Sat.Jun 09, 2012 - Fri.Jun 15, 2012

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39 Useful Things to Post on Twitter

The Sales Heretic

Twitter—like other social media sites—has enormous potential as a sales tool. The micro-blogging service gives you a direct, unfiltered communication channel with both prospects and existing customers. It’s unlimited PR in 140 characters or less. To maximize Twitter’s effectiveness, however, you need a following. And to develop a following, you need to post content (“tweets”) that [.].

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Ask Me. Tell Me. Show Me.

Bernadette McClelland

'Ask Me. Tell Me. Show Me. In walking into a white goods shop recently, the sales person asked if we needed any assistance and when I mentioned I wanted to buy a blender he took me to the aisle, chose one off the shelf because the others were too expensive (his belief!) and proceeded to tell, tell, tell us about it. The thing is, it isn’t just retail salespeople who do this.

Intent 294
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The Quality of Execution – Sales eXchange 153

The Pipeline

Quality execution, that is demonstrating your craft, and demonstrating your willingness to make the effort to do it in a quality way, to sell better, is often the last and best differentiator. In a world where products and solutions are all but the same, quality execution above all in selling is not only intelligent, but profitable. While many sellers seek out new ways to do old things (prospecting and selling), rather than seeking out better and more quality execution of the sales.

Buyer 293
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STAR Sales Managers Win More Sales

Steven Rosen

All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the. unreachable dream? The first place to start is by looking at your sales people and discerning why they are not performing. Often, companies will invest in sales rep training , CRM systems and buy new toys in an effort to improve sales rep performance.

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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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3 Key Ingredients For A Successful Sales Meeting

MTD Sales Training

A great sales meeting can uplift the sales team, create sales momentum and stimulate teamwork and unity. While creating a good sales meeting is not easy, it is quite simple. Integrate the following three key ingredients, and you will have better success in your sales meetings! #1: Educate. Uncover Problems and Pain. Just as when dealing with prospects, with your sales team, you need to unearth their problems, even when they are unaware that they have any.

More Trending

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Prospecting and the Success Multiple

The Pipeline

During the past two weeks I posted a couple of posts that if put in to practice, could help sales people overcome one of the most common challenges faced by sales professionals. Specifically the emotional and financial stress brought by the ups and downs of selling, you know all kinds of deals on the board and a fat funnel one day, to sitting around twiddling your thumbs the following week, trying to figure out where you gas money is going to come from.

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5 Ways to Grow Your Sales Pipeline This Summer- SPICE It Up

Score More Sales

S.P.I.C.E. Up Your Sales. In North America, sales efforts traditionally slide downward during the summer months. No matter what you think as a sales professional, most of us mentally gear down our sales activities for three reasons: We expect less. Everyone “knows” that our prospects are totally diverted with personal and family issues during the summer, right?

Pipeline 229
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A Witty Water Cooler Sales Story

MTD Sales Training

Most of us work so hard and are so serious about our profession, that I thought, every once in a while, I’ll take a short break from the norm, and expose a bit of the lighter side of our business. Watch for a few short Water Cooler Stories every now and then, beginning with this one. Handling the Abusive Prospect. If you have been in the world of professional sales for any length of time, then you have probably run into the impossible, insulting, horrible prospect.

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Cut Your Connection to Electronics for One Hour a Day

No More Cold Calling

If Eric Schmidt can step away to make time for a personal connection, so can you. In May 2009, Eric Schmidt, Executive Chairman of Google, spoke to the graduating class of the University of Pennsylvania. In his commencement address, he said, “Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around us.

Commence 209
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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The Downside of Experience

The Pipeline

When you read job ads, one prevalent requirement is experience; when you talk to buyers, they will tell you they prefers to deal with experienced sales people. But experience can be a double edged sword, especially in sales. As with many things, it comes down to semantics and definitions, in most cases experience is a synonym for having done something for a long time, as in “Henry is more experienced, he has been at it longer than Tom”.

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Sales Managers: Micromanage vs. Inspect What You Expect?

The Sales Hunter

Today we have a guest post by Jeff Purtell, the Chief Operating Officer at Acquirent , a leading provider of outsourced sales solutions for middle market to Fortune 500 companies. He offers good insights for anyone managing a sales team. It is a fine line for any manager — the difference between breathing down your salesperson’s neck and making sure they are tracking toward their goals and objectives for the day, week, month, quarter and year.

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Want A Good Sales Close? Try An Apology

MTD Sales Training

First, I want you to understand the philosophy of this concept. When you do not close the sale, the fact is that you have failed. If you believe in your heart that the prospect would be better off by owning what you sell, then if they do not buy, they have to be worse off. The prospect is going to suffer, pay more, lose more, save less, or in some way, pay the price for not buying your product or service, and it is YOUR fault.

Closing 261
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IBM Study Cites 4 Key Traits of the New Midmarket Sales Professional

Score More Sales

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. The study was published today with 226 midmarket companies participating – we are just focusing on the midmarket CEOs for this post. “The 2012 IBM Global CEO Study, ‘Leading Through Connections’ is a result of. face-to-face conversations with more than 1,700 CEOs in 64 countries and 1

Study 198
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3 Sizzling Ways to Warm up Cold Calls

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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The Sales Leadership Landscape - A Different Perspective

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan CEO's are much more likely than Sales Leaders to pay companies in the sales development space for help yet Sales Leaders are much more likely than CEO's to attend workshops, seminars, and briefings. (Speaking of events, if you are in the Washington DC area, I'll be speaking to a small group of CEO's over breakfast on June 26 at the Park Hyatt.

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What You Must Do for BETTER Sales Prospecting

The Sales Hunter

Do you struggle with prospecting by phone? For many salespeople, having to make prospecting telephone calls is one of the most difficult parts of their job. Problem is many times their failure to have a process is the reason they’re not successful. If you want greater success in prospecting — and more sales! — then you absolutely must focus your calls by industry or type.

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How to lead a pack of alpha dogs

Sales and Marketing Management

Issue Date: 2012-05-01. Author: SMM. Teaser: The problem with having a company stocked with “A” Players, says author and HR consultant Martha Finney, is that you get a cadre of mouthy, talented people who may follow your leadership, and then only if you work hard to deserve it. When faced with a challenge to prove that your approach is the right one, you have two options, says Finney.

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Yearn to Know, Yearn to Learn, Succeed in Sales

Anthony Cole Training

Yes I know it's a bit of a complicated title but I have these SEO (search engine optimization) requirements of putting in sales and or sales sales success in the title and first paragraph. Good, that's out of the way. My good friend Randy Wilhelm sent me to a link to observe a recent talk he gave at a TED conference at Xavier University. Here is the Link - Igniting the Hope of Knowing.

Hiring 174
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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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Year of The Webinar: Don’t Miss Out!

Jeffrey Gitomer

Tweet 2012 is the Year of the Webinar. I want to invite you to sign up. When you do, you’ll not only have access to each upcoming live webinar, but you’ll also be able to watch all the previous recorded webinars that you missed. It’s a lot of value. And it’s meant for you. To sign up, click on the image below: Learn more about it by watching the video below: Want a better idea of what the webinars are like?

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How Effective is Your Sales Prospecting Process?

The Sales Hunter

Maybe the question should be, “Do you even have a sales prospecting process?” Far too many salespeople find themselves continuously chasing business and scrambling to find opportunities. Sure, scrambling and hustling is one way to work, but don’t you think you would be a lot more effective if you had a sales prospecting process that worked?

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Simply Speaking an Elevator Pitch Is a Short Story

Increase Sales

In the small business world much emphasis is placed around what is called the elevator pitch or 30 second elevator speech. Some may expand this 10 second to 30 second introduction into a unique positioning statement or unique selling proposition. Call it what you well, this response that is connected to the infamous question of “What do you do?

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4 Crucial Elements for Success - Including Sales Success

Anthony Cole Training

There are several contributing factors for success of any kind in any endeavor either professional or personal. At Objective Management Group President Dave Kurlan has identified 4 Crucial Elements for sales success. Desire for success. Commitent to success. Personal Outlook. Responsibiliy for results. I was watching ESPN this morning and the early part of the show was all about the 2nd game of the current NBA playoffs between the Miami Heat and the Oklahoma City Thunder.

Report 160
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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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PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

Pointclear

My PowerViews guest today is James Obermayer. Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. Jim's career has been equally divided between marketing and sales.

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Is There Value in Having a Sales Process?

The Sales Hunter

This is a question I get asked a lot. Is there value in having a sales process? The question comes from companies of all sizes. When I’m asked this question, I immediately ask the person if they have a sales process in place now. Typical answer is yes, but then when I challenge them on what the process is, the excuses begin to flow. With 14 years of sales consulting experience, I can clearly state it is impossible for a company to be high-performing, regardless of their size, without havi

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A Coach Is an Emotionally Intelligent Contrarian

Increase Sales

The very essence of any small business coach, sales coach, executive coach or athletic coach is to be a contrarian. Now the differentiating factor between ineffective (average to poor) and effective (good to great) coaches is being emotionally intelligent because emotional intelligence begins from a place of these 3 As: acknowledgement, agreement and appreciation.

Coaching 170
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Asking questions – four traps to avoid

Sales Training Connection

Asking questions. The research has consistently shown that in successful calls the buyer talks more than the seller and the seller ask more questions. Because of these findings, asking questions is recognized as a fundamental sales skill. Over the years we’ve had the opportunity to observed hundreds of sales reps making sales calls and have isolated four traps they tend to fall into when asking questions : Interrogating the customer.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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How to Implement Your Next Great Sales Idea

SBI Growth

How To 238
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Support a Charity of a Prospective Client? Should You?

The Sales Hunter

Not long ago, I received a question from a reader that is definitely something valid to discuss. The reader wondered if it would be wise to make a charitable contribution to a charity that a prospective client was heavily involved with. Would this be viewed as a thinly-veiled attempt to gain favor with the client? The question made me think back to my days of selling in New York City, where there are many charities and non-profit organizations that are always in need of additional contributions.

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Got No Time, Most Common Trip Up for Small Business Success

Increase Sales

Credit www.sxc.hu. Got no time to market! Got no time to meet! Got no time to… How many times have I heard that from small business owners to even my own clients and colleagues? Time management problems for small business owners to sales people seem to be plentiful. Maybe therein lies the problem because no one can manage a constant. What this means is there will always be: 60 seconds to a minute. 60 minutes to an hour. 24 hours to a day.