MTD Sales Training
FEBRUARY 3, 2012
“I’m in a slump right now…” “Our sales are in a slump…”. We hear this terminology all the time in the world of professional selling. However, just what is a sales slump anyway? Most sales people refer to a sales slump as that time when sales slow down, and business slips into a quagmire. The main thing is that most sales people relate a sales slump and its cause to unfortunate circumstances , usually beyond the sales person’s control.
Bernadette McClelland
FEBRUARY 1, 2012
'Calibrate Clients. Calibration involves measuring the relation between the output and the value of the input. Coming from the printing industry, the need to calibrate the hardware and software was crucial for quality results. The same is with our customers. We need to always ensure that the communication, information and relationship is calibrated so that we are all aligned.
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No More Cold Calling
FEBRUARY 2, 2012
Real-world sales may start online, but the real connection and success happens offline, in the real world. Join me. In our technology-obsessed world, we regularly hear new words and phrases—ones that someone made up and then created the definition. Words that are overused and mostly unexplained. Here are a few, just for starters: Gamification, Web 3.0, Sales 2.0, Finger in the Wind, Facipulate, Wallet Share, Weighing the Pig, The Buyer’s Journey, Word-of-Mouse (give me a break…).
Understanding the Sales Force
FEBRUARY 2, 2012
Understanding the Sales Force by Dave Kurlan In just the first minute of your interview with a sales candidate you should know whether you don't want that candidate working for you. Think about it. If you decide in minute one that this candidate is NOT for you, there are options. You can end the interview and find yourself an hour that you didn't expect to have.
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.
MTD Sales Training
FEBRUARY 1, 2012
Some call it “small talk.” Others refer to it as the “warm up.” You know; it’s that idle, incidental banter between you and the prospect as you get things into place before the sales interaction. This warm up talk is more important than many realise and can steer the sales process in a positive or negative direction. In addition, this time for many sales people and prospective customers, is a waste of time.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Pointclear
JANUARY 31, 2012
Tony Zambito is Founder and Principal of the buyer research and strategy firm Buyerology ?. He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. Tony also served in the role of Vice President in Sales and Marketing capacities for TRW, Knight-Ridder, and Compaq (HP).
Understanding the Sales Force
JANUARY 30, 2012
Understanding the Sales Force by Dave Kurlan Everyone has a plan. Some plans are better than others because they contain all or most of the necessary steps and sequence them in an appropriate order. Most plans have gaps where steps should be and the sequence doesn't lend itself to success. One area where we see this occur repeatedly is when companies are about to hire a Sales VP or Director AND they want to evaluate their sales force too.
MTD Sales Training
FEBRUARY 2, 2012
Most sales people have aspirations of being the best in their field. Most have a desire to excel beyond their peers and rise to the top of their industry. One of the most frequent questions I get is, “How do I become a top sales person ?”. Well, let’s relate the selling profession to other professions. In many areas, one way to recognise someone who is a qualified expert in their field, who has an abundance of knowledge on a particular topic, is someone who holds a PhD in that field.
The Pipeline
FEBRUARY 3, 2012
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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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.
The Sales Hunter
FEBRUARY 3, 2012
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.
Understanding the Sales Force
FEBRUARY 3, 2012
Understanding the Sales Force by Dave Kurlan On the eve of Superbowl XLVI Weekend, an article in the February 3, 2012 issue of the Boston Globe discussed Patriots Coach Bill Belichick's place in football history. In the story, written by Michael Whitmer, Belichick says, "You do your job, take care of your business, and hopefully good things will happen.
MTD Sales Training
JANUARY 30, 2012
Many sales people ask if they should buy the product or use the service that they sell. My answer is also a question in, “Do you truly believe in what you sell?” I will make this short and sweet: “If you qualify as a prospect for what you sell, then the first sale you should make should be to yourself.”. I want to stress, that the prerequisite is that you must be able be a qualified prospect for the product or service.
Jeffrey Gitomer
JANUARY 31, 2012
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 2012: The Year of The Webinar. Gitomer | January 31, 2012 | Leave a Comment. Tweet Share 2012 is the Year of the Webinar. I’m offering 12 Webinars every 3 weeks with Live Q&A sessions after each event. Maintain your momentum throughout the new year with timely insight at a steal of a value!
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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 Sales Hunter
JANUARY 31, 2012
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.
Anthony Cole Training
JANUARY 31, 2012
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.
MTD Sales Training
JANUARY 31, 2012
Your LinkedIn “teaser” is the short header section which appears at the top of your profile on the site, and includes your picture, name, profession, location, industry and most recent status update. It’s known as the “teaser” because it’s the only section of your LinkedIn profile which shows up when you appear in the platform’s search results and when you contribute to a discussion in one of your LinkedIn groups.
Sales and Marketing Management
FEBRUARY 1, 2012
Despite three decades of experience, a history of “strategic” successes at select companies, and an abundance of technologies designed to support both disciplines, for the most part, sales and procurement continue to dwell on tactics.
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.
The Sales Hunter
JANUARY 31, 2012
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.
Anthony Cole Training
JANUARY 30, 2012
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.
Increase Sales
JANUARY 31, 2012
Credit www.sxc.hu. The business myth of time management still prevails because it is much easier to provide some “time management tips,” some surface solutions than to really address the real problem of self management. No one can manage a constant. . Time management is an oxymoron. Time is a constant as there will always be 60 seconds in a minute; 60 minutes in an hour; 24 hours in the day; 7 days in the week; and 365 days in a year.
HeavyHitter Sales
JANUARY 29, 2012
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?
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 Sales Hunter
JANUARY 30, 2012
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.
A Sales Guy
FEBRUARY 2, 2012
Being bad it turns out, is what makes us good. So make as many mistakes as you can. You will eventually become an expert. Our minds and more importantly our feelings require mistakes to learn. When mistakes are made our mind reacts physically. Our minds are constantly searching its surroundings for subtle, predictable patterns we can’t consciously recognize.
Partners in Excellence
FEBRUARY 3, 2012
I’ve been reading a lot of different stuff about coaching recently. It’s good to see the different points of view, I learn something from each of them. But in the end, sometimes I wonder if we are taking something that is already very tough and making it more complicated than it need be. I read endless debates about who we should spend our time with, A’s, B’s, or C’s.
Sales Training Connection
JANUARY 29, 2012
A Sales Training Connection Classic. The Hunter-Farmer framework has been used for a very long time to configure sales forces. 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.
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?
SBI
FEBRUARY 1, 2012
When I started Smart Selling Tools five years ago, I focused mostly on CRM. There were (and still are) more than 100 different CRM tools on the market. Since CRM is the platform for sales organizations, it’s important to have ways to compare offerings and to learn what to look for. That was then. SaaS changed everything. As the Internet gained popularity, and SaaS offerings (aka cloud computing) gained credibility, it opened the door for more innovation in the sales software space.
A Sales Guy
JANUARY 29, 2012
The goal should be better. Not great. Great is an end game. Once achieved, it’s over. Then what? Better is infinite. It’s not a static. It can be achieved, but once achieved it calls out to be achieved again. Better is continuous. I’ve met a lot of great sales people. They know they are great. But, they really aren’t, because they aren’t trying to get better. “I’ve been doing this for years.” “I know this stuff.” “What can some bl
Partners in Excellence
JANUARY 30, 2012
One of the things I love the most about sales people is the eternal optimism. It really takes a tremendously positive outlook to be a great sales person. After all, we face rejection every day. We face challenges and obstacles in every situation. Some are challenges come from changing customer expectations. We always face market and competitive challenges.
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