MTD Sales Training
MARCH 29, 2013
Getting a prospect to agree to an order does not have to be tricky. If you listen to what the prospect is saying there should be no problem in getting them to close the order. The prospect will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
MARCH 24, 2013
Most top sales executives travel. A lot. Many CSOs in today’s B2B selling environment can tell a Marriott from a Hyatt by looking at the furniture. Multi-national organizations plus complex sales equals airline miles. Whether it’s a branch, location, city, or market, you need to be there. The challenge is how to use those 10 hours in (insert city here) effectively.
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Steven Rosen
MARCH 25, 2013
For most B2B companies the largest promotional investment is the sales force, yet most companies fail to utilise this resource to its full potential. As corporations continue to struggle in these difficult economic times, sales executives will need to focus on reinforcing the foundation of their sales organizations in order to survive. What do we know?
The Pipeline
MARCH 29, 2013
The Pipeline Guest Post – Megan Totka. The Internet has opened up a whole new world of marketing and advertising tactics. And although this isn’t breaking news, people are coming up with new ways to utilize the web every day when it comes to sales. But are we letting more traditional sales practices fall by the wayside in lieu of solely committing to digital tactics?
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
MARCH 27, 2013
On our courses, we often ask sales people ‘what exactly do you sell?‘ After we’ve got through the list of products and services, they cotton on that people, their prospects, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Steven Rosen
MARCH 26, 2013
Don’t Hire the Plug and Play. Welcome to Sales Management TV. My goal is to provide you with insights and pearls that you can easily use in your day to day work. I am Steven Rosen author of 52 Sales Management Tips and executive sales coach. This week’s tip is about hiring the right candidate. You have a vacant territory and you have narrowed your search down to two candidates.
The Pipeline
MARCH 25, 2013
by Tibor Shanto – tibor.shanto@sellbetter.ca. At the risk of stating the obvious, the job of a sales person is to sell their company’s offering in order to deliver revenue AND Profits for their company. This can be a challenge at times, but should not be so as a result of our doing. Some sales people seem to want to sell things they don’t have, at times they do this on their own, other times they let their prospects lead them down a dead end path.
MTD Sales Training
MARCH 28, 2013
Our profession is full of myths and misconceptions. It has a plethora of ideas and techniques that have followed sales people down the ages, some of which have been built on shaky ground, others on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
MARCH 26, 2013
In a recent post , we talked about are you Mr. CMO or VP of Marketing keeping pace with the market. Now we’re determining if you’re team is keeping pace. Do I have the right team? Is my team evolving at a pace greater than or equal to that of my competitors? How do I know? These are the questions we hear most often in marketing organizations. Let’s assume for today’s conversation you have the performance conditions for a level 5 marketing organization.
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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.
Sales and Marketing Management
MARCH 28, 2013
Issue Date: 2013-03-29. Author: Michael D. Krause. Teaser: A good lawyer knows the answers to every question before asking it. It may not be quite the same with salespeople, but there are some key questions to avoid. A good lawyer knows the answers to every question before asking it. It may not be quite the same with salespeople, but there are some key questions to avoid.
Jeffrey Gitomer
MARCH 27, 2013
Tweet RSS readers may click here for the video. The post Closing the Sale | The Definitive Answers You Won’t Like appeared first on Jeffrey Gitomer’s Sales Blog.
The Pipeline
MARCH 27, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. The video below is the third in a series of videos on Objections, and Objection Handling I did for BizTV , this one dealing with price objections. One of the most common objections sales people face is the price objection, especially late in the sale. Some buyers use this as tactic, some are genuinely trying to get the best deal they can, either way, the seller needs to be prepared for the objection and how to handle when it comes.
SBI Growth
MARCH 28, 2013
Delivering initiatives that make a difference in the field is what matters. You and your sales ops team work hard to deliver for sales. When it doesn’t stick, it’s disappointing and becomes a reflection on you. Today’s post is about making your work stick by getting out into the field. Download the Sales Ops Field Kit Here. Think about the last big effort you drove for sales.
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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
Sales and Marketing Management
MARCH 25, 2013
Issue Date: 2013-03-25. Author: Ted Binkoski. Teaser: Sales organizations continue to fall short on producing necessary growth. Here are four reasons why they are underperforming and how to fix it. Sales organizations continue to fall short on producing necessary growth. Here are four reasons why they are underperforming and how to fix it.
Score More Sales
MARCH 28, 2013
A lot of sellers have confusion around whether to recommend someone or endorse them on LinkedIn, as well as whether to ask for a recommendation or an endorsement. Since you can do both on LinkedIn, let’s clarify what each is, and then how to best utilize them: Recommendations have been on LinkedIn since the beginning. This is where you ask someone to recommend you, and they can write a few sentences or paragraph about your qualities, your relationship, and anything else that helps show you
No More Cold Calling
MARCH 28, 2013
How can your sales team work together when they don’t even know each other? Yahoo recently ordered all of its virtual workers back to the office. Why is this technology giant prioritizing face-to-face interaction? Because recent studies show that while remote workers are significantly more productive, they’re not nearly as innovative or collaborative.
SBI Growth
MARCH 23, 2013
Do you need more sales people to Make the Number ? Your gut says yes, but you don’t have evidence to support it. The CEO will dismiss your request without evidence to support the additional expense. In this post we will discuss how to determine if you are undersized. Many organizations add heads based on gut feel and budget. This isn’t a sustainable approach.
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.
Steven Rosen
MARCH 25, 2013
'For most B2B companies the largest promotional investment is the sales force, yet most companies fail to utilise this resource to its full potential. As corporations continue to struggle in these difficult economic times, sales executives will need to focus on reinforcing the foundation of their sales organizations in order to survive. What do we know?
Score More Sales
MARCH 26, 2013
Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”.
MTD Sales Training
MARCH 26, 2013
Branding is one of the key components of marketing your products and services, and branding has become a multi-million pound industry, with so many companies using their brands to leverage their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
MARCH 27, 2013
To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. Don’t stop until you’ve completed 8 touches. When it comes to prospecting, there is no magic bullet. The honest truth is you have to do the work. But how you go about doing that work can make an enormous difference in your level of success.
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.
Jeffrey Gitomer
MARCH 23, 2013
Tweet Your ability to look someone in the eye as you speak to them, is a tell-tale sign of your own self-respect and self-belief. Eye contact is powerful either by absence or presence. Don’t you find it a sign of weakness when others do not make eye contact with you? The post Jeffrey Gitomer | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog.
Pointclear
MARCH 26, 2013
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. Software programs that explain the most data, verified by the most evidence, are better than those that do not. i Really, how do you argue you with this? CRM properly applied, in conjunction with marketing automation software, explains the most data on marketing performance and gives more evidence than any other combination of s
Anthony Cole Training
MARCH 28, 2013
By Bob Wehrmeyer © 2013 Wehr Publishing. All Rights Reserved. I started doing yoga about 10 years ago and now I am a believer. I also like to lift weights, run and play basketball. Actually, I no longer really play basketball. I am more of a basketball watcher. But since I used to play basketball, I get to claim watching as a form of exercise. Generally, regular exercise is important to me, and I have been fortunate enough to make it a regular part of my life.
The Sales Hunter
MARCH 29, 2013
If you know me or have been reading my blogs for some time, you know I like to use the phrase, “Sales is leadership. Leadership is sales.” I’m a firm believer in the phrase and believe there is significant upside to individuals and companies that embrace what this means. “Sales is leadership and leadership is sales” is all about realizing how both those words are intertwined.
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?
Jeffrey Gitomer
MARCH 28, 2013
Tweet RSS readers may click here for the video. Social BOOM! How to Master Business Social Media. The post Social Boom with Jeffrey Gitomer on BiZ TV Canada appeared first on Jeffrey Gitomer’s Sales Blog.
Score More Sales
MARCH 29, 2013
Anyone who attended the recent Microsoft Convergence 2013 conference may have noticed an exhibitor with a 3 letter acronym. The conference is the annual event for Microsoft Dynamics ERP and CRM. The exhibitor with a 3 letter acronym was none other than IBM. So what was IBM doing at a Microsoft Dynamics event? It seems that many folk don’t know that IBM is a leading systems integrator for Microsoft Dynamics.
MTD Sales Training
MARCH 26, 2013
'Branding is one of the key components of marketing your products and services, and branding has become a multi-million pound industry, with so many companies using their brands to leverage their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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