No More Cold Calling
OCTOBER 22, 2015
When you get referrals, you get meetings with one call. I’ve heard it takes at least seven to 10 touches for sales teams who cold call and cold email prospects to connect with decision-makers. They research their targets (sometimes), identify trigger events, and create a compelling message (or so they think). But even after all that effort, many never get a foot in the door.
Understanding the Sales Force
OCTOBER 19, 2015
Last week I was training a sales force to sell value - an absolutely revolutionary concept - when the unthinkable happened, not once, but twice in the same training. As incredible as it was to me, it clearly illustrates why it is so darn hard for companies to get their salespeople to sell value.
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The Sales Hunter
OCTOBER 20, 2015
We all want to close deals faster. Too many times the way salespeople close a deal faster is by cutting the price, thinking a lower price will create a faster decision. Here are 10 things you can do right now to close deals faster, and not one of them involves changing your price: 1. […].
Sales and Marketing Management
OCTOBER 23, 2015
Issue Date: 2015-10-23. Author: John Rode. Teaser: Companies typically give a lot of thought to how they’ll make a positive first impression with customers, but last impressions matter too. To set themselves apart in an increasingly volatile market, companies should make a great impression at every stage of the customer journey, from first to last.
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Mr. Inside Sales
OCTOBER 19, 2015
One of the biggest mistakes many inside sales reps make is pitching the gatekeeper. For some reason they feel compelled to pour their pitch on the first pair of ears they get, and, unfortunately, this usually gets them into trouble. To start with, the gatekeeper is just that – someone whose job it is to screen salespeople from getting through to the decision maker.
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The Sales Hunter
OCTOBER 22, 2015
I am starting a new blog series to dig into the 10 ways to get past gatekeepers when calling on the phone. Here’s the first one: Call and ask for the Sales Department. Talking with salespeople can be an excellent approach. It’s amazing how one salesperson will be willing to help another salesperson. When […].
Sales and Marketing Management
OCTOBER 19, 2015
Issue Date: 2015-10-19. Author: Mikita Mikado, co-founder and CEO of PandaDoc. Teaser: Even with today's sales enablement software, there is one thing that sales still needs to ensure buyers act: a good pricing strategy. Here are a few major pricing strategy mistakes that could ruin your sales and what you should do instead. Even with today's sales enablement software, there is one thing that sales still needs to ensure buyers act: a good pricing strategy.
Increase Sales
OCTOBER 17, 2015
The top sales performers I know, know “telling ain’t selling.” They also know something that others in sales fail to embrace – Values. Yesterday in listening to a friend share his experience about selling some real estate, I once again realized the importance of positive core values (business ethics) when it comes to sales. He was sharing how he sold some property and a realtor verbally accosted him about not giving his firm an opportunity to sell the real estate.
Understanding the Sales Force
OCTOBER 21, 2015
The 2016 MLB playoffs are in full swing so forgive me if I refer to baseball for exactly the 100th time in the past 11 years and 1,350 Blog articles. Clutch hitting - at bats in pressure situations that usually occur late in the game - has been studied a lot in recent years. While the sabermatricians say there isn't much of a difference in the overall statistics, there are individual players who have significant differentials between between their clutch and non clutch performances.
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The Sales Hunter
OCTOBER 18, 2015
Don’t end a sales call without asking one more question! Often when you ask “one more question,” you discover information that then leads to more questions. Ultimately, the customer will share more than you could have imagined, which equips you to better meet and exceed their expectations. Don’t come up short when wrapping up a […].
Anthony Cole Training
OCTOBER 20, 2015
There are several things that an effective sales manager must do day in and day out to be successful.
Increase Sales
OCTOBER 21, 2015
Here in the US there is a lot of angst about the leadership in the U.S. House of Representatives. We can hear a lot complaints about the current selection process being messy and this squabble, this indecision does not look pretty. Funny I have yet to read any definition that included pretty in its definition. Leadership is not pretty and it can be very ugly mess.
MTD Sales Training
OCTOBER 19, 2015
We’ve all been there before – those deals that have gone all stale and quiet. It can’t be a coincidence that every time you call the once keen prospect – they’re away from their desk, on another line or in meetings! You’ve called and emailed to the point where any more would deem you a pest! So, how do you re-engage with these prospects?
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
The Sales Hunter
OCTOBER 23, 2015
Today is part 2 of my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. See Part 1 at this link. Here is #2: 2. Rather than asking the gatekeeper for the person you want to speak to, begin the call by asking them the same questions you would ask your prospect. Many […].
Fill the Funnel
OCTOBER 20, 2015
Want to improve sales communication? Recent research supports the idea that visual communication is more powerful and persuasive than verbal communication, suggesting in many instances that people learn and retain information that is presented to them visually much better than that which is only provided verbally. These are welcome findings to anyone in sales.
Increase Sales
OCTOBER 19, 2015
To improve workplace culture from employee happiness to hiring, many mid-size to small businesses are relying on software to find potential problems. I even use several workplace culture assessments when working with my corporate clients. What some consultants and those in executive leadership roles forget is software will always be secondary to the human touch.
A Sales Guy
OCTOBER 19, 2015
So, where are you on this social media thing? Do you have a Twitter account? Are you on LinkedIn? Do you use Google +? Or are you one of those people sitting on the sidelines still trying to figure out why social media even matters, because you have too much to do to be bothered with what someone is eating for lunch. Let me help you out. Consider this a Sales Guy Public Service Announcement: Social media makes quota!
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The Sales Hunter
OCTOBER 17, 2015
… you show you care about them. That’s right! Your prospect doesn’t care about you or your sales presentation or what you have to offer. They FIRST need to see that you have genuine interest in their needs and desired outcomes. Check out the below video to see what I mean: Copyright […].
HeavyHitter Sales
OCTOBER 20, 2015
The structure and effectiveness of the sales department will mirror the sales management style of its leaders. This is because sales leaders naturally imprint themselves on their organization. Over the past decade, Steve W. Martin has worked closely with hundreds of vice presidents of sales. In addition, he’s conducted in-depth interviews with nearly a thousand more. Please join Steve as he shares interesting insights about the attributes of top sales leaders and c
Increase Sales
OCTOBER 23, 2015
Why engage in executive coaching? The answer is quite simple – clarity. After being an executive coach for over 15 years, clarity is the most illusive aspect of our lives, myself included. Those individuals who have absolute clarity also have a clearly internalized purpose for taking the actions they take. Over the years I have shared this personal story about my Swedish grandmother.
A Sales Guy
OCTOBER 22, 2015
Hey peeps, #heykeenan 14 is up and cranking. In this Take, I answer a great question by the great Gabe Villamizar , social media king of Utah. There is a big difference between coaching and training. Yet few people understand it. Great question Gabe. Send me your questions for #heykeenan, if you shout out, and I’ll shout back.
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The Sales Hunter
OCTOBER 20, 2015
The clock is ticking, so you won’t want to delay in signing up for a free webinar happening tomorrow, Oct. 21, on closing deals faster! That’s right! Along with 5 other sales thought leaders, I will be giving you the Real Secrets to Closing Deals Faster. You still have time to sign up for the webinar! […].
Sales Training Connection
OCTOBER 21, 2015
Sales excellence. Major account selling is truly a highly skilled and information-intense profession. Just like any highly skilled profession one must not only master skills; you must also understand the principles upon which success is built. In major account selling, the most important underlying principle is the following – sell the problem before you sell the solution – the horse must be in front of the cart.
Increase Sales
OCTOBER 22, 2015
The Dead Box in sales appears to be growing. Cold calling is dead. Close ended questions are dead. Traditional selling is dead. Almost every day the word dead appears connected to some aspect of selling. If there was a sales graveyard, it would be littered with a lot of tombstones. I remember learning about how death can be premature as noted by Mark Twain who wrote: “…the report of my death was an exaggeration.”.
Fill the Funnel
OCTOBER 21, 2015
We all have mentors, those whose opinions and actions we respect and consider. One of those that I have learned about marketing from over many years is John Jantsch, founder of Duct Tape Marketing. Not only have I learned from his ideas and how he approaches his business from his blog, but I also have read every one of his books, and subscribe to his podcast.
Speaker: Ryan Bryers, SVP of Global Engineering
In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.
Partners in Excellence
OCTOBER 23, 2015
I’ve seen thousands of pitch decks. The vast majority are horrible. There’s the corporate vanity deck. It always has a lot of slides. Usually it mentions the customer name in about 3 places, on the cover slide, the second to last slide, and the last slide. The rest of the deck is all about the vendor. You are regaled with size, locations, financial performance, logos of customers, and all sorts of stuff telling the customer how wonderful they are and why the customer would be a
Engage Selling
OCTOBER 20, 2015
The best salespeople are constantly looking for ways to improve. They are not staying static for extended periods of time because, let’s face it, if you’re not moving forward – you’re moving backwards! There’s almost nothing better than reaching (or exceeding) all of your sales goals for the year. A certain feeling of accomplishment is […].
Customer Centric Selling
OCTOBER 21, 2015
Sales Tips: Bad Assumption #5 - Proposals Sell. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. One of my favorite Mark Twain quotes is: “It ain't what you don't know that gets you into trouble. It's what you know for sure that just ain't so.” [This is a continuation of the Bad Assumptions series. Read Bad Assumption #1 here and Bad Assumption #2 here and Bad Assumption #3 here and Bad Assumption #4 here.].
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