Trending Sources

Mastering The Art Of Knowing Exactly What The Customer Wants

MTD Sales Training

What do you consider to be the greatest skill that any salesperson should develop to the level of excellence? Presentation skills? The ability to negotiate effectively? Prospecting skills? Although. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Consultative Selling active listening listening skills

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So What Exactly Makes a Great Sales Coach?

Jonathan Farrington

For managers, developing others’ abilities is critical indeed, it’s the emotional competence most frequently found among those at the top of the field. This is a person-to-person art, and the effectiveness of counselling hinges on empathy and the ability to focus on our own feelings and share them. Research suggests the best ‘coaches’ show a genuine personal interest in those they guide, and have empathy for and an understanding of their employees. Trust is crucial – when there is little trust in the coach, advice goes unheeded. General

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Ask This Exact Question To Unearth Your Prospect’s Needs

MTD Sales Training

How many times have you presented your products to a prospect and got a flat refusal or, at the very least, an objection? Tell me about it, Sean’ I hear you say. Like….every every time I present?’ Yes, [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Questioning Skills asking sales questions sales questions

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Gartner Guest Post: Selling Solutions Means What Exactly?

Jonathan Farrington

To even further overuse the term it has now become the standard renaming for the value added reseller (VAR) to “Solution Provider” in the indirect channel – how does that change benefit the customer exactly? This is an article by Tiffani Bova that was originally posted on Gartner’s site and is re-published by kind permission. Does a storage device = Disaster Recovery?

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“Selling Strategically” – What Does That Mean Exactly?

Jonathan Farrington

In most industries today, a handful of ideal customers have become universal targets, which means that there are maybe 500 extremely large customers for up to 100 million sellers. With such intense competition, conventional approaches are not equal to the challenge. Salespeople need to develop strategies that distinguish their products, services and their organisations in the mind of the customer. Making a sale has always involved an element of systematic planning but strategic selling means more than rehearsing product information and timing the close. 

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Sure We Are All Rowing in EXACTLY the Same Growth Direction

Increase Sales

With 100% confidence, no doubt whatsoever, can you answer this question: Are all your people rowing in EXACTLY the same growth direction? The key word here is EXACTLY. What exactly means is everyone has 100% clarity as to where they are rowing and everyone is rowing in the same direction toward the same desired end result. 57% said their bosses don’t give clear directions.

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So wait, what's a "Sales Cloud" exactly?

Microsoft Dynamics

Last week at Dreamforce 2015, Salesforce General Manager Mike Rosenbaum delivered a keynote speech entirely devoted to something called the sales cloud. And while that term may not entirely sound familiar , I assure you that what a sales cloud does is familiar territory for the forward-thinking folks among you. Here’s what you need to know: (1) The sales cloud is a cloud-based CRM module geared toward improving sales productivity through sales analytics, automation, and multichannel communication. Together, these seamless connections can do wonders for overall productivity.

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Fishing/Selling – It’s an Exact Science… Kinda

Anthony Cole Training

I went fishing with a very good friend of mine from First Citizens Bank in NC and he took me to his favorite fishing hole - Lake James. Keith claims it is the most beautiful fishing lake in the country. I don’t know if it is - I’ve not seen them all, but this is one beautiful lake! sales success selling skills fishing

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Ten Popular Ideas About Sales That Aren’t Exactly True

The Sales Blog

Ten Popular Ideas About Sales That Aren’t Exactly True is a post from: The Sales Blog | S. And while that’s not exactly true, neither is true that only the shiny new, Sales 2.0 Not exactly true. Anthony Iannarino. There are all kinds of ideas about what works and what doesn’t work in sales. Some of it contains a truth, but not the whole truth. Buyers are doing a ton of research. It’s true that buyers are doing research. Maybe some are 57%, 67%, or 117% through their buying process before they reach out to a salesperson. Some are too busy. Yes; it’s true.

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Exactly When Should We Agree to Disagree?

Bob Burg's Blog

Sometimes, we’re just not going to successfully move a person to our side of an issue. He or she is so deeply rooted in an ideology or philosophy that to change would be a renunciation of their individual, long-standing and deeply entrenched belief system. Politics is a somewhat easy example to cite. And, when approached correctly, there is no reason not to. Or, would you like to be?

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Who Is Exactly On Your Small Business Sales Team?

Increase Sales

How often do we hear in any small business, “I am not in sales” or “Call Joe, he is the salesperson?” ” Yet this archaic attitude or belief is truly contrary to small business sales success because everyone from the truck driver to the warehouse person to the technicians to the accounting clerk to the receptionist are all members of the small business sales team.

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Save a Sinking Sales Territory in Exactly 400 Words

Sales Benchmark Index

Exactly What Are “Hot Buttons” And How Do You Use Them In A Sale?

MTD Sales Training

We have all heard the terminology about the so called “Hot Button.” “You have to find the prospect’s hot buttons…” “Push their hot buttons…” etc. But here is a question for you: [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Consultative Selling dont push benefits pull out problems hot buttons push prospect's hot button

Dreamforce 2013: What Salesforce1 actually means

Brian Vellmure

The Exact Target marketing cloud pushed forward by highlighting the integrated potential of acquirees Exact Target, Pardot, Radian6, and Buddy Media. All Posts Featured Vendor Events Chatter Deepak Chopra Dreamforce Exact Target Green Day Hackathon Marc Benioff Marissa Mayer Pardot Salesforce1 ServiceMax Sheryl Sandberg Superpod Xactly Dreamforce is a circus. It’s a human phenomenon. On many levels, it makes no sense. Maybe if Green Day, Sean Penn, Marissa Meyer, Sheryl Sandberg, and Deepak Chopra were to attend (which they did), it would make a little more sense.

The Science and Art of Selling by Alen Mayer ? Blog Archive ? The.

The Science and Art of Selling

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Year-End Sales Blitz! What Sales Needs to Do TODAY! | Sales.

The Sales Hunter

Do you want to know exactly what you need to do to end 2011 on a high note? About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. YouTube.

Don’t Waste Your Dough! 5 Secrets to Maximizing Google AdWords

Vertical Response

If you were to bid on “green sneakers” and “green shoes” separately on an exact match instead, you could actually end up paying a less expensive CPC (cost-per-click) for each of those keywords, as well as limit the amount of irrelevant traffic. Exact Match – Exact match allows you to show only for searches that match exactly the keyword or phrase you’re bidding on.

Positive Affirmations (from a Future Southwestern Company Student.

Southwestern Advantage

What exactly are affirmations , you ask ?   Search. About. Contact Us. Southwestern Sales Talk. Positive Affirmations (from a Future Southwestern Company Student). by Haley_Price. Do yourself a favor, and watch this video: I think it might be physically impossible to have a bad day after a morning like that. Well , we all affirm ourselves constantly.  For better, or for worse.  Our Reply.

5 Tools for Social Business Success


But what does that mean exactly? In 2014, a social business is a sustainable business. Historically a social business was one that aimed to make the world a better place and while today’s definition of a social business does not exclude that end result, the focus is more on culture and communication style. Companies that [.] Sales Effectiveness

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Why Your Customer Might Not Hear Your Message


These same people will say to me, “We tell our customer exactly what we can do for them, but they just don’t get it.” I frequently hear sales managers and sales professionals say they have a great message for their customers, but it just seems to fall on deaf ears. You see that’s the problem. [.] The post Why Your Customer Might Not Hear Your Message appeared first on Pipeliner CRM Blog.

The Science and Art of Selling by Alen Mayer ? Blog Archive.

The Science and Art of Selling

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Is This Person Sabotaging Your Sales Success?

Jill Konrath's Fresh Sales Strategies Blog

And I knew exactly who it was. At a recent conference, a sales rep was telling me about a deal he should have won. After hearing his story—I couldn't help but agree. He should have made the sale. Even worse, it was clear that someone was ruining his chances. This same person has sunk my own deals too.). Winning Deals

Change Your Attitude: Engage Customer’s Always


Too often these calls begin the exact same way, they want to know my top sales objectives or they […]. In the past few months I’ve been treating sales calls differently. When my phone rings and it’s some cold-calling junior rep, I’ll actually listen to what he’s asking me. “Is this really his pitch?” I wonder. For Sales Pros

Pipeliner CRM: Automatic Task Scheduling Part 2 (Application)


It’s totally automatic: Salespeople will know exactly what to do and when to do it, so activities and tasks are […]. This is the second part in our series about how to use automatic task scheduling within Pipeliner CRM. When the sales opportunity is moved from one step to the next in your Sales Pipeline, necessary sales activities will be suggested. Tips and Tricks

The Science and Art of Selling by Alen Mayer ? Blog Archive ? Sales.

The Science and Art of Selling

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Is it Your Salespeople or Did You Make a Bad Decision?

Understanding the Sales Force

But for many companies, that is exactly how things are playing out for with this popular application. Consider buying a car that had an insanely cheap price, with every option you could imagine, as well as options that you never thought you could use. You can't trade it in, and now you're stuck with it. Sounds impossible, doesn't it?

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Top Sales Blog: What Exactly Qualifies as a Cold Call?

Top Sales Blog

Small Gifts of Appreciation Go a Long Way in Sales Sales Bloggers Union Bad Economy = Your Chance to Increase Your Market Share What Exactly Qualifies as a Cold Call? What Exactly Qualifies as a Cold Call? While Ive read hundreds of articles on the subject, I dont ever recall anyone clearly defining what exactly qualifies as a cold call. skip to main | skip to sidebar. Podcast.

What to Do About the Short Supply of Sales Candidates

Understanding the Sales Force

If you''ve been hiring, you may have noticed the exact same thing with salespeople! In this case, ripe wouild be the salesperson who, after you have assessed, screened and interviewed, you say to yourself, "This salesperson is exactly what we are looking for - SWEET!" Their entire stock is green and those taste quite bitter. Is it the weather? Supply and demand? A new strategy?

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New Custom Field: Multi-Select Picklist


With Pipeliner CRM you can customize your CRM to exactly fit your business needs. By introducing Pipeliner CRM Arithmetica, you can add the “Hints” description to your fields, create validation rules and now also the multi-select picklist. Learn how you can create and add multi-select picklist custom fields into your CRM forms: What is the multi-select picklist? A […].

The 5 BEST New Year’s Resolutions for Sales Management

Anthony Cole Training

don't remember when exactly… I just know that I did. I stopped doing a formal list of New Year’s resolutions a long time ago. Maybe I just got tired of the process of knowing that, in the end, some of the things I wrote down would get done and others were just wishful thinking. sales management managing sales new year's resolutions

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What to Do If You Don't Have Metrics for Your Value Proposition

Jill Konrath's Fresh Sales Strategies Blog

If they don''t have exact metrics, perhaps you can suggest a range. Let me guess. Your company doesn''t have any metrics for your value proposition and you''re wondering if it''s possible to be successful. Absolutely. 1. Go talk to Your Clients. You might say, "Gut level – do you think it helped cut costs somewhere between 8 – 10%?" Either way, you now have some metrics you can use.

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One Mind-Boggling Sales Statistic

Jill Konrath's Fresh Sales Strategies Blog

At this point, you''re probably asking, "So what exactly is this ''social selling'' thing?" Two weeks ago I spoke at LinkedIn''s SalesConnect Conference in San Francisco. Over 500 sales leaders came to learn more about leveraging LinkedIn to drive revenue. Got your attention yet? sure hope so. According to LinkedIn, the primary components are in the graph below. Social Selling

Did You Lose a Deal You Had Already Closed? This is Why!

Understanding the Sales Force

This story should explain exactly what actually happens nearly every time you take business away from another company. You closed a nice deal, you shared the news with everyone else at the office, you entered it into your CRM, you provided the information to get the deal invoiced, you went home and calculated your commission and before you could collect the money, it got taken away.

A Simple Strategy to Increase Win Rates

Jill Konrath's Fresh Sales Strategies Blog

Not exactly. What would it take for you to double or even triple your win rates? According to LinkedIn research, you have a significantly better chance of closing sales when you have multiple connections within a single account. Can it really be that simple? Winning isn''t simply a function of having lots of LinkedIn connections. It requires a well-thought-out strategy. Using LinkedIn

Pipeliner Adds 40+ Enhancements, Updates, and Features


Here’s what’s happening now at Pipeliner CRM: Your New Pipeliner Calendar Get exactly the calendar you need! Pipeliner has another major release this week, with new features, product enhancements, and engineering upgrades to make your Pipeliner workflow more customized, faster, and more productive. We integrate with both Google and Outlook Calendars. There’s a fresh new [.]

High-Profit Prospecting: 14-Second Voicemail

The Sales Hunter

hate to say it, but most aren’t and that’s exactly why most salespeople don’t see any value in going through the effort of leaving a voicemail. I’ll argue the opposite, though! Are your voicemails worth listening to? great voicemail can be of your best strategies to turn a lead into a prospect. The […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting

Top 5 Keys to Select and Hire Great Salespeople in 2015

Understanding the Sales Force

Here are some funny examples: sales assessment Dave Kurlan sales recruiting Sales Candidate hiring salespeople sales test personality test interviewing salespeople

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Sales Tip: How to Raise Prices Successfully

Sell More and Work Less

Nonstop Sales Boom teaches you exactly what you need to know to create your best sales year yet. Get 2015 off to the right start. Nonstop Sales Tips

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The Discipline of Listening

Sharon Drew Morgan

know it’s hard to walk away without getting exactly what you want, or to hear things that don’t match your needs or expectations, but somewhere in the conversation there is a creative win for everyone. Our brains make it difficult, if not impossible, to fully or accurately comprehend what our Communication Partners wish to convey. THE PROBLEM WITH GOAL-CENTERED LISTENING. Humility and humor.

Make Your Solution Essential Rather Than Desirable

MTD Sales Training

On our courses, we often ask sales people ‘what exactly do you sell?‘ ‘ After we’ve got through the list of products and services, they cotton on that people, their prospects, [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Consultative Selling building desire buyers make decisions increasing value

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