Sat.Jun 23, 2012 - Fri.Jun 29, 2012

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Effective Sales Coaching Practices – Part 2

Steven Rosen

What do the best sales coaches do? In this article we want to further explore what effective sales coaching looks like. As I previously discussed in Part 1 of Effective Sales Coaching Practices , the goal of coaching is to help the individual improve their performance and reach their true potential. In our business, that means being the best sales rep they can be.

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Six Sales Questions You Should Stop Asking

The Sales Heretic

You hear it again and again: “In sales, it’s important to ask good questions.” The problem is, nobody ever tells you exactly what those questions are. As a result, too many salespeople, business owners and professionals ask bad questions. Questions that can make your job more difficult and even cost you the sale. If you’d like to [.].

Exact 290
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How To Reduce Your Price Without Reducing The Value

MTD Sales Training

Once in a while, (and it really should be just once in a while,) there comes the time when you absolutely have to lower your price to close the sale. While this may seem like a simple and easy operation, it is something that sales people mess up all the time. Done correctly, a “small price drop” can indeed help close the sale. However, done incorrectly, the smallest price decrease can cost you the sale, the trust of the buyer, many other sales and possibly your reputation in the industry.

Discount 283
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Misunderstood Marketing

Sales and Marketing Management

Issue Date: 2012-06-25. Author: Janet C. Jessen. Teaser: In far too many companies the marketing function has been misunderstood, minimized or marginalized. Marketing communications and sales literature are important, but they’re only part of a much larger picture. In far too many companies the marketing function has been misunderstood, minimized or marginalized.

Marketing 261
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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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Three Tips to Build Powerful Customer Connections

No More Cold Calling

Referrals are the secret to B2B sales: Get the meeting at the level that counts. “Face to Face in a Sales 2.0 World”—that’s how I met Todd McCormick at the Fall 2011 Sales 2.0 conference. Not only did I love the title of his presentation, but when Todd talked about the importance of personal connections and the power of looking someone in the eye, he had my attention.

More Trending

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Do Not THINK About Closing the Sale

MTD Sales Training

There are a million tips all over the world on what to do to help you close the sale. You can find all sorts of tips, tricks, and magical scripts, as well as a bunch of pat answers to objections. In addition, in some places, like here at MTD Sales Training, you will find some very sophisticated and powerful closing processes that will help you be more successful.

Closing 280
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PowerViews with Rich Vancil: Marketing Ops, Sales Ops & Mashups

Pointclear

My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. Rich earned his MBA from Harvard Business School, and he’s twice been named to BtoB Magazine’s Top 100 Most Influential people.

Marketing 247
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Quit Saying “Honestly” and “To Tell the Truth” Unless You Are a Liar

The Sales Hunter

Surprising to me is the number of times I hear salespeople and others use these lines or other similar lines. When I hear somebody say either of these, I can’t help but think if what they’ve been telling me up to now has been a lie. Allowing the customer to have confidence is a requirement if we expect to close a sale. This means our words, our actions and our entire demeanor have to be geared toward giving them confidence.

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Making Your Monday Sales Meeting Meaningful – Sales eXchange 155

The Pipeline

Your Monday morning sales meeting needs to set the tone for the week, the successes, challenges and activity required to move prospects forward between now and Friday, thus making the week contribute to a successful quarter. Here are a few simple to implement steps you can take to assure this. First, keep it short focused and on track. Monday morning is prime time, sales professionals ready to go, having had the weekend to decompress, buyers are also looking to make their mark on the week ahea

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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The Difference Between Harassing Sales Pressure And Professional Sales Persistence

MTD Sales Training

You know the drill: you do a great sales interaction, cover as many objections as possible before they arise, ask for the order , and then continue to ask for the order. One of the oldest idealisms in professional selling is that you cannot take “No” for an answer. And it is true, that as a professional sales person, you have to learn to deal with negative buying decisions and learn to turn some of them around into positive buyer agreements.

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How Soon Should You Make Changes to Your Sales Force?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan This month's newsletter from IDC's Sales Advisory Group lists 5 things which a new Sales VP should do. Some of them are good, but others not so much. Among their points were some that have nothing to do with being new, plus one with which I am in complete disagreement. Consider 4 of their 5 bullet points below: They said: Tap into your organization's resources to get up the learning curve, fast.

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6 Secrets for Sales Prospecting Success

The Sales Hunter

People ask me all the time what does it take to be successful when it comes to developing new leads. The first thing people always think is they have to have a good source or area where they can get leads and then magically turn them into great customers. Sure, I won’t discount the value of good lead sources, but what I will say is I’ve watched far too many salespeople botch good leads — and great salespeople turn what appear to be poor leads into great customers.

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It Is Still The Little Things Count

The Pipeline

Last week I was part of a meeting where a sales person that I introduced to my client was presenting her solution, sales force efficiency tool, to my client. While the solution was good, she clearly knew her stuff, and clearly understood the client’s requirement, she kept doing something that was bush league and potentially risking his success.

Pipeline 227
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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Q2 Is Over – How Is Your Pipeline, Sales Leader?

Score More Sales

It snuck in like the fog very early one morning – the end of Q2. Can you believe it? For those following a calendar year, sellers everywhere are shaking their heads wondering how it crept up on them so quickly. Those sales leaders who are not surprised are those who are working a plan with a good team of sellers in place. They have had their forecasts adjusted, some more than once – and have done a number of things to help their companies succeed.

Pipeline 183
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Getting Reluctant Salespeople to Fill Their Empty Pipelines

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Last week I wrote this article about the best time to ask salespeople to fill their pipelines. One reader asked how to get salespeople to fill their pipelines. It's an interesting question because your real performers don't have to be asked because they will keep it filled on their own. If you are having difficulty getting salespeople to fill their pipeline then one of several things may be true: They are relatively inexperienced and while willing, ar

Pipeline 184
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Confidence as a Sales Tool

The Sales Hunter

Are you a confident salesperson? I love asking salespeople this question, and the majority of the time people respond with a “yes.” The problem in my eyes is that people are responding with a “yes” only because they know that’s how they should respond. Let’s now phrase the question a little different. Would you be confident selling “x” if “x” is something you don’t know anything about?

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Elements for Sales (Life) Success - Commitment - Matt Stutzman Style

Anthony Cole Training

Commitment to succeed in sales or in life can be defined by a willingness to to everything possible to succeed. Overcoming obstacles, changing your mindset and beliefs, defying all the odds, overcoming everything that life throws at you. And not only is it possible to 'just' succeed to what would be considered normal but also it is possible to exceed expectations of what is normally considered 'normal'.

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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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3 Steps to Grow Your Online Visibility and B2B Brand

Score More Sales

As more and more of your customers are spending time involved in social media, you too need to build your midmarket company brand. No longer can it be ignored that buyers are searching online for solutions long before they find out who you are. Even if a percentage of your customers are on social tools and platforms now – you need to be there as well.

B2B 183
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When are Salespeople Too Old to Sell Effectively? 10 Conditions

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan First, let's acknowledge that EEOC guidelines in the US demand that you not discriminate against candidates based on age (40 and older), gender (non-males), race (non Caucasians), or disability (Americans with Disability Act). This article isn't about that but I wanted to make sure I put that out there before going any further.

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Don’t Waste Next Week. It’s Still a “Prospecting” Week.

The Sales Hunter

Next week the United States celebrates its independence on July 4, and Canada celebrates Canada Day on July 1, meaning many businesses in Canada will be closed on July 2. For many people, this means the week will be somewhat of a busted play when it comes to trying to make sales calls. Consequently, expectations will be low, and with expectations being low, the level and quality of work will wind up matching it.

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Are We Playing Hunger Games? Key Questions Confronting Inside Sales

Pointclear

Britton Manasco is a principal with Manasco Marketing Partners. His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. You can reach him at Britton@ManascoMarketing.com. When I attend conferences, I usually come with a few questions in mind that I hope to get answered. But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can

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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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I Earned the A or Sale; The Sales Manager Gave Me an F

Increase Sales

Human nature is pretty consistent from our early childhood experiences where we earned the A, but the teacher gave us an F to our adult business experiences where we as sales people earned the A sale but the sales manager gave us an F when we did not increase sales. There appears to be a tendency within sales people or individuals in general to take all the credit for when things go well such as increase sales, land a significant account and the opposite behavior to blame the sales manager, the

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30 Seconds Matter: How Sales Tools Deliver Revenue Growth

SBI

Tweet In this month’s issue of Top Sales Associates Magazine , I had the great pleasure of being interviewed by Linda Richardson. You may recognize her name as the Founder and Chairwoman of Richardson , the global sales performance company. Linda built her company into an international power-house having trained over two million sales professionals to date.

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Should You Be Making Cold Calls?

The Sales Hunter

You first have to stop and ask yourself if there is a return on your investment for making cold calls. Is cold calling a viable way to get customers or is it merely an activity to occupy your time until some good prospects emerge out of thin air? What is surprising to me is very few salespeople can answer the first question objectively, and few want to honestly answer the second question.

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Why sales people talk too much … and what to do about it

Sales Training Connection

Pre-Call Planning. Spend a week in the field with sales reps and you’ll observe too many sales calls where the sales rep is just talking too much. Why? We’ve heard lots of reasons posited like: “this product is great – it will sell itself if I just talk about …” or “my customers tell me they want to know everything about our new …” or “ if I am talking I know the customer will forget about hat objection.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Is It Time to Say What You Mean?

Increase Sales

In today’s politically correct society, there is a reluctance or what some might say is a fear to say what you mean. Credit www.sxc.hu. Professionals use the latest business speak or some jargon in many cases to avoid respectfully speaking the truth. There appears to be a ponderous of individuals who talk around subjects to out right avoiding answering direct questions.

Facebook 161
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What Did Your Prospect Really Just Say?

A Sales Guy

Your prospect just told you they are going to take your information, review it and get back with you. But, what did they REALLY just say? Your prospect just told you they like your solution and your the front runner, but they need to get approval from the CEO. But, what did they REALLY just say? Your prospect just told you the V.P. of IT resigned and they need to hire a new one before they move forward.

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Evolve or Die ? Guide to Helping Legacy Marketing Staff Thrive

SBI Growth

Marketing 231