Here in the US Midwest, we have expanded our meteorology vocabulary with this phrase: Polar Vortex. And we have learned first hand the impact of this meteorological event during the last couple of weeks. MORE
Many sales reps are taught the normal, “old school” approaches of things like: “That’s fine, but when was the last time you did an apples to apples comparison to what it might run you if you outsourced that?”. MORE
Many sellers fail to realize buyers may need pricing/proposals from other vendors to make comparisons or to leverage pricing to get a better deal from the vendor of choice. By John Holland, Chief Content Officer, CustomerCentric Selling®. MORE
When your potential clients say something just costs too much, it’s often just a stall. However, it’s a good sign because it means they’re feeling motivated to own your product or service. They didn’t say, “it’s not right for us” or “we don’t want it.”) ”) They now need your help to justify or rationalize going [.] Related posts: The Reduction to the Ridiculous Close. The Management Support Close. The Negative Economy Close. MORE
I excerpted only part of this comparison to illustrate some of the highlights of this comparison. MORE
Some are articles backed by science and some are assessment comparisons. Missing are the articles with analogies, humor and comparisons to children, but other than that, it's a nice cross-section. Ultimate Comparison of Top Salespeople versus Salespeople That Fail. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. MORE
The alternative is that you present general value by pitching your product or service as the solution—inviting the type of product comparisons that lead to price negotiation. If you are in sales, you can’t avoid price competition altogether, but you can take steps to reduce the focus on price. MORE
But even those three groups pale in comparison to the original rocker. In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I "Rocked!" MORE
Comparisons are simply not fair. Have you asked yourself why your competitor is able to offer what your customers believe is the same thing as what you sell for less money? Your customer is wondering this. They are wondering why you are more expensive and the competitor is less expensive. MORE
Reviews, testimonials, and competitor comparisons top the list of what buyers want to see on a vendor website. The top three items for Finance, Technology, and Consulting industries were customer testimonials and success stories, competitive comparisons by industry analysts, and positive reviews. The top three items for Media and Fashion industries were the the look and feel of the website, competitive comparisons by industry analysts, and positive reviews. MORE
Some are assessment comparisons. Missing are the articles with analogies, humor and comparisons to children but other than that, it's a nice cross section of what I have written here in the past 6 years. Ultimate Comparison of Top Salespeople versus Salespeople That Fail. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. MORE
99 and even free, it's expensive - by comparison. Look at the moon - we think it's fairly large but when you look at it in comparison to the Earth and Mercury's moon it's a blip in the sky! MORE
Often we think of mediocre people or mediocre organizations as those that don’t perform well, at least in comparison to their peers. I hadn’t realized my understanding of mediocrity was wrong. It was actually an interview of comedian Norm MacDonald. MORE
Take a look at the following cost per lead comparison. How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. It takes a skilled team, a proven cadence, multiple touch points, message testing, market analysis — and plenty of perseverance —t o produce the leads that truly contribute to revenue generation. MORE
If you are like me, there is no comparison. What with all the impersonal marketing and social media outreach by those who believe they are sales leaders? If people buy from people they know and trust, doesn’t it make sense to be somewhat personal in your marketing, prospecting and general business behaviors? Of course, this doesn’t mean invading someone else’s privacy, but a little personalization goes a long way to start building that trusting relationship. MORE
In comparison the new hire converted no one. With all the focus on social selling, there appears to be a different sales mindset emerging and not a necessarily good one. I was reminded of this when reading a LinkedIn article by Jeb Blount entitled “Social Selling Is Not a Panacea.” MORE
You might find the comparison interesting! This week a candidate for a sales position sent along his Predictive Index (PI) assessment so that we could compare it to his sales assessment from Objective Management Group (OMG). MORE
And that crazy little idea that once paled in comparison to a legal job? Yesterday, we announced to our employees and customers that DiscoverOrg has acquired RainKing. This blog is more personal than business – it’s the story of how two companies pushed each other to be better, how that competition changed me as a leader, and why I couldn’t be more excited about our future. I remember the first time I heard of RainKing. MORE
If you’re still struggling with the same old issues marketing and sales has struggled with for years consider the following comparisons between traditional marketing and account-based marketing (as defined by Jon Miller of Engagio ). Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Here’s a specific example for you. MORE
Dave Kurlan objective management group OMG Assessment comparison of top versus bottom salespeople what sales winners do differently Copyright: / 123RF Stock Photo. MORE
In addition to March madness, folks are paying a lot of attention to the US Presidential Primaries, with an audience that's huge in comparison to past election years. March Madness is all the rage with college hoop fans glued to their sports news feeds, video highlights, and brackets. MORE
The purchase cycle timeline is quite a bit longer in comparison to refi – sometimes six months or more, depending on how prepared your borrower is to buy a home. One of the biggest struggles today’s lenders have is shifting from a refi market to a purchase market. MORE
Please join Steve as he shares interesting insights about the attributes of top sales leaders and comparisons to their lesser successful counterparts. The structure and effectiveness of the sales department will mirror the sales management style of its leaders. MORE
How much time do you invest working on your strengths or talents in comparison to the time spent improving your weaknesses or non-talents? How often when we look to increase sales leadership, we sometimes fail to focus on what we can control? Today’s question is all about focusing on what you can control? By the way did you notice I changed verbs in this question? Invest suggests a positive result while spent indicates a negative or non-investment result. MORE
” Here is a comparison chart of Premium Plans for general use: Here is a comparison of the Premium Plans specifically designed for Sales Professionals: There are other custom plans for job seekers and recruiters as well. MORE
Blog Home < Using Comparison Questions to Gain Customer I… Sales & Management Tips. Using Comparison Questions to Gain Customer Insight. The comparison question is a crucial part of your selling skills arsenal. Here’s how to change an ordinary question into a comparison question: Ordinary question: “What are your goals?” ” Unlocking an ordinary question into a full-blown comparison question gives you more to work with. MORE
Could I at least do a no cost/no obligation comparison quote for you?”. Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. MORE
The purchase cycle timeline is quite a bit longer in comparison to refi – sometimes six months or more, depending on how prepared your borrower is to buy a home. Email is a powerful sales and marketing tool. MORE
An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics and a host of other things? An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics and a host of other things? Issue Date: 2015-06-12. Author: Alan Zimmerman. Teaser: How do you develop a killer sales attitude? MORE
The findings include: Dave Kurlan comparison of top salespeople harvard business review difference between good and bad salespeople objective management groupImage owned by or licensed to CartoonStock ®. The Harvard Business Review is at it again. MORE
In comparison, the average conversion rate of low performers is 4.95%, taking 56.62 Being a good salesperson , or good at selling, is difficult to quantify. More of an art than a science, sales plays a critical role in almost all businesses. MORE
As to sales team, their efforts paled in comparison. Many people are inspired. They listen to a Ted Talk, read a good book to attend a sales training event. Yet at the end of the day or a couple of days later, that inspirational message is like dust in the wind. Credit www.pixabay.com. MORE
99 and even free, it's expensive - by comparison. Look at the moon - we think it's fairly large, but when you look at it in comparison to Earth and Mercury's moon, it's a blip in the sky! MORE
Blog Home < #1 Sales Question about Competitor Comparison… Sales & Management Tips. 1 Sales Question about Competitor Comparisons. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. MORE
Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. One last question: Could I be the next in line person you reach out to in case you ever need to get another quote or service comparison?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. Could I at least do a no cost/no obligation comparison quote for you?”. MORE
Trial vs. Comparison. P.S. To Reed Hastings, while the masses may revolt against me, you should know that a $1 price increase for Netflix is minimal in comparison to the entertainment your platform provides. “Try before you buy” is the new world order. MORE
These surveys were conducted over the last two years and offer year-over-year comparisons of results. What pain points keep CMOs up at night? And what are the existing and emerging technologies that marketing teams will be spending more on in 2018? MORE
As you can imagine these two reps consume most of the sales managers time and energy in comparison to the rest of the team. Having a team of top sales performers is great! Well maybe. Sports teams that have many great players don’t always win championships. MORE
I felt like there was a comparison there. Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. MORE
Is it: the status quo, a prior contract, a competitive comparison or some industry standard? Negotiation Strategy. There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation. MORE
But in this case, there is an even better comparison to strategic account management and customer service. This weekend we had seats to the new Andrew Lloyd Webber Broadway show, School of Rock. MORE
Instructive new research from Software Advice a sales software comparison website about the likelihood of prospects answering unknown calls vs. local calls vs. toll free. “The idea is that people are more apt to answer a call from an unknown number if that call appears to be coming from a local number: this gets the caller’s “foot in the door.” But is answering […]. Observations from the real World MORE
They’re always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want. Most sales reps are making a fundamental mistake when handling the pricing objection. MORE
Comparison Related Topics Increase Sales
JANUARY 16, 2014
Here in the US Midwest, we have expanded our meteorology vocabulary with this phrase: Polar Vortex. And we have learned first hand the impact of this meteorological event during the last couple of weeks.
Tom Hopkins
NOVEMBER 3, 2010
When your potential clients say something just costs too much, it’s often just a stall. However, it’s a good sign because it means they’re feeling motivated to own your product or service. They didn’t say, “it’s not right for us” or “we don’t want it.”) ”) They now need your help to justify or rationalize going [.] Related posts: The Reduction to the Ridiculous Close. The Management Support Close. The Negative Economy Close.
Paul Cherry's Top Sales Techniques
JANUARY 19, 2010
Blog Home < Using Comparison Questions to Gain Customer I… Sales & Management Tips. Using Comparison Questions to Gain Customer Insight. The comparison question is a crucial part of your selling skills arsenal. Here’s how to change an ordinary question into a comparison question: Ordinary question: “What are your goals?” ” Unlocking an ordinary question into a full-blown comparison question gives you more to work with.
Understanding the Sales Force
MARCH 4, 2015
Dave Kurlan objective management group OMG Assessment comparison of top versus bottom salespeople what sales winners do differently Copyright: / 123RF Stock Photo.
Understanding the Sales Force
AUGUST 22, 2016
The findings include: Dave Kurlan comparison of top salespeople harvard business review difference between good and bad salespeople objective management groupImage owned by or licensed to CartoonStock ®. The Harvard Business Review is at it again.
The Sales Hunter
NOVEMBER 25, 2014
Comparisons are simply not fair. Have you asked yourself why your competitor is able to offer what your customers believe is the same thing as what you sell for less money? Your customer is wondering this. They are wondering why you are more expensive and the competitor is less expensive.
Understanding the Sales Force
MARCH 17, 2016
In addition to March madness, folks are paying a lot of attention to the US Presidential Primaries, with an audience that's huge in comparison to past election years. March Madness is all the rage with college hoop fans glued to their sports news feeds, video highlights, and brackets.
The Sales Leader
JANUARY 27, 2017
They’re always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want. Most sales reps are making a fundamental mistake when handling the pricing objection.
Understanding the Sales Force
FEBRUARY 16, 2016
But in this case, there is an even better comparison to strategic account management and customer service. This weekend we had seats to the new Andrew Lloyd Webber Broadway show, School of Rock.
Inside Sales Training
AUGUST 13, 2015
Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. One last question: Could I be the next in line person you reach out to in case you ever need to get another quote or service comparison?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. Could I at least do a no cost/no obligation comparison quote for you?”.
The Center for Sales Strategy
JANUARY 31, 2018
The alternative is that you present general value by pitching your product or service as the solution—inviting the type of product comparisons that lead to price negotiation. If you are in sales, you can’t avoid price competition altogether, but you can take steps to reduce the focus on price.
Understanding the Sales Force
FEBRUARY 7, 2017
I felt like there was a comparison there. Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points.
DiscoverOrg Sales
JULY 13, 2017
Reviews, testimonials, and competitor comparisons top the list of what buyers want to see on a vendor website. The top three items for Finance, Technology, and Consulting industries were customer testimonials and success stories, competitive comparisons by industry analysts, and positive reviews. The top three items for Media and Fashion industries were the the look and feel of the website, competitive comparisons by industry analysts, and positive reviews.
Understanding the Sales Force
OCTOBER 20, 2014
But even those three groups pale in comparison to the original rocker. In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I "Rocked!"
Understanding the Sales Force
DECEMBER 16, 2012
Some are articles backed by science and some are assessment comparisons. Missing are the articles with analogies, humor and comparisons to children, but other than that, it's a nice cross-section. Ultimate Comparison of Top Salespeople versus Salespeople That Fail. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us.
Inside Sales Training
MAY 13, 2016
Many sales reps are taught the normal, “old school” approaches of things like: “That’s fine, but when was the last time you did an apples to apples comparison to what it might run you if you outsourced that?”.
Increase Sales
JUNE 23, 2017
If you are like me, there is no comparison. What with all the impersonal marketing and social media outreach by those who believe they are sales leaders? If people buy from people they know and trust, doesn’t it make sense to be somewhat personal in your marketing, prospecting and general business behaviors? Of course, this doesn’t mean invading someone else’s privacy, but a little personalization goes a long way to start building that trusting relationship.
Sales Training Connection
DECEMBER 6, 2016
Is it: the status quo, a prior contract, a competitive comparison or some industry standard? Negotiation Strategy. There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation.
DiscoverOrg Sales
JANUARY 1, 2018
These surveys were conducted over the last two years and offer year-over-year comparisons of results. What pain points keep CMOs up at night? And what are the existing and emerging technologies that marketing teams will be spending more on in 2018?
Velocify
SEPTEMBER 20, 2017
The purchase cycle timeline is quite a bit longer in comparison to refi – sometimes six months or more, depending on how prepared your borrower is to buy a home. One of the biggest struggles today’s lenders have is shifting from a refi market to a purchase market.
Customer Centric Selling
MAY 14, 2018
Many sellers fail to realize buyers may need pricing/proposals from other vendors to make comparisons or to leverage pricing to get a better deal from the vendor of choice. By John Holland, Chief Content Officer, CustomerCentric Selling®.
Increase Sales
JANUARY 31, 2017
As to sales team, their efforts paled in comparison. Many people are inspired. They listen to a Ted Talk, read a good book to attend a sales training event. Yet at the end of the day or a couple of days later, that inspirational message is like dust in the wind. Credit www.pixabay.com.
Understanding the Sales Force
AUGUST 2, 2012
99 and even free, it's expensive - by comparison. Look at the moon - we think it's fairly large, but when you look at it in comparison to Earth and Mercury's moon, it's a blip in the sky!
Understanding the Sales Force
DECEMBER 16, 2012
Some are assessment comparisons. Missing are the articles with analogies, humor and comparisons to children but other than that, it's a nice cross section of what I have written here in the past 6 years. Ultimate Comparison of Top Salespeople versus Salespeople That Fail. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us.
Sales and Marketing
JUNE 11, 2015
An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics and a host of other things? An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics and a host of other things? Issue Date: 2015-06-12. Author: Alan Zimmerman. Teaser: How do you develop a killer sales attitude?
Increase Sales
DECEMBER 19, 2017
How much time do you invest working on your strengths or talents in comparison to the time spent improving your weaknesses or non-talents? How often when we look to increase sales leadership, we sometimes fail to focus on what we can control? Today’s question is all about focusing on what you can control? By the way did you notice I changed verbs in this question? Invest suggests a positive result while spent indicates a negative or non-investment result.
Pointclear
FEBRUARY 7, 2018
Take a look at the following cost per lead comparison. How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. It takes a skilled team, a proven cadence, multiple touch points, message testing, market analysis — and plenty of perseverance —t o produce the leads that truly contribute to revenue generation.
HeavyHitter Sales
OCTOBER 20, 2015
Please join Steve as he shares interesting insights about the attributes of top sales leaders and comparisons to their lesser successful counterparts. The structure and effectiveness of the sales department will mirror the sales management style of its leaders.
DiscoverOrg Sales
AUGUST 15, 2016
Trial vs. Comparison. P.S. To Reed Hastings, while the masses may revolt against me, you should know that a $1 price increase for Netflix is minimal in comparison to the entertainment your platform provides. “Try before you buy” is the new world order.
Increase Sales
MARCH 13, 2015
I excerpted only part of this comparison to illustrate some of the highlights of this comparison.
The Sales Leader
AUGUST 28, 2014
Instructive new research from Software Advice a sales software comparison website about the likelihood of prospects answering unknown calls vs. local calls vs. toll free. “The idea is that people are more apt to answer a call from an unknown number if that call appears to be coming from a local number: this gets the caller’s “foot in the door.” But is answering […]. Observations from the real World
Understanding the Sales Force
AUGUST 2, 2012
99 and even free, it's expensive - by comparison. Look at the moon - we think it's fairly large but when you look at it in comparison to the Earth and Mercury's moon it's a blip in the sky!
Increase Sales
FEBRUARY 5, 2017
In comparison the new hire converted no one. With all the focus on social selling, there appears to be a different sales mindset emerging and not a necessarily good one. I was reminded of this when reading a LinkedIn article by Jeb Blount entitled “Social Selling Is Not a Panacea.”
Sales Hacker
MAY 9, 2018
In comparison, the average conversion rate of low performers is 4.95%, taking 56.62 Being a good salesperson , or good at selling, is difficult to quantify. More of an art than a science, sales plays a critical role in almost all businesses.
DiscoverOrg Sales
AUGUST 29, 2017
And that crazy little idea that once paled in comparison to a legal job? Yesterday, we announced to our employees and customers that DiscoverOrg has acquired RainKing. This blog is more personal than business – it’s the story of how two companies pushed each other to be better, how that competition changed me as a leader, and why I couldn’t be more excited about our future. I remember the first time I heard of RainKing.
Partners in Excellence
SEPTEMBER 22, 2016
Often we think of mediocre people or mediocre organizations as those that don’t perform well, at least in comparison to their peers. I hadn’t realized my understanding of mediocrity was wrong. It was actually an interview of comedian Norm MacDonald.
Pointclear
JANUARY 23, 2017
If you’re still struggling with the same old issues marketing and sales has struggled with for years consider the following comparisons between traditional marketing and account-based marketing (as defined by Jon Miller of Engagio ). Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Here’s a specific example for you.
Velocify
JULY 28, 2017
The purchase cycle timeline is quite a bit longer in comparison to refi – sometimes six months or more, depending on how prepared your borrower is to buy a home. Email is a powerful sales and marketing tool.
Steven Rosen
MARCH 2, 2017
As you can imagine these two reps consume most of the sales managers time and energy in comparison to the rest of the team. Having a team of top sales performers is great! Well maybe. Sports teams that have many great players don’t always win championships.
Fill the Funnel
MARCH 18, 2013
” Here is a comparison chart of Premium Plans for general use: Here is a comparison of the Premium Plans specifically designed for Sales Professionals: There are other custom plans for job seekers and recruiters as well.
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