HeavyHitter Sales
APRIL 17, 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?
Tom Hopkins
APRIL 22, 2010
If you’ve been in business longer than a week, you’ve probably heard this objection from at least one potential new client: “It just costs too much.” Or, you might have heard it in this way, “I’m really interested but I think I can get it cheaper somewhere else.” Everyone wants a bargain, but not everyone [.] Related posts: You Won’t Overcome Every Sales Objection.
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Your Sales Management Guru
APRIL 20, 2010
Building your business requires both leadership and management, and the first step in that journey is understanding the difference between the two. Leadership is the ability to make things happen by encouraging and channeling others’ contributions, addressing important issues and acting as a catalyst for change and continuous improvement. Management is the skill of attaining predefined objectives with others’ cooperation and effort.
Paul Cherry's Top Sales Techniques
APRIL 23, 2010
More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.
Advertiser: ZoomInfo
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.
Keith Rosen
APRIL 20, 2010
Here’s a valuable sales tip: “Don’t sell the way you buy.” You may feel that I’m contradicting some universal selling principles. After all, conventional sales wisdom handed down through the ages suggests how important it is to empathize and sympathize with your prospects and clients. However, there’s a very fine line between understanding and respecting someone’s decision making process; and assuming that everyone makes a purchasing decision in the same
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
BrainShark
APRIL 20, 2010
Companies use multiple metrics to determine the value they receive from using Software as a Service products such as Brainshark.
The Brooks Group
APRIL 22, 2010
Earlier this week, I was in Las Vegas for Selling Power Magazine 's Sales Leadership Conference. It was for sales leaders who wanted to create more effective sales teams that yield higher productivity, sales, and customer satisfaction. If there was a thread running through the conference, it was that we -- as Sales Leaders -- need to listen. We need to listen to our customers.
Keith Rosen
APRIL 19, 2010
You get to your office, sit down at your desk and open up your calendar. A concerned look sweeps over your face. “Only one appointment this week.” You look at your pipeline and get that squirmy feeling inside your gut, as you realize your pipeline is not as full as it used to be. You’re wondering where you’re going to find your next prospect.
Tom Hopkins
APRIL 22, 2010
Have you ever heard this from a potential client: “Okay. Well, thanks for the information. I want to shop around and will get back to you if this is really what I want.” Unless you’ve only been in business a day or two, you have. In most cases what are they really saying to you? [.] Related posts: You Won’t Overcome Every Sales Objection. Overcoming the “It costs too much” Sales Objection.
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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.
The ROI Guy
APRIL 23, 2010
A survey by Gartner found that 44% of high-tech and telecommunications companies plan to increase their marketing budgets this year. The report was based on an online survey of 206 global high-tech and telecommunications providers conducted in December. Forty-one percent of executives surveyed said they would keep marketing budgets flat this year, while only 15% said they plan to decrease them.
BrainShark
APRIL 21, 2010
This foreign language sharkie winner is one day out of many that teach the viewer how to speak Spanish.
Green Lead's B2B
APRIL 22, 2010
Last week, I was out with the team at Focus.com and enjoying "bourbon and proteins" with Craig Rosenberg ( The Funnelholic ) when the subject of campaigns came up from his point in a recent post to " forget campaigns, build a factory. " We agreed completely that marketers that think in the world of "campaigns" are shortchanging their results. Marketing programs need Consistency Momentum Staying power Adjustment It may be that campaigns seem normal because our needs change, strategies are modifie
Tom Hopkins
APRIL 22, 2010
In the business of selling products and services, you’re bound to hear objections or concerns that interfere with or slow down the sales process. When it comes right down to it, most objections or concerns can be addressed or overcome. Usually, it’s just a matter of clarifying information about the product. Sometimes it can involve [.] No related posts.
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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
The ROI Guy
APRIL 22, 2010
Microsoft Corp. released its second annual Microsoft SMB/Partner Insight Report and the study shows that although SMBs remain concerned about the business climate, most will increase technology spending in 2010, highlighting the role of IT as a strategic business tool in this crucial sector of the global economy. Of great note is that: 1) Economic Buyers Reign, even in SMBS: SMBs are cost conscience with their spending, with the economic buyer clearly in control.
BrainShark
APRIL 19, 2010
Athogen outlines the new clinical testing service in this video presentation embed on their website.
Score More Sales
APRIL 19, 2010
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Seattle Jobless Woman: “I Want a Job & Nothing Else” by Lori Richardson on April 19, 2010. Simmjaze Sayles has stood on the street corners of downtown Seattle with a sandwich sign. The sign says, I want a job, and nothing else. Her positive attitude is uplifting – she will not be broken down.
The ROI Guy
APRIL 19, 2010
Today’s business buyers are more conservative than ever, demanding that any investment they make drive tangible savings and provide quantified business advantages – a fundamental change called Frugalnomics. Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new economic buyer demands. As a result demand has never been higher for Alinean's solutions, and more B2B solution providers are recognizing the need to connect with buyers on web si
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.
The ROI Guy
APRIL 19, 2010
To drive more and higher qualified leads, HP Procurve and Carolina Advanced Digital, an HP partner, have launched a campaign and microsite to promote the ROI of its solutions. The campaign is designed to help customers understand the value proposition of HP Procurve solutions, and use an ROI tool (powered by Alinean) to quantify personal ROI potential.
The ROI Guy
APRIL 19, 2010
A recent article "How to price IT products in 7 steps" by Arpon Kar caught my eye about how vendors should use ROI to properly price solutions. At Alinean, and previously with Gartner and Interpose, have been working with vendors on creating ROI tools for use in engaging customers for the past 9 years, and from this experience, can say that many B2B solutions are not priced correctly because an ROI analysis is not done prior to setting price.
The ROI Guy
APRIL 19, 2010
Had the pleasure to be one of the featured presenter at the Blades Systems Insight 2010 conference, discussing the ROI / TCO advantages of blade servers and how to quantify the value. In the presentation, had the opportunity to present the latest IT economics research, and the ROI / TCO of Blade servers versus traditional options: > IT purchase decisions have fundementally changed since the bursting of the tech bubble in 2001, moving from innovative solutions to bottom-line impact and cost savin
BrainShark
APRIL 18, 2010
Wrangler National Patriot Program explains how it helps American soldiers and their families.
Advertiser: ZoomInfo
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.
The ROI Guy
APRIL 21, 2010
Today’s buyers are more conservative than ever, demanding that any investment they make drive tangible savings and business value – a fundamental change called Frugalnomics. Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. Alinean business value sales and marketing tools can empower solution providers to align with frugal buyer needs, fundamentally changing the engagement with prospects by revolutionizing corporate w
The ROI Guy
APRIL 22, 2010
In a presentation at Microsoft's Management Summit 2010, new research was previewed from Microsoft on the total lifecycle costs of VDI compared to traditional desktops, particularly for Office Workers. According to Microsoft, VDI promised benefits including: > Centralized Management - manage physical and virtual clients from a single console, centralized desktop lifecycle management > Enhanced Security and Compliance - data is always locked in the data center, improved compliance through central
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