The Pipeline
NOVEMBER 11, 2011
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.
No More Cold Calling
NOVEMBER 10, 2011
Don’t believe everything they say, believe what they do. And do right by your business—you’ll be glad you did. I recently delivered a keynote address on referral sales at a company sales meeting, and I met several interesting and important (in the company) people. I typically offer to autograph my book, and I give it to the participant with my compliments.
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MTD Sales Training
NOVEMBER 10, 2011
Finding and hiring good people is a challenge in any industry. However, identifying and hiring people who can become top sales producers is a monumental feat few have been able to achieve with any level of consistency. However, I have found that this one test, this short role-playing scenario, can help you identify people who have all of the necessary traits that make top producers.
The Sales Hunter
NOVEMBER 10, 2011
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
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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.
The Pipeline
NOVEMBER 10, 2011
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
NOVEMBER 8, 2011
Many people are under the impression that LinkedIn is generally only used as a recruitment tool, as it is very common to find job advertisements posted all over the site, and obviously LinkedIn’s main function is to provide each member with a professional (and searchable) profile – but recruitment is not the only service LinkedIn can provide and as a business owner or sales professional you should now realise what a fantastic tool LinkedIn can be…if you know how to use it.
The Sales Hunter
NOVEMBER 11, 2011
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
Jeffrey Gitomer
NOVEMBER 6, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. San Marcos, TX – NOVEMBER 17/18. Gitomer | November 5, 2011 | Leave a Comment. Tweet Share Do you live in or near San Marcos, TX? Where will you be on November 17 & 18? No plans? Sign up for my upcoming seminar. Learn more below: To register for the event, go here: [link].
Pointclear
NOVEMBER 10, 2011
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. Andy Rooney, probably the best known commentator of his time, who at 92 years passed too soon on November 4 th , said, “I've learned. that opportunities are never lost; someone will take the ones you miss.
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MTD Sales Training
NOVEMBER 11, 2011
Hiring the right sales people is a difficult task and this little role playing scenario will help. Keep in mind that this is not to be used as the only deciding factor in your hiring choice. We also recommend that you test (with assessments and also during the interview) for competencies, skills, attitude and ability. This is just a useful exercise to test their current mindset and how they currently handle resistence - it’s just a tool that can help you gain a deeper insight into the sa
Sales and Marketing Management
NOVEMBER 11, 2011
By NICO SCHINAGL. Think the economy is hurting your profit margin? Think again.
Jeffrey Gitomer
NOVEMBER 11, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Look For An Interview With Me In The Latest Issue Of i.Business Magazine. Gitomer | November 11, 2011 | Leave a Comment. Tweet Share I recently had the opportunity to sit down for an interview with Carmine De Santo from i.Business Magazine , and wanted to make sure you knew to look for it in the latest issue.
Increase Sales
NOVEMBER 11, 2011
This morning I read a good article over at Harvard Business Review entitled The Question That Will Change Your Organization. As I reflected upon this posting, I thought about all the sales strategies or sales training about asking questions and how those sales skills will increase sales. Good questions are great and great questions are even better provided this one caveat is present – Time.
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MTD Sales Training
NOVEMBER 7, 2011
You have finally closed that big one! You have been working on that sale for a long time and no one believed that you could close it, but you did. However, now you look up and see your pipeline is empty. You are short on leads, prospects, appointments, everything. When your pipeline runs dry, it’s like being stranded on the beach and up to your ankles in troubled waters. .
A Sales Guy
NOVEMBER 7, 2011
I’ve worn pink ski goggles for over 7 years now. Why? I thought the pink was really frickin’ cool. How many men do you know wear pink ski goggles? Based on my statistically inaccurate poll, taken from the ski lifts every year the answer is; -Men over 30: zero. -Men (Boys) under 30 a few hundred and the number seems to be increasing year over year.
SBI
NOVEMBER 8, 2011
Man vs. Wild – on the Discovery Channel – brings seasoned adventurer Bear Grylls to the most difficult terrain where he shows how to survive in grueling and dangerous environments. It’s a great show if you’re interested in the whole survival thing Personally, I’ve always been fascinated with survival stories and how people think and react when an every-day outing takes a turn for the worse.
Partners in Excellence
NOVEMBER 7, 2011
“Selling has changed more in the past 3 years than in it’s cumulative history.” states Dave Stein of ESResearch. I couldn’t agree more, but would tinker with that a little, “Buying has changed more in the past 3 years than in the cumulative history of buying.” While it may seem a small point, I think it may more clearly illustrate the problem I think is happening in sales.
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.
MTD Sales Training
NOVEMBER 9, 2011
How do you handle the prospect that is afraid of everything and everybody? You know the person I’m talking about. That prospect who is so paranoid, you wonder how they got the job and how you set the appointment. . First, I’ll offer some tips to help you better recognise the Paranoid Prospect (PP), followed by three effective ways to handle them. Three Traits of the Paranoid Prospect. 1.
A Sales Guy
NOVEMBER 10, 2011
I was alone with my 18 month old and had to take a shower. I was late to an event. It was going to be a quick shower, but not taking one wasn’t an option. I knew if I couldn’t keep her busy, she would pound on the shower door crying. Traditionally, when I’m in this situation, I take her in the shower with me. This time, I just didn’t have enough time.
Sales Training Connection
NOVEMBER 7, 2011
Medical device sales people spend months learning about products, anatomy, and how to sell. Then after passing a battery of tests, becoming certified, and getting credentials (REPtrax or similar systems) up-to-date, it’s time to sell. Yet, applying what was learned in training – in a physician’s office, a lab, or in the OR – is the challenge. Not only must medical device sales people display clinical proficiency, they also must add value to the surgeons, hospital staff, and practice staff – all
Partners in Excellence
NOVEMBER 10, 2011
I had the privilege of participating in a fantastic roundtable at Focus.com today. It was “ A Sales View Of Marketing Automation ,” with three of the smartest sales and marketing people I know: Alex Shootman , Chief Revenue Officer of Eloqua, Thor Johnson of Team Thor Marketing, and Carlos Hidalgo of The Annuitas Group. It was a great discussion, be sure to listen to the recorded version.
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BrainShark
NOVEMBER 11, 2011
An organization I’ve been working with, Knowledge Institute, a leader in entrepreneurial education and development , has recently launched an interactive eLearning course designed to help U.S.
A Sales Guy
NOVEMBER 9, 2011
I’m at Defrag today and tomorrow. During today’s afternoon session Paul Kedrosky talked about an interesting affliction called FOMO, the Fear of Missing Out. I loved listening to him talk about this. His premise was the fear of missing out was insatiable and built on itself. Those with FOMO could be at the best, most slammin’ party and yet fear somewhere else, there is a better party they are missing.
Sales Training Connection
NOVEMBER 11, 2011
Optimizing Sales Training Investments. Some time ago we posted an article based on an October 2010 white paper in the McKinsey Quarterly entitled – Getting More from Your Training Programs. The focus of the white paper was on optimizing the results from the $100 billion that worldwide companies spend every year on performance skill training in areas ranging from performance management to sales techniques.
Partners in Excellence
NOVEMBER 9, 2011
Trust is the cornerstone in developing healthy relationships,whether they be personal or professional. It’s particularly important in our effectiveness as sales people. However, there’s a lot of bad information about establishing and maintaining trust–both with your customers and within your organization. The launch of their new book: The Trusted Advisor Fieldbook , gave me the opportunity to sit down and talk with my good friend Charlie Green and his co-author Andrea Howe t
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
NOVEMBER 8, 2011
Surrounded by stunning lakes and the majestic Andean mountains, the resort town of Bariloche draws tourists from all over the world. On June 4 th , an eruption 60 miles away caused thick volcanic ash to rain down and blanket the region.
A Sales Guy
NOVEMBER 9, 2011
This weeks What Would You Do Wednesday is going to tackle the infamous “forever prospect.” You know, that prospect that says they want it. The one who is going to buy tomorrow, but tomorrow is always a day away. I like to call them “Annies.” Like Annie from the broadway show. Beth was working with the V.P. of technology at ShizzyBot.
Sales Training Connection
NOVEMBER 9, 2011
A Classic - '63 Corvette. Because of the complexity of the negotiation itself and the significance of getting it right, the actual plan for a major account negotiation must be developed with care. In any major account, if the sales team does not develop a well-conceived and coordinated negotiation plan, they are playing Russian roulette with the long-term relationship with the customer and with the profitability of the sales opportunity.
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