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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

My Top 12 Social Media Blog Posts for 2010 according to Postrank.

Social Media and Sales Strategy

My Top 12 Social Media Blog Posts for 2010 according to Postrank (@postrank). Thanks for all of your support in 2010. December 29, 2010 · Filed Under social media , social media podcast , social media tips , social media training. December 2010. December 2010.

Intromojo-An Introduction to Your Next Customer

Fill the Funnel

30 in 30 - 2010 Web Tools activities bing core customer customers dossier dossiers introduction introductions intromojo LinkedIn online social networking productivity sales scour social information processing social media SocialMediaObserver tools twitter Web 2.0

Media 50

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

Social Media Calendar - Sample - Template | Social Media Podcast.

Social Media and Sales Strategy

August 23, 2010 · Filed Under Events and Seminars , Internet Marketing and SEO , iPhone Podcasts , Marketing and PR , social media , social media podcast , social media tips , social media training. August 2010. December 2010. November 2010. October 2010.

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 Advantages of a Career in Financial Services

Tom Hopkins

Advantage #1 – Nearly everyone is a potential client. Unless you plan to specialize, such as working only with the affluent who have $10 million or more in net worth or some other niche, your pool of potential clients expands to nearly every adult on the planet. Think about it. Who doesn’t need knowledge and [.] No related posts. Financial Services sales skills selling skills

Evolving Your Sales Game Plan-a Focus Interactive Summit

Fill the Funnel

The event is on Thursday, October 21, 2010 — 8AM to 1:30PM PT / 11AM to 4:30PM ET. Event Date: Thursday, October 21, 2010. I am excited to be a part of an online Sales Summit hosted by FOCUS.

B2C 50

The Most Popular Sales Thought-Leader Interviews of 2010

Dave Stein's Blog

During the course of 2010, we’ve enjoyed a significant increase in the number of followers and subscribers to this blog. Since some of you are new, I wanted to share with you some of our most popular interviews (and one podcast) of 2010.

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?

Tools 50

Social Media Calendar

Social Media and Sales Strategy

There are many aspects to success in social media. Having a solid goal, knowing your core target market and of course monitoring social media conversations and your brand. Producing great content and engaging community are also vital.

Social Media Calendar

Social Media and Sales Strategy

There are many aspects to success in social media. Having a solid goal, knowing your core target market and of course monitoring social media conversations and your brand. Producing great content and engaging community are also vital.

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 ?

B2B 40

11 Social Media Tips in 140 Characters or Fewer | Social Media.

Social Media and Sales Strategy

December 28, 2010 · Filed Under social media , social media podcast , social media tips , social media training. December 2010. December 2010. November 2010. October 2010. September 2010. August 2010. July 2010. June 2010.

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

Lessons from the 2010 American Time Use Survey

The Productivity Pro

” — Alan Krueger, American economist, in response to the 2010 American Time Use Study. ” — Citation from the 2010 American Time Use Study. Bureau of Labor Statistics released the results of its annual American Time Use Survey (ATUS) for 2010.

My Top 10 Favorite Blog Posts of 2010

Productivity and Motivational Tips for Inside Sale

This is Your Chance to Own it-Dreamforce 2010 - The BEST Dreamforce ever! Ever wonder what I was thinking when I wrote that? Well I would like to share my personal favorite blog posts from this past year and also take a minute to thank you for reading through my work. Happy New Year! From Paperless to Phoneless - I know this is so controversial but hey I’ve got to rattle some cages every so often don’t I?

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.

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.

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.

An Olympian's Perspective on Perspective | Southwestern Sales Talk

Southwestern Advantage

14 Responses to “An Olympian’s Perspective on Perspective” Grayson Jones says: February 22, 2010 at 10:50 pm. Reply Lee McCroskey Reply: February 23rd, 2010 at 10:18 am Excellent example, Grayson. Daniel says: February 22, 2010 at 11:16 pm. Search. About. Contact Us.

Positive Affirmations (from a Future Southwestern Company Student.

Southwestern Advantage

5 Responses to “Positive Affirmations (from a Future Southwestern Company Student)” memyself and i says: June 30, 2010 at 1:16 pm. Reply Lee McCroskey Reply: June 30th, 2010 at 3:03 pm memyself and i: Since this is an anonymous post, I’m unable to contact you directly.

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

Three Critical Mistakes to Avoid with Business Videos

Ian Brodie

email print More and more professional firms and individuals are using video on their sites to promote their business. And while video can be incredibly powerful in building a connection with potential clients – some of the videos I’ve seen are pretty poor and do more harm than good. I’ve been using video on my websites for over a year now – and although my videos are far from perfect, I have learnt a few lessons along the way.

The Customer 2.0 is Mad as Hell

Productivity and Motivational Tips for Inside Sale

How do you deal with your anger? Do you save it, keep it inside and then explode one day because someone sliced your cheesecake the wrong way? Or do you maintain a low-level of negativity to help you consistently feel your anger? Are you the type who’s in denial about your anger?

Objections canceled! Selling Emotionally on the Bookfield.

Southwestern Advantage

Selling Emotionally on the Bookfield” Andrew Meehan says: June 29, 2010 at 11:22 pm. Reply Lee McCroskey Reply: June 30th, 2010 at 10:55 am Andrew: I blew the dust off these…remembering them from my summers of selling. Kyle Conley says: July 11, 2010 at 6:33 pm.

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

The Salesperson's Daily Damnation, by Anthony Burgess.

Southwestern Advantage

33 Responses to “The Salesperson’s Daily Damnation” Brandon Devlin says: March 3, 2010 at 1:06 am. Evelina Prodanova says: March 3, 2010 at 3:06 am. Hans Kullama says: March 3, 2010 at 6:35 am. Scott Peters says: March 4, 2010 at 5:58 pm. Search. About.

Film 20

How I Get Over 70% Of My Clients From My Website

Ian Brodie

email print Of all the things I teach about marketing and business development, the thing most people are interested in is “ how do you get so many clients via your website? “ And it’s a good question to ask.

Where will you end up in the career draft? | Southwestern Sales Talk

Southwestern Advantage

” Chad says: May 14, 2010 at 12:46 pm. Southwestern is a member of: © 2010 Southwestern Company, All Rights Reserved. ?? Search. About. Contact Us. Southwestern Sales Talk. Tim Tebow, “intangibles” and the career draft. by Lee McCroskey.

Finish strong. A lesson from Lezak. | Southwestern Sales Talk

Southwestern Advantage

” Ryan Tabor says: May 4, 2010 at 2:04 pm. Osvaldas says: May 9, 2010 at 12:34 pm. Southwestern is a member of: © 2010 Southwestern Company, All Rights Reserved. ?? Search. About. Contact Us. Southwestern Sales Talk. Finish strong.

Music: how do you get psyched to sell? | Southwestern Sales Talk

Southwestern Advantage

Southwestern is a member of: © 2010 Southwestern Company, All Rights Reserved. ?? Search. About. Contact Us. Southwestern Sales Talk. Music: how do you get psyched to sell? by Lee McCroskey. Music is powerful. It can recall a distant memory.

The New Math of Selling

Strategic Sales Growth

Tweet I was tempted to title this post “how engineers and math majors will rule sales” Back in the old days, when men were men and ships were made of wood, sales was managed by one number – - quota performance. If you were a sales rep you either made it or didn’t.

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.