Anthony Cole Training
OCTOBER 1, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
HeavyHitter Sales
SEPTEMBER 25, 2010
Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?
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Fill the Funnel
SEPTEMBER 30, 2010
Simplicity has a way of clarifying purpose. Focus has a way of deepening value. Intromojo incorporates both simplicity of design and focus of purpose into a web tool that delivers exactly what its name implies. Introductions are the energy drink of the sales process. Introductions are a key accelerator of sales results. Get yourself some of this Intromojo and experience one of the most productive sales 2.0 tools this year.
Tom Hopkins
SEPTEMBER 27, 2010
Here’s the best way I’ve ever found to pull the best performance out of yourself. It’s an extremely simple method. Not easy, simple. First, hang copies of these twelve words where you’ll see them at work, in your car, and at your home: I MUST DO THE MOST PRODUCTIVE THING POSSIBLE AT EVERY GIVEN MOMENT. [.] No related posts.
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 Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Fill the Funnel
OCTOBER 1, 2010
Connections matter. Relationships matter. Whether you are in sales, marketing, or building your own business as an entrepreneur, you are all in the same boat. Some are you are better connected than others. Some of you jumped on the social web bandwagon years ago, and there are still some of you who still do not have a LinkedIn profile. All of us count on our connections and relationships to grow and prosper.
Tom Hopkins
SEPTEMBER 27, 2010
When you’re with a potential new client, it’s wise to know where they’re coming from. Do your best to uncover any other companies or products they’ve investigated before talking with you. Hopefully, you’re on top of your game and know the features and benefits of your top competitor’s products and how they compare to your [.
Your Sales Management Guru
SEPTEMBER 27, 2010
Sprint to the Finish—–It’s that time of year… A shaky banking industry. Roller-coaster days on Wall Street. Budgets being cut. Purchasing decisions being delayed. With that economic domino effect affecting us all as 2010 winds down, ending the year on a high note will be more challenging than ever. At Acumen, we’ve been offering the following advice to our clients and their sales teams: Keep it in perspective.
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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.
Keith Rosen
OCTOBER 1, 2010
Developing an email template compelling enough to elicit a response from a prospect is hard enough. Unfortunately, this is only part of the challenge. What compounds this challenge are spam filters, firewalls and a slew of other devices that channel our innocent solicitation into the prospect’s spam folder or worse, the trash; never to find its way to the inbox of our targeted prospect.
Tom Hopkins
SEPTEMBER 27, 2010
This close can be used when you meet someone who either does not like you or does not like salespeople in general. Phraseology: “First, Mr. Johnson, let me apologize for the poor service you obviously received. Tell me, if you were President of ABC company and a sales representative treated a customer the way you’ve [.] Related posts: Be Aware of Unique Cultural Needs in Sales.
Sales Gravy
OCTOBER 1, 2010
We've all done this at one time or another. Sales slow down and suddenly, a new customer appears, a new product comes out or a new sales technique emerges, and you start to think it is the "cure all" for ALL your sales struggles.
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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
The ROI Guy
SEPTEMBER 29, 2010
Tech Media publishers have seen an exponential shift in buyer behaviour, recognizing that the B2B buying decisions these publications support are now Internet driven , and that buyers are in control of the buying cycle like never before - seeking trusted sources of diagnosis, advice and recommendations. As well, the Tech Media publishers have seen a dramatic shift in B2B vendors, who are looking for innovative ways to break through marketing fatigue to attract, connect and engage ever more skept
Tom Hopkins
SEPTEMBER 27, 2010
It’s bound to happen that you’ll reach the point in a sale where you just cannot get your prospective client to make a decision. When this happens, relieve any pressure that may have built up by packing to leave. Then, since you have nothing to lose, deliver these words: Phraseology: “Pardon me, John and Mary, [.] Related posts: Knowing When to Close the Sale.
BrainShark
OCTOBER 1, 2010
With the National Hurricane Center projecting this to be an active hurricane season, it pays to be prepared.
Green Lead's B2B
SEPTEMBER 30, 2010
pictured left to right: front row: Lisa, Linda, Cheryl, Amie, Stacey (holding Louie), Kathy, Josh, John T. second row: Kerry, Sarah, Gill, Mira, Bill, Gareth, Anna Marie, Mike S., Mike D. (me), Lenny, Levi. third row: Sam, Dawnia, Coleman, John V., Chris. missing: Tim, Ursula, Olivier, Vanessa, Ian and Joe. Some of the folks you see above have been appointment setting for over 10 years.
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.
Score More Sales
SEPTEMBER 28, 2010
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. The New Sales Strategists – Need Revenues? by Lori Richardson on September 28, 2010. Last month I had the pleasure to get to know some amazing CEOs running some very successful businesses. They all have “million dollar ideas” and they exude passion for helping sales revenues grow, as well as enthusiasm.
Tom Hopkins
SEPTEMBER 27, 2010
The economy runs in cycles. Anyone over the age of 30 has already lived through several highs and lows in his or her lifetime. It happens. Unfortunately, for every high, there’s a low. Of late, news has been leaning toward the lows, hasn’t it? For those of us who have been there before, we know [.] Related posts: The Benefit Summary Close.
BrainShark
SEPTEMBER 29, 2010
myBrainshark is, of course, all about recorded presentations and "on-demand" webinars.
Fill the Funnel
SEPTEMBER 30, 2010
Why would you want the biggest set of ears on the planet? I have shared my thoughts on this in an earlier post here on Fill the Funnel. In case you haven’t figured it out yet, LISTENING is the #1 benefit a business can receive from their engagement on the social web. There are still those that are arguing the possibilities and benefits that the social web offers.
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.
The ROI Guy
SEPTEMBER 28, 2010
Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tuesday, September 28, 2010 Do White Papers Still Engage? They do if they are Interactive!
Tom Hopkins
SEPTEMBER 27, 2010
Oftentimes when marketing to clients of a corporation, they aren’t aware of how much an increase in morale can add to the productivity of the entire company. The productivity close brings that point home, so you’re not only educating your clients on the power of employee morale, but also giving them something to prove it [.] Related posts: The Benefit Summary Close.
Sales Training Advice
SEPTEMBER 28, 2010
Over the last twenty-five years I have heard more than my share of bad ideas when it comes to effective selling. Here is the worst one that I have ever come across: “Don’t be an unpaid consultant”. I was recently reminded of this when I was asked to participate in a phone conference involving one of my clients. The company had a number of their senior executives together for a meeting, and they asked me if I would be willing to join their group for a teleconference during my lunch hour.
Fill the Funnel
SEPTEMBER 30, 2010
Dashboards are an effective tool to visualize the overall activity within a business. By combining a top-level visual guide to the current status of key metrics, along with the capability to drill down into each metric as far as individual transactions, a well-designed dashboard can yield powerful results. The growth of applications, platforms and significance of the social web has created a need for a dashboard for your social web activities.
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?
Tom Hopkins
SEPTEMBER 27, 2010
It’s getting close to our annual 3-day Boot Camp Sales Mastery program and in reviewing the content we teach there, I felt moved to give you a taste of it whether you are able to attend or not. Since the question of where to find new clients must be answered before you can use any [.] No related posts.
Tom Hopkins
SEPTEMBER 27, 2010
Learn to listen for specific clues as to how to best present information to new potential clients. By that I mean to listen for them to say, “I see what you mean,” or, “We look for _ in a supplier” which usually means they relate best in a visual manner. Gear up your visual aids [.] No related posts.
Tom Hopkins
SEPTEMBER 27, 2010
What are you really doing when you close a sale? There are four issues you are addressing, and, perhaps overcoming. The first issue is that the client really does want to make the decision to go ahead and they need your help rationalizing it. That puts you in the position of the “rationaliz-er”–the one who [.] Related posts: Closing Sales = Sweet Success.
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