MTD Sales Training
JULY 10, 2012
Cancelled appointments and no-shows will cost you a ton of money. You invest a great deal of time prospecting and locating the decision maker (DM). Then you went through all sort of pain getting past a tough gatekeeper screen just to reach the DM. and set the appointment. Then you could you have travel time, gas and a host of other less tangible expenses.
Bernadette McClelland
JULY 8, 2012
'If you can’t measure it, you can’t manage it. If you can’t measure it, you can’t manage it. How would it be if a pilot flying the next plane you boarded had no dials or instruments. People in general resist any form of measurement and so do salespeople. Especially when they feel it is a ‘checking up on me’ strategy.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Pipeline
JULY 11, 2012
Sales like all professions, has their cultural symbols and icons, universal, recognized by all in sales even though we may sell different products or solutions. One of the most recognizable is the Funnel; symbolizing a number of key elements of the sales process and experience, representing the flow of opportunities. The wide open end at the top, and as we apply the sales process, disqualify the also-rans, it then narrows, till a fewer number of customers are produced at the end of the process
The Sales Heretic
JULY 13, 2012
Too many salespeople, professionals and business owners labor under the belief that customers are only looking for the cheapest possible price on everything. As a result, they undervalue what they sell, discount when they shouldn’t, and needlessly throw away profits. The fact is, however, price is not the only thing that matters to buyers. I’m not [.].
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.
MTD Sales Training
JULY 13, 2012
Often the value and significance of the incoming call is overlooked. Sales and customer service people often take such calls for granted, believing that the caller MUST have an interest since they called in. However, you have to remember that an incoming cold call is STILL a cold call , requiring, tact, care and precision. #1: A Clear and Simple Greeting.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
JULY 13, 2012
A few weeks back I posted about how good sales people are prone to Attention deficit disorder (ADD) , well it turns there is another popular condition that many sales professionals suffer in silence, namely hoarding. While not a new, hoarding has come to the fore as a result of recent coverage on TV, and while sales people may look and see themselves as different, many are indeed hoarders.
Sales and Marketing Management
JULY 8, 2012
Issue Date: 2012-07-09. Author: Philip Lund. Teaser: Confucius taught the future business administrators of China’s emperors and ruling elite. As I read his sayings, I realized I was in fact reading a business book. Topics were recognizably modern business topics and certain individuals in his text consistently spoke in particular ways and on particular themes.
MTD Sales Training
JULY 11, 2012
There are a thousand and one ways to lose the sale during the sales interaction and during the close. A poor sales interaction that fails to reach its objectives, or not being able to anticipate or overcome objections , is common to the selling profession. However, these are situations where the sale is not actually lost, because you never had the sale in the first place.
Understanding the Sales Force
JULY 10, 2012
Understanding the Sales Force by Dave Kurlan If you have no desire to find a lot of new business from new accounts, you don't need telemarketing (and you can stop reading this article). If you would like to establish new accounts and generate a significant increase in revenue, there are several things you can do: You can hire hunters - salespeople who will find and close those new accounts.
Advertisement
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 Pipeline
JULY 9, 2012
Last week I was working with a team getting ready for a frontal attack on the second half of the year. One of the reps, Henry, a capable fellow, been plying his craft for a number of years, a type of rep I call the “Eighty Percenters” Some years he exceeded quota, some years he missed, when he missed it was not by much but still a miss, then he would refocus, and put together a few successful quarters.
Sales and Marketing Management
JULY 10, 2012
Issue Date: 2012-07-01. Author: Paul Nolan, SMM Editor. Teaser: Bill Catlette and Richard Hadden emerged on the employee engagement scene in 1998 as the “cow guys” after the publication of their book, “Contented Cows Give Better Milk: The Plain Truth About Employee Relations and Your Bottom Line.” Fourteen years later, they’re still crusading for building better workplaces.
MTD Sales Training
JULY 12, 2012
The Gatekeeper; that secretary, receptionist or otherwise, frontline person whose job, it seems, is to make your life as a professional sales person, miserable. Yes, a good gatekeeper (GK) can indeed cause havoc and prevent you from getting to the decision maker (DM). Of course, there are ways to get past these “guardians of the gold,” and you can find many of those techniques here at MTD Sales Training.
Score More Sales
JULY 13, 2012
Recently I read a rant from one of my colleagues who was tired of people not responding to e-mail. I know exactly what he means. It happens so often that it seems now to be acceptable and perhaps even fashionable to not reply to an email – even between client and company, or family members, or friends. Before you get as mad as my colleague did, (which I don’t blame him for) – if you are a seller or other business professional making a living building relationships through comm
Advertisement
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 Sales Hunter
JULY 10, 2012
You’ve been chasing a sales prospect you think will turn into a great customer, but for one reason or another, the trail has gone cold. The prospect hasn’t provided you with any indication such as proprietary information or sense of time to lead you to believe they may buy from you. The question now becomes,”What do I do next?” There are two strategies you can use.
Understanding the Sales Force
JULY 9, 2012
Understanding the Sales Force by Dave Kurlan I'll open with a baseball analogy. The Boston Red Sox traded Kevin Yukilis, a disgruntled, under performing, 3-time all-star, to the Chicago White Sox AND the Red Sox paid most of his remaining 2012 salary. In return they received a couple of unspectacular spare parts. That was a few weeks ago. What has happened since?
Jeffrey Gitomer
JULY 10, 2012
Tweet I recently received a question about hiring philosophy from a man named David. I wanted to take some time to share both the question and my answer with you here: Want to receive more tips from me about hiring, sales, leadership, and other business topics?
Score More Sales
JULY 9, 2012
You know that feeling when you have a sales opportunity in your pipeline and all is going so smoothly that you wonder if it is too good to be true? Often it is not a solid deal – meaning it is not qualified, or in other words, your buyer is either not really ready to move forward or they will not be moving forward with you. You or one of your sales colleagues may have one of these (or more) on the report that you turn in whenever the boss wants to know what deals are pending that you thin
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 Sales Hunter
JULY 13, 2012
Yes, there is a punch line to this question. Why do salespeople talk too much? Because as long as they’re talking, the customer can’t tell them “no.” I hate to say it, but there is a lot more truth in that statement than a lot of people will want to admit. This is also why the number one part left out of a sales presentation is the close.
Understanding the Sales Force
JULY 12, 2012
Understanding the Sales Force by Dave Kurlan This was the question posed at Focus.com. When I reviewed the page, there were 18 other answers to the question. There was nothing particularly wrong with them, but they just weren't transferable or scalable. They didn't answer the question of how sales professionals stay motivated as much as they answered how certain salespeople motivate themselves and how certain sales managers motivate others.
Pointclear
JULY 12, 2012
Today's guest is Ann Handley, Chief Content Officer at MarketingProfs and co-author of Content Rules. She also writes the MarketingProfs "Daily Fix" blog. Her focus is on the conceptualization, development, and management of content for both B2B and consumer publications, particularly for the Web. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 2012 Challenge: How to Tell Stories, Create Compelling Content and Drive
Jeffrey Gitomer
JULY 13, 2012
Tweet I am sick of goals and goal experts. You know, the people that spam you around the first of the year proclaiming they are the ones who can “help you” get to the next level. They have the magic “goal achievement formula.” All you have to do to achieve your goals is pay the sender of the email. I am not an expert at setting goals.
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 Sales Hunter
JULY 9, 2012
What are the voices in your head telling you? Sales motivation is all about momentum, and I’m always amazed at how much of that momentum is based on what I’ll refer to as the voices in your head. We all have them. It’s only natural. The problem is when too many of these voices or thoughts are negative. For many salespeople, the voices start popping up when a customer says “no” or a sales prospect, who you thought was going to be good, turns out to be nothing.
Sales and Marketing Management
JULY 12, 2012
Issue Date: 2012-07-13. Author: Ross Huguet. Teaser: The idea of the unique selling proposition (USP) isn’t new; it’s been around since the 1940s. But don’t brush it off as being out of date. This is a relevant and powerful tool for today’s marketing professional, CEO or entrepreneur. The idea of the unique selling proposition (USP) isn’t new; it’s been around since the 1940s.
Increase Sales
JULY 12, 2012
For the last few years, the hot sales training coaching word is “value” or some variation as: Value creation. Selling value. Value added. However management guru Peter Drucker recognized the importance of value perception in these two statements: “The purpose of business is to create a customer, the business enterprise has two–and only two–basic functions: marketing and innovation.
Pointclear
JULY 10, 2012
In February of 2010, Ben Bernanke began his second term as Chairman of the Board of Governors of the Federal Reserve System. That same year he said: "I wish I'd been omniscient and seen the crisis coming" (referring to the recession he predicted would not occur). We all wish we could predict the future, and for more than ten years PointClear has compared lead rates to the GDP in hopes of finding a way to predict future lead rates and, maybe, the GDP.
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?
The Sales Hunter
JULY 12, 2012
One of the best examples I’ve found when trying to see the difference between product features and customer benefits is to think of it in terms of music. When I purchase music, I couldn’t care less how the music was made, the types of instruments used or the equipment used to record it. I buy it based on the benefit I’m going to receive from listening to it.
Increase Sales
JULY 11, 2012
For the third time in as many weeks, I’m waiting to hear back from advertisers to whom I’ve sent a media invitation with short and relatively painless lists of interview questions for the development of feature stories in the local press. All three of them are in industries that have been particularly hard hit by a dismal economy – real estate, hospitality and jewelry – and yet each of them has given the excuse, “Oh yeah, I’ll get to it later.
Expert insights. Personalized for you.
297 
Let's personalize your content