Intromojo-An Introduction to Your Next Customer

Fill the Funnel

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“SMarketing” and other Sales 2.0 Conference Take-aways

Smart Selling Tools

This week’s Sales & Marketing 2.0 Conference in San Francisco welcomed an energized crowd of more than 450 attendees. The theme: Sales & Marketing Collaboration That Delivers Results. In the past, where Sales 2.0

Trending Sources

3 Lessons for Effective Communication in Selling

Anthony Cole Training

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Posted by Tony Cole on Fri, Jul 30, 2010. posted @ Friday, July 30, 2010 10:13 AM by Traci Powers.

The First Rule of Sales: Leverage

Smart Selling Tools

Leverage: The ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources. In other words, leverage is an advantageous-condition of having a relatively small amount of cost yield a relatively high level of return. Thus, “doing a lot with a little.” ” As it goes for business, so it goes for sales.

How to schedule 4 times more appointments or give your Reps an extra 5 weeks of sales productivity

Smart Selling Tools

Could you sell more if your Reps had 4 times the number of appointments? How about if Reps had an extra 5 weeks of selling time? You’ve got 215 selling days in the year. Too many of those 215 days are eaten up by non-selling (but necessary) tasks such as the tedious process of coordinating calendars and scheduling appointments. In fact, without the right tools, your Reps are losing 28 days of selling time every year unnecessarily while making appointments. Tungle.me

iPad Apps for Business Impact

Fill the Funnel

iPad was a very popular gift this Christmas, and there are many of you in business that have already made the leap. Now that you have one, what are some of the most valued apps for business impact? Wondering if there really is a business use for iPad?

Welcome to SMS ? We'll Help You Grow Revenues ? Score More.

Score More Sales

by Lori Richardson on November 3, 2010. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Welcome to SMS – We’ll Help You Grow Revenues. Are you looking for real ideas – and perhaps a sales strategy for growing your revenues ?

The Feel, Felt, Found Strategy

Tom Hopkins

The Feel, Felt, Found technique is an age-tested, proven strategy of moving your customers gently to a new way of thinking. There are three separate parts to Feel, Felt, Found: “I understand how you feel.” ” This wording lets a customer know that you heard him or her and can relate. “Initially, other (top purchasing agents [.] No related posts. Presentation/Demonstration client fears making people comfortable overcoming objections

Overcoming the Word “No”

Tom Hopkins

Everyone sells, one way or another. As parents, we sell our children on our belief systems and our values. In courtship, we sell ourselves to our prospective partners. At work, we sell ourselves every day to our employers and our co-workers. However, there’s something keeping us from doing the best job of selling in every [.] Related posts: Overcoming the “It costs too much” Sales Objection. When Buyers Hesitate.

Characteristics of a Great Sales Manager

Tom Hopkins

Being a good manager is like putting a jigsaw puzzle together. The first time you try to fit the pieces together it takes awhile to get everything to fit smoothly. The next time you attempt to make the pieces fit you are a little more familiar with the pattern and each time after that it [.] No related posts. Sales Management management skills manager skills sales management sales management skills sales management training sales manager skills

How to Handle an Angry Client

Tom Hopkins

Too many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening. Either the angry client decides the problem isn’t worth the aggravation [.] Related posts: The Top 10 Killers of Sales. Arouse Emotions, Don’t Sell Logic.

5 Direct Sales Activities that Lead to Sales Success?

Anthony Cole Training

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Posted by Tony Cole on Fri, Sep 24, 2010. HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE.

Never Sell Yourself – Let People Buy You by Jeb Blount

Sales Training Advice

Sales expert and bestselling author Jeffrey Gitomer teaches a simple philosophy, “People love to buy but they hate to be sold.”. In other words, most people prefer to buy on their terms. They do not want or appreciate a hard pitch or a features dump.

Dealing with the Competition

Tom Hopkins

We are in some very competitive times. People are hesitant to make buying decisions so businesses are making previously unheard of offers to get whatever slice of the market pie they can. If any of your clients tell you they’re considering doing business with the competition, you need to be prepared. If you’re at the [.] No related posts. Objections or Concerns Presentation/Demonstration Selling Skills competition handling objections

Referral Selling in Small Business

No More Cold Calling

“Small” may be the way government classifies you, but you are the backbone of the global economy. You chose your line of work because you are passionate about a product or service you developed, recognized a not-to-miss opportunity in the marketplace, or gained expertise in a specific skill. Bottom line: You love what you do. Reality: You’re not crazy about selling. You acknowledge that attracting new clients expands you business and continues to increase your revenue and profits.

Understanding People’s Natural Fears

Tom Hopkins

Think for a moment about what the greatest enemy is to the process of helping people come to a decision that’s truly good for them and getting an agreement for them to own your product or service. What is it that jumps in and brings presentations that were previously sailing smoothly along to a screeching [.] No related posts. Prospecting Selling Skills asking for the business client contact client fears fear making people comfortable

Heavy Hitter Sales Blog: WHAT GREAT SALESPEOPLE SAY.

HeavyHitter Sales

End the Sales & Marketing War-Harvard Business Review » October 15, 2010. Posted by: Sales Training | October 20, 2010 at 12:11 PM. » Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager.

The Best Sales Training Teaches You How to be a Chameleon By Steve Richard

Sales Training Advice

I lead a lot of sales training sessions that focus on the first half of the sales process. In the workshops we do a ton of live warm and cold calling on speakerphone. I make and hear hundreds of prospect calls a year. Everyone wants the silver bullet for B2B sales, especially for landing that first meeting or interest. Get ready…here it is.

Heavy Hitter Sales Blog: The Three Critical Win-Loss Objectives

HeavyHitter Sales

WHAT GREAT SALESPEOPLE SAY - Harvard Business Review Sales Linguistics Article » September 25, 2010. Posted by: Michael Fox | September 25, 2010 at 05:14 PM. » Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011.

The “I can get it cheaper” Close

Tom Hopkins

Even if you’re brand new to selling, you will have likely hear this one from clients. Nearly all of them say it. Some may use differenet forms such as wanting to shop around or look for a better bargain but it means the same thing. It’s nothing more than a little sign of fear on [.] Related posts: The Oblique Comparison Close. Overcome the “I want to shop around” Objection. The Similar Situation Close. Closes Closing Sales closing closing sales sales closing selling skills

#1 Question to Snatch Business from Your Competition

Paul Cherry's Top Sales Techniques

Date: Jan 29th, 2010. Now that it’s 2010, they must shift their focus toward how to make money. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. → Keynote Speaking.

Heavy Hitter Sales Blog: 5 Truths About Selling to C-Level Executives

HeavyHitter Sales

» August 02, 2010. Sheaffer | August 06, 2010 at 01:27 PM. » Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

5 Outbound Calling Best Practices

Green Lead's B2B

AA-ISP Meeting Thursday Jan 21, 2010 4:00-6:30 Papa Razzi in Burlington Dialing the phone all day is a task. I have one guy who calls it panning for gold. He'll say he just swished the phone 20 times, found 4 shiny objects and none were gold. Then an hour later he'll yell "Eureka!"

Teleservices Business Process Outsourcing: Want to Go North or South?

Pointclear

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Living by the Golden Dozen

Tom Hopkins

Here’s the best way I’ve ever found to pull the best performance out of yourself. It’s an extremely simple method. Not easy, simple. First, hang copies of these twelve words where you’ll see them at work, in your car, and at your home: I MUST DO THE MOST PRODUCTIVE THING POSSIBLE AT EVERY GIVEN MOMENT. [.] No related posts. Attitude Time Planning achieving goals attitude time management

Sales Management Training: 10 Questions to Engage C-Level.

Paul Cherry's Top Sales Techniques

Date: Jun 8th, 2010. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. → Keynote Speaking. Reinforcement Assessment. Sales Management Training.

Qualify All the Time

Tom Hopkins

While the qualification process is critical in making an initial sale to clients, it’s not something you can do once and forget about it. In challenging times, you may need to continually re-qualify existing clients. When anything changes, think of them as if they’re new clients all over again. The key element is what they [.] No related posts. Qualifying Selling Skills asking for the business selling skills

Who Really Achieves Success in Sales? By Mark Hunter

Sales Training Advice

Success in sales does not go to the one who has the lowest price. Nor does success in sales go to the one who has the best customers. And, success in sales does not go the one who has the most intelligence. Who really achieves success in sales? The people who practice integrity with every person with whom they come in contact. There is no substitute – no alternative – to consistent integrity. Eleven years ago, I left my corporate career working in sales management for a Fortune 100 company.

Overcome the “I want to shop around” Objection

Tom Hopkins

Have you ever heard this from a potential client: “Okay. Well, thanks for the information. I want to shop around and will get back to you if this is really what I want.” Unless you’ve only been in business a day or two, you have. In most cases what are they really saying to you? [.] Related posts: You Won’t Overcome Every Sales Objection. Overcoming the “It costs too much” Sales Objection. When Buyers Hesitate.

Successful Salespeople Sell with Passion

Paul Cherry's Top Sales Techniques

Date: Apr 3rd, 2010. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. → Keynote Speaking. Reinforcement Assessment. Sales Management Training.

Tips for Winning Voice Mail Messages by Jeb Blount

Tom Hopkins

The key to success with voice mail is to come to grips with the fact that on some level most of your buyers despise it and either ignore or delete most of their messages. It is wishful or, more likely, delusional thinking to expect your voice mail messages to actually be returned. However, with a [.] No related posts. Guest Blogger Selling Skills client contact talking with clients voice mail

Overcoming the “It costs too much” Sales Objection

Tom Hopkins

If you’ve been in business longer than a week, you’ve probably heard this objection from at least one potential new client: “It just costs too much.” Or, you might have heard it in this way, “I’m really interested but I think I can get it cheaper somewhere else.” Everyone wants a bargain, but not everyone [.] Related posts: You Won’t Overcome Every Sales Objection. When Buyers Hesitate.

How Much Are You Investing In Your Future?

Fill the Funnel

How did 2010 turn out for you? Did you earn as much as you had expected? Did you move your career forward as you had planned? There is a famous quote attributed to various individuals, so I will use Winston Churchill here: “Those who fail to learn from history are doomed to repeat it.”

Do You Have Idea Zombies in Your Business? ? Score More Sales

Score More Sales

by Lori Richardson on October 29, 2010. Pingback: Today’s Specials – Friday, October 29, 2010 | The Sales Cafe. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Do You Have Idea Zombies in Your Business?

Sales 17

Lead Gen Tips from Yogi Berra

Green Lead's B2B

Yesterday I was using ConnectAndSell as a training tool and had one of our BDRs (Business Development Reps) live and working a list and three others listening in and critiquing. This, btw, is one of the many benefits of ConnectAndSell. You can train with 5-10 pitches in an hour versus 1 or 2.

Heavy Hitter Sales Blog: What's Wrong With Sales Training Today

HeavyHitter Sales

TOP 20 GREAT SALES BLOGS » June 15, 2010. Posted by: Björn | June 16, 2010 at 10:59 AM. » Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

ROI 12

#1 Question to Jump-Start Sales Opportunities for the New Year

Paul Cherry's Top Sales Techniques

Date: Jan 27th, 2010. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. → Keynote Speaking. Reinforcement Assessment. Sales Management Training.

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

The Science and Art of Selling

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

The Science and Art of Selling

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The Reduction to the Ridiculous Close

Tom Hopkins

This strategy involves converting total or monthly amounts of money into daily amounts that make the investment seem more ‘do-able.’ ’ Depending on how open your clients are, you might want to hand them a calculator and have them do the math themselves. This doesn’t mean you don’t do it. Simply have them do it along [.] Related posts: “If you say yes” Close. The Management Support Close. The Gaining vs Losing Close.