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. ©2012 Fill the Funnel. © MASP - Fotolia.com.

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication.

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What To Do When The Prospect Tries To Bash Your Competition

MTD Sales Training

While this is never a good thing for many reasons, it is even worse when the prospect starts bashing your competition. Many sales people love it when the prospect starts to downgrade their rivals as the two “tag-team” the competition. Relived the prospect’s fears.

Why Small Business Sales Training Misses the Mark

Increase Sales

Some of the more forward thinking business leaders continually seek small business sales training to improve their business results. This confusion about marketing and selling may be also found in other small business sales training learning objectives.

Best Way to Help Prospects Find You

Fill the Funnel

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. The most effective way for you as an individual sales person to get on the radar for your prospects is via your LinkedIn Profile. You need to be visible to your prospects.

How To Prospect On LinkedIn Through Your Connections

MTD Sales Training

So how exactly do you prospect on LinkedIn ? But these connections might not be potential prospects for you, so how can you get to the key decision makers who you really want to engage with? It quite literally is a prospecting power tool…in the right hands.

What To Do When The Prospect Wants To Engage In Sensitive Talk Like Politics or Religion

MTD Sales Training

Often you get that prospect that wants to get you into a conversation about a sensitive issue such as political beliefs or theology. It does not matter if your personal views on such issues are the exact opposite of the prospect’s, or if they align perfectly. MTD Sales Training.

It Takes Only An Hour A Week To Produce Leads Through LinkedIn

MTD Sales Training

I must have said it time and time again, but when it comes to modern day selling, sales professionals and business owners alike can find real value in the LinkedIn platform as a sales tool, as there is so much potential for you to prospect for and engage with new leads and current clients online.

Heavy Hitter Sales Blog: Top 7 Critical Sales Trends for 2012

HeavyHitter Sales

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Closing Techniques Using Sales Linguistics » January 01, 2012. Top 7 Critical Sales Trends for 2012. Top 7 Critical Sales Trends for 2012. What are the top sales trends for 2012?

Is Your Sales Training Tethered to the Stone Age?

Increase Sales

Recently I spoke with a potential client who shared with me in had invested $80,000 in sales training over the course of three (3) years. Additionally, the sales training did not look at the marketing aspect of attracting attention and building relationships.

If In Doubt, Make the Call! Sales Prospecting Strategies that Work!

The Sales Hunter

It’s time to put to rest the belief that unless you know exactly what it is you want to say to a sales prospect, you should not call them. The problem I have with this is that far too many people use it as an excuse to get them out of making sales prospecting calls.

Is The Prospect Happy With Their Current Supplier, Or Just A Comfortable Old Shoe?

MTD Sales Training

Prospective buyers are quick to boast about how long they have been working with your competition. MTD Sales Training. The, “I am happy and satisfied with my current supplier…” objection , has and still plagues sales people.

The 5 Essential To-Dos for Every Inside Sales Leader

Smart Selling Tools

With new terms like “sales stench” (when a cold call is so trite and annoying that the prospect can smell the spiel coming through the phone), to new ideas that-even if a little sarcastic-just might make a lot of sense (like using emoticons to indicate forecast probability).

4 Powerful Reasons To Walk Away From The Price ONLY Prospect

MTD Sales Training

Invariably, as a professional sales person, you will run across that prospective customer who is only concerned with the price. This prospect usually leaves you with only two options: 1. Lower yourself, your company and what you offer, to the level the prospect demands.

4 Sales Tips for Reaching Prospects by Phone

Score More Sales

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. Simple, quick, web-based research is extremely important when you are calling prospects.

The One Sales Skill Missing in Most Sales Training Coaching Programs

Increase Sales

Look at the learning objectives for most sales training coaching programs and you might find these sales skills: Sales Negotiations. Prospecting. How many times have you read about writing being a necessary sales skill in any sales training coaching seminar or educational experience? Sales Training Coaching: Henry Ford said “If you think you can or you think you cannot, either way you are right.” Credit www.sxc.hu.

Most Frequently Used Web Tool In My Tool Kit

Fill the Funnel

I share it with almost every customer that I am consulting with, and in many cases it is the first web tool that we install, integrate and train on. I offer a few 6:00 am time slots in my Pacific time zone to accommodate the desires of my east coast and european customers/prospects.

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“You Had Me At Hello” – 3 Effective Ways To Eliminate Your Competition During Your First Contact With A Prospect

MTD Sales Training

You need to contact that prospect with a personal telephone call or email within minutes or as soon as physically possible. When you get that enquiry, chances are yours is not the only site that prospect hit, nor the only request for more information they submitted online.

The Secret Path to Successful Sales Calls

Smart Selling Tools

How do you lead each conversation so the prospect will want to continue the sales journey with you? Did you first think through the key sales messages and the best way to communicate them to prospects? It is an obvious sign of a beginner or poorly-trained rep when this occurs.

Achieve Greater Sales Success in 2012

Anthony Cole Training

Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34). Sales Training (5). training sales (25). Achieve Greater Sales Success in 2012.

Get Consistent Performance in Half the Time By Reinventing Your Sales Training

Sales Benchmark Index

At SBI, we often see Sales Talent disparaged as the result of an ineffective Sales Training program. It will get you the access to the tool you need to begin developing the proper training, our prospect/customer interview guide. So How Do You Do Build This Training Material?

How to Train Your Lead Development Team for Today's New Buyer

Sales Benchmark Index

So when your prospect finally speaks with your company, who is the first point of contact? Prospects don’t want to engage with a Sales Rep before they are ready. Look at your Sales Training dollars. Lose the typical lead team training similar to Canine Obedience School.

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Do prospects lie? How does the answer impact sales success?

Anthony Cole Training

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Prospects. Prospects must think that salespeople are morons.

Time to Throw out the “Sales Trash” of 2012

The Sales Hunter

It might be a prospect who has zero probability of buying, yet you are still pouring time into this person. Personally, I think 2013 can look better than 2012. Second, review your “Top 10″ prospect list. How’s your sales process? Do you have any sales trash?

4 Ways to Improve Sales in 2012 | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PROSPECTING. 4 Ways to Improve Sales in 2012. How will you improve sales in 2012? Problem is if the techniques you used in 2011 to no avail, then what makes you think using the same techniques in 2012 will yield different results? Here are 4 things you can do right now to improve sales in 2012: 1. Related posts: Small Goals Now Mean Big Results in 2012. prospect.

Even After All Of This “Web Stuff” You Still Need To Engage With Your Prospects

MTD Sales Training

You then directed the prospect to your company website for additional information. Will the prospect have time to talk? Email and other e-prospecting and communication avenues are a critical part of doing business today. Does the prospect speak very fast or slow?

7 Things Salespeople Should NOT do in 2012 | Sales Motivation.

The Sales Hunter

Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PROSPECTING. 7 Things Salespeople Should NOT do in 2012. We’ve all seen list after list of things we need to do to increase our sales in 2012. Spend all day figuring out who you should prospect. Interesting how when you spend endless amounts of time researching and profiling those you feel you should prospect, you never really get around to actually calling on them.

30 Ways to Reach Prospects

Score More Sales

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Don’t be afraid to let them know that you feel they could be a great prospective client / customer.

30 Seconds Matter: How Sales Tools Deliver Revenue Growth

Smart Selling Tools

Linda built her company into an international power-house having trained over two million sales professionals to date. Sales Effectiveness decision influencers lead generation opportunity management sales leads Sales Process Sales Prospecting sales techniques solution selling

5 Marketing and Sales Lessons from the Inbound 2012 Event

Score More Sales

I’ve spent time at Inbound 2012, Hubspot’s summit for marketers – an event which is growing dramatically year to year. Users will now have more tools in a convenient location to do everything they need to draw more prospective customers their way.

Techy Tuesday – Be In The Know With Google Alerts

MTD Sales Training

Stop scratching around for sales and learn how to sell the modern way with Sean McPheat’s FREE 40 minute online training session. Click on the image below to find out why you’ve got to be changing the way that you prospect and sell….

Is Inside Sales Training Equal in Importance to Field Sales Training?

Dave Stein's Blog

To stay competitive, sales managers must improve training for inside sales representatives. ESR encourages sales managers to approach training for inside sales representatives just as seriously as they would approach training for their most valuable outside sales (or field sales) representatives. Yet, many organizations invest far less in their inside sales training than they do in training their star field representatives. Training doesn’t set that strategy.

Is Inside Sales Training Equal in Importance to Field Sales Training?

Dave Stein's Blog

To stay competitive, sales managers must improve training for inside sales representatives. ESR encourages sales managers to approach training for inside sales representatives just as seriously as they would approach training for their most valuable outside sales (or field sales) representatives. Yet, many organizations invest far less in their inside sales training than they do in training their star field representatives. Training doesn’t set that strategy.

Turn the Prospect into a Customer with the “Engagement Process”

The Sales Hunter

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. The next step in this process might be for you to provide the prospect a worksheet with some diagrams of how systems might look in their building.

Top 9 Sales Hunter Posts of 2012

The Sales Hunter

Below are what you all thought were the best posts of 2012! 7 Sales Training Ideas You Can Use Right Now. 7 Sales Prospecting Ideas that Work. Copyright 2012, Mark Hunter “The Sales Hunter.”

4 Sales Tips for Reaching Prospects by Phone

Score More Sales

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. Simple, quick, web-based research is extremely important when you are calling prospects. Most likely you feel the same way, and more importantly, so do your prospective customers. Example: A marketing executive prospect works for an electric utility.

What is Sales Leadership? | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PROSPECTING. Feb 02, 2012. Sales leadership is being able to ask customers and prospects questions that both you and the customer are not going to know the answer to. Copyright 2012, Mark Hunter “The Sales Hunter.” prospect. prospecting. prospects. sales training. sales training tip. training tip. Archives Select Month March 2012.

How To Push Your Prospect’s Hot Buttons

MTD Sales Training

“Find the prospect’s hot buttons!” “ Push their hot buttons !” Is it to say that as a sales person you should try to discover your prospect’s primary areas of interest? They think, ‘find a benefit the prospect likes and push it to make the sale.’ MTD Sales Training.

At What Point In The Sale Should You Disclose The Price?

MTD Sales Training

Uncovering the price too soon in a sales interaction is actually a disservice to the prospect. Revealing price too early, inadvertently forces the prospect to make a buying decision before receiving all of the information. MTD Sales Training.

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5 Secrets to Get Better Prospecting Leads | Sales Motivation and.

The Sales Hunter

Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PROSPECTING. 5 Secrets to Get Better Prospecting Leads. Jan 04, 2012. There are 5 secrets used by top-performing salespeople to get better prospecting leads. The key to turn these new leads into great leads is by asking the customer giving you the lead to introduce you to the new prospect. The reason these are great prospects is simple. 4 Steps to Better Prospecting.