The Sales Association

JUNE 9, 2014

Sandvik Coromant is the world’s leading supplier of tools, tooling solutions and know-how to the metalworking industry. I really appreciated the group conferences where we share best practices with other participants and review exercises and coach feedback that is fundamental to enhance our knowledge and development.”

Commence 20

Commence Automotive Negotiation Territories 20

The Sales Association

NOVEMBER 17, 2014

Batia shared best practices that he instills with his sales team such as using online tools like Newsie and Google Alerts to stay on top of what is changing and relevant to client businesses. “You have to come to client meetings with a point of view,” said panelist Rick Batia, Vice President of Sales, Mach 1 Global.

Conference 30

Conference Consultative Selling Influencer Negotiation 30

The Sales Association

MARCH 9, 2011

Here are a few suggestions for pre-show marketing that can really help you get a return on your tradeshow investment: Pre-Conference Mailer A pre-conference mailer can be a relatively inexpensive marketing tool for regional trade shows. Labels: booths , conferences , Trade Shows.

Trade Show 20

Trade Show Industry Direct Mail Advertising 20

The Sales Association

NOVEMBER 9, 2011

Use your social media tools such as LinkedIn to learn a little bit about your prospect and tailor a message to that person. If you are an executive sitting at your desk and you see a call come in through reception, are you going to answer it? What about the same call to your direct line? A little bit of customization goes a long way.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

The Sales Association

MARCH 1, 2011

However, questions are like the tools of a mechanic. The most fulfilling consultative sales situation is when you help the customer uncover a better means of accomplishing their goals. Asking the right questions is key to getting to that point. You don’t pull out a wrench when you need a hammer.

Consultative Selling 47

Consultative Selling Trade Show Up-Sell Meeting 47

The Sales Association

MAY 22, 2011

Some are taking a more comprehensive approach using tools like Marketo and Eloqua. Denise: Everyone is using email, more often than not, the standard bearers (Constant Contact, Exact Target, Vertical Response). Smaller companies look to Emma for their solution.

Telemarketing 24

Telemarketing Lead Generation Outsourcing Services Sales Qualified Lead 24

The Sales Association

JULY 30, 2013

Shortcomings of Classic CRM Tools Classic sales and distribution structures and instruments are fundamentally based on a centralistic, top-down approach. When conventional CRM tools are phased in, pressure mounts on the salespeople of being controlled from above. Salespeople face the challenge of attaining goals imposed from above.

Pipeline 20

Pipeline CRM Face-to-face Enterprise 20