Sat.May 19, 2012 - Fri.May 25, 2012

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How To Get The Money Off Your Mind When Closing The Sale

MTD Sales Training

Having the right mindset during the close is far more important than any super-sales technique, closing gimmick or pricing strategy. You can have all of the best words and closes, but if your potential commission is at the forefront of your thoughts, you are dead. Your Mind is on the Money. Once the prospect feels that your interest in the buying decision rest largely on the fact that you NEED the sale, it is all over.

Closing 314
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Mr. Buyer – Please, Object!

The Pipeline

Many sales people, managers and sales leaders spend a lot of time and energy worrying about “buyers’ objections”; making this even a worse problem, is the fact that much of that time and energy is spent on trying to avoid “buyers’ objections” Realistically however, there is only one way to avoid objections, it works every time, with the only side effect being a lack of revenue; the secret is to stop interacting with the market.

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The Fearless Sales Leader

Steven Rosen

The Fearless Sales Leader . Success can be defined as achieving an objective or goal. In our industry, sales leaders are accountable for achieving the company’s sales objectives and sales objectives equal success. As part of their role, sales leaders set the direction, create the culture, hire, develop and retain top sales professionals all with the goal of creating an environment that facilitates success.

Hiring 292
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Want sales training to work? Get the right people on your team

Sales and Marketing Management

Issue Date: 2012-05-01. Author: By Dave Stein, CEO and Founder, ES Research Group, Inc. Teaser: It makes little sense to spend the time and money training and developing your sales team when the people in whom you are investing do not have the capability for sustainable improvement. It makes little sense to spend the time and money training and developing your sales team when the people in whom you are investing do not have the capability for sustainable improvement.

Training 282
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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 Detrimental Sales Management Mistakes

MTD Sales Training

Successful sales management requires a plethora of skills, techniques, leadership abilities, motivational cleverness and teaching expertise. Indeed, to be a good sales manager you must do a lot of things right. However, to be unsuccessful in the role of leading a sales team, you need only do a few things wrong. Quick and to the point, here are three sales management DON’Ts you need to avoid. #1 – Fail to Recognise Work Ethic and Effort.

More Trending

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Sales Leadership Quote

Steven Rosen

Leadership is about giving your people both the direction and latitude to achieve the objective. Steven Rosen , Performance Coach.

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Sales Coaching Lessons from the Baseball Files

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As evidenced by one of my book titles, Baseline Selling , I have frequently borrowed from Baseball when the analogy is more useful than the sales message. Although the following stories may appear to be about my son and/or his baseball team, they are actually about coaching and adapting. Baseball - I brought my son to the batting cage to work out a swing flaw after his line drives had become weak ground balls.

Coaching 247
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One Great Tip For Getting Past A Tough Gatekeeper Screen

MTD Sales Training

If you are going to be successful in business-to-business sales, you must first learn to recognise a clever and sophisticated gatekeeper screen. Then you must learn how to negotiate the screen successfully to get through to the decision maker. Here is a simple yet highly effective technique to help you get past a hard screen. Use this and increase your contact rates today!

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3 Reasons To Call Senior Executives First – Sales eXchange 150

The Pipeline

Few sales people are true hunters, and even among hunters, few call outside of their comfort zone, specifically senior executives. We can pretend it’s not true, but based on my discussions with sales VP’s and business owners it is. They tell me their people don’t do it enough, and they hardly hear from sales people selling things that impact critical parts of their business.

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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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Make 5 Strategic Calls This Week and Grow Sales

Score More Sales

It’s a simple concept – being strategic in your thinking, planning and acting in sales works. This week is an important week – it precedes the first weekend of Summer here in the U.S. and is a power week to make contact with buyers. Many are focused and intentional about getting work done – so be sure YOU are also intentional.

Lead Rank 229
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6 Sales Assumptions That Have Big Costs

Sales and Marketing Management

Issue Date: 2012-05-20. Author: Rick Reynolds. Teaser: Assumptions are full of risk. If your sales team assumes, for example, that they know their clients’ needs, they will direct their actions and resources toward addressing those needs. But what if their assumptions are wrong? Your company risks losing critical business. These six assumptions can cause client relationships to go sideways.

Resources 202
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Can the Right Music Motivate and Improve Sales Performance?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan One of the many changes to affect selling during the last several years is that salespeople are making fewer face to face sales calls than ever before and more of the selling has moved to the phone. This has resulted in more calls, but they are shorter; more resistance with a longer sales cycle; and greater success closing sales, deals and accounts that might not have been possible just a few years ago.

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Know Thy Customer

No More Cold Calling

Business customization isn’t just for the big sales guys. The more you personalize your customer’s experience, the better. Carving market niches in not a new sales approach. Personalizing a buying experience is not new. (Think marketing automation and Amazon.com.) I love that Amazon knows what I’ve purchased and makes suggestions. Sometimes it’s overwhelming and a little like “big brother,” but I feel as if Amazon knows me.

Customer 192
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Cold Calls Warm With Research in Advance

Score More Sales

We are assuming you are doing inbound marketing in your b2b business. The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” (A trick question?). Of course we’d all take the 20 higher caliber conversations over a “dialing for dollars” mentality. In fact those days of calling anyone without research are long O-V-E-R.

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A Very Easy Way to Connect With Your Customers

The Sales Hunter

If you want to be viewed as a value-added partner to your clients and prospects — not just a salesperson — you need to go above and beyond to share information they may find of interest. Use news websites as a source of links you can email to clients and prospects. One of the best ways I’ve found that works is by scanning news websites for articles you can then forward.

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Non Salespeople - Assets or Liabilities When They Face Customers?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Nearly 18 months ago I posted an article about my experience with National Car Rental. Please read that for background before reading this article. Pay particular attention to the comments where Elizabeth, from National Car Rental, reached out to me and provided me with a free rental day. That changed my impression of National!

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Finding the Employee Ignition Switch

Sales and Marketing Management

Issue Date: 2012-05-21. Author: Louise Anderson. Teaser: There's a lot of talk - even in B2B circles - about building brand. One of the best ways to do that is to increase employee engagement. Yet, too many managers find out what motivates their employees during exit interviews. Don't be "that guy." There's a lot of talk - even in B2B circles - about building brand.

B2B 168
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Smarter Commerce Grows Sales and Customer Loyalty

Score More Sales

How many times have you called your bank or utility to ask a question and were transferred more than a few times? Worse yet, each time you were transferred you had to re-tell the story of why you are calling – that is, AFTER you explained who you are and often PROVED it by answering security questions. Smarter Commerce is long overdue. In simplified terms, this is when businesses contact you and interact with you in a meaningful way, to provide an optimal experience.

Loyalty 201
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Are You Selling or Are You Negotiating?

The Sales Hunter

Sell first. Negotiate second. This is a line I use a lot for one very simple reason: You have to sell first before you can begin to negotiate. The more effective you are in your selling, the more effective you’ll be in your negotiating. In fact, you will do less negotiating, which means you will protect your pricing and your profit more. The problem too many salespeople have is they confuse the two tasks.

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Sales Leadership – The Talent of Saying No

Increase Sales

Saying No is probably not found in any recognized sales leadership assessment or profile. After all, no is not a word any good salesperson wants to hear or is it? The talent of saying No allows good sales people to focus on what they do well. Of course, saying No without offense suggests or better yet implies a high degree of emotional intelligence.

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What product can you tie in with?

Sales and Marketing Management

Issue Date: 2012-05-01. Author: Paul Nolan. Teaser: “Why the heck is that in here?” she asked. She answered her own question the next time we went grocery shopping when she asked for a box of the same granola bars. “Why the heck is that in here?” she asked. She answered her own question the next time we went grocery shopping when she asked for a box of the same granola bars.

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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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What Sales People REALLY Do (Too Funny)

A Sales Guy

Exactly!!!!!! This is without a doubt, the funnies description of sales people I’ve ever seen. Amen! Thanks to the boys over at Salesloft for pointing me to this. Accurate? What do you think?

Exact 143
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Sales Negotiation Outcome: Is it Over Before it Begins?

The Sales Hunter

I’ve watched too many sales negotiations be nothing more than an exercise in futility for one simple reason. The salesperson entering the negotiation was ready to concede anything to get the sale. If you think this isn’t you, that’s fine. You’re entitled to your belief, but I’ll bet my description does actually fit you.

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I Don’t Care About

Increase Sales

Credit www.sxc.hu. As a customer, I don’t care about : You did not eat for 17 hours. You are only one person. You are tired. Your social life. Your problems either professional or personal. What I care about is: Having you take care of my needs or wants. Fixing my problem. Doing what I am paying you to do. Getting in and out of your establishment in a hurry.

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13 Tools to Create and Share Your Presentations

Fill the Funnel

All of us are presenters at one time or another. When that need arises the following tools can not only ease the creation process but save you some time, and allow you to create a presentation masterpiece. The fastest way to loose your audience and your credibility as a speaker is flip through slide after slide of small font bullets, text and charts.

Tools 131
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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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Sales tip – open and closed questions

Sales Training Connection

Sales Tips. Research consistently shows that in successful calls buyers talk more than the sellers and the sellers ask more questions. So, no other skill set has received more attention in sales training than the art and science of asking questions. Every sales training company has created their own model for asking questions and each model is a little bit different than the next.

Closing 130
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Better Prospecting = Better Profits! Don’t You Want to Be Better?

The Sales Hunter

You can be a better prospector. You can have a fuller pipeline. If you have your doubts, I encourage you to trust me and realize that better prospecting does equal better profits. Salespeople regularly tell me that finding quality prospects and keeping their pipeline full is their biggest challenge. Not only will a fuller pipeline relieve some of your stress, it also will protect your pricing.

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How to Increase Sales Tips & Snippets – Schedule Time

Increase Sales

There have been many how to increase sales tips in this blog and others. One often ignored one is to schedule time. Sure sales people schedule time to make phone calls, confirm appointments, gather new sales leads and even work on presentations or proposals. Yet very little time is invested on updating social media profiles, professional development and even more importantly reflection.

How To 166