Thu.Mar 29, 2012

The Explosion of Robot Selling to Increase Sales

Increase Sales

Maybe it is just me, but the explosion of robot selling arena appears to be contradictory to the goal to increase sales. Every day I receive messages from robots, oops I mean salespeople, wanting me to buy this or try that. Credit www.sxc.hu. Just yesterday I this one: Hi Leanne, I was checking on this. This ends at 5pm today. Let me know if you would be interested.

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In Search of the “Sales Holy Grail”

Jonathan Farrington

Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren’t doing enough. What’s enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence the decision-makers.

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The Best Way to Sales Prospect with Voicemail

The Sales Hunter

Yes, you can prospect using voicemail. Don’t think for a moment, though, that you’re going to be successful if your voicemail message is nothing more than a lame commercial about how wonderful you are.

Let Me Know Who You Are: 3 Sales Tips to Connect

No More Cold Calling

T echnology is helpful, but the personal delivers. Here’s how not to use LinkedIn for your business-development. LinkedIn is a terrific sales tool. We learn about a prospect’s current business, where they used to work, where they went to school, their interests, travels, and how we’re connected.

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Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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If Your Sales Organization Is Underperforming, Would You Know?

Partners in Excellence

“Well duuuuuh Dave, what a stupid question, isn’t easy to tell? After all, isn’t easy to tell, we’re either hitting our numbers or not?” ” Hitting the number is how we tend to measure sales performance, but it’s really a terrible indicator of whether the organization is performing to the highest level possible. Hitting the number only tells you that you’ve hit the number–but it tells you little about performance.

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5 ways to keep cut-rate competitors from stealing customers

Sales and Marketing

Few things frustrate salespeople more than competitors offering your current clients similar products or services at dramatically reduced prices. Sales coach Colleen Francis (engageselling.com) offers these five steps to close business without taking a huge bath on profits. Learn from history. Show your salespeople that prospects who only buy on price are not the best customers for your business because, in the long-term, they are not profitable customers

Who Are The “Sales Influencers” In Your Company?

Partners in Excellence

Lori Richardson posed a very challenging question at Focus.com: “What is your definition of a “sales influencer” in a B2B organization?” ” I struggled with this for a while, all the natural answers came to me–it has to be the sales force, but we can’t forget marketing…… The more I thought of this, the more I became convinced that while that may be the current answer, it really shouldn’t be “the answer.”

When NOT to Let a Sleeping Dog Lie

SalesGravy

Some people are more married to their grudge (it gives them a reason to live) than they are to resolving it. People are prickly, they take offense and lock onto it, and once they’ve made up their mind about you and fit you into their pre-existing co

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12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.