Anthony Cole Training
OCTOBER 13, 2010
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.
HeavyHitter Sales
OCTOBER 15, 2010
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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Tom Hopkins
OCTOBER 15, 2010
I recommend the use of intent statements to set the stage for every presentation. An intent statement is designed to reduce sales resistance that is created by the unknown. When potential clients don’t know what to expect next their minds tend to wander and their anxieties build. Your intent statements tell your clients clearly what [.] Related posts: 7 Steps to Establishing Rapport.
Fill the Funnel
OCTOBER 13, 2010
I am excited to be a part of an online Sales Summit hosted by FOCUS. If you have not attended one of these FOCUS online summits in the past, this is a good one to start with. The event is on Thursday, October 21, 2010 — 8AM to 1:30PM PT / 11AM to 4:30PM ET. Pre-registration is required. Join Focus and your peer community for this must-attend event to learn about the latest processes and technologies to help you create a top-performing revenue-generating sales force.
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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.
Your Sales Management Guru
OCTOBER 12, 2010
No Regrets: Finding Your Recipe for. Personal and Professional Success. (This is an excerpt from my upcoming book: Success Simplified with Stephen Covey. Wright: Ken, tell me about your idea of no regrets, finding your recipe for personal and professional success? Thoreson. It began in my professional life, working as a sales leader and vice president of sales for more than fifteen years.
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Tom Hopkins
OCTOBER 15, 2010
Everyone sells, one way or another. As parents, we sell our children on our belief systems and our values. In courtship, we sell ourselves to our prospective partners. At work, we sell ourselves every day to our employers and our co-workers. However, there’s something keeping us from doing the best job of selling in every [.] Related posts: Overcoming the “It costs too much” Sales Objection.
The Science and Art of Selling
OCTOBER 12, 2010
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Sales Training Advice
OCTOBER 13, 2010
A recent article I wrote titled, “ Prospecting Letters Still Open Doors ” sparked quite a response from readers recently and I just have to share their ideas with you! They disclosed their best secrets for using letters to gain access to some of their toughest prospects. Most sellers today prefer to send an email in an attempt to get in the door and secure an appointment.
BrainShark
OCTOBER 12, 2010
We’re proud to announce that myBrainshark is one of the latest cloud-based applications available on the Google Apps Marketplace!
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Tom Hopkins
OCTOBER 15, 2010
Since most clients have a ‘say no’ mentality when you first begin talking with them, you would be wise to have a way to counter it. In fact, I encourage you to incorporate the phrases “If you say yes…” and “When you say yes…” into more of your presentations. It mentally takes them from withholding [.] Related posts: My Dear Old Mother Close.
The ROI Guy
OCTOBER 13, 2010
Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers. Unlike traditional white papers, Alinean Interactive White Papers use profile information from a prospect to intelligently customize the collateral with more personalized, relevan
Sales Gravy
OCTOBER 11, 2010
So just how do we go about instilling pride in people? As always, I suggest using our own experiences as our best example. In thinking back over the things you've done in your life, what kinds of accomplishments caused you to feel proud?
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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
Tom Hopkins
OCTOBER 15, 2010
If you find yourself in a position of seeking new employment, don’t send out 100 resumes and wait for the phone to ring. You wouldn’t approach getting new business that way. You have to have a plan. Start by investing a bit of time researching where you would like to work. Find a product or [.] Related posts: The Advantages of a Career in Financial Services.
The ROI Guy
OCTOBER 11, 2010
Every year, around Halloween, organizations meet to begin the battle for budget allocations for the New Year. For marketers, the news is good overall. According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. This represents substantial growth when compared to 2009 cut-backs; however, even with the 2010/2011 snap-back in spending, most marketing budgets will remain below pre-recession levels.
Green Lead's B2B
OCTOBER 11, 2010
This past week at the Inbound Marketing Summit, all the sessions were broadcast live by The Pulse Network. Below is the clip of our session with Chris Brogan on Lead Generation. For the time constrained fans.you can find my contributions at time spots: 4:50, 19:48 and 26:30 ;).
Tom Hopkins
OCTOBER 15, 2010
Objections are not meant to stop you in your tracks. While you may envision them as brick walls, learn to see yourself hurdling over them. When you really want what’s on the other side (like a closed transaction), you’ll do everything in your power to jump over, tunnel under or take down any walls brick [.] No related posts.
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.
Tom Hopkins
OCTOBER 15, 2010
The average consumer knows at least three ways to stall or stop a sale. If you only know how to address two of those concerns, what are the odds of closing the sale? Not very good. Keep a running list of the concerns you hear most often about your product or service. Determine the best [.] Related posts: Closing Sales = Sweet Success. Barriers to Closing.
Tom Hopkins
OCTOBER 15, 2010
The average business loses 15% of their clients on an annual basis. It’s safe to assume that some clients move away or sadly, pass away. If you sell to businesses, some of them may close. But, many simply stop coming. That’s because you haven’t established relationships with those clients. The clients feel no loyalty…no obligation [.] Related posts: Qualifying Potential Clients.
Tom Hopkins
OCTOBER 15, 2010
There will be times, especially when you’re new, when a potential client may doubt that you know enough about the product to be giving them the best advice. Until you get your feet wet, make it a point to have a senior salesperson or your manager available to answer questions for you during a presentation. [.] Related posts: The Benefit Summary Close.
Tom Hopkins
OCTOBER 15, 2010
You will come across clients who are more afraid of not having the benefits of a new product, than they are excited about having them. For example, this fear may occur with a piece of manufacturing equipment that will put the client on the cutting edge and ahead of the competition. The fear that the [.] Related posts: “If you say yes” Close. The Basic Oral Close.
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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.
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