Sat.Jul 31, 2010 - Fri.Aug 06, 2010

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First Things First - #4 Sales Solution for Successful Selling

Anthony Cole Training

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.

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Heavy Hitter Sales Blog: 5 Truths About Selling to C-Level Executives

HeavyHitter Sales

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?

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Top 10 Reasons to Own Your Personal Domain Name

VuVan

'Have you ever checked to see if your name (first & last) is still available as a domain name? I feel that it is important to take ownership of your domain name, even if you don’t immediately have the need to develop a website at the current moment. Think of the domain name as real […]. Related posts: The Value of Developing Your Personal Brand We live in a branded world where we selectively choose.

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How Much Coaching Is Enough? Determining the Proper Length and Frequency When Coaching Your Team to Drive Measurable Results

Keith Rosen

A.B.C. – Always Be Coaching. For managers, this is the expectation and the new standard in how you communicate with your people if you’re looking to drive the long term positive changes you need within your team. Coaching is actually something you will be doing in every conversation and interaction you have; whether via email, during a telephone conversation, a water cooler discussion, impromptu coaching when dealing with a timely question or pressing challenge, during a deal or fore

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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8 Steps for More Effective Closing - Sales Solution #10

Anthony Cole Training

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.

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10 Valuable Personal Success Life Lessons

VuVan

'Learning from others is the best way to gain the wisdom from others successes and failures. In discussions with others who have been successful in life, I ask them about their top 10 best advice for personal success and have listed the best of them below. Most of these personal success life lessons are not […]. Related posts: The D Word for Personal Success Personal success is about achieving the goals and dreams we.

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Making it to the Top

Your Sales Management Guru

Making it to the Top. Making it to the Top, and other phases like it typically refer to exceeding your sales quota or becoming a top performer in your organization. Sales leaders have used these words to create sales contests, set goals and sales themes for the year and …so have I, and last Friday I made it to the top! First, I will be honest, I took Friday off.

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Why Sales S(t)ink in the Summer

Anthony Cole Training

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.

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Velocity Selling System that is as Simple As ABC By Bob Urichuck

Sales Training Advice

If you are not following a sales process, you are probably not in control. Consider this for a unique sales process – a “Buyer Focused” Velocity Selling System that is as simple as ABC. A. You cannot build anything without a solid foundation and the same applies to the sales process. The A in the ABC of the Velocity Selling System is for Attitude – the foundation of all successful sales people.

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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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Personal Branding: Deliver Quality Work for Career Success

VuVan

'At work when you are given an assignment or when you have something that you need to turn in, what does your end product look like? To develop your personal brand, your work is a reflection of how others will view you. Lets say your boss had asked you to provide more information regarding a […]. Related posts: The Value of Developing Your Personal Brand We live in a branded world where we selectively choose.

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Going Mobile: You Can't Outsmart the Smartphone

BrainShark

In case you haven’t heard, Brainshark has gone mobile! Brainshark and myBrainshark presentations are now accessible directly from any of those smartphones or iPads we’re toting around these days.

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Is using an ROI Analysis Good Enough to Make Critical Investment Decisions?

The ROI Guy

Traditional ROI analysis examines the cash flow of a proposed project over time to determine if it makes fiscal sense. The investment is tallied and benefits contrasted against the benefits to see if the project generates a positive cash flow, and as a result, can deliver bottom-line impact to the organization. Although in today’s frugal environment a bottom-line impact is required of almost every business project, when determining which projects to invest in, only comparing the financial impact

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Sales Prospecting Letters Still Open Doors by Kendra Lee

Sales Training Advice

I’m often asked about the effectiveness of letters as a prospecting strategy in today’s electronic world. You see email, cold calling, and webinar tips, but rarely hear about letters. Direct mail has fallen off considerably. Anything suspected to be a sales approach gets tossed in the name of productivity savings. It’s harder than ever to ensure your letter reaches the intended recipient.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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

The Science and Art of Selling

Forbidden. You dont have permission to access /2010/08/sales-tip-152/ on this server. Additionally, a 500 Internal Server Error error was encountered while trying to use an ErrorDocument to handle the request.

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Do You Need a Sales-Consultant, -Coach or -Trainer ?

The Ultimate Sales Executive Resource

Is this differentiation necessary when you are looking for help with your initiative to increase sales productivity? The fact that all three terms are listed on many LinkedIn profiles (mine included) can mean two things. Either, it suggests that the terms are taken as interchangeable and listing them all gives a higher chance to be found depending of the preferred term used by those seeking help.

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Payback Period Defined

The ROI Guy

Payback Period Defined: The time period from the start of the project until the cumulative cash flow turns positive Perhaps the easiest calculation to understand of all the financial summary metrics used in an ROI analysis is the payback period. The payback period is defined as the time frame needed for the project to yield a positive cumulative cash flow, which is typically specified in months.

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No, There Are Not Any Secrets to Closing More Sales By Bill McCormick

Sales Training Advice

There are over 9 million results in a “secrets to closing” google web search. And, no, this article isn’t about the top 4 hidden secrets to closing more sales. That is because we don’t believe that there is some special magical mystery to being effective at closing more sales. The challenge (not secret) lies in having the perseverance or following through to use a system that works.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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The Demand Gen Capital of the World: Andover, MA

Green Lead's B2B

Lead Generation is an "industry" in New England, going back to the early days of the Route 128 Technology Highway. At one point some entrepreneurial soul spun off from one of the big companies, such as Digital or Wang, and there you have it -- an industry was born. Now there are over 1500 third-party lead gen employees in the area, not to mention all the companies that have based their outbound efforts in the area.

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What every business can learn from the most iconic band in history!

BrainShark

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Virtualization Software Cost Overruns at 44% of Large Enterprises

The ROI Guy

CIO insight published a recent planning guide for IT spending in 2011, and although they didn’t highlight in the summary, the study revealed from some startling findings about dramatic overspending in virtualization software. The study, CIO Insight's 2010 IT Investment Patterns study, was a survey fielded in May 2010 and received a total of 695 responses, 295 of which are from large enterprises with more than 500 employees.

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The Facebook Event for Marketers You Need to Know About.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. The Facebook Event for Marketers You Need to Know About. by Lori Richardson on August 2, 2010. I’m happy to share information about an upcoming Facebook Marketing event that will be online with many fantastic speakers. My friend Mike Stelzner and a whole slew of experts are going to offer strategies to help you grow your Facebook business presence.

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Connect, Care, Convert: Secrets to Establishing Trust with Niche Markets and Turning Them Into Clients

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?

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Is ROI a Good Way to Make the Case for Change?

The ROI Guy

Buying and selling of B2B solutions has fundementaly and permanently changed, an evolution called Frugalnomics, requiring buyers to provide quantifiable proof to executives that proposed solutions will deliver bottom-line impact, and requiring vendors to help create and deliver the quantified proof-points and business case if they want to win the deal and avoid stalled sales cycles.

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Lack of ROI Measures Threatens Marketing Budgets

The ROI Guy

According to an article by eMarketer, “Is the Click Still King?”, marketers are still having a hard time connecting their investments to tangible bottom-line impact. Today's executive management strategy is driven by Frugalnomics, where maximizing value reigns supreme, and all spending needs to be tied to tangible gains. The lack of quantifiable ROI means that Marketers will struggle for their fair share of the budget.

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HP launches Blade ROI campaign, powered by Alinean

The ROI Guy

When examining IT budgets in 2010, "Keeping the lights on" operations consumes more than 60% of total budgets (according to IDC | Alinean research - 2010). As a result, most organizations are left scant funds to drive needed migrations / upgrades, or to apply to innovative business solutions. The more organizations can reduce on-going operations costs, the more budgets can be allocated towards new projects and innovation.

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Is Frugalnomics Today’s Number 1 Buying Factor?

The ROI Guy

Before the bursting of the technology bubble, IT purchase decisions were driven by steady upgrade and replacement cycles, mingled with occasional bouts of euphoria, as with the Internet race, and panic such as the Y2K crisis. The choice as to which IT investment to make was based most often on a need to keep up with, or get ahead of the “Joneses”. Because these IT investments during the go-go 90s were not analyzed for bottom line impact, having been tied to a business case in less than 10% of th

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Strong IT Spending Growth Predictions from Forrester Assures IT Sales & Marketing Success?

The ROI Guy

George Colony, CEO of Forrester, in Forrester's most recent earnings conference call, indicates that: "As we move beyond mid-year, Forrester continues to predict growth in the IT market both here and abroad." This is good news for IT vendors, who were predicting that perhaps the issues in Europe or US unemployment would put a damper on growth in the second half of 2010.

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Tom Pisello: The ROI Guy: Can a Value Selling / Marketing Program.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Wednesday, August 04, 2010 Can a Value Selling / Marketing Program Improve Your Business?

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Tom Pisello: The ROI Guy: Risk-Adjusted ROI Defined

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Thursday, August 05, 2010 Risk-Adjusted ROI Defined A variation on the traditional ROI formula, Risk Adjusted ROI is calculated as the ratio of the net gain from a proposed project, divided by its total costs - represented in net

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