Sat.Aug 20, 2011 - Fri.Aug 26, 2011

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To Become A Master Salesperson, Master NON Selling Skills.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. To Become A Master Salesperson, Master NON Selling Skills. Gitomer | August 23, 2011 | 3 Comments. Tweet Share Everyone talks about “how to sell” Not me. I stress “why they buy,” or “how to get people to buy.” It’s a much more powerful success model.

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The Pipeline ? Compelling Opening Statements ? Sales eXchange.

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.

Pipeline 255
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You Never Know…

No More Cold Calling

When customers are ready to talk to you. Selling is tough. We receive a referral introduction, respond to a request from our website, meet a sales prospect at a trade show, or answer a phone call from an interested and qualified prospect. We qualify, ensure our solution is a match, perhaps conduct a demo, get the right people involved, and then they go dark.

Referrals 185
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4 Things to Consider Before You Buy Marketing Automation

Pointclear

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. Well, we’re in the dog days of August. For many, the planning for 2012 starts next month, right after Labor Day.

Marketing 164
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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 Effective Ways to Reduce Canceled Appointments

MTD Sales Training

Appointments that cry off at the last minute will cost you a great deal of money. In addition to the time you spent to set the appointment, now you have travel time, gas and a host of other less tangible expenses. Depending on your business, it may be impossible to eliminate canceled appointments completely. However, you can greatly reduce them and diminish their effect on your sales process and income.

More Trending

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Embrace Abundance Mentality Over Scarcity Thinking – Friday’s Editorial

Increase Sales

Steve Jobs’ resignation seems to generating a lot of scarcity thinking instead of abundance mentality. People seem to be either wringing their hands in angst or looking for that next deep black hole for Apple. I have read a plethora of stories and many of them looked to the scarcity of him leaving the office. Unfortunately, very few looked to the abundance of the future.

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Wild Ducks That Have Changed Their Industries, and Our World

Fill the Funnel

My daughter sent me an innocent looking link via a text message this weekend, saying that she thought I would relate to it. I did the dad thing and clicked on the link provided in the text message. For the next fourteen minutes and fifty-two seconds I sat silent, watching the story of four amazing people, “Wild Ducks” as they are called in the video.

Industry 113
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Handling the No Name Policy When Cold Calling: Part II – What to Do with A Name

MTD Sales Training

In Part I, I explained a few ways to find the name of someone in your prospective company. Now, let us see how you can use that name to reach your decision maker (DM). If you were unable to find the name of someone in the company, don’t worry. In Part III, I will give you a few tips to cold call with no information at all. Using a Name. Now that you have the name of someone in any department, make a call.

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The Pipeline ? More than a Sale

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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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Brain Research and Buying: The Link to Increase Sales

Increase Sales

The goal to increase sales does not happen until a buying decision is made. You may have the best sales skills from the sales training coaching of Zig Ziglar or any other noted sales guru, but all sales come after the buyers have at least bought you, bought your company and potentially bought your solution. Now technology and brain research now reveal how those buying decisions are made.

Research 124
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Three self-imposed pitfalls facing new sales managers

Sales Training Connection

Think about new sales managers you’ve known. Were they promoted for their sales management expertise – or for their sales success? Often it’s for their sales success. So what happens after the sales manager assumes the role and responsibilities of their new position? Even after some initial guidance most new sales managers find themselves trying to figure out how to balance the requirements of the position. .

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Handling the “No Name” Policy When Cold Calling: Part I – How to Get A Name

MTD Sales Training

Your mission is to cold call the company, find out who is the decision maker (DM), find out that person’s name, get pass the gatekeeper, reach this DM, and set an appointment. Whew! Even if you already know the likely job title of the DM, it is still frustrating when you do not have a name and the gatekeeper (GK) refuses to give you one or to connect you without one.

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“Value” Remains Most Significant Sales Challenge

The ROI Guy

Sales still remains challenged to add value during the sales process, and prove the value of proposed solutions to ever more empowered, skeptical and frugal executives, this according to a significant study by Blue-Sky, a UK sales performance consultancy. The new independent survey of 212 sales executives worldwide, sought to identify the biggest sales challenges and priorities facing Fortune 1000 firms worldwide, and in the process, uncovered several significant challenges and great opportuniti

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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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How to Assess Awareness for Increase Sales Force Productivity

Increase Sales

Sales management to small business owners continue to explore how to increase sales force productivity from the use of the carrot stick to actual incentives. Yet many times they fail to take this first crucial step – assess awareness for each team member. Credit www.sxc.hu. During the last several years, I have discovered or confirmed that the majority (well over 90%) of sales people or individuals in any other role do not know their strongest attributes or talents.

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Five techniques to bridge the marketing-sales chasm

Sales Training Connection

Marketing-Sales Alignment. Much has been written about the Marketing-Sales chasm. And, we’ve made contributions to that oft-told theme , too. That’s why I was struck by a post by Christine Crandell in the Forbes blog on how Marketing and Sales can gain alignment. In that post, four techniques were offered to assist in aligning the Marketing and Sales effort.

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The Art of Achieving Your Goals

Tom Hopkins

Goals keep you motivated when your selling career is challenging. Related posts: Setting Realistic Sales Goals. Planning the Achievement of Your Goals. How To Use Qualification to Avoid Desperation in Sales.

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Why Don't Spreadsheets Work for ROI / TCO Sales & Marketing Tools?

The ROI Guy

Many organizations have developed spreadsheet models to help economically justify solutions. Often these spreadsheets are developed by a field subject matter expert, often out of necessity based on one or more client requests, and then shared / distributed to other sales professionals and channel partners for use. These spreadsheet based ROI / TCO Tools are meeting a great need, to help fight Frugalnomics and implement value-based sales / marketing campaigns, but are not the ideal platform to su

ROI 73
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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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How to Increase Sales Tips & Snippets #9 – Preparation

Increase Sales

Preparation is another key in how to increase sales. If you disagree, then how many times have you attended a business networking event and you experienced? Someone with no business cards ? Someone who verbally stumbled during introductions ? Someone who appeared clueless ? Wise people have said you have one chance to make. a positive impression. So how come so many people still blow it?

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Emerging importance of medical sales key account executives

Sales Training Connection

Health care sales. Changes in U.S. hospitals are not within most people’s definition of average. Taken collectively they are transformational. And, as with any transformational shift, there will be winners and losers – in this case, for both hospitals and health care companies. . One set of changes are driven by hospital economics. Because of rising health care costs, decreasing reimbursements, increasing malpractice suites, and the financial uncertainties of the new national health care legis

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The Essential Ingredient in Every Sales Meeting by Ron Marks

Tom Hopkins

Critical advice for holding effective sales meetings and team building gatherings. Related posts: When to Train by Ron Marks. Praise in Public, Criticize in Private by Ron Marks. The “Accidental” Sales Person by Ron Marks.

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Intelligent Sales Forecasting – an Oxymoron?

SBI

Today, Cloud9 Analytics announced a new solution for intelligent sales forecasting. The key word is “intelligent.” It’s a good descriptor if you want to get a point across. Sales forecasts are the very best guess about which deals will come in - and when – based on the best intelligence on that day. Problem is – the minute a forecast is published, it’s out-dated and by out-dated I mean it no longer reflects the latest intelligence.

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Connect, Care, Convert: Secrets to Establishing Trust with Niche Markets and Turning Them Into Clients

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?

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Does Facebook Make Sense for a B2B Business?

BrainShark

As of late, I’ve been seeing and hearing a lot of discussion on the use of Facebook in social media marketing, particularly in B2B.

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

The Science and Art of Selling

Forbidden. You dont have permission to access /2011/08/if-you-live-by-price-you-will-die-by-price/ 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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Selling Strategies: Objections are Buying Signals By Robert Terson

Sales Training Advice

My father loved to talk about the subtleties of selling. As a child I looked up to him as a selling god and hungered to soak up his wisdom; I still was listening attentively at 66 when he died. It was like Michael Corleone having the Don as his consigliere. He sold insurance, sewing machines, garbage disposals, cookware, wigs and other hair goods, and advertising.

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The Essence of Education

Your Sales Management Guru

THE ESSENCE OF EDUCATION. By Ken Thoreson. This blog is from a chapter in my latest book: “Leading High Performance Teams” I thought you would enjoy it. As we move into the final months of the year ensuring your sales teams are more professional is critical to exceeding your goals. www.AcumenManagement.com. Developing well-coordinated training programs for new salespeople and existing salespeople alike can provide tremendous ROI. .

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Large Pharmaceutical Firm Goes Mobile with Brainshark

BrainShark

With so many options out there for publishing content of all kinds, sometimes it’s hard to sort out the best options with each promising to excel at one task while perhaps lacking in another; similar to choosing the best device for a task.

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Remove All Barriers to Connect With Prospects

Sales Gravy

Poor customer service sometimes starts with the phone. Referrals are probably the best sales leads because the prospects or potential customers have already been prequalified. They have sought the recommendation of someone they trust.

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Alinean Named to Inc 5000 Fastest-Growing U.S. Private Companies for Second Consecutive Year

The ROI Guy

Demand Remains Strong for Alinean’s Interactive Content Marketing and Value-Based Sales Enablement Services and Tools Alinean, the premier provider of interactive content marketing and value-based sales enablement services and tools, today announced its two-time honoree ranking among the 5 th annual Inc. 500|5000’s list of fastest-growing U.S. private companies.