Sat.Jan 01, 2011 - Fri.Jan 07, 2011

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Your Change: Shout It Out

No More Cold Calling

I said I don’t make New Year’s resolutions , but Jonathan Farrington, blogger extraordinaire and creator of Top Sales World , wrote a remarkable post. The following excerpts are from Jonathan’s blog : ““ Year’s end is neither an end nor a beginning but a going on, with all the wisdom that experience can instill in us.” – Hal Borland. And that is what it will all be about for me in 2011, building on many of the wonderful things we achieved in 2010.

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Sales Leadership: What? All my numbers are back to zero?

Your Sales Management Guru

Sales Leadership: What? All my numbers are back to zero? Yes, that is the reality of every sales organization at this time of year, even with sales backlogs, recurring revenues and hopefully a pipeline of opportunity-this is a psychological issue that you, as sales leaders must address. There are really two aspects of this topic that sales management must face.

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The Survey Approach to Prospecting

Tom Hopkins

If you have access to a postal mailing list for potential clients, I suggest sending them a simple, one-page letter of introduction then following up with a phone call. [Even better, if you can network with someone else who already does business with the people you're trying to approach, get their permission to send the [.] Related posts: How to Handle an Angry Client.

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Bridging the Content Gap [Webinar Replay]

BrainShark

This webinar focuses on the communication shift that we have been experiencing world-wide toward web and video presentations, as well as the content shift that is occuring between sales and marketing.

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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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The Science and Art of Selling by Alen Mayer ? Blog Archive.

The Science and Art of Selling

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It is counterintuitive but it works

The Ultimate Sales Executive Resource

As a person who believed that the velocity with which a lead converts to a deal is not considered enough, I was skeptical whether the book Slow Down, Sell Faster! by Kevin Davis would work for me. This skepticism did not last long. Once I understood that the title of the book recommends that the rhythm of selling should fit to how customers want to buy, I felt comfortable.

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3 Lessons from -The Man with the Golden Voice-Viral Video

BrainShark

You may have heard in the news by now about an amazing story of second chances for a man named Ted Williams , whose now known as the man with the "Golden Radio Voice.

Video 48
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Sales Enablement and The Economic-Buyer

The ROI Guy

With two recessions over the past 10 years, buyers have become more focused on quantifiable bottom-line proof points for most large investments. Even though a recovery is at hand, there remains significant pressure to do-more-with-less, and the economic buyer is firmly in control, demanding even more financial accountability on each purchase. The reign of the economic-buyer is called Frugalnomics, where buyers require significant ROI, fast payback and superior value from each purchase.

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5 Sales Trends From 2010 Worth Keeping in the New Year | Sell.

Engage Selling

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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The Key Ingredient to BIGGER Commission Checks

Sales Gravy

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m62 Killer Sales Presentations - Why Present?

BrainShark

m62 Killer Sales Presentations talks about the importance of video and audio in making your presentations dynamic.

Video 48
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1500 Small Business Owners Can't be Wrong ? or Can They.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. 1500 Small Business Owners Can’t Be Wrong – Or Can They? by Lori Richardson on January 4, 2011. Last year I had the pleasure of meeting and talking with more than 1500 small business owners around the U.S and Western Canada. The decision I made at the end of 2009 to travel North America in 2010 was made when many of my counterparts seemed to be ramping up with webinars and conference calls

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I Guess it Runs in the Family! | Sell More, Word Less Blog by.

Engage Selling

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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How to Fix Your Prospecting in a Single Day By Kendra Lee

Sales Training Advice

Sales prospecting is a lot like exercise. We all know that we need to do it, we usually have a good idea of how to do it, and we can be pretty certain of what the long-term results will be… and yet, that doesn’t make it any easier. The issue, of course, comes down to discipline. To enjoy that pipeline full of fresh, qualified sales leads later, we have to do some things that might be inconvenient or uncomfortable today.