Jeffrey Gitomer
JULY 29, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. For the love of sales, not the love of money. Gitomer | July 29, 2011 | Leave a Comment. Tweet Share Do you love sales? Do you love what you do? Do you love your product? Do you love your company? Do you love your customers? These are not questions I pulled out of the air.
The Pipeline
JULY 29, 2011
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Pointclear
JULY 25, 2011
This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. Hunters are sales people with an instinct for closing deals and acquiring new customers. Instinct cannot be taught so few salespeople become great hunters.
MTD Sales Training
JULY 29, 2011
You worked hard to get your foot in the door , and you finally reached the decision maker (DM). It took a few minutes, but you established some rapport in the initial cold call. You sent out your information package and called back in anticipation of setting an easy appointment. However, you reach the prospect, and she does not seem to be anything like you remember.
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Jeffrey Gitomer
JULY 26, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What should a business lunch consist of? Gitomer | July 26, 2011 | 2 Comments. Tweet Share There are 4.5 business lunch categories: 1.Building a relationship and trying to make connections. 2. New prospective customer not looking to buy yet. 3. New prospective buyer getting ready to buy. 4.
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The ROI Guy
JULY 25, 2011
Although social media marketing is popular amongst marketers, with 80% of companies with at least 100 employees using social networks for marketing this year, it’s still not a top strategic priority. Penn, Schoen & Berland , in a survey of executives who have final say or significant input on social business strategy, found that only 27% listed social business as a top strategic priority.
MTD Sales Training
JULY 29, 2011
In tribute to the many sales managers, trainers, directors and coaches who are always in need of more creative, effective and memorable ways to relay sales training concepts, I am starting a new series called, “And the Moral of the Story is…”. Start your weekend by looking here every Friday morning at 10:00 am for some entertaining sales stories. Like “King Kong’s Got Nothing On Me,” from Memories of a Sales Manager, some stories are funny, some are serious, but all have a strong sales message!
Sales Training Connection
JULY 27, 2011
sales call. Continuing the storytelling focus of a prior post , we came across another blog post on story telling. In that post , this central argument is reinforced: the ability to “sell through storytelling” is a consistent characteristic of top sales performers – particularly in new market categories or high-value purchases where the prospect often simply decides to “do nothing”.
BrainShark
JULY 27, 2011
Marcus Schaller, President of B2B for Humans, a firm specializing in marketing, prospecting, and lead generation, is also a myBrainshark Learning Provider. Information overload.
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Your Sales Management Guru
JULY 25, 2011
Take Advantage of the Opportunity of a Lifetime. Take advantage of the opportunity of a lifetime, during the lifetime of the opportunity ! I use this phase in my keynote program on Gourmet Living; I have coined it as a Thoreson Theorem. In each of our lives we all have special times or events that open the door to unique opportunities. They maybe a business that is taking off and bringing great rewards, or it could be a special time to share with old friends or relatives.
MTD Sales Training
JULY 27, 2011
You did everything right: you prospected and qualified the decision maker (DM), got pass a tough, sophisticated gatekeeper screen and reached the DM who agreed to receive your wonderful package after you established some good rapport. However, when you call back to accomplish the next step in the sales process, to set the appointment, disaster strikes.
Sales Training Connection
JULY 29, 2011
Selling Value. We’ve written several blog posts on selling value ( Selling Value is More Important than Ever and Quantifying your Value Proposition: Making-the-Business Case ). This is one of those topics you can never give too much attention, so here are some ideas introduced in the Inc. Magazine article by Tim Donnelly: How to Sell Value Rather Than Price : Select target prospects wisely – Determine as early as possible if the prospect is simply one of those customers only concerned about nego
BrainShark
JULY 26, 2011
Here is a digital copy of the myBrainshark July 2011 newsletter, which was sent out this morning. This month, we take a look at our brand new App for Android and remind you to submit your myBrainshark success story for a chance to win an iPad 2.
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Sales Training Advice
JULY 27, 2011
Last year, my wife and I checked out the iPad® and iPhone® at the Apple Store in the Woodfield Mall. Bewitching toys, but I was so much more WOWED by the young salesman, Andy Pasek, who showed us how to “play” with them. Andy’s tall, athletic build, intelligent brown eyes, with a beaming smile that could light up a coal mine. He approached me while Nicki was trying out the merchandise (iPad®); I stood right next to her.
MTD Sales Training
JULY 25, 2011
You worked hard to get the contact information of the decision maker (DM). You then persevered through hard gatekeeper screens, relatives or other obstacles to reach the DM finally on the telephone. You established some rapport and interest and the prospect looks forward to receiving your literature. Everything is going along perfectly as to your sales process.
Sales Training Connection
JULY 25, 2011
Sales Hunters and Farmers. Companies have used the Hunter-Farmer framework for a very long time to configure their sales force. The idea is to designate a group of sales people as Hunters – responsible for generating business in new accounts. A second group is assigned to the Farmer role – charged with maintaining and growing the business in existing accounts.
BrainShark
JULY 28, 2011
We are a large Educational developer of print and online digital curriculum. The education market is transitioning very quickly from a print-centered world to a digitally-minded marketplace and has been down for more than two 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.
Sales Training Advice
JULY 26, 2011
Every customer has a price range where they are willing to make a decision without any further thinking. I refer to this as the Price Tolerance Ratio – also known as the PTR. Knowing your customer’s PTR is critical. I believe it is one of the major obstacles salespeople fail to comprehend. As a salesperson, when you don’t understand a customer’s PTR, at least one of the following results is inevitable: * You offer a price that does not maximize the profit potential. * You get t
Sales Gravy
JULY 27, 2011
Business networks are the rolodexes of today. Its not so much whos in your address book that counts, its who is in your business network that counts more. And your value to the network is related to the value of your network.
Sales Training Connection
JULY 26, 2011
Curious as to which blog posts have been most popular? So were we! We’ve compiled them for you into the Summer 2011 edition of the Best of the Sales Training Connection. Take a look … Technorati Tags: sales best practices , sales training articles , sales training best practices , sales training blogs.
BrainShark
JULY 26, 2011
I used to work for a large company that had full access to Brainshark’s many capabilities. Since moving on to a different industry altogether, I have felt the need to have some of those same tools that I used to have.
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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.
Sales Training Advice
JULY 24, 2011
I was out playing golf the other day with Dave and after watching me slice a few times He kept reminding me of hitting the sweet spot. That is the area of the club the ball hits and then flies straight to its intended target. And golfers know when you hit the sweet spot the club and the ball seem to sing in perfect harmony. In fact, one can hear a click as the ball comes off the club.
Sales Gravy
JULY 27, 2011
If your pipeline isnt full, you may be wondering how you can avoid and get out of that sales rut? In the age of social media there are more ways and opportunities to make yourself visible to your prospects and convey the value that you can offer.
BrainShark
JULY 25, 2011
The second in our Summer Series of Webinars featured Michael Maddock of Maddock Douglas , an internationally recognized innovation agency which helps leading companies invent and launch new products.
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?
No More Cold Calling
JULY 28, 2011
Let’s get the facts straight. Asking for a referral is NOT asking for a favor. And it’s NOT taking a risk. Referrals Are Right. When we ask someone for a favor, we often assume that they expect something in return as soon as possible. (While technically, a favor is something provided out of goodwill—the business connotation has evolved with less kind regard.).
Sales Gravy
JULY 25, 2011
So there you have it. Business is seasonal. Kids get out of school. The weather changes. People have worked hard and are now ready to take some time off. Business changes and people seem to relax.
BrainShark
JULY 29, 2011
Being able to restrict time per folder. I know it doesn’t make much sense for every client but for larger corporations such as ours, it would be a great asset.
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