The Pipeline
SEPTEMBER 16, 2011
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No More Cold Calling
SEPTEMBER 15, 2011
Great salespeople need more than a desk, a phone, and a computer. Give them real tools and training and start realizing your sales numbers! It used to be that we hired salespeople , indoctrinated them with product knowledge, and showed them how to fill out timesheets, medical forms, and benefit forms. Then we gave them a smattering of our business culture and the way we sell.
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Pointclear
SEPTEMBER 15, 2011
Rachel Spasser is Vice President of Marketing at Ariba ; the leading provider of collaborative business commerce solutions. Rachel is a global marketing and business development executive with experience growing venture-backed, PE-backed and public companies in the Internet and technology sector. Online lead generation has become a bit like the California Gold Rush.
MTD Sales Training
SEPTEMBER 16, 2011
Finally, the prospect agrees to meet with you. However, he made it clear that you will have but 15 minutes for this fact-finding, discovery meeting. The door is open. You have an opportunity and you do not want to blow it. Below are four effective tips to help you make the most of that short sales interaction and turn this suspect into a true prospect. #1.
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.
Increase Sales
SEPTEMBER 16, 2011
After all these years, I still do not understand why so many small business owners continue to cut off their noses to spite their faces. Business is tough enough without fighting yourself. This past week I had the opportunity to speak at 3 local early morning business to business networking groups here in Northwest Indiana. Before I spoke, each business networking group, each member in these non-compete groups delivered their 30 second introduction.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Tom Hopkins
SEPTEMBER 15, 2011
In sales, we meet a lot of people. And one of the most important things to every person we meet is their name. So, it’s critical that we get those name right…and that we remember them. I’ll never forget one incident that embarrassed me so much that I immediately sought a way to change how [.] Related posts: Rapport Building – Step 1: The Power of Your Smile.
MTD Sales Training
SEPTEMBER 15, 2011
Customer Relationships Management (CRM) is essential in today’s business environment. If you are still tracking customers and prospects via sticky notes, index cards or your trusty memory, you are a dinosaur in the new world. You must be able to do more than track sales and phone calls. You have to manage relationships. True CRM entails much more than simple contact management.
Increase Sales
SEPTEMBER 14, 2011
Tonight I attended a business to business networking event and there were women business owners wearing flip flops. Now some of these same women continually complain about how they need to flip flop their sales. Maybe if they dressed professionally, they just might experience increase sales. Now I may be old fashioned, but flip flops are beach wear.
Sales Training Connection
SEPTEMBER 13, 2011
Sellling new products. If your company is like most, you will launch more new products in the next five years than you did in the previous ten. These products will be expected to produce significant revenue and some may be “bet-the-company” entries to the market. . Yet history tells a scary tale. Many good new products are doomed from the beginning because they are not launched successfully to the sales force – they simply escape into the marketplace.
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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.
Tom Hopkins
SEPTEMBER 15, 2011
Your primary goal when working with a new potential client is to get them to like you, trust you and want to listen to you. That’s the absolute most basic foundation of all of my training. The reason you take the actions and use the words I teach is that they’ve all been designed and [.] Related posts: Building Client Relationships. 7 Steps to Establishing Rapport.
MTD Sales Training
SEPTEMBER 14, 2011
When you hear the term “Zero Tolerance to Sales Management,” I would imagine your first thought is about having little or no patience for inept or slip-shod sales people. However, I am referring to the reverse. When talking about zero tolerance, I am speaking to sales managers who need to adapt to a policy of total responsibility. Total Responsibility.
BrainShark
SEPTEMBER 14, 2011
Here is the September 2011 newlsetter that was sent out last night and this morning. This month, we're pleased to announce that we are extending our iPad 2 customer contest through the year!
Sales Training Connection
SEPTEMBER 12, 2011
Medical device sales. The global medical devices industry, while large, is very competitive. Worldwide sales for 2011 are estimated to be more $300 billion in 2011 with the U.S. being the largest market. . The U.S. medical devices industry is growing due to aging Baby Boomers, unmet medical needs, and increasing incidences of lifestyle diseases – like cardiovascular, hypertension, obesity, and diabetes.
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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 Training Advice
SEPTEMBER 12, 2011
You’ve had what you think is a great sales call. You feel you’ve done everything correct, and you are certain the customer will soon say “yes” to your offer. Just as quickly as you think the customer will buy, they say something along the lines of, “I like what you’re offering, but your price is way too much.” Without missing a beat, you begin to shudder at the thought of losing the sale.
MTD Sales Training
SEPTEMBER 14, 2011
Hi, this is Louise Denny and I work in the Communications and Marketing team here at MTD Sales Training. That’s me, right there! From time to time I’ll be reporting on any news from the “MTD Water Cooler” that may be of interest to you or any events that are happening here at MTD. We’ll start with last Thursday (8 th September), which played host to the first ever Synaxon UK Conference, in sunny Cheshire, where over 300 Synaxon members came together to meet, share their experience and lear
BrainShark
SEPTEMBER 14, 2011
Customers often ask about benchmarking their utilization. This summer we took a preliminary look at the use of Brainshark across all customers. Over the next month or so, we will be releasing more of this preliminary benchmarking data for you to use.
The ROI Guy
SEPTEMBER 12, 2011
We often get comments from customers that they don't want to just implement a value-based sales & marketing tool, but want more extensive advice on how our entire content for marketing and sales can be better optimized. This is important, as the average company dedicates an impressive 26% of total marketing spend on content, yet almost 60% believe their content efforts are less than effective.
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.
Your Sales Management Guru
SEPTEMBER 12, 2011
This week I thought I would make it easy. Less reading, a video from my You Tube channel on living a better life, a Gourmet Life! You Tube Channel: Sales Management Guru. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 13 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America.
MTD Sales Training
SEPTEMBER 12, 2011
The sales person invests a ton of time and money getting the correct contact information. He then calls several times to reach the decision maker and works hard to get pass a tough gatekeeper screen. He overcomes several objections with the prospect and finally sets the appointment. However, now elated and a bit anxious that the prospect may change her mind; he rushes off the telephone, causing the prospect to experience immediate buyer’s remorse.
The Science and Art of Selling
SEPTEMBER 15, 2011
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The ROI Guy
SEPTEMBER 14, 2011
This is often a multi-step process: · First, buyers tend to trust analyst groups and peers more than vendors. The first way to gain trust is to indicate that the sales tool you are using has been developed by Alinean, a trusted third party, created by Gartner benchmarking / economic justification experts with over 20 years of experience · Second, the defaults in the tool have been researched and validated by a third party firm, Alinean and the other indicated / documented sources · Third, the to
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.
BrainShark
SEPTEMBER 13, 2011
In response to a recent analysis of support data, which indicated a trend in customer inquiries surrounding Brainshark’s Manage Users feature (located in Company Administrator Tools ), the support team is presenting a six part how-to series detailing the component
Sales Training Advice
SEPTEMBER 16, 2011
We all know about the deadly grip of selling slumps: you have a series of bad days and missed sales; you aren’t coming close to your potential; and you can’t stop worrying about it. In this article we will explore the slump cycle and what you can do to interrupt it. What is a slump? A slump is any decrease in performance over time. It may start innocently, when you lose a couple of sales.
Sales Gravy
SEPTEMBER 15, 2011
Your objective as the salesperson is to get the customer to share with you at least three reasons they need what youre offering. One of the three should be time sensitive. The customers time-sensitive need will allow you to close the sale now.
The ROI Guy
SEPTEMBER 12, 2011
This may sound odd coming from a tool provider, but success requires not only an investment in the right tools, but often a change in approach and practices to drive success. To help promote these practices, we have created the Fight Frugalnomics™ resource center , to help promote the use of value-based sales and marketing best practices and tools needed to address today’s more empowered, skeptical and frugal buyer.
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?
BrainShark
SEPTEMBER 12, 2011
I would like to say that I don’t watch a lot of television. It’s not that I watch a lot of programming; I watch every episode of a few shows - who doesn’t love the “Real Housewives” series (at least one) as a guilty pleasure?
The Brooks Group
SEPTEMBER 13, 2011
“ How do I get my team better at handling rejection? ” is a common question from prospective clients. The answer, of course, depends on what’s causing the rejection in the first place. There are three, root causes: Poor sales skills : You’ve somehow failed at the sales process. Unqualified prospects : And this is really related to #1. Inappropriate offering : Either because you’ve presented the wrong one, or you don’t have a good one to offer.
Sales Gravy
SEPTEMBER 14, 2011
Savvy sellers know that trying to win a deal with partial information is akin to Tiger Woods expecting to win a golf game with only one club in his golf bag.
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