The First Rule of Sales: Leverage

Smart Selling Tools

DiscoverOrg is a company (and product) that essentially provides ready-made organization charts and buyer profiles of IT organizations in the 2,000 largest companies. 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.

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. In this session you’ll learn the hidden stages of the buyer’s journey, and how to become part of the Buying Decision Team. Adding change management skills can help buyers buy more efficiently.

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Sales Tip: Why Buyers Love to Delay Buying By Mark Hunter

Sales Training Advice

Salespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Yes, there are times when a buyer legitimately can’t make a decision. Many times, though, the delay is nothing more than a tactic on the part of the buyer to get a better deal. This is especially true of professional buyers, who see numerous salespeople on a regular basis. This is exactly what the buyer wants!

Never Sell Yourself – Let People Buy You by Jeb Blount

Sales Training Advice

A solved problem is the value that buyers pay for. Buyers appreciate and reward this commitment to excellence with repeat business, referrals, and ultimately with trust.

Overcoming the Word “No”

Tom Hopkins

When Buyers Hesitate. 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.

Overcome the “I want to shop around” Objection

Tom Hopkins

When Buyers Hesitate. 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.

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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

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Overcoming the “It costs too much” Sales Objection

Tom Hopkins

When Buyers Hesitate. 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.

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

HeavyHitter Sales

TOP 20 GREAT SALES BLOGS » June 15, 2010. Today, the balance of power is definitely in the hands of buyers and the situation will only continue to get worse. Sales training that understands information-savvy buyers, acknowledges competitive realities, and offers entirely new language-based strategies to influence key executives during the sales cycle. Posted by: Björn | June 16, 2010 at 10:59 AM. » Heavy Hitter Sales Blog. Recent Posts.

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When Buyers Hesitate

Tom Hopkins

You’ve just invested the last 30 minutes of your day with someone who truly needs your product or service. You feel like you’re on a roll. That your product is truly good for them and they can afford it. It began when they explained what they were looking for when you first met. They answered [.] Related posts: You Won’t Overcome Every Sales Objection.

Telephone Sales Skills – Selling On The Spot

SalesGrail

You weren’t listening to the buyer. How many times have you hung up on a sales call and realized you completely blew the chance to close the deal? You said the wrong things. You simply lost what you knew was a sure sale. Why did this happen? How often does it happen? Telephone sales skills don’t come [.]. Telephone Sales Skills

Heavy Hitter Sales Blog: Thought Provoking Motivational Sales.

HeavyHitter Sales

How to Hire a VP of Sales » December 27, 2010. Never forget, all buyers are liars and salespeople are paid to persuade.”. 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.

Stop Building Rapport and Start Connecting by Jeb Blount

Sales Training Advice

Buyers are not fooled. I have a friend who is a buyer for a manufacturing company. Recommended Reading Sales Tip: Why Buyers Love to Delay Buying By Mark Hunter Taking Control of Every Sales Relationship so You are Closing on Every Conversation!

The Failure of Procrastination By Drew Stevens

Sales Training Advice

c) 2010. Drew helps them to create relationships with economic buyers so that sales people close sales quickly and gain more revenue. There is a large storm brewing in many sales organizations unknowing to both sales managers and their bosses. Simply put sales accountability is lacking. The problem results in less production, missing sales goals and more importantly less business.

Accelerating Sales by Vince Poscente

Sales Training Advice

Recommended Reading Sales Tip: Why Buyers Love to Delay Buying By Mark Hunter Taking Control of Every Sales Relationship so You are Closing on Every Conversation! What would happen if we eliminated all the drama out of a sales organization? Let’s fantasize for a moment…that happy place in corporate la-la land. What if a sale’s manager’s job was not managing people? What if his or her sole focus was just on improving sales.

Executive Reluctance – Five Tips for Overcoming Fear and Making the Sale By Sam Manfer

Sales Training Advice

Many buyers give that impression and the rest of the time you assume it to be true. Recommended Reading Your Buyer is Smarter than You By Mark Hunter The Law of Advance Planning By Brian Tracy Depth of a Salesman By Kim Jones How Sharp is Your Sales Structure? What goes through you when your boss or your inner-self says you’ve got to get to the top decision maker for this deal, contract, renewal or sale? It’s probably not great.

Why is Sales Success So Damned Hard - Continued

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. In short: The buyer no longer relies on a sales agent to provide information.

#9 Sales Solution - Presenting - 10 Critical Components

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 10, 2010. Rehearse - No matter who you present to, you must be prepared for buyers remorse.

How to Use eMarketing to Increase Sales

Smart Selling Tools

Instead of seeking out salespeople to gain answers to their questions about solving problems, buyers now push sales conversations to the end of their purchasing process. . ” The book explains how to: Build a foundation for eMarketing strategies based on buyer perspectives.

The Pipeline ? It's About the Buyer, Stupid! ? Sales eXchange ? 125

The Pipeline

December 2010. November 2010. October 2010. September 2010. August 2010. July 2010. June 2010. May 2010. April 2010. March 2010. February 2010. January 2010. It’s About the Buyer, Stupid!

5 Sales Lessons for Sales Reps I Learned While on Vacation

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 Wed, Jun 02, 2010. In selling, it is a rare occasion that you go from step 1 to step 8 without getting lost somewhere in the buyers buying process.

Heavy Hitter Sales Blog: Inspirational Sales Quotes for the New Year!

HeavyHitter Sales

The Six Real Reasons Why VPs of Sales are Fired » February 23, 2010. All buyers are liars and salespeople are paid to persuade. -- Steve W. Posted by: Brian Hodgson | February 24, 2010 at 07:25 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.

Why Leads Are Like Potato Chips (and can be just as bad for you)

Smart Selling Tools

But leads aren’t necessarily prospects and if they aren’t prospects, they won’t be buyers anytime soon. Doctors tell us to have a diet of nutritional foods that are low in calories. Instead, many of us (me included!)

Powerful Questions Make for Helpful Conversations & Closed Sales.

Score More Sales

by Lori Richardson on November 1, 2010. The “seller” adopts an expanded role by using powerful questions to actually help the buyer get buy-in from all stakeholders that have the power to make or break the deal. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Powerful Questions Make for Helpful Conversations & Closed Sales. You are working to learn more about whether someone you are talking with / emailing with / texting?

Lead Generation Best Practices Part 6: Fewer Leads Are Better

Pointclear

By focusing sales resources on a smaller number of better quality leads, they can spend time more effectively on the most likely buyers. Best-of-class prospect development—and its focus on fewer, higher qualified sales leads—fills forecasts with sales-ready buyers and helps marketing and sales resources operate more efficiently. There is a counter-intuitive relationship between lead volume and sales performance.

Interview with the founder of SellingPower Magazine

Smart Selling Tools

Q: Buyers can now learn about products and solutions on the Web, bypassing salespeople in the early buying stages. GG: Buyers are searching the Web for solutions and sellers. Some people believe that buyers now have the upper hand, but that’s not entirely true, because there’s way too much information available on the Web. Buyers want to speak to competent salespeople who are armed with relevant information that can help buyers get better results.

Lead Generation Best Practices Part 7: Measure Beyond Cost-Per-Lead

Pointclear

” Striving for lower cost leads while defining a lead as a sales-ready buyer is a recipe for disaster. Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look.

Planning Your Sales Training

Your Sales Management Guru

For potential ideas on new training topics to building into your training programs you might want to review this recent published article on the top 10 trait buyer want from salespeople. Planning Your Sales Training. In my soon to be published book on Sales Management, one topic I discuss in great detail is salesperson development and training. Besides recruiting effectively, training and development are the next most important aspects of the sales leader’s job.

Referral Selling in Enterprise Organizations

No More Cold Calling

Your challenge is proving to your buyers in the C-Suite the demonstrable ROI they receive from their investment. Whether you sell technology, professional services, or financial services, the complexity of your client’s business issues as well as your proposed solutions are game changing. You frequently partner with others –both within and outside of your company—to win and implement a solution that delivers measurable business results.

Are Your Prospects Reverse-Sandbagging?

Smart Selling Tools

Financial incentives and personal pleas are two options for changing a buyer’s behavior. Here are a few examples of how Echosign can help change a buyer’s behavior and help your Reps book business quicker. Sandbagging is when a Rep holds onto signed orders until the last minute. Then, seemingly out of nowhere, the Rep submits all the orders at once, usually at the end of the month or quarter.

Sales and Social Media-3 Keys

Your Sales Management Guru

And remember that sophisticated buyers are doing their homework about your company and its offerings online before raising their hand for more information. Three Key Social Media Tactics for Sales.

Hallelujuh! Brainshark is Changing the Way We Communicate

Smart Selling Tools

You can communicate at your buyer’s convenience with engaging, trackable, multimedia documents. Remember when all software used to come in a box? Then along came Salesforce.com and everything began to change. A growing percentage of software is now “rented” or hosted online. This has had a huge impact for end-users in both lower costs and higher functionality.

Pharma Sales Training: Identifying Buyer Motivations

Paul Cherry's Top Sales Techniques

Blog Home < Pharma Sales Training: Identifying Buyer Moti… Sales & Management Tips. Pharma Sales Training: Identifying Buyer Motivations. Date: Aug 24th, 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.

The Top 11 Sales Mgmt Actions

Your Sales Management Guru

b. Determine buyer decision criteria. (You must do more than just 10 these days.). In today’s investment world advice on portfolio management can vary from; “hold firm with your existing stocks”, to “take advantage of a great opportunity to buy at these lower prices”.

Uncover Other Options Early

Tom Hopkins

Related posts: When Buyers Hesitate. When you’re with a potential new client, it’s wise to know where they’re coming from. Do your best to uncover any other companies or products they’ve investigated before talking with you. Hopefully, you’re on top of your game and know the features and benefits of your top competitor’s products and how they compare to your [.]

Your Buyer is Smarter than You By Mark Hunter

Sales Training Advice

Too many salespeople view their buyers as anything but smart, especially those salespeople who deal with purchasing departments. In far too many sales communities, there exists an attitude that buyers and purchasing departments are nothing more than barriers that need to be broken down. One simple thing salespeople need to keep in mind is the fact the professional buyer sees far more salespeople in the course of a week or month than most salespeople realize. Buyers are smart.

5 of the BEST Sales Tips Ever | Sales Motivation and Sales Training

The Sales Hunter

Purchasing Departments and Buyers. buyers. December 2010. November 2010. October 2010. September 2010. August 2010. July 2010. June 2010. May 2010. April 2010. March 2010. February 2010. January 2010. Tags: buyer. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION.

14 MORE Sales Motivation Quotes to Keep You Going! | Sales.

The Sales Hunter

Purchasing Departments and Buyers. buyers. December 2010. November 2010. October 2010. September 2010. August 2010. July 2010. June 2010. May 2010. April 2010. March 2010. February 2010. January 2010. Tags: buyer. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION.

10 Sales Motivation Quotes to Get You Going! | Sales Motivation and.

The Sales Hunter

Purchasing Departments and Buyers. buyers. December 2010. November 2010. October 2010. September 2010. August 2010. July 2010. June 2010. May 2010. April 2010. March 2010. February 2010. January 2010. Tags: buyer. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION.

7 Sales Prospecting Ideas That Work | Sales Motivation and Sales.

The Sales Hunter

Purchasing Departments and Buyers. buyers. December 2010. November 2010. October 2010. September 2010. August 2010. July 2010. June 2010. May 2010. April 2010. March 2010. February 2010. January 2010. Tags: buyer. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION.