Sat.Mar 24, 2012 - Fri.Mar 30, 2012

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The 5 Immutable Laws of Selling

Smart Selling Tools

Tweet Our world, along with the entire cosmos in which we reside, is governed by what we understand as the laws of physics. And whatever affect these forces may have upon the course of our day-to-day endeavors, they are as unchangeable, and indeed as unstoppable, as time itself. All else is not only dependent upon, but is made constant and inevitable based on these realities. Need I say more.

George Orwell’s Negative Influence on Sales Language

Sales and Management Blog

The coincidence of timing: My friend Dan Waldschmidt published a post yesterday on  why words matter.  After reading my post on how words a misused, I’d encourage you read Dan’s to see how words should be used. What words do you use to describe yourself and your products and services?  Are there words you intentionally try to keep out the mind of your prospects or clients?  Do you use euphemisms instead of plain English when making a presentation in order to try to elicit a particular feeling or response from your prospect? Gloss over the objection and it will go away.    .

CloudOn Delivers Microsoft Office Apps To Your iPad

Fill the Funnel

CloudOn delivers Microsoft Office applications to your iPad. Finally, for those of you who have lived in a Microsoft Office centric world, you now have access to the core Office Suite on your iPad. You no longer have to hesitate when running out the door to your next appointment, or waste time switching devices. They will work just like you expect them to. All Rights Reserved.

Find Your Own Joy – Friday’s Editorial

Increase Sales

Find your own joy! These powerful and wise words were shared just yesterday with me from a millennial (generation Y)  executive coaching client.  She is managing a team where there is huge resistance to change, where the culture has rewarded inefficiency for several decades.  Credit www.sxc.hu. Our society only reinforces others must be your joy. Joy comes from within. An early morning sunrise.

The Art of Social Selling -- Summarized by getAbstract

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

Executive Coaching Pumps you Up!

Steven Rosen

Sales leaders need to remember that they too, must regularly upgrade their leadership skills. There are two critical areas that will help you pump up your leadership quotient.  The most effective ways are by networking with a peer who faces similar challenges and utilising an executive coach. Between meetings, presentations, conferences and emails I rarely had time even to meet with customers.

Four Common Destructive Sales Management Styles

Sales and Management Blog

I’ve had the privilege of working with many new managers whose company hired me to help them transition from seller to manager or to work with existing managers to become more effective.  One of the recurring issues I’ve discovered is a misunderstanding of what a sales manager is. Whether I’m working with a newly promoted seller into a frontline sales management position or an established sales leader, I often find someone with a warped and destructive idea of what a sales manager’s work is. . Most typically it does kill—both the team members and the manager. Follow me on Twitter: @paul_mccord.

Why Networking is Not Prospecting

The Sales Hunter

People love to tell me how they don’t need to prospect , because they already network, and that’s enough, in their opinion. Sure sounds good, doesn’t it? In reality, I’ve watched so many salespeople employ such a strategy, only to end up failing miserably. We all network to one degree or another. must spend a certain percentage of their time prospecting. 

Time to Change The Carrot and the Stick Motivation to Increase Sales

Increase Sales

The carrot and the stick motivation is one of the oldest behavior modification strategies and still used by many small businesses and sales management to increase sales. Yet this sales management tactic has been proven ineffective each year when sales goals or sales quotas are not achieved or just barely achieved. Dan Waldschmidt said it a different way “Sales quotas are for stupid people.

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Building the B2B Customer Reference Community – Event

Score More Sales

In my years in selling in the corporate world, I tended to run into a consistent issue – big clients would rarely, if ever, allow me (or the company I worked for) to be quoted publicly that they were our client. That person did not understand that it was in our contract to not divulge information about our relationship. Read the press release.

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Mad about Sales: 4 Don’ts from Mad Men

Julie Hansen's Sales Blog

Even though I worked in advertising long after the Mad Men era, the ghosts of Don Draper and Roger Sterling could occasionally be glimpsed roaming the halls after a long day, ice tinkling, cigarettes glowing.  The agencies I worked for grew in huge exponential bursts, expanding from two employees and a part time receptionist to

Selling value – everybody is doing it!

Sales Training Connection

Selling value. When I started in the sales training industry about 25 years ago, I had the good fortune to start with a great company and work with a really smart guy.  At the time we were selling sales training programs that helped our clients do a better job selling value in major accounts. The programs were well received worldwide because they were based on solid research. 

Winning Consensus-Based Sales

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

How to Increase Sales Tips & Snippets – Separation

Increase Sales

Sometimes the easiest how to increase sales tips are truly not about sales skills, but more about beliefs and internal thoughts. One of my colleagues Paul McCord just recently discussed the strangeness within human beings of doing the same thing over and over again in his blog. ”  They cannot separate decisions from results and this contributes to self depreciation. The decisions go south.

Let Me Know Who You Are: 3 Sales Tips to Connect

No More Cold Calling

T echnology is helpful, but the personal delivers. Here’s how not to use LinkedIn for your business-development. LinkedIn is a terrific sales tool. We learn about a prospect’s current business, where they used to work, where they went to school, their interests, travels, and how we’re connected. Leverage Your Business Development. LinkedIn is one way to connect, and selling is about connections.

Spraying and Praying is Not Prospecting

The Sales Hunter

To be successful at sales prospecting, you have to have a plan. Spraying and praying is not a plan! Far too many salespeople have the belief that if they just throw enough stuff out there, spend enough time doing what they think is prospecting, then they will be successful. Sure, they could, as the saying goes — even a blind squirrel will find an acorn from time to time. Get focused.

Sales force management and millennials

Sales Training Connection

Millennials. Sales force composition is changing: as companies hire millennials, the  generational diversity inside their sales forces is expanding. This trend introduces several significant challenges – How do you engage millennial sales reps? How do you motivate them? And, how are their interests and needs alike and different than the rest of the sales team? 2012 Sales Horizons, LLC.

Sales Leadership The Talent of Self Starting Ability

Increase Sales

Imagine for a moment a sales leadership team of  individuals all demonstrating the self starting ability to do what they need to do without being told or extrinsically motivated.  These self starters only come to you in sales management or as the small business owner when they have questions beyond their job descriptions or need clarification specific to current operating policies and procedures provided your firm has them. They remind you of tops that once set spinning continue to spin (work) without very much assistance from you in sales management or as the small business owner.

Successful Selling

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

What is Executive Coaching?

Steven Rosen

The new trend in executive development is coaching. “ Executive Coaching is the fastest growing phenomenon today” So what is Executive Coaching? Executive coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Executive coaches lead their clients towards the fulfillment of specific professional goals. Today’s executives are experiencing unprecedented change. Does this sound like you? Are you dealing with unprecedented organizational change and complexity? Who exactly, seeks out a coach?

The Best Way to Sales Prospect with Voicemail

The Sales Hunter

Yes, you can prospect using voicemail. Don’t think for a moment, though, that you’re going to be successful if your voicemail message is nothing more than a lame commercial about how wonderful you are. First thing to keep in mind is the message you leave is most likely not going to be returned.   But don’t let that be a reason why you should not leave a voicemail message.

Why You Won’t Be Successful.

Dan Waldschmidt

A lot of life comes down to doing hard things when you least feel like it. Iif you are going to be successful over the long run, you’re going to have to do things that hurt on days when you already hurt. Which seems to defy logic. If you’re already not at peak performance it might seem like a better option to recuperate and then go back into the battle. It’s what we’ve been taught since we were children. If you’re not feeling well you don’t have to go to school. If you get hurt, you should “take it easy” for a while. Your terms. Every day matters.

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Raise More Questions than Answers by Andy Ferguson

Increase Sales

Lately, I’ve been helping quite a few people set up businesses, raise funding and get ideas off the ground. One question that I continued to find myself asking was “what is this business for?” ” That got me thinking “what IS business FOR ?” ” And of course, the answer to that will depend on your view point when you interact with a particular business.

Lean Processes and DOWNTIME

The Productivity Pro

While it hasn’t always been practiced with any great rigor, the concept of waste reduction has long been a part of American business tradition. Ben Franklin’s common- sense reminders of “waste not, want not,” and “a penny saved is a penny earned” have been well taken by such luminaries as Henry Ford, who introduced the modern assembly line, and the founders of time-and-motion studies and scientific management, Frank Gilbreth and Frederick Winslow Taylor. It’s simple, straightforward, and appropriate. Here’s what each of the letters stands for: D efects.

Executive Coaching Can Bring You BIG Results!

Steven Rosen

In 2004 the Harvard Business Review, reported that Executive Coaching is a $1 billion industry. In certain countries as much as 88% of Companies use coaching. A few years later, it seems that it’s not slowing down any time soon. So what’s driving this growth? Results. Plain and simple. The case for executive coaching is that it’s working. Why Would You Need Coaching? Guess what?

3 Essential Tips For Providing Great Customer Service

MTD Sales Training

Providing unparalleled customer service, and after the-sale service, in today’s marketplace, is essential in maintaining customer loyalty. Today’s modern and educated buyer demands more for less, and is always aware of alternative options, including alternative vendors and competitive offers. Check it Out Following are three mission critical points for providing good customer service. Although these

The Explosion of Robot Selling to Increase Sales

Increase Sales

Maybe it is just me, but the explosion of robot selling arena appears to be contradictory to the goal to increase sales. Every day I receive messages from robots, oops I mean salespeople,  wanting me to buy this or try that. Credit www.sxc.hu. Just yesterday I this one: Hi Leanne, I was checking on this. This ends at 5pm today. Let me know if you would be interested. Regards, What he was checking on was a previous marketing message that I had personally answered, but his “robot” sales process did not even read my email because he was engaged in “robot selling.”

15 Questions Your Prospect Wants Answered

The Sales Heretic

When it comes to making a buying decision, prospects have a lot on their minds. Whether they’re consumers or business buyers, they have a lot of fears, concerns and doubts. And as long as those uncertainties remain unresolved, they’re going to be hesitant to buy. The challenge is, prospects don’t always voice their fears and doubts. [.]. Sales benefits business buyer concerns consumer doubts fears features prospect

Medical sales – blog round up – Winter 2012

Sales Training Connection

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2012 – in the  Medical Sales – Blog Round-up. Click here to take a read …. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the  Sales Training Connection ? 2012 Sales Horizons, LLC.

Lead Generation: Whose Job Is It, Anyway?

The Sales Hunter

It’s Guest Post Monday, and speaker and author  Joanne S. Black looks at a common misconception out there about lead generation. “Salespeople should not generate their own leads.” ” That’s what more than one marketing executive told me at a recent sales and marketing event. Seriously?). But it gets worse. Then these marketing people said that salespeople are terrible at lead gen. They also told me that they don’t want their salespeople generating their own leads (translation: too expensive). Let them follow up on the leads that marketing provides. Of course.

Price Objection? Is It The Price Or The Cost?

MTD Sales Training

Of course, price objections run rampant and are certainly here to stay. However, I believe sales people need to understand, and more importantly; help their prospective customers understand the difference between price and cost. Is it the Price or the Cost? The next time you get that objection on the price; before you go off

Financial Services Selling Skills – Guidelines for Asking Questions

Tom Hopkins

Three Guidelines for Asking Questions Because asking good questions is such an integral part of good selling I’ve given the matter a lot of study and thought over the years. I’ve boiled down all that knowledge into three basic guidelines. Guideline #1. Establish a bond before you attempt to control the process with questions. Establishing [.] Related posts: The Advantages of a Career in Financial Services. The Financial Services Presentation. The Importance of Being a Lifelong Student of Selling Skills.

Successful sales people – personality attributes

Sales Training Connection

Successful sales people. Some time ago we published a blog, Who are the new sales reps? “ Recently we received a blog post that adds to that story – posted by the Business Insurance Quotes blog. It addresses the  Eight Personality Traits of Successful Business People – the ideas apply equally well to sales people.

Me Management: You Have the Same Time as Everyone Else

The Sales Blog

Me Management: You Have the Same Time as Everyone Else is a post from: The Sales Blog | S. Anthony Iannarino. There is no such thing as time management. There is only “ me management. ”. You have exactly the same time as anyone—and everyone—else in this world. Your day contains 24 hours, just like everyone else’s day. Your week contains seven days, just like everyone else. There is nothing you can do to have more time. It isn’t possible. If other people are producing results that you would like to produce, it isn’t because you aren’t capable of producing the same results. Time is the constant.

How to Get a Prospect to Call You Back

A Sales Guy

I’ve just released my new ebook, INTRIGUE, The Only Thing You Need for a Successful Cold Call. Despite online arguments that cold calling is dead, cold calling is still absolutely critical to prospecting in B2B sales.  . Successful cold calling requires messages that capture your prospects attention and motivates them to call you back. The knowledge gap and how it creates curiosity.

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Divergence at Convergence? Is it a Resurgence?

Brian Vellmure

This past week I had a chance to spend some time with Microsoft executives, customers, partners, and industry “influencers” at Microsoft Convergence 2012 in Houston, TX. Perhaps one of the largest announcements at the event was Microsoft’s pending support of multiple platforms and multiple browsers of its Dynamics business applications , a change in its strategy that has long sought to bundle platform, infrastructure, and software components together, exclusive of other alternatives. However, I tend to weight it a little more significantly. What Customers Want.

When You Wake Up On Monday It Will Be Q2 Already

Jonathan Farrington

On Monday morning, 25% of our available selling time will have passed, and we will be into Q2. The competitive intensity of the sales environment is escalating with the globalisation of the economy. These are the main “drivers” behind the demand that organisations adopt methodologies and processes to manage these issues. Sales Objectives. General

Cut the Fat! 8 Ways to Eliminate Unnecessary Overhead for Your Business

Vertical Response

For any small business it’s important to spend money where it counts and eliminate unnecessary expenses. Besides looking at what cost drivers you can keep down, it’s also important to remember the age-old saying, time is money. Often, finding ways to save time in your day to day operations is the quickest way to eliminating overhead. Save money on paper and printing by going paperless.

Take It Easy (And Other Bad Ideas)

The Sales Blog

Take It Easy (And Other Bad Ideas) is a post from: The Sales Blog | S. Anthony Iannarino. There are some seemingly harmless statements that I hate to hear people say. The message is bad, and believing them is a recipe for failure. Take it easy.”. How many people do you know that are working so hard that they need to “take it easy?” Most people would do better by taking it a lot less easy, by trying harder and designing and living a more fulfilling life. Why you want to spend your life “taking it easy” when you could instead spend yourself in some worthy pursuit that stretches you? Questions.

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Shocking Statistics about Lost Marketing Leads

Modern B2B Sales

by Seth Resler It’s 10 o’clock in the morning…do you know where your leads are? On March 6th, Brian Caroll, author of Lead Generation for the Complex Sale , shared his marketing wisdom in a webinar. Some of the statistics he’s uncovered about lead generation and lead nurturing may shock and awe you – and could lead to fisticuffs between you and your sales team!

My Favorite iPhone and iPad Apps

Dave Stein's Blog

Donal Daly, CEO of The TAS Group, wrote a blog post two weeks ago entitled iPad on the Sales Road: 13 Best Practice Tips. That got me thinking… Without fanfare, here are my favorite iPhone and iPad apps, in no particular order  and subject to change without notice: iPhone. Soundhound – Hold it up to music and Shazam! But with Soundhound you get Karaoke-style lyrics to sing along with.

The Consequences of Dropping Our Pants Too Early

Jonathan Farrington

I suppose I should consider myself quite fortunate that my first sales manager was such a strong disciplinarian. By “strong” I mean he was a tough, uncompromising, unsympathetic, no-nonsense type of guy. Unfortunately he was also  bigoted, racist, homo-phobic and chauvinistic. hated him more than anyone I have ever hated before or since – and I am pretty certain he hated me too.

Burgatory: Mobile Marketing Done Right

The 1to1 Media Blog

Mobile is no longer about the phone; it's about being connected. In fact, in some countries there are more mobile subscriptions than there are people (Mobile Marketing Association). Additionally, it takes 90 minutes for the average person to respond to an email, but it takes 90 seconds for the average person to respond to a text message (CTIA.org). There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Experience Customer Strategy Mobile Marketing Marketing burgatory mobilemarketing mobilesurveys voiceofthecustomer

Strategic Questions? Why You Better Get Some.

The Sales Hunter

If you don’t understand the power of strategic questioning, you are missing out on a vital tool in high-profit selling. Building long-term relationships with customers and prospects requires that you ask strategic questions. Strategic questions are those where the answers are not always clear cut. You want to get the other person thinking and talking. Here are some examples: 1.

How To Fire A Salesperson Without Creating A Stink

A Sales Guy

There is nothing more critical than being able to hire and fire as a sales leader. Building teams is all about hiring, coaching and unfortunately, sometimes firing. Firing is the most uncomfortable of the 3. Firing is hard. I’ve seen people get fired in more ways than you could imagine and it’s usually not pretty.  It’s done so poorly, the manager is dreading it, the sales person is blindsided, and it leaves a stink on the entire team for days and sometimes weeks. Believe it or not, this is possible. It just takes finesse and a process. Keep coaching them up.

How You Are Causing Your Own Urgent Problems

The Sales Blog

How You Are Causing Your Own Urgent Problems is a post from: The Sales Blog | S. Anthony Iannarino. Work that is both urgent and important feels great. It commands your attention, and because it is urgent, it feels good to rush towards the sound of the guns. Because the work is important, there is no denying that it deserves your full attention. And when you complete urgent work, you feel a tremendous sense of satisfaction. You have done good work, and you have saved the day. Work that is important—but not urgent—doesn’t feel quite as good. It’s also more destructive. How You Create Urgency.

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