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The Lie You’ve Been Told About Advertising


That was what one of our GKIC copywriters, Cindy Cyr, was told by her sales manager back when she sold advertising for a regional magazine. Ad agencies, college marketing professors and media sales people tell people to “get your name out there.”

Sales Management – Top 4 Essentials


Sales Management has only one goal, which is improving sales effectiveness within the organization. 1) Sales Management – Planning. We have all heard this a million times yet studies show 85% of companies do not have a sales plan.

3 Tips for the Most Killer Sales Email Ever


This is simply stating a fact – when it comes to making a sale, the email is still king. In other words, an insane majority of sales emails are ignored. That is, unless you have mastered the elusive art of writing a spectacular sales email. Sales Management For Sales Pros

Sales Process in a New Sales Leadership Model

Increase Sales

Given over 97% of all businesses within the US are under 20 employees, many lack a simple sales process. By not having a process impacts the ability to determine where there are gaps limiting increase sales and ultimately the overall sales culture.

How to Recognize and Sell to Your Niche Audience!


With the advance of Social Media to new dizzying heights, today’s sales world brings many new challenges to sales people. Making sale after sale is the ultimate target of any salesperson. Another option for you here is Facebook Advertising.

Big Deals and High Heels: Why Women Are Naturals at Selling

No More Cold Calling

And that’s a good thing in sales. Men still outnumber women in the upper echelons of sales. Success in sales is about building and nurturing relationships. We delight in enlisting multiple generations in our sales efforts. But I do love sales.

Write with Care in Your Sales Presentations

Increase Sales

Sales presentations can earn the sale or sink it. In thinking of my past corporate sales management life, I would have love to have charged for sales meetings. Sales presentations are an opportunity to differentiate you, your SMB and your solution.

Build Predictable Revenue

Your Sales Management Guru

CEOs have strengthened their balance sheets with better asset management, reduced their inventory and cost levels with just-in-time methodologies, and increased direct mail and advertising effectiveness through thorough testing and reporting methods. Sales Management Systems

[Message to Management]: 4 Reasons Your Sales Team Isn’t Getting Referrals

No More Cold Calling

Referral selling is a disciplined process sales leaders need to learn. Or do you unequivocally believe and trust that you have a referral process in place to drive revenue, save your job, and position your company for sales success?

4 Ways to Get Past the Gatekeeper (No Tricks Required)

No More Cold Calling

These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. Dump the Script We’ve all had to make calls from a script at some point in our sales career. Consider the opposite sales approach.

Trigger Events, Value Selling and a Little Weekend Project Involving a Power Sander

Smart Selling Tools

I personally like a variety of business, sales, design, and psychology (neuro-science particularly) books and have a stack of recent reads and another stack of books on my to-read list. Value-gaps are what keep opportunities from closing and lengthen sales cycles.

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Forget the Shiny Toys and Wondrous Bobbles

No More Cold Calling

Don’t let technology wreck your sales pipeline. Our relationships are actually what seal deals —and keep our sales pipelines full of hot leads. Technology provides valuable tools for advertising, marketing, and sales research.

Managers and Teams – United We Stand, Divided We Fail?

Jonathan Farrington

I have also been frequently quoted as saying “Show me an underperforming sales team and I‘ll show you an unqualified and ill-equipped sales manager”. Managing people doesn’t just mean acting as overseer, to see that they get their work done satisfactorily.

In Sales What Worked Yesterday May Not Work Today in the Same Way

Increase Sales

Believe it or not, advertising spending in newspapers is down 4% in the first Quarter of 2013 compared to the first quarter of 2012. Source Kantar Media June 2013) Yet in that same time frame Outdoor advertising is up 4.3%. Sales is changing yet remaining the same.

Win with Social Selling

Igniting Sales Transformation

After all, it takes more than a well written social profile or a few connections, clicks and likes to achieve sales objectives. Like all aspects of being good in sales, how you utilize social channels as part of your sales process takes work.

How to Get More Referrals Now

No More Cold Calling

Now imagine a sales world where you only meet with clients who want to meet with you —a world where you never have to cold call, send prospecting letters, pester strangers on social media, or entice clients with special offers. It’s then that we can make the person-to-person sale.

How This Unknown Factor in Social Media Affects the B2B Sales Cycle

Increase Sales

Social media is a marketing strategy and tactic that has become embedded within many business to business (B2B) sales cycle. If traditional advertising is employed, the date of the advertisement serves as the potential first contact date.

Use Personal Recruiting To Build Your Sales Team

MTD Sales Training

Yet finding top sales people , especially those who will become long-term loyal assets to your firm, remains a difficult task. . However, with all of our advanced technology, word-of-mouth is still a powerful and effective tool, not only in selling, but in recruiting sales people as well.

61 Awesome B2B Sales Jargon Busters


If you are new to Business to Business Sales then sometimes the sales jargon, buzz words, phrases and acronyms Sales Professionals use can be quite confusing. Furthermore without any standard definitions these words and phrases continue to confuse and mislead Sales People.

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Sales Recruiting: Scoring Your Interviews

Your Sales Management Guru

Sales Recruiting: Scoring your Interviews. In every book on sales management, especially those that are focused on recruiting and interviewing salespeople there are always tools, sample questions, salesperson assessments and descriptions on various techniques used during the process.

Marketing—How Everything (and Nothing) Has Changed

No More Cold Calling

With new, sophisticated Web applications, social media, the cloud, and the skyrocketing adoption of mobility, marketers and advertisers alike have been scrambling to figure out how rapidly-evolving technologies impact the way we engage customers. The future of marketing is happening now.

Mark Zuckerberg Redefines Value

No More Cold Calling

In the sales world, we equate value with ROI. Interestingly, WhatsApp co-founder, Jan Koum, who has written damning posts on advertising, will now join the Facebook board. What’s the message for those of us in sales? Do you have $19 billion?

[Sales Alchemy]: Turning a “No” into a “Yes”

No More Cold Calling

” That’s a wise observation from an astute manager I worked for early on in my sales career. Others say prospects use objections to test your sales savvy or to see how you respond. This reduces and often eliminates major objections to the sale.

60,000 Unique Visitors Sales Pitch Means Nothing Part 3

Increase Sales

You are in sales and work for a print and digital newspaper. Your sales script emphasizes your site secures 60,000 unique visitors because you have been told unique visitors matter to your ideal customers who are small business owners. Increase Sales Coach – Blog.

What Is The Best Way To Grow Your Prospect List?

Sales Tips & Techniques

A sales management team may be able to help determine the best strategies for their representatives, but when it comes down to it, salespeople need to do the ground work. You can cold call on the phone, work face-to-face, use networking, attend seminars or executive briefings, use email blasts, newsletters, advertising, SEO, referrals or user groups. There is no magical solution for building a prospect list.

Sales Leadership: Be Prepared!

Your Sales Management Guru

Sales Leadership; Be Prepared. Sales leaders face challenges every day and being prepared as much as you can be is critical success factor/CSF. While many times salespeople are less organized than many other job roles good sales management must be highly organized because of the random nature of various events that can be disruptive on a daily basis. So what can a sales manager do to help themselves?

Sales Management and Company Culture

The Sales Insider

I bring this up because I think all of us in sales have had the experience of closing a deal, all the while having a nagging feeling in the back of our minds that we may actually have just cost the company money by making the close. Obviously I’m not saying that a sales rep should reject a sale because “it just doesn’t feel right.” It manifests itself in hiring and training practices, marketing and advertising, pay structures and bonuses.

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? If you don’t need sales reps, you’re not innovating. .

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Leads are Making Salespeople Lazier Than Old Golden Retrievers

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan N ot too long ago, before the advent of Social Selling, if a salesperson needed to add new opportunities to the pipeline there were basically two options: Make Cold Calls; or.

Lies You Want to Believe

The Sales Blog

Every day I watch the social media advertisements roll by on Facebook and LinkedIn. Today I saw no less than three advertisements on LinkedIn, all of which began with the headline: “ Cold Calling Is Dead.” If you have learned to hate cold calling, this advertisement is aimed directly at you. If you don’t like a big, expensive sales force, learn to lead it and teach it to succeed and it will be the cheapest sales force money can buy. Sales 3.0

The Truth Behind Failed Sales Training Coaching

Increase Sales

The truth behind failed sales training coaching is the curriculum, the process, the methodology call it what you will has been designed for the 1.8% Most, probably 95% of all sales training coaching has been developed to work with these three presumptions: Strategic plan exists.

How to Reach Today's Buyers with Modern Prospecting

Sales Benchmark Index

Face-to-face sales interactions are typically viewed as the most valuable activity by Sales Leaders. Today, getting in the door is more difficult than executing face-to-face sales calls. Today your sales people have multiple product specialists, overlays, and management support.

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Overcoming Rejection is a Key to Success in Selling

Sales and Management Blog

How we handle the “no” is one of the keys to succeeding in sales. . Finally, someone has his checkbook out and is ready to go, all you need is a little help from your sales manager. Your sales manager says NO. You managed to get your manager on board? These salespeople will use a number of impersonal prospecting methods, such as direct mail, email blasts, and advertising. If you sell you have to learn to deal with rejection.

How To Determine Whether Or Not To Put A Price On Your Product

Sales Tips & Techniques

A sales management team always has to determine whether or not they want to advertise the price of the product or service they are offering, and many managers will struggle with making a decision regarding the availability of the information. Read full story → Sales Management

Insights on Outbound Conference in Atlanta


One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Here is what I learned: Jeb Blount – Jeb is the bestselling author of eight books, including " Fanatical Prospecting " , and among the world’s most respected thought leaders on sales, leadership, and customer experience. And “ Sales Management.

Why I Won’t Participate In Anti-Phone Content

The Sales Blog

These voices have been so loud for so long that what they preach has decimated some sales organizations, who now have a passive sales force waiting for opportunities to come to them. The post Why I Won’t Participate In Anti-Phone Content appeared first on The Sales Blog.

eBook 22


Delicious Sales

Sales (12918). Sales Management (2614). Inside Sales (849). Advertising (694). Outside Sales (81). Sales Process (1775). Advertising (694). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? sales

The Man Who Sold Hot Dogs!

Your Sales Management Guru

As sales leaders we have 3 aspects to our job. We must focus on the “role&# we play, we must focus on the “strategic&# side of our job and we must focus on the day to day “tactics&# , the story below describes what the “role&# of our jobs are, that is the culture and motivational aspects of sales leadership. Sales fell fast, almost overnight. Acumen Management Group, Ltd. First let me state this: I did not write this week’s blog.

Sales Training: Three Key Benefits for Using an Instructional Designer

Dave Stein's Blog

We all know there are no silver bullets to sales training. But there is a critical component to designing excellent sales training and it’s one that often gets overlooked. It’s that important to us, and should be for both the sales training buyer and the sales training provider.

What Happened When Sales & Marketing Got Married?

Jonathan Farrington

And not unnaturally, few marketers will question the value of sales leads however they are generated, but the reality is that a poorly integrated lead generation program can actually reduce the overall productivity of a salesforce. o Repeat and extension business sales from existing accounts.