Sat.Feb 25, 2012 - Fri.Mar 02, 2012

Trending Sources

It Takes Only An Hour A Week To Produce Leads Through LinkedIn

MTD Sales Training

I must have said it time and time again, but when it comes to modern day selling, sales professionals and business owners alike can find real value in the LinkedIn platform as a sales tool, as there is so much potential for you to prospect for and engage with new leads and current clients online. An Hour A Week Is All It Takes. That’s all for now folks, see you again soon for another Techy Tuesday.

7 Sales Prospecting Ideas That Work | Sales Motivation and Sales.

The Sales Hunter

The biggest item on the to do list of most salespeople is finding good sales leads. Here's a list of 7 sales prospecting ideas you can use right now

Sales Performance Improvement Is More Than Just Sales Training

Dave Stein's Blog

When Shakespeare famously penned, “A rose by any other name would smell as sweet,” it’s clear that he didn’t live in the age of Google searches and brand positioning. Yes, it’s facing some unprecedented challenges, but that’s another issue.  Sales training is alive, thriving, and in the throes of what you might consider growing pains. What’s on the table is more than simply nomenclature.

Sales coaching and the high potential sales rep

Sales Training Connection

Sales Coaching. From time to time, either by thoughtful action or good fortune, every manager gets some – they wish they had more – and they’re always afraid of losing the ones they have.  Every field has its fair share – the arts, sports, business, and fortunately the world of sales.  Of course what we are talking about are folks with high potential. What can you do? Keep it simple. Be available.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Sales Management & The Impact of Social Media

Your Sales Management Guru

Sales Management and the Impact of Social Media. Ken Thoreson. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points.  I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media. In the traditional sense of a new product introduction, social media is moving through various stages. This is exactly what I believe is the direction we will move.

10 Sales Motivation Quotes to Get You Going! | Sales Motivation and.

The Sales Hunter

I count it a privilege and an honor to share with thousands of salespeople each week through my blog, website, videos, speeches and training programs. Over the years, I've come up with a number of sales motivation quotes

Sales Performance Improvement Is More Than Just Sales Training

Dave Stein's Blog

When Shakespeare famously penned, “A rose by any other name would smell as sweet,” it’s clear that he didn’t live in the age of Google searches and brand positioning. Yes, it’s facing some unprecedented challenges, but that’s another issue.  Sales training is alive, thriving, and in the throes of what you might consider growing pains. What’s on the table is more than simply nomenclature.

Stop Trying To Overcome Objections

MTD Sales Training

Objections: those reasons, stalls, excuses, or otherwise barriers that prevent you from closing the sale. Every professional sales person is familiar with objections, and has invested significant amounts of time learning how to deal with objections. You may not like sales objections , but let’s face it; if prospects did not object, you probably would not have a job. Different View. Good Question.

In Praise of Failure

Sales and Management Blog

In today’s politically correct world the idea there’s no such thing as failure has become so popular that it’s a staple of motivational speakers; sports leagues make sure that every kid feels like a success by giving each a participation trophy; schools teach kids that they didn’t fail, they just weren’t as successful as some other students; and some companies even make sure that every employee, even the biggest screw up, gets a reward for something. The very word destroys lives. The reality is, to put a little twist on a Gordon Gekko line: Failure is Good. Only through failure can we grow.

Go Google Me – An Interview with Fred McMurray

Increase Sales

“Go Google Me” probably should be the mantra of Fred McMurray with three daughters and no sons.  Beyond his 23,000 Twitter followers, his thousands of LinkedIn first degree connections, this gentleman truly demonstrates how to effectively integrate social media into any marketing plan. Last week I had the pleasure of sitting down and experiencing a massive brain dump or what some may call “drinking from the fire hydrant.” One online leader has 10 advocates (those who spread the word) and 100 lurkers (those who listen and take no action). Share on Facebook.

Hospital sales – business-as-usual will be business lost to competitors

Sales Training Connection

Hospitals are going through a period of transformation change.  On the clinical side, they’re changing what they buy, how they buy, and what they are willing to pay for it. Selling to hospitals. And on the business side, hospitals are making significant and innovative changes, too.  Those who know the market best say the change is likely to continue. Existing Sales Force. Collaboration.

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

10 Corporate Social Media Myths Dispelled

Social Media and Sales Strategy

Today’s podcast is about 10 social media myths that are commonplace in the companies and organizations that we work with at Socialized! Agency. Many of these misconceptions stop organizations from truly realizing the potential of social media (or even starting). Below I have listed the myths. Have a listen to the podcast and let me know what you think. Agency. Below I have listed the myths.

They Bent Over Backwards To Satisfy The Customer

MTD Sales Training

I just got this in from my friend and super salesman, John Landrine in the US, about an experience he had this past weekend. I had to share it with you and I have a couple of questions for you after you read this short story and example of customer service at its finest! Excellent Service = More Sales. Sean, I just had to tell you about what happened in a restaurant this weekend. The check?

Of Value Propositions and Elevator Pitches for B2B ? Score More.

Score More Sales

Recently I spoke with OpenView Venture Partners Managing Director Brian Zimmerman about the importance of having a strong value proposition as you build your company. Listen to the audio. Too many sales managers

The Multitasking Myth: Are You a Culprit?

No More Cold Calling

Juggling many activities decreases your productivity by 25 percent. slip into multitask mode when I know I shouldn’t. check email when I’m on a call,  should be writing, on my phone (not, of course, while I’m driving). Are Are you a multitasking culprit? . The first myth is my favorite. Myth #1: Multitasking Is Critical in a World of Infinite Demand. We’re not. Sales Streamlining.

10 Corporate Social Media Myths Dispelled

Social Media and Sales Strategy

Today’s podcast is about 10 social media myths that are commonplace in the companies and organizations that we work with at Socialized! Agency. Many of these misconceptions stop organizations from truly realizing the potential of social media (or even starting). Below I have listed the myths. Have a listen to the podcast and let me know what you think. Agency. Below I have listed the myths.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Spring Cleaning: Time to Get Organized!

The Productivity Pro

It’s springtime! For most, that means throwing open the windows and doing some serious spring cleaning. It’s also a great opportunity to catch up on much-needed spring organizing …attacking the organizational backlog that may have piled up over the last few months. Here are some tips on doing away with the two most pervasive and frustrating forms of clutter: paper clutter and electronic clutter.

The Top 2 Sales Tips to Leverage the People in Your CRM or.

Score More Sales

Contacts are data, and people are real. Who these people are needs to be sorted out and organized, hence the need for a CRM, Social CRM, or other contact system. Without recommending one platform or another

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Jonathan Farrington's Blog ? Selling Is Going Inside ? Isn't It? Time.

Jonathan Farrington

Published by Jonathan Farrington at 11:40 am under General. Over the past couple of months, I have written extensively on what I believe is the future of professional selling. Unsurprisingly, I have been regularly mis-quoted

10 Corporate Social Media Myths Dispelled | Social Media Podcast.

Social Media and Sales Strategy

Today's podcast is about 10 social media myths that are commonplace in the companies and organizations that we work with at Socialized! Agency. Many of these

Your Greatest Sales Weapon

The Sales Heretic

While I enjoy all my aikido classes, I particularly enjoy the classes involving weapons training. Not because I seriously expect to be involved in a sword fight any time soon (although you never know), but because training with weapons teaches you lessons about aikido, your body, and life in ways nothing else can. quick note [.]. Sales CD's CEO competitors manager price selling seminar skills training VP workshop

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The BEST Thing You Can Do When You Can't Close a Big Sale.

The Sales Hunter

We've all had those days. You know what I'm talking about. You have been working your tail off trying to close this one client, and just when you think that moment is going to come, the client delays or backs off all together

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Jonathan Farrington's Blog ? How To Construct and Implement a.

Jonathan Farrington

Almost six years ago  long before social media had reared its handsome head and Twitter was still a sparkle in its founder's eyes - I embarked on my own personal platform building campaign. A significant initiative within

What do you mean you don't have the data?!?!? ? Value Creator.

Brian Vellmure

RT @scrm_ac: What do you mean you don't have the data?!?!? link] #scrm #acinsights. link] Graham Hill. Hi Brian. It all seems so simple and logical. But is it really that simple? Let's see

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Is Automation Killing the "Social" in Social Media? - Think customers.

The 1to1 Media Blog

Imagine this. You decide to follow one of your favorite brands on Twitter and moments later, you experience the briefest jolt of excitement when you see that said brand has sent you a direct message on Twitter. Yet instead

Embrace Your Inner Salesperson

Bob Burg's Blog

“Sell Without Selling!” ” … “Never Sell Again!” ” … “Salesless Selling!” ” Have you noticed the proliferation of teachings and articles telling you that you don’t need to sell in order to … sell? often hear salespeople try and deny they are salespeople. Examples: “I’m in sales but I don’t really sell …I just help people.” ” Or, “I don’t consider myself to really be in sales.” ” This sales-denial is not meant to be dishonest. What’s the confusion?

5 Sales Lessons from the Oscars

Julie Hansen's Sales Blog

The Oscars offer a great opportunity to see how the stars and those behind the scenes handle (or mishandle) their moment in the spotlight.  Out of character and costume, free of directors, scripts and props, even as we expect them to show an appropriate level of professionalism, gratitude and humility, we are also hoping to be [.]. Uncategorized academy awards angelina jolie colin firth meryl streep octavia spencer oscars presentation skills sales sales skills sales techniques selling tips the artist

Sales presentations – the art of presenting engaging PowerPoint presentations

Sales Training Connection

Wright Brothers. For those that have only a fuzzy memory of the art of presentations prior to May 22, 1990, there was a device called an overhead projector.  People used this device to project “transparencies.”  Most of these transparencies were created by the presenter and were, to say the least, not very artistically or technically sophisticated. Let’s fast forward to the present.  The topic?

10 Reasons Why Outrageous Customer Service Is All That Matters.

Dan Waldschmidt

The single most important focus of your business is to deliver an amazing experience for your client. That’s it. There is nothing else more important than making sure every memory of you by your customer is one of delight. Now, that is certainly not easy to do. Make no mistake — treating your customer in a way that creates delight is one of the hardest, most emotionally intensive talents that you will need to master in order to position your business for exponential growth. You are going to invest in a relationship that turns out to be one sided. You can’t please everyone.

Can You Do A Sales Presentation Too Well?

MTD Sales Training

You know you did your job. You did a great sales presentation , covering all the bases. You uncovered problems and built tremendous value. You are certain that it is clear to the prospect that the value of the product or service far outweighs its cost. You created urgency by demonstrating that they are losing, hurting by not owning and everyday they lose more. It was a perfect sales interaction.

B2B Lead-Gen: Top tactics for a crisis-proof strategy

B2B Lead Blog

Tweet Do you remember the fire drills at school? The alarm went off, students got excited, and teachers marched them to the exits. They were a test of the schools evacuation plan — a calm, orderly process to follow should an emergency strike. ? Most lead-generation marketers are not in crisis, but many could use an orderly process to help combat challenges. asks Doyle. Click to enlarge.

When Does the "Customer" Experience Begin? - Think customers.

The 1to1 Media Blog

When Does the "Customer" Experience Begin? Whenever I see a Chevy Camaro my heart rate revs up. Seriously. If I'm driving and see one parked, I slow down to ogle it. If I'm on the highway and see one up ahead, I'll try to

Guest Article: Strategic Questions Will Uncover Strategic Opportunities, by Andy Rudin

Sales and Management Blog

Strategic Questions Will Uncover Strategic Opportunities. By Andrew Rudin. The late Peter Drucker said “true marketing starts out with the customer, his demographics, his realities, his needs, his values. It does not ask ‘what do we want to sell?’ It asks ‘what does the customer want to buy?’ So, why have so few people figured out how to routinely and systematically uncover this fundamental insight? And why do few senior managers pay more than lip service to encouraging or requiring their sales forces to discover the answer? What is strategic discovery? Begin with a foundation of mutual trust.

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How To Forget About WHY You Lost The Sale

MTD Sales Training

It is tempting sometimes, to want to wallow in pity, anguish and self-doubt after losing a big sale. As a professional sales person, you want to know WHY you lost the sale. You also want to know what you could have done better. The questions go through your head: 1. Was my discovery period good enough? 2. Did I uncover the problems? 3. Did I do a good sales presentation? 4. And so on, and so on.

The Best Way to Improve Your Negotiation Skills | Sales Motivation.

The Sales Hunter

If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. If you simply start

Have You Seen Yourself From The Customer’s Side of The Desk?

Fill the Funnel

I met a terrific new contact last week that asked the following question of me: “Can you suggest a tool for practicing phone skills and face to face conversational selling skills? I’d like to sit down with my laptop, and engage in simulated sales scenarios so I can practice things like my elevator pitch, cold phone intro, addressing price objections. use this tool at least once a week.

The Good and Plenty Sales Behavior – Friday’s Editorial

Increase Sales

Believe it or not, there is a lot of the good and plenty sales behavior in today’s crazy busy marketplace.  And what is also true is these good and plenty sales behaviors appear to be multiplying especially by small business owners. Can we agree that everyone is busy? So how does making excuses justify everyone  from not honoring their promises including the goal to increase sales? 

Jonathan Farrington's Blog ? We Need Our Leaders to be ?Firm but.

Jonathan Farrington

Successful modern leaders should be supportive of staff, but should also take decisive action to maintain standards of behaviour: The worst leaders are those who fail to support staff. These conclusions came from research by

Dispatching Zombie Opportunities

The Sales Blog

Dispatching Zombie Opportunities is a post from: The Sales Blog | S. Anthony Iannarino. Some of the “opportunities” in your pipeline are dead. Or rather, they are undead. The undead, zombies if you will, look to be alive. They appear to be animated. They seem to always be moving. But they’re not really alive. Neither are some of your opportunities. It’s Dead. It’s easy to hang on to dead opportunities. You know that your prospective client buys what you sell or may need to soon. You know many of the key stakeholders , many of whom are receptive to you. Anything! What’s Missing? Bury it. Buffer.

Brent's Social CRM Blog: Is Your Midsize Business Ready to.

Social CRM

In conjunction with IBM's Smarter Commerce initiative, the SMB Group and CRM Essentials are working on a series of posts discussing how technology is empowering today's customer, and why companies have to change

Do you have an attitude of abundance? by Lynn Hidy, PCC

Increase Sales

Merriam-Webster defines abundance as ‘an ample quantity’ or ‘relative degree of plentifulness’ what a great way to approach sales! Start with the crazy idea that there are enough prospects out there for all of us to find our ideal customers, work together, and make money. That may sound elitist, bear with me… not all prospects are created equal! Out there are prospects who: Buy what you sell.

Inside Campaigner: Mobile optimization tips to keep in mind

Inside Campaigner

You've just finished your email marketing campaign and you're ready to gain traffic, a larger database and a greater social media following. But wait - you forgot about optimizing the campaign for mobile! IMediaConnection

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The Four Spheres of Sales Awareness

Bernadette McClelland

The Four Spheres of Sales Awareness. From a global and industry perspective all the way to a local and individual perspective there are four spheres of sales awareness. The salesperson who can create meaningful conversations at each level will take pride of place at the relationship table with any customer and be perceived as a trusted advisor. This is what being curious and connected is all about.