's easy to see how many companies have developed customer service strategies using the telephone. Take for example some of the fast food establishments who actively promote '0800' care lines, or the

Never Wing a Cold Call

Jill Konrath's Fresh Sales Strategies Blog

Today, Nancy Nardin of Smart Selling Tools shares her reaction to a fast-dialing cold caller who was "following up" with her after she'd visited his company's website. She also offers solid advice for what you can do to avoid being deleted or brushed off. __. I spend nearly all of my time sleuthing on the Internet for new and cool, sales productivity software tools. Determine what they do.

The Science and Art of Selling by Alen Mayer ? Blog Archive ? Are.

The Science and Art of Selling

From December 1st, 2011 until February 15, 2012 I've surveyed readers of my blog by asking only one question: Are Sales People Born or Made? Results will surprise you! From 263 people who participated in this survey

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Get Out of Town! 5 Tips for Lightening Your Workload So You Can Take a Vacation

The Productivity Pro

You work hard. You covet every day of vacation you’re entitled to. So why aren’t you using them? According to’s annual “ Vacation Depravation ” survey, nearly one-third of Americans do not always take their vacation days. In fact, Americans are likely to give back more than 421 million unused vacation days in 2005. . Best of all, you will never have to say no to a vacation again.

Four Beautiful Young Ladies + Four Bicycles + One Really Important Cause

Jonathan Farrington

At 00:30 am on Sunday June 10th, whilst most of us will be sleeping - although I can imagine more than a few of you will still be partying – four beautiful young ladies will be setting off on a 100 kilometer cycle ride around London. Mad or what? Actually, it’s “what” They are hoping to raise the modest sum of £1000 for a cause very close to my heart – Cancer Relief. We can fight back. We can also give our support to organizations like Marie Curie, who are providing such incredible support for cancer sufferers around the world. The beautiful young ladies?

Think You Present Well? Let’s Go to the Video.

The Sales Blog

Think You Present Well? Let’s Go to the Video. is a post from: The Sales Blog | S. Anthony Iannarino. When you speak or present , it feels like you are giving a lot of energy. You feel passionate and enthusiastic. You believe that your audience can feel your passion, that it’s palpable. But it only feels like you are passionate. You’re not giving anywhere near the energy that you think you are. In fact, what feels like professional and confident is completely flat. How do I know this? Over the last couple months, I have video recorded a number of my speeches. Yes, it is painful. Are you boring?

How Much Profit is Fair? (On Breakthrough Business Strategies Radio)

The Sales Heretic

Do you wonder whether you’re charging enough? Are you afraid you’re charging too much? Are you reluctant to raise your prices but quick to offer a discount? If so, you’re like most people. You want to charge a fair price for your products and services. But just how much profit is fair?! Listen to my appearance on [.]. Sales business CEO discount fair owner price professional profit

The Science and Art of Selling by Alen Mayer ? Blog Archive ? Daily.

The Science and Art of Selling

There are some things that you should try to emphasize when dealing with a pricing objection: Stress the value of ownership versus the cost of purchasing. Stress the value of the service versus the cost of the service

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What Does it Take to Become a Really GREAT Sales Leader?

Jonathan Farrington

Management, and particularly sales management, operates on and obtains its results from the staff that are managed. This clearly puts emphasis on the behavioral skills required to promote good human relations and helpful attitudes. These skills are developed mainly from: • An interest in individual needs and points of view. Readiness to direct time and thought to analyzing attitudes. • Judgment.

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Lead Nurturing: Build trust, win more deals by helping prospects – not selling them

B2B Lead Blog

Tweet Imagine this scenario: Boy meets girl. Boy asks girl out. On their first date, boy asks, “Will you marry me?” Girl says no. Boy promptly sends her phone number to the bottom of his list. Six months later, boy calls again. Want to marry me yet?” he asks. Girl rolls her eyes, hangs up and blocks his number. This is what lead nurturing is all about. Know whom you’re talking to. Tip #2. Tip #3.

Replicating Random.

Dan Waldschmidt

A lot of what we call business strategy is just only mimicry. Instead of working relentlessly to incubate our own success process, we spend a lot of time just copying the ideas we hear might have worked for someone else. And it just makes us ugly. The problem with replication is that each copy is a little less moving than the original version. Less impact. Less value. Less beauty. And not just the copy itself, but also the artist. You lose something as a leader when all you do is copy-and-paste your business strategy. Not replication. This isn’t the easiest thing to achieve either.

How Do You Know It’s Time to Fire a Salesperson?

The Sales Blog

How Do You Know It’s Time to Fire a Salesperson? is a post from: The Sales Blog | S. Anthony Iannarino. A few days ago I received a call from a journalist. She was writing a story about how one knows that it is time to fire a salesperson. I don’t believe she expected the answer that I gave her. I do believe that she will use a lot of what I gave her in the magazine article she is writing. Let’s assume poor performance. Here is as close as I can get you to the answer. You Go First. The first question you have to ask yourself before releasing a salesperson is, “ Am I clean ?” Negativity.

Book Review of High Profit Selling by Mark Hunter ? Score More.

Score More Sales

In a world with tens of thousands of sales books, is there room for one more? After reading Mark Hunter's new book, I say a loud YES!. Here's why: Mark is from the trenches. He has talked with thousands and

Guest Post: Being Drunk vs. Productivity

The Productivity Pro

I like to get drunk every now and then. Well, sorry, I’m just a human being. Besides, I’m from Poland, and that’s kinda what we do here. However, this post is not about how cool this drunk state of mind is… on the contrary, most of the time it isn’t. For many people alcohol is a shortcut to having good fun in whatever situation. A small dosage of alcohol (like a shot or two) is proven to improve our eloquence and self-confidence. So long story short, most people drink at parties just to have batter fun. That’s what alcohol does. – asks you. Two things.

Hard-Headedly Amazing.

Dan Waldschmidt

We make it harder than it should be to focus on being amazing. We’re defiantly hard-headed about all the wrong things in life. And then we wonder why we aren’t getting the successful outcomes that we want for ourselves. When you fill your mind with hatred listening to incendiary words from pundits on radio or television, it is hard to focus on being amazing. When you fill your mind with fear by tuning in to negative economic prognostication, it is hard to focus on being amazing. Make no mistake. But they are not the mindsets of successful conquest. But it won’t help you heal.