Jeff Shore

AUGUST 8, 2018

Company culture affects the sales environment you create for your customer. Are you setting yourself up for success in the sale by creating that customer-centric environment? If you know your product and take the time to know your prospect, it's the difference between - I hope this goes okay and feeling 10 foot tall and bulletproof.

Customer 48

Customer Scale Banking Conference 48

The Brooks Group

FEBRUARY 28, 2020

There was a time, not long ago, where sales managers extolled the virtues of the “elevator pitch” – a standard value proposition statement that could be delivered, presumably, in the time it took an elevator to traverse the height of a reasonably tall building. These days, the perception of value means EVERYTHING to your prospects.

Hiring 52

Hiring Loyalty Groups Benefit 52

Adaptive Business Services

AUGUST 8, 2018

Powerful Sales Results. This book is dedicated to the passionate and hard-working men and women who eat what they kill in the sales profession. Your goal is to ensure that they make that decision (conclude the sale) in a timely manner regardless of the outcome. This is your repeatable sales process. Every Lead.

Lead Rank 89

Lead Rank Guarantee Lead Scoring Buyer 89

Sales 2.0

JULY 17, 2019

If you run a small company, you usually end up being one of your company’s early sales people. I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Along the way I read every sales book I could find and then over time became friendly with many of the authors. Closing is easy. Baylor University.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Pipeliner

AUGUST 27, 2018

“Every ethics question a business person could face comes down to a question you face on your very first sale: what are you willing to do for a buck?”, Philip Broughton wrote in his book, Mastering the Art of the Sale. A sales trick that predates the invention of snake oil. Or, the sale rep’s. Obfuscation of facts.

Journal 72

Journal Margin Face-to-face Negotiation 72

Sales 2.0

JULY 17, 2019

If you run a small company, you usually end up being one of your company’s early sales people. I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Along the way I read every sales book I could find and then over time became friendly with many of the authors. Closing is easy. Baylor University.

Outsourcing Services 30

Outsourcing Services Cold Calling Call-back Networking 30

Understanding the Sales Force

OCTOBER 29, 2013

Understanding the Sales Force by Dave Kurlan I love comparing baseball with selling. It all started in 2004 when I began writing my best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Track record, recent sales and gut instinct won''t do it.

Up-Sell 240

Up-Sell Coaching Sales Groups 240

The ROI Guy

MAY 4, 2006

Technology Sales & Marketing - Party Like its 1999? A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? in 2006, with annual growth in software sales leading the way at 7.0%.

Marketing 40

Marketing Vendor ROI Survey 40

Sales Hacker

OCTOBER 14, 2020

Sales is the somewhat dark art of convincing people to buy stuff. But the problem is that many people, including a lot of salespeople, do see sales that way. And today we want to show you how you and your colleagues can use it to break that old idea of sales and bring new life into our old profession. The answer was plain.

Face-to-face 96

Face-to-face Lead Rank Lead Scoring Hiring 96

Sales Hacker

AUGUST 1, 2018

They’d come in and run wiring, then assign phone numbers to each sales rep’s desk. Benefits of VoIP for Sales. VoIP solutions not only offer scalability as you build your sales team , you often can add and remove users and features as needed. Benefits of VoIP for Sales. The Basic Business Benefits of VoIP. 6) Flexibility.

Scale 49

Scale System SalesForce NetSuite 49