Sat.Oct 15, 2011 - Fri.Oct 21, 2011

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11.5 Ways To Win Prospects And Contacts At A Networking Event.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 11.5 Ways To Win Prospects And Contacts At A Networking Event. Gitomer | October 19, 2011 | Leave a Comment. Tweet Share Networking is fun. It remains an enigma to me that more salespeople don’t use it to replace the cold call (which ain’t no fun). If you network smart, it’s the easiest way to make sales contacts.

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Internet Killed The Telesales Star?

MTD Sales Training

32 years ago Brit band “Buggles” released their smash hit “Video Killed The Radio Star”, which paid homage to the way that technological advantages in television had crushed the success of the radio with its modern capabilities. In today’s modern world, could we now be seeing the start of a new revolution? Has the internet and social media killed off the more traditional ways of selling?

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Referral-Selling Top Tips: How to Ask for a Referral

No More Cold Calling

Referral Selling Top Tip #1: When you just get a name, you’re making a cold call. Stop. Referrals make your calls HOT! . There’s No Such Thing as a Warm Call. My take on referrals is clearly defined: A call is either HOT or cold. My definition of a cold call: You call someone who doesn’t know you, and does not expect your call. It’s that simple. You’re definitely interrupting the person, and you sound like one of those pesky telemarketers who believe you need 10 to 12 touches to actually talk t

Referrals 249
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The Pipeline ? Who's Expectations? ? Sales eXchange ? 119

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 220
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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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My Big 3 Sales Success Tips from Guy and Steve - #1

Anthony Cole Training

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.

Hiring 181

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“You Can’t Catch Water With A Fist”

Pointclear

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. JoJo Jensen’s quote from Dirt Farmer’s Wisdom i , “You can’t catch water with a fist,” is especially true in the conflict between sales and marketing. I am particularly struck by her thought that you must be open-handed and open-minded to accomplish almost anything in life.

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FREE E-Book: The Little Book of Listening | Jeffrey Gitomer | Books.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. FREE E-Book: The Little Book of Listening. Gitomer | October 17, 2011 | Leave a Comment. Tweet Share “I didn’t hear you.” No, you weren’t listening. “Our people need to listen better.” No, your people need to understand WHY they don’t listen.

Hiring 170
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Steve Jobs and Sales Success - My BIG 3 Lessons

Anthony Cole Training

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.

Hiring 150
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3 Ways NOT To Handle The Prospect Who Is Shocked By Your Price

MTD Sales Training

You went through the entire sales interaction without much problem. However, as soon as you mention the price, the prospect, noticeably stunned, slips into a comatose gaze, and a look that says, “Are you kidding?!” . As mentioned in, “3 Ways To Handle The Prospect Who Is Shocked By Your Price,” when the sales interaction fails to uncover problems and pain or build value, there are but a few steps you can take to possibly save the sale.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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The 11th Question to Ask Before Buying a Marketing Automation Solution

Pointclear

A good read I discovered recently is a post by Lauren Carlson, What Do You Wish You Had Asked Your MA Vendor? , on the Marketing Automation Software Guide blog. Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again.

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Referral-Selling Top Tips: How to Build Your Referral Network

No More Cold Calling

Referral Selling Top Tip #2: How to Build Your Referral Network…Through Everyone You Know. Your best source of referrals is your current clients. But what if you’ve just started in your business? Good news, referrals work for you, too! Everyone is a part of your referral network. “Getting Started” starts now. Watch Top Tip #2: Start Spreading the Word.

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National Evaluate Your Life Day Really?

Increase Sales

Today if you did not know it is “National Evaluate Your Life Day” created by Well Cat and not by the good people of Hallmark. So what is the point of this day? Credit www.sxc.hu. I am not sure what the Well Cat people intended, but for me this should be part of everyone’s day and not just once a year hyperbole. In the book From Values to Action , the author Karry Kraemer discussed the critical necessity of self-reflection and that it should be practiced on a daily basis.

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What To Do When The Prospect Blames You For Your Competitors’ Failures

MTD Sales Training

What do you do when the prospect wants to hold you accountable for a problem caused by one of your competitors? The prospect had a bad experience with a company that sells the same product as you, and is convinced that doing business with you will have the same result. . Guilty By Association. Below is a way to handle the situation where the prospect finds you guilty just by associating in the same industry as the culprit.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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3 Reasons Your Sales Organization is Broken

A Sales Guy

Justin Shriber, Regional Vice President, CRM On Demand, at Oracle just delivered the best presentation at Sales 2.0 Conference so far. Justin kicked off his presentation with a joke about a ship captain who wore a red shirt so his crew wouldn’t see him bleed when they were fighting pirates, who also had brown pants for when the odds were stacked against them.

Oracle 103
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Referral Selling Top Tip #1

No More Cold Calling

How to ask for a referral.

Referrals 174
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How to Increase Sales With Better Decision Making

Increase Sales

How to increase sales requires small business owners, entrepreneurs and even those crazy busy sales people to make better decisions such as: What business to business networking events should I attend? Where do I place my limited marketing dollars? Who should I meet with this week? In reading a blog post over at BNet , the author suggested when confronted with two equally good choices , the best decision is the harder of the two.

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What To Do When The Prospect Blames You: Part II

MTD Sales Training

It can be extremely frustrating when the customer wants to hold you accountable for something that your competition did or did not do. In, “What to Do When the Prospect Blames You for Your Competitors’ Failures,” I mentioned that when this happens, there are two possibilities: #1 – The situation is one that is common in the industry. #2 – The situation is not common or is an isolated incident.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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When Do You Stop Qualifying?

Partners in Excellence

Today I was asked the question, “Do you have to keep qualifying through the sales process?” It’s a good question–one that is too often ignored. Before answering this, let me back up a moment and start at the beginning of the sales process. I’ve often written that we make a mistake in the qualification phase of the sales process–we focus on qualifying the customer.

Pipeline 115
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Selling Overshadows Sales & Marketing 2.0 Conference

A Sales Guy

I suppose, to expect the act of selling to be at a minimum during this weeks Sales and Marketing 2.0 Conference was a bit naive. What should I have expected from conference attended by a few hundred sales and marketing people? This was my first Sales 2.0 Conference and I didn’t know what to expect. My hope was to learn something new. Using that as my success metric, the conference underwhelmed.

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Optimizing your sales training investment

Sales Training Connection

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs. The focus was on optimizing the results from the $100 billion that world-wide companies spend every year on performance skill training in areas ranging from performance management to sales techniques. The authors made the following observation about how to get more out of training programs : “ Although it could be improved, the content of the training is not where the improve

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The Video Marketing Explosion - Some Amazing Stats

BrainShark

I just got back from the Corporate Executive Board’s annual Sales & Marketing Summit in Las Vegas. I had the opportunity to meet quite a number of very impressive heads of sales and marketing, and hear from thought leaders in the field.

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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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Performance Management Can’t Be Delegated Or Abdicated!

Partners in Excellence

A key aspect of the manager’s job is performance management. Surprisingly, I seem to run across a fair number “managers” that don’t own this responsibility. They don’t do it, or try to delegate it so someone else. There are various categories of managers that really don’t manage performance: The manager, trapped behind a desk, managing paperwork, internal bureaucracy, not connected with the field.

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What a Music Teacher, Baseball, the Internet and a Video Game Can Teach Sales People

A Sales Guy

Brian Kingry is a music teacher. He won a million dollars playing a video game. Major Leauge Baseball 2k11 had a contest that paid 1 Million dollars to the first person who could pitch a perfect game. Brian knew very little about baseball, yet he still pitched the first perfect game. Brians approach to winning this contest mirrors the behaviors of the best sales people. 1 Million dollar contest recognized = Opportunity Identified. “Learn the Game” How is the game played?

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Tips for designing sales training for global implementations

Sales Training Connection

Global sales training. Suppose you are a large U.S.-based global company with three operating divisions totaling 2,300 world-wide sales people. When it comes to sales training, historically each country has done its own thing – for that matter each division has for the most part unilaterally developed its own sales training. Some countries have done a fair amount; while others have done very little.

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What a Painting Van Taught Me About Marketing Differentiation

SBI

Nearly every day on my drive home I pass by a house with a van parked in its driveway. And every day I think about the owner of that van and how smart he or she is. They can’t possibly know that every darn day without fail, when I see that van I say to myself “now that’s brilliant marketing!” The van belongs to a painting contractor. Home painting contractors make their living against an army of competition.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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Award Winning Book

Tom Hopkins

I’m proud to announce that my latest book, Selling in Tough Times, has won the 2011 National Trophy for Business Books in the category of Tools & Methods in France. Here’s a brief except of the book that I hope you find useful: Steeling Yourself for Survival by Tom Hopkins from Selling in Tough Times [.] Related posts: The Importance of Being a Lifelong Student of Selling Skills.

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Quick How To: Set Animations in Brainshark

BrainShark

Animations help authors tell a story in a systematic manner, and serve as an engaging compliment to the message the audio conveys.

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Sales Leadership: Zen & The Art of Golf

Your Sales Management Guru

Sales Leadership: Zen and Art of Golf . One of my more popular blogs last winter was “Zen and Art of Snow Shoveling” based upon the famous book: Zen and Art of Motorcycle Maintenance and after yesterday I thought I might leverage that title one more time. Yesterday was a lovely fall day in the Smoky Mountains. The sky was bright blue, no clouds, the leaves are changing into brilliant colors, the air was warm and I had a 1pm tee time.