Fill the Funnel

NOVEMBER 30, 2011

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 - Fotolia.com. What they discovered may be the biggest shock to conventional sales wisdom in some time.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

Sales Training Connection

SEPTEMBER 5, 2012

Sales training. Given that in the United States millions of dollars are spent each year on sales training , are there significant number of influential people who think that sales training really doesn’t work – answer: yes. or “I’m sure our people will at least learn one thing from the sales training.” Bad Experiences.

Training 105

Training Fashion Research Face-to-face 105

Sales Training Connection

DECEMBER 3, 2012

Let’s turn the clock back about 40 years and take a business perspective look at what was going on in the world of sales training. The early 70’s were the early years of modern day sales training. During that era five or six companies dominated the sales training industry. They competed against each other to win the major deals.

Training 104

Training Hiring Licensing Industry 104

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Mindtickle

MARCH 15, 2018

More and more companies are transitioning from traditional training methods like classroom training and webinars. They’re recognizing the need for a change and transitioning from traditional training to sales enablement and readiness instead. Companies are feeling the pain, by losing market share.

Training 52

Training Company Hiring Webinar Metrics 52

Mindtickle

MARCH 15, 2018

More and more companies are transitioning from traditional training methods like classroom training and webinars. They’re recognizing the need for a change and transitioning from traditional training to sales enablement and readiness instead. Companies are feeling the pain, by losing market share.

Training 52

Training Company Hiring Webinar Metrics 52

Score More Sales

MAY 23, 2012

Recently I spoke to Ron Kline, Director of Marketing for IBM’s Midmarket Division. Ron reminded me of the Chief Marketing Officer global study that was compiled after interviewing 1,700 CMOs about many of the issues the Smarter Commerce program works to tackle: How the social ecosystem can work well to support retail organizations.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. What is stopping you?

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

The Pipeline

FEBRUARY 21, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. Sales Skills , Sales Technique , Sales Training , Win , Workshop. Sales Training.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

Score More Sales

FEBRUARY 7, 2013

For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. If you have not converted your sales and marketing activities into the cloud, that should be one of the priorities for this year. Resistance to the Cloud.

CRM 238

CRM Outbound Tools Study 238

SBI Growth

SEPTEMBER 16, 2012

Translation: Even if the CEO/CFO allocate more money to you (the CSO), you should allocate some of those dollars to Marketing. Never before has the linkage between Marketing and Sales become more important. Sales and Marketing Teamwork = Success. Perhaps you need to look no further than your marketing compatriot.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Targets Demand Generation 267

Sales Hacker

DECEMBER 29, 2022

So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. Chances are good they know what solutions are on the market — and have likely done an enormous amount of research on you and your competitors by the time you reach them. Want authenticity?

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Six ideas I found to be most helpful for smaller and mid-market companies: Multiple Ways to Learn. Marketing Study Update. I was glad that my favorite, Cookies , was the winner.

Company 208

Company Film Study Lead Rank 208

SBI Growth

FEBRUARY 6, 2013

This year I bought marketing automation software. Before that I spent a small fortune on sales training. All 2012 did was buy me some time. I showed him a couple of examples. Note: If you want to see an example of a Sales Productivity Benchmark, click here. I have spent millions trying to defeat the son-of-a-gun.

Banking 288

Banking Software Software Competition 288

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JULY 18, 2012

Today let’s talk from a marketer’s point of view. Disclosure: since I represent sales, not marketing, this is my interpretation of what a marketer would say.) Most marketers and sellers will agree that your company website is the hub location from where everything else spins off of. It will all tie into sales shortly.

Top of Funnel 192

Top of Funnel Pipeline Funnel Travel 192

The Pipeline

MAY 12, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Read this great example from yesterday’s mailbag: A salesperson emailed his lessons learned and included this one: “The final lesson again concerns the compelling reasons to buy. Sales Training. December 2011. November 2011.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

Score More Sales

JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. These examples stand out because if you do some of these things above, you will work toward finding and closing qualified sales opportunities.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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JUNE 18, 2012

Sometimes your marketing reaches them and they do the same thing. Examples include: Employed by – instead of works for. Lori Richardson writes, speaks, and trains on sales topics for B2B mid-market technology front-line sales teams. Often, they don’t even hear you the first time. Use power words.

Customer 225

Customer Proposal Buyer Coaching 225

Score More Sales

JUNE 26, 2012

PROSPECT: Mine information like trigger events in your market niche, and then use this knowledge in talking with your prospective customers. This report is considered a “trigger event” that you can leverage in conversation, with statistics and facts from within this market segment.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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JUNE 8, 2012

What I love about this book is that it is chock-full of specific examples of what to do instead of the usual strategy stuff that is not specific. For example: Gain your buyers trust: Michael offers tips for online companies to get fewer people abandoning a potential order by including specific things on the order page (page 63).

Guarantee 197

Guarantee B2B Sales Leadership Buyer 197

Increase Sales

NOVEMBER 2, 2012

With less than two months to close the books on 2012, desperation is beginning to kick in for those small business owners, entrepreneurs and salespersons who have yet to fully increase sales. I approved the message to illustrate a great example of how not to engaged in micro-blogging.

Small Business 136

Small Business Small Business Coaching Construction 136

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NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. You can accelerate business transformation by 23%.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Jeffrey Gitomer

NOVEMBER 22, 2011

Online Training. examples of “family thinking” in my business: 1. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Team or Family? Here are 4.5

Hiring 279

Hiring Social Media Loyalty Insurance 279

Sales Training Connection

OCTOBER 21, 2013

For example, have you unknowingly sanctioned the dramatic decrease in profits by driving revenue gains by permitting your sales team to negotiate price reductions? Get serious about training your sales team to sell value. Review with Marketing the merit of offering basic and premium versions of your products. Let’s take a look.

Compensation 108

Compensation Study Negotiation Training 108

Score More Sales

APRIL 8, 2013

It has caused me to think about creativity and concrete examples. Is it time to brainstorm with marketing on a new twist or angle? Recently I wrote about how being more creative in sales opens up bigger opportunities for you and your company. He could have been extremely happy with that. Where do you go for creative inspiration?

Inside Sales 224

Inside Sales Outbound Conference Intent 224

Sales Training Connection

OCTOBER 29, 2012

Over the years we’ve surveyed hundreds of potential buyers across industries in the B2B market space. In the medical devices market , for example, we hear docs say that one of the reasons they use a particular device is because they like the sales rep or they use a device because the sales rep is always there for them.

Hiring 108

Hiring Vendor Training Survey 108

Jeffrey Gitomer

NOVEMBER 1, 2011

Online Training. Probably the best example of change I can offer you comes from a column I wrote several years ago about the “Benjamin Franklin close.” There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved.

Hiring 221

Hiring Social Media Loyalty Referrals 221

Mindtickle

JULY 24, 2016

Not many people can define what “engaging content” really means when it comes to training. The bulk of corporate training is required content. Charbel, why should leaders care about making training content engaging? We can learn from cross-functional fields like marketing and bring this to employee training to optimize it.

Resources 52

Resources Training Scale How To 52

Mindtickle

JULY 24, 2016

Not many people can define what “engaging content” really means when it comes to training. The bulk of corporate training is required content. Charbel, why should leaders care about making training content engaging? We can learn from cross-functional fields like marketing and bring this to employee training to optimize it.

Resources 52

Resources Training Scale How To 52

The Pipeline

MAY 13, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Your email address will not be shared. December 2011. October 2011.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

AUGUST 16, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Let me give you an example from my world. Even knowing that, if I was speaking to a VP of Sales and asked like the “let’s wait” crowd does, “Need a prospecting training program?” December 2011.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

JULY 18, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Not that big a thing today, but keep in mind this was before the Web, and while the delivery is no longer a challenge, functional and useful alerts, now marketed as triggers by many of the same folks, are still being sold, if not always bought.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

SBI Growth

SEPTEMBER 9, 2012

Last week at Content Marketing World, the Chief Marketing Officer of IBM was asked; What’s the top skill that marketing organizations need to master to be successful? Today's marketing is driven off the written word. In a content driven world, if your marketing team cannot write well, you will not be successful.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

Score More Sales

DECEMBER 21, 2012

Buyers have high expectations which are set by others in your industry – for example when front desk staff greet you buy name at leading hotel chains – you expect that everywhere. Also to get closer to your customer’s interests, consider Joe Pulizzi’s 42 Content Marketing Ideas for 2013. IT needs to be a partner in this.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Sales Hacker

OCTOBER 13, 2022

The sales profession often drives people away because its training methods need updating. In 2012, Daniel Pink proposed a new ABCs of selling in his book, To Sell Is Human: Attunement, Buoyancy, and Clarity. Example content offerings. Too many salespeople are taught to rely on pushy and spammy tactics. That was a decade ago.

Social Media 86

Social Media Ideal Customer Profile Lead Rank Lead Scoring 86

Jeffrey Gitomer

JULY 7, 2011

Online Training. And it is obvious from the above example that they are 100% wrong! Filed Under: Attitude , Customer Loyalty , Generating Referrals Tagged With: attitude training , book on attitude , building trust , customer service training , establishing trust , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer.

Referrals 299

Referrals Hiring Social Media Loyalty 299

The Sales Hunter

JANUARY 23, 2012

Jan 23, 2012. Just a few hours earlier before taking off on a training mission, I had reprimanded my 22-year-old crew F-16 chief for shorting me 500 lbs of fuel. Here are a few examples: Take one person out to lunch each week from a department other than your own. sales training. sales training tip. training tip.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168