Thanksgiving 2011

Fill the Funnel

© Karen Roach - What a great time of year to reflect on the people and events that I have had the privilege to connect with since this holiday a year ago and prior. The web tool creators are continuing to dazzle and amaze me.

Laura Stack’s EFFICIENCY DIGEST: July 2011

The Productivity Pro

The speaking profession is no exception…looking forward to being with my colleagues at NSA 2011!

Trending Sources

Jonathan Farrington's Blog ? 2011 Top Sales & Marketing Awards.

Jonathan Farrington

2011 Top Sales & Marketing Awards – It’s Time to Nominate! Published by Jonathan Farrington at 6:41 pm under General.

Finish 2011 Strong While Laying the Groundwork for a Great 2012

Sales and Management Blog

Although somewhat hard to believe, we’re now at the end of another year. With only two and a half months to go, your year is virtually over. That doesn’t mean your production has to be over, it means that more than any other time during the year, you must have a laser focus in order to finish the year strong and lay the foundation for 2012. Unfortunately the last quarter and the first quarter of the year are the least productive for a great many sellers. .

Medical sales – blog round-up – Summer 2011

Sales Training Connection

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2011 – in the Medical Sales – Blog Round Up. 2011 Sales Horizons, LLC. Medical Sales.

It’s Time to Vote for the 2011 Top Sales Awards

Sales and Management Blog

Top Sales Awards is an online award celebration of the best in sales—from the top sales book published in 2011 to the Top Sales Though Leader to the Top Sales Productivity Tool. The 2011 Top Sales Award categories are: Top Sales Assessment Tool. It’s the end of the year and that means time for the second annual Top Sales Awards.

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Results of the 2011 Richardson/McCord Training Social Media in Marketing and Sales Survey

Sales and Management Blog

It has taken a bit of time and a lot of effort, but we finally have the 2011 Richardson/McCord Training Social Media in Marketing and Sales Survey results. Some will be surprised, some won’t like the findings, and others will find they confirm what they suspected. Two things stick out for me: 1. Both salespeople and companies, whether they currently use social media or not, are struggling to figure out how to use it effectively.

How to Work the Room at a Networking Event

Sales and Management Blog

I hear complaints from sellers and business owners all the time about how much time and effort they’ve wasted attending networking events. The conclusion for a huge number is that networking events are no longer part of their prospecting activity. That’s unfortunate because networking events really can be great places to find and connect with prospects.

Top Sales Books To Read in 2012

Fill the Funnel

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. © MASP -

Book Review: The Challenger Sale: Taking Control of the Customer Conversation

Sales and Management Blog

Matthew Dixon and Brent Adamson in their new book , The Challenger Sale: Taking Control of the Customer Conversation (Portfolio/Penguin: 2011) challenge traditional sales theory at its very core. According to their study, the generally accepted view that in complex selling the Relationship Sellers are the most effective and key for building a high performance sales team is 100% wrong.

In search of: A meaningful measure of Influence ? Value Creator.

Brian Vellmure

November 2, 2011 By brianvellmure 17 Comments. March 9, 2012. Posts. Comments. Value Creator ( Pioneering new trails in Customer Relationships, Human Collaboration, and Business Innovation. Topics. All Posts. Customer Experience, Acquisition, and Retention. Social Business.

The Sales Association: Your Post Here

The Sales Association

Thursday, February 10, 2011. ▼ 2011. (20). Sharing best practices in sales and sales management Your Post Here. Were pleased to announce The Sales Association has launched this blog. Were even more pleased to announce that were not the experts – you are.

ESR Publishes 2011 Virtual Sales Training Report

Dave Stein's Blog

In Q3 2011, ES Research Group, Inc. Here is the press release: ESR’s 2011 Report on Virtual Sales Training.

When Is The Best Time to Contact a Prospect? Answer Here

Fill the Funnel

A new web tool is providing an answer to the question “When is the best time to connect with my prospect?” ” There have been countless eBooks, blog posts, speeches, presentations and studies that attempt to answer that question.

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Is Sales 2.0 Making the Buying Process More Difficult?

Sales and Management Blog

Sales 2.0 has been lauded as giving the customer control of the sales process since they can now research their options and make purchase decisions long before ever speaking to a salesperson—IF they ever speak to a salesperson.

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An Engineer and a Sales Rep Walk Into a Bar…

Smart Selling Tools

Quick, how many jokes can you think of about engineers and salespeople? We all know that engineers have certain, ahem, personality traits. And salespeople are known for their own, very different “personalities.”

Sales Summit 2011 – Where Straight Talking, Bare-Knuckle Negotiating, Magic And Mystery Stole The Show

MTD Sales Training

Our 2011 Sales Summit was held on Thursday 17 th November in Heathrow, and with over 100 UK and international sales professionals in attendance it certainly was a packed day. . Hi all, It’s Louise here again, filling you in on the latest news from the MTD HQ.

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

The Sales Hunter

Dec 07, 2011. Copyright 2011, Mark Hunter “The Sales Hunter.” One Response to “5 of the BEST Sales Tips Ever” 5 Best Sales Tips EVER « davidsdailydose says: December 15, 2011 at 6:13 pm. [.] Copyright 2011, Mark Hunter “The Sales Hunter.” December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011.

How to Make Word of Mouth Marketing Really Work

Sales and Management Blog

Last week while I was teaching a group of CPA’s in Newark how to work with their clients to generate a large number of direct introductions to high quality prospects, one participant mentioned that he would often hear from a client that they had given his name and number to another business owner but he would seldom hear from that prospect. His question was how he could use the introduction generation process I was teaching to capture that word of mouth prospect.

Eating with the Big Dogs–Taking the Next Big Step in Your Sales Career

Sales and Management Blog

Last summer I re ceived an email from Beth, a pharmaceutical salesperson with slightly more than two years of experience, asking me what she should be doing in order to take the next big step in her career. She is a slightly above average seller in her company—actually one of the better sophomore performers.

Jonathan Farrington's Blog ? Making Meetings Work

Jonathan Farrington

3 Responses to “Making Meetings Work” # Management Direct on 04 Nov 2011 at 10:03 pm. Jonathan Farrington on 05 Nov 2011 at 8:02 pm. Thomas on 09 Nov 2011 at 7:21 pm. Making Meetings Work. Published by Jonathan Farrington at 2:12 am under General. JF Guest Post.

Customer Relationship Innovation for the Emergent Social Business.

Brian Vellmure

December 2, 2011 By brianvellmure 18 Comments. March 9, 2012. Posts. Comments. Value Creator ( Pioneering new trails in Customer Relationships, Human Collaboration, and Business Innovation. Topics. All Posts. Customer Experience, Acquisition, and Retention. Social Business.

Why Do YOU hate Calls from Salespeople?

Smart Selling Tools

If you’re a manager, there’s no doubt you measure reps’ performance to some extent, by the number of cold calls they make. We expect reps to barrel ahead and blast through the barriers. No excuses. But you know it can be difficult.

What a Painting Van Taught Me About Marketing Differentiation

Smart Selling Tools

Nearly every day on my drive home I pass by a house with a van parked in its driveway. And every day I think about the owner of that van and how smart he or she is. They can’t possibly know that every darn day without fail, when I see that van I say to myself “now that’s brilliant marketing!”

Book Review: The Key to the C-Suite

Sales and Management Blog

Michael Nick’s new book, The Key to the C-Suite: What You Need to Know To Sell Successfully To Top Executives (AMACOM: 2011), guides the reader through understanding what is key to the C-level executive and how to address their concerns and needs. At what level in the company do you sell? Most sellers don’t sell at the C-level, much less directly to the CEO.

Don’t Acknowledge the People Behind the Mirror!

Smart Selling Tools

Even if you haven’t participated in one yourself, you’ve probably seen how they work from a TV show or commercial. I’m talking about those focus groups where a group of strangers sit in a conference room with a facilitator at one end and a mirrored wall at the other.

Lessons in Group Dynamics from Lola

Sales and Management Blog

I’ve always been fascinated with how new members of groups try to find a way to fit in with the existing group members. I’ve spent years observing—and participating at times as a new and other times as an established member of the group—how the new folks try to fit in as well as how the existing members try to either find a place for or keep out someone new.

Are You Still Selling Station Wagons?

Fill the Funnel

Some of you might not even know what they are. Back in the 50′s and 60′s, station wagons were the transportation of choice for families with kids and busy lifestyles.

Combine LinkedIn and Outlook To Improve Productivity

Fill the Funnel

LinkedIn has provided a free, easy to install web tool that connects your LinkedIn connections with Microsoft Outlook. Think of the convenience this adds by being able to: Build your network from frequent contacts. Manage your LinkedIn contacts in Outlook. Stay connected to your network. In order to use this new web tool, you must have Outlook 2010, 2007, or 2003 installed. To download this free tool directly from LinkedIn, click the button below.

Make 2011 a Breakthrough Year for Your Business

Ian Brodie

And in 2011, that’s going to be my primary focus: evening the playing field. Mike Schultz and the Raintoday team have produced a new, free report on The New Rules of Selling Consulting Services in 2011. The report covers the big changes in how clients buy consulting and coaching services – and what you can do to transform the way you sell in 2011 to thrive in the new environment. email print 2010 was a great year for me.

What’s Your Problem-Proposition?

Smart Selling Tools

Before anyone will buy your product or service, they have to buy your value-proposition. There isn’t any way around it. Don’t even try. It always comes down to the value proposition. Except when it doesn’t. When is that? When you have to generate or maintain interest. Which is all the time.

Merry Christmas and a Prosperous New Year

Fill the Funnel

Please accept my very best wishes to you and your family this Christmas season. Take some time off, unplug and recharge. I know many who have had a tough go of it over the past year. Don’t lose faith, keep your vision and goals at the very top of mind, and keep moving forward.

Ancestory.sales: Do You Know Where You Came From?

Sales and Management Blog

McCord Family Crest. I really haven’t been too into researching my family tree, but recently I decided to do a bit of research and made some interesting discoveries about both my father’s and my mother’s families. I always believed my father’s family came from Ireland—part of the potato famine exodus. Wrong. We came almost directly from Scotland with a very brief, less than one generation, stopover in Belfast.

Our most popular blog posts …

Sales Training Connection

We’ve compiled them for you into the Fall 2011 edition of the Best of the Sales Training Connection. Curious as to which blog posts have been most popular? So were we! Take a look … [link].

18 Phone Sales Skills Tips You Can Use Right Now | Sales.

The Sales Hunter

Dec 03, 2011. Copyright 2011, Mark Hunter “The Sales Hunter.” One Response to “18 Phone Sales Skills Tips You Can Use Right Now” Roundup #50 – Lead Management, Lead Generation & CRM tips says: December 19, 2011 at 9:29 am. [.] December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011.

Book Review: Bottom-Line Selling by Jack Malcolm

Sales and Management Blog

Jack Malcolm in Bottom-Line Selling: The Sales Professional’s Guide to Improving Customer Profits (Booktrope: 2011 Second Edition) not only provides an excellent course in how to read and interpret the information and numbers contained in a company’s annual report, but it shows the seller how to convert that basic information into a financial solution that communicates real value to the executive in terms that are meaningful to him or her.

Medical device sales – seven ways new sales reps can build sales success

Sales Training Connection

2011 Sales Horizons, LLC. Medical device sales people spend months learning about products, anatomy, and how to sell. Then after passing a battery of tests, becoming certified, and getting credentials (REPtrax or similar systems) up-to-date, it’s time to sell.

The Sales Association: Is Consultative Selling Relevant?

The Sales Association

Tuesday, March 1, 2011. 3 comments: Mack Powers March 2, 2011 at 7:54 AM Good work Marcia! Mack Powers Reply Delete Tim Deuitch March 2, 2011 at 10:39 AM Marcia what a wonderful response! Reply Delete rvonderlinn March 7, 2011 at 11:01 AM Marcia - I like your phrase "It's like a well-timed dance" That's the crux of the issue. ▼ 2011. (20). Sharing best practices in sales and sales management

How to Suck at Sales and Still Blow Your Quota Away

Smart Selling Tools

Asking good questions. Listening more and talking less. Selling Solutions rather than products. Being willing to walk away when it’s not a good fit. These are all essential skills of a top sales performer. But you can do a mediocre job at each of those and still be successful in sales. I bet you know someone who fits that description. You wonder how they manage to hit their numbers month after month. I’ll tell you how.

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Closing a Sale Is Straightforward: Give Your Prospect a Task

No More Cold Calling

Giving a winning sales presentation doesn’t guarantee that you’ll close the deal. Asking your prospect to engage in the process does. Consider this sales scenario: You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas.