Steven Rosen

APRIL 10, 2024

The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode. This article will delve into the key insights from the podcast and explore the themes of ideal hiring profiles, non-negotiables, and the importance of a systematic hiring process.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Marc Wayshak

AUGUST 24, 2021

So you’ve finally got a prospect who’s interested in what you have to say…and actually wants to hear you present. Nowadays, we want to use case studies or case study presentations to ultimately connect where the prospect is now to where you’re going to take them. It’s a me-focused presentation. Check it out: 1.

Case Study 118

Case Study Study Face-to-face Benefit 118

Smooth Sale

NOVEMBER 2, 2022

Attract the Right Job Or Clientele: Essential Reasons Businesses Need to Make Their Office Presentable. No matter your business type, it must be presentable if you have an office space. But what other reasons do businesses need to ensure their office is presentable? Businesses Need to Make Their Office Presentable.

Scale 78

Scale Hiring Lead Rank Lead Scoring 78

Understanding the Sales Force

DECEMBER 10, 2013

In addition to the many speaker bureaus listed, I also read through a number of articles where the authors shared their secrets to great talks. I thought I would share some tips that you could incorporate into your group sales presentations, lunch and learns, conference talks and appearances to make them more effective. Just pictures.

Conference 302

Conference Examples Groups Google 302

Mr. Inside Sales

DECEMBER 24, 2016

If you are a subscriber to my weekly ezine, then you know I publish a new article every week. It’s not surprise, then, that the most popular article I wrote in 2016 is one that gives you, the front line sales rep, a proven way to overcome some of the resistance you face each and every time you pick up the phone to make a cold call.

Cold Calling 120

Cold Calling Decision Maker Vendor Objections 120

Understanding the Sales Force

FEBRUARY 21, 2014

Understanding the Sales Force by Dave Kurlan Today you''ll receive multiple articles and a bonus video too! The Sold Lab portal posted this article of mine on Why Sales Training Doesn''t Work. Today''s article is a follow up of sorts to this article from yesterday. c) Copyright 2013 Dave Kurlan'

Airlines 186

Airlines Video Channels Follow-up 186

Shari Levitin

AUGUST 13, 2020

That means your prospects are already tuned out by the time you get to your demo/model tour/presentation. You can do this by showcasing information in the chat like links to books, articles or videos, or even try a poll. A presentation without stories is like an opera without music. Today, it’s even shorter. Read more here.)

Microsoft 165

Microsoft Social Media Twitter Facebook 165

Understanding the Sales Force

JULY 15, 2013

I''ve criticized some of Geoffrey''s articles in the past but this one, 3 Reasons Why Most Presentations Fail , is really good. I checked and o f the 1,000 plus articles I have written for Understanding the Sales Force , exactly two have been about presentations and presenting. Fail to differentiate themselves.

Exact 247

Exact Sales Prospecting Company 247

Sales and Marketing Management

NOVEMBER 26, 2018

Kalan Over five years ago, I shared my personal presentation tips in a three-part series published in the online edition of “The Journal of Sales and Marketing Management.” As we have learned, it’s what you are able to share, to present, to communicate, that demonstrates the individual’s insights and depth of understanding.

Education 201

Education Analytics Journal Social Media 201

The Digital Sales Institute

FEBRUARY 2, 2022

Making effective presentations is a great way to convince clients and companies to do business with you. With them, you can present your experience, project, and much more in an appealing and engaging way. Nevertheless, to get the results you expect, your presentations must follow best practices. Utilize presentation templates.

Scale 52

Scale Follow-up Examples Proposal 52

Understanding the Sales Force

DECEMBER 11, 2012

I present my Top 20 Articles on Coaching Salespeople. There are probably topics that I have written about more often than coaching salespeople, but none that are more important or have a great impact than coaching salespeople. Coaching – 1 st of the 10 Kurlan Sales Management Competencies. 5 Keys to Effective Sales Coaching.

Sales Coaching 214

Sales Coaching Coaching Sales Management Sales 214

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case. It will be worth it! Similarly, many prospects are also non-believers in your product or service.

Sales Process 334

Sales Process Sales Methodology Decision Maker Pipeline 334

Marc Wayshak

DECEMBER 1, 2021

Have you ever been presenting to a prospect when you start to notice that they’re losing interest ? When this happens, it’s because you’ve followed a presentation approach that’s led you down a bad path. In this video, I’m going to show you 5 must-know sales presentation techniques that close deals. Check it out: 1.

Closing 77

Closing Case Study Face-to-face Prospecting 77

Sales 2.0

DECEMBER 19, 2023

As Jiarui Wang points out in his article below AI “lacks a theory of mind, or the ability to understand what other people are thinking and feeling. The authors say of these salespeople “They can realize mid-sentence that they said something, and it didn’t land—they’re present and capable of changing that narrative in real time.

Film 150

Film Lead Rank Intent ACT 150

Understanding the Sales Force

DECEMBER 11, 2012

I present my Top 10 Articles on Sales Process. I write often about sales process. After all, one can't accurately predict outcomes to sales calls, meetings and cycles without a formal, structured sales process to follow. Do You Have a Sales Process? Sales Process – What Have You Gotten Away From? 12 Questions About Your Sales Process.

Sales Process 175

Sales Process Automotive Sales Methodology Sales 175

Jeffrey Gitomer

FEBRUARY 14, 2012

Elements To Think About When Presenting. Tweet Share Your ability to present a compelling, believable, enthusiastic, value-driven message is the difference between yes and no, understanding and confusion, acceptance or rejection, and even approval or denial. In the beginning of a presentation, there are 5.5 Presenting.

Hiring 255

Hiring Social Media Loyalty Referrals 255

Julie Hanson

SEPTEMBER 24, 2018

I was excited to see one of my students present a powerful new software solution in a recent workshop. She presented herself well, the presentation was well-organized and tailored to the needs of the customer. Susan sabotaged her presentation with a mere handful of words. presentations. presentations.

Positioning 106

Positioning Follow-up Lead Rank Lead Scoring 106

Julie Hanson

DECEMBER 4, 2018

This may offend some Toastmasters out there, but Toastmasters almost ruined my presentation. Some of that feedback even helped shape a presentation I still use today. So how did Toastmasters almost ruin my presentation? You can read his article, “Toastmasters has a problem it desperately needs to address” here ).

ACT 96

ACT Motivation Promotion Study 96

Julie Hanson

JANUARY 21, 2019

So many ways to blow a great presentation…and so little time. You likely work hard to get the opportunity to present to a prospect, so why risk blowing it on one (or more) highly preventable mistakes? Here’s my Top 50 ways to blow a great presentation. Save questions for the very end of your presentation. Never pause.

Microsoft 89

Microsoft Prospecting Positioning Data 89

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan Two weeks ago I wrote this article about how demos and presentations are like snack foods. One of the comments, by Jason Kanigan, said: Traditional selling revolves around the demo/presentation. The result is we end up giving many presentations to unqualified prospects.

Sales Qualified Lead 188

Sales Qualified Lead Journal Consultative Selling Proposal 188

Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! The 18 best sales articles of 2018 from Sales Hacker. This article will help you build the most compelling sales deck possible. This article analyzes over one million B2B sales call recordings to tease out what’s working and what’s not, based on hard data.

Ideal Customer Profile 96

Ideal Customer Profile Top of Funnel Hiring B2B 96

Understanding the Sales Force

JUNE 3, 2012

Understanding the Sales Force by Dave Kurlan I've written 930 articles for this Blog. I present to you the 10 best/most important articles from the last 3 months that you probably didn't read: Are Your Salespeople Receiving Welfare? Missing Link to Sales Success. How to Make Sure Your Sales Force Remains Relevant.

Motivation 192

Motivation Coaching Training Sales 192

Understanding the Sales Force

DECEMBER 16, 2012

We reviewed 1000 articles that I have posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past 6 years, and later this week, The Top Sales Article of the Last 6 Years. They aren't necessarily the articles with the most inbound links. Some are articles backed by science.

Comparison 149

Comparison Sales Management Inbound Call-back 149

Understanding the Sales Force

DECEMBER 11, 2012

I present my Top Articles on Coaching Salespeople: Why Accidental Sales Training Works More Effectively. Top 20 Kurlan Articles on Sales Coaching. My Top 14 Articles on More Effective Sales Cold Calling. Sales Process - Top 10 Reasons Why Sales are Lost. Tighter Sales Metrics at New Year Leads to Improved Success.

Sales Coaching 120

Sales Coaching Coaching Airlines Cold Calling 120

Steven Rosen

MARCH 12, 2024

Summary Video Article: Title: The Power of Face-to-Face Sales: Building Trust and Rapport Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen Introduction​ In today’s digital age, where virtual meetings have become the norm, it can be challenging to encourage salespeople to embrace face-to-face conversations.

Face-to-face 296

Face-to-face Video Decision Maker Loyalty 296

Understanding the Sales Force

NOVEMBER 25, 2013

Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. You must read the article in order to understand the following questions. Magazine''s website. In the end, we are all in search of a shorter, more effective sales cycle and any help we can get is always appreciated.

Study 243

Study Sales Cycle Follow-up Account 243

Understanding the Sales Force

DECEMBER 16, 2012

We reviewed 1,000 articles which I've posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past six years, and later this week, the Top Sales Article of the last six years. But we did pick fifteen of the more serious articles. THE TOP 15 BLOG ARTICLES.

Comparison 140

Comparison Sales Management Inbound Call-back 140

Understanding the Sales Force

DECEMBER 11, 2012

I present my Top Articles on Sales Process: Baseball's Huge Impact on Sales Performance. Understanding the Sales Force by Dave Kurlan I write often about sales process. After all, one can't accurately predict outcomes of sales calls, meetings and cycles without a formal, structured sales process to follow.

Sales Process 120

Sales Process Automotive Sales Methodology Sales 120

Understanding the Sales Force

SEPTEMBER 7, 2021

My wife and I entered the small jewelry shop and were greeted - not with a warm welcome - but with a matter of fact "my name is.and I'm the owner.and I created everything in the store" which was followed by fifteen minutes of non-stop presentation of everything she created. It includes thinking all of the following: Stop! I don't care!

Retail 288

Retail Data Follow-up Exact 288

Understanding the Sales Force

JANUARY 4, 2024

In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! What will be different for you this year in the area of personal and professional growth, the way you present yourself to to others, and the way you feel about yourself? Happy New Year everyone!

Distribution 170

Distribution Exercises Course Call-back 170

SocialSellinator

MARCH 18, 2024

As we step into 2024, the realm of SEO continues to evolve, presenting businesses with new challenges and opportunities. In this article, we'll delve into the top 10 SEO strategies that every business should implement to stay ahead in the competitive online market.

Strategy 94

Strategy Engineering Competition Opportunity 94

Steven Rosen

APRIL 20, 2024

Scrimmaging, rather than role-playing, before important meetings or presentations can improve performance and ensure team members’ alignment. The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode.

Lead Rank 177

Lead Rank Lead Scoring How To Retention 177

Steven Rosen

MARCH 25, 2024

The Glaring Gaps in Dashboard Coaching Dashboard coaching can provide a comforting illusion of control and insight, presenting managers with a neatly packaged narrative of sales success or failure. It’s time for sales managers to unchain themselves from their desks and enter the visceral world where sales are won and lost: the field.

Coaching 156

Coaching Pivotal Lead Rank Report 156

No More Cold Calling

MAY 28, 2020

That’s my favorite quote from David Meerman Scott’s insightful article, “ The 2020s: From the Lonely Chaos of Digital to an Era of Humanity.”. David delves deep into this topic in his brilliant article and explains that we are at the cusp of an important cultural shift. Please take care of yourself. “

Social Media 391

Social Media Referrals Cold Calling Social Selling 391

Sales Hacker

JUNE 8, 2020

Presentation execution. Unfortunately, most people’s presentations come off like an annoying infomercial. Luckily, there’s a science and strategy behind presentations that can be learned and perfected. You gather intel to socially and professionally lubricate your interaction and presentation with your prospect.

Hiring 68

Hiring Ideal Customer Profile Groups Decision Maker 68

Smooth Sale

APRIL 23, 2024

Ditch those old, outdated slides and step up your presentation game. With help from Hype Presentations, you can create presentations that aren’t just eye candy but interactive, engaging, and easy to convey complex data. Increase visibility by providing articles to notable magazines.

How To 108

How To Hiring Networking Infusion 108

Sales Training Connection

MARCH 2, 2012

But for those who are involved in giving presentations the real big event was May 22, 1990 – the date that Microsoft officially launched PowerPoint. For those that have only a fuzzy memory of the art of presentations prior to May 22, 1990, there was a device called an overhead projector. Let’s fast forward to the present.

Microsoft 84

Microsoft Groups Conference Training 84