Sat.Jul 30, 2011 - Fri.Aug 05, 2011

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The Pipeline ? Mobile Apps for the Mobile Sales Force

The Pipeline

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

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You’re the Missing Link in Your Sales Success

No More Cold Calling

Make a direct connection with your referral network. It makes all the difference. When salespeople receive a referral, their close rate exceeds 50 percent (clients tell me typically 70 percent or higher). Leads from other, less-direct sources have a 1 to 3 percent close rate. “Personal” Pushes Sales to Success. The definition of a referral is a personal introduction.

Referrals 270
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The pizza philosophy. What toppings do you offer? | Sales Training.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The pizza philosophy. What toppings do you offer? Gitomer | August 3, 2011 | 1 Comment. Tweet Share How is the pizza philosophy working for your business? Not sure what I mean? Watch the video below: Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Filed Under: Attitude , Customer Loyalty , Generating Referrals , Sales Tagged With: attitude training , building trust , establishing trust , gitome

Hiring 268
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Lead Management: Let’s Formalize this Relationship

Pointclear

Today's guest blogger, Tony Jaros, is Senior Vice President of Research at SiriusDecisions. As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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3 Steps to Handle the “I’m Just Looking,” Objection

MTD Sales Training

“May I help you Sir?”. “No…I’m just looking…”. “Arrrrrrgh!”. Those words, “I’m just looking,” often strike terror in the heart of many sales people, anger and frustration in some and a sense of helplessness in others. This one extremely common phrase causes some retail sales people to simply throw up their hands, walk away from the prospect and wait until the customer announces that they are no longer just looking and have decided to buy something.

More Trending

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Build Trust Not Fear With Your Marketing Messages

Increase Sales

Have you ever received those very formal and serious envelopes with markings about serious consequences if you tamper with the envelop or even fail to open it? All of a sudden a knot of fear starts in your stomach. You open it and may be surprised by reading an advertisement about a special offer. This appears to be a common marketing strategy for some retail businesses including car dealerships.

Marketing 139
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Terrific Source for Your Presentation Graphic Needs

Fill the Funnel

Like many sales people, I need to share ideas and concepts to audiences from 1 to hundreds every day. Finding quality graphics that help me convey my point sometimes takes more time than the words on the slides. I have found a terrific new source for graphics that I use in my presentations, my blog and even in some of the marketing collateral that I use in my marketing efforts.

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A Sales Story: Apply Expert Knowledge

MTD Sales Training

The islanders panicked as their main generator, the source of all of the electric power on their island had stopped working. They immediately called in everyone on the island with knowledge of fixing generators. The oldest and most reliable electrician in town made the first attempt to fix the generator, as he had nearly 50 years experience with such matters.

Call-back 120
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Tips for Starting Up a Brand New SEO Business

BrainShark

According to one of our Brainshark Learning Providers , John Alexander, once most people start building their SEO skills, the light bulb generally comes on as to how they might like to use their

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Sales Does Not Operate in a Vacuum

Increase Sales

Credit www.sxc.hu. Sales or selling generate a lot of discussion as well as passion especially by noted sales training coaching gurus who make their money teaching specific sales skills. A discussion over on LinkedIn prompted me to respond about the need for alignment between: Strategy. Structure. Process/Systems. Incentives/Rewards. People. This is also called the 5 Star Model as developed by Jay Galbraith and is a great way to think about closing what I call the “change readiness gaps.&#

Lead Rank 133
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How do You Get Busy Executives to Engage in an Analysis?

The ROI Guy

In a recent group discussion about diagnostic assessments and economic justification tools, everyone agreed that they were vital for today's frugalnomics afflicted environment. Buyers are forced to do-more-with-less, and reluctant to invest in change. Maintaining the status-quo is the easiest route for buyers, unless you, the vendor as trusted advisor, show them that there is a cost of doing nothing.

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

The Science and Art of Selling

Forbidden. You dont have permission to access /2011/08/the-difference-between-excuse-and-objection/ on this server. Additionally, a 500 Internal Server Error error was encountered while trying to use an ErrorDocument to handle the request.

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Using an iPad to School Some Kids

BrainShark

For those of you following me, you know I have been enamored with my iPad and determined to make it my primary device, as least while travelling and on the road for work. Last week, I was travelling and on the road, but not for work.

Travel 62
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Where Is The Value in Your Sales Actions? – Friday’s Editorial

Increase Sales

Credit: Bing. Yesterday I heard Jeb Blount of Sales Gravy talk about the Flippers and Flappers sales people. These are the folks who flap their jaws while flipping through the catalogs, proposals, you get the picture. In my book, Be the Red Jacket , I said these people carry the 3Ps Virus where they spew or puke price, product and proposal in the first five (5) minutes of meeting you at that business to business networking event, when they send you an unsolicited email or make that cold call.

Lead Rank 109
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Implementing a new sales process – moving from compliance to adoption

Sales Training Connection

Sales Process. . “We’ve just introduced a top-flight sales process but it has fallen flat. Why?” The answer is often straight forward. Too often companies institute a top-flight sales process but find inconsistent use. Some first-line managers embrace it and it’s adopted by their sales teams. On the other end of the adoption continuum are first-line managers who view the new sales process as the “flavor of the month” and take a “business as usual” approach.

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Sales Leadership: Be a Postive Force

Your Sales Management Guru

Sales Leadership: Be a Positive Force . It’s been a tough past few weeks; it’s been hard to listen to the chaos in Washington DC, the impact on the US stock market, continuing war issues and the lack of strong economic growth. Last week I wrote about the summer blahs and sales leadership’s responsibility, it included an idea to “pump up your mental power”.

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IBM Smarter Planet Delivers Tangible ROI

The ROI Guy

Important research proof points & tools to help clients make strategic investment decisions to empower Smart Vendors and Partners. Today’s more empowered, skeptical and frugal executive is reluctant to invest in new projects unless proposed changes can deliver a tangible financial benefit, significant ROI and fast payback. Frugalnomics is in full effect, and IBM knows that economic justification is key to help customer stakeholders and partners facilitate smarter decisions.

ROI 58
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Business Cards Value Versus Cost Savings to Increase Sales?

Increase Sales

Many crazy busy sales people and small business owners believe business cards are a dime a dozen. Slap your name on them, upload a generic graphic or even your logo and Wha La, Presto, your business card is born. With so many sites offering business cards for free except you pay shipping, why not take advantage of those cost savings especially when you are pocket poor?

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On-boarding sales people – it’s not your father’s Oldsmobile

Sales Training Connection

On-boarding. How sales people are on-boarded is a significant factor for building sales success. Unfortunately, it is historically one of the most underemphasized aspects of sales performance development. Great on-boarding programs for sales people are still the exception. . This lack of emphasis is part of the larger problem companies have with Talent Management.

Hiring 63
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How To Use Qualification to Avoid Desperation in Sales

Tom Hopkins

Listen in as I’m interviewed by GURUS Selling System on BlogTalkRadio with Erik Luhrs. [link] Related posts: Qualification Defined Related posts: Qualification Defined.

How To 56
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The July iPad 2 Winner Announced

BrainShark

Another epic round of customer success stories graced the Brainshark offices in the month of July.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

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.

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Alinean Builds on Momentum for a Strong Second Quarter 2011

The ROI Guy

Alinean today announced the addition of three new customers and four new strategic partners during the second quarter of 2011. Alinean has been selected to develop and power value-based marketing and sales tool campaigns for customers including Quest Software, Polycom and Finlistics. And our new partners, Tangence, The Vanella Group, Futurecurve and Rainier Group, help us broaden our customer reach and extend the services we are able to offer to our customers.

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Physicians look into the future at their relationship with medical device companies

Sales Training Connection

Will there be a place for a relationship between surgeons with medical device companies in the future? It’s an interesting question that was posed to orthopedic and spine surgeons. Their responses were insightful … and certainly generalizable to other medical device markets. The one point of view consistently expressed has to do with innovation – the relationship is important for innovation and new medical device development.

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What is your return on the use of a common language?

The Ultimate Sales Executive Resource

Sales training companies are telling us that one major soft benefit from their training is the use of a common language by the sales team. How can we express a hard return from a soft benefit? We have to find measurable outcomes caused by the use of a common language. A common language helps saving management time The use of a common language first helps to save time for sales managers.

Hiring 45
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Protective Life Insurance Uses Brainshark to Enable Its Wholesalers

BrainShark

My company uses Brainshark online presentations in several ways, but one of the easiest, most effective ways we use them is for our new wholesalers to introduce themselves to their territory via email.

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Mastering Intent Data: Understanding its Importance & Best Practices

Speaker: Joe Apfelbaum, CEO of Ajax Union

In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.

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A Passion for Success: Don't Give Up On Your Dream!

Sales Gravy

Don't Stop Chasing Your Dream! In the mid 1970s, a man named Sylvester had a dream of one day becoming a movie actor, but couldn't find a talent agency in New York City willing to take a chance on him.

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Infographic: Provocative Selling Required to Connect, Engage & Sell to the "Do Nothing" Buyer

The ROI Guy

Customers have been forced to do more with less, their purchase process has become much more complex, and they are under much more economic scrutiny. Frugalnomics is in full effect! In this environment, it's often easier for buyers to "do-nothing" than to change, driving the need for a new, more provocative sales and marketing approach to drive success.

Buyer 40
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Tending Your Client Garden | Sell More, Word Less Blog by Colleen.

Engage Selling

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