The Sales Heretic
SEPTEMBER 13, 2016
I recently received this message in my LinkedIn mailbox (the names have been changed to protect the guilty): Eric Miller Junior Sales at Tuttle and Hobart Integrated Supply Howdy! I was checking out your linkedin profile and was impressed. I would love to network with you. Do you think your company could use a promotional [.].
The Sales Hunter
SEPTEMBER 13, 2016
When you prospect with integrity, you will get customers who have integrity. Think about what the previous sentence means. Integrity is an asset that is undervalued and underappreciated in today’s business world, yet it means more than ever. Today there are too many people using stupid tactics to prospect that lack integrity. I certainly realize integrity […].
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MTD Sales Training
SEPTEMBER 13, 2016
I was talking to a sales manager recently, who was concerned about one of his salespeople. This person was suffering from a negative mind-set, where if he didn’t sell or at least get the appointments. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
SEPTEMBER 13, 2016
On this week’s SBI Insider Video Podcast we spoke with Alan Foster, the co-author of “Power Score: Your Formula for Leadership Success.” Alan is a principal at GH Smart and serves private equity investors, Fortune 500 companies, and non-profits in.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Pointclear
SEPTEMBER 13, 2016
Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
SEPTEMBER 13, 2016
Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: His father Rick taught a generation of public television viewers how to take in Europe. Now, Andy Steves, 29, has a successful tour guide business targeted to millennials and a new guidebook of his own. We talked about the incomparable value of travel and how his generation likes to go about it. His father Rick taught a generation of public television viewers how to take in Europe.
Increase Sales
SEPTEMBER 13, 2016
If people buy from people they know and trust, why in the world would any reasonable thinking salesperson speak in the third person on LinkedIn? I can appreciate the third person’s biographical summary on a publication or book. That makes sense. To speak in the third person on probably the most recognized B2B social media site is beyond comprehension.
Sales and Marketing Management
SEPTEMBER 13, 2016
Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: Social selling is using social networks to learn more about customers’ buying preferences and behavior, connecting with them and starting a conversation. It may feel awkward at first because social media has become such a personal space for a lot of people, says Patrick Hogan, chief technology officer at sales software and services provider Tenfold.
Partners in Excellence
SEPTEMBER 13, 2016
It’s always terrible to start a blog post with a disclaimer. It’s great to have customers with “needs.” Implicit in this, is they have recognized they have a problem or opportunity and are somewhere on the path to addressing that—including searching for solutions. These customers with “needs” are great. Our ability to engage them is much easier, since they are more likely to be interested in learning about how we can address those needs.
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Sales and Marketing Management
SEPTEMBER 13, 2016
Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: There is a lot of talk and training in sales about prospecting and closing, but less is said about what happens after the sale. The post-sale relationship is a Bermuda Triangle for many companies — customers are lost and no one can quite figure out why. There is a lot of talk and training in sales about prospecting and closing, but less is said about what happens after the sale.
Cincom Smart Selling
SEPTEMBER 13, 2016
Cincom’s Lou Washington reviews …. Dealstorming: The Secret Weapon that Can Solve Your Toughest Sales Challenges. Author: Tim Sanders. Copyright: 2016 Portfolio Penguin. ”Dealstorming,” by Tim Sanders, offers up a timely message for organizations that sell—especially those bedeviled by volatile pipelines and disappearing prospects. The premise is that sales cycles run their course under the eye of the designated seller and buyer.
Sales and Marketing Management
SEPTEMBER 13, 2016
Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: There are two primary motivators of human behavior: gain and pain. A number of studies have shown the psychological fear of losing something or experiencing pain is twice as strong as the potential to gain or improve something. There are two primary motivators of human behavior: gain and pain. A number of studies have shown the psychological fear of losing something or experiencing pain is twice as strong as the potential to gain or improve som
Engage Selling
SEPTEMBER 13, 2016
Let’s call a spade a spade. What Wells Fargo did was illegal. They used private customer information create bogus accounts, forged signatures and authorized charges that customers were not made aware of.
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BrainShark
SEPTEMBER 13, 2016
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Hyper-Connected Selling
SEPTEMBER 13, 2016
There’s a made-for-TV movie that came out a few years back called Door to Door. William Macy portrays a salesman named Bill Porter who had a long and successful career selling door-to-door even though he had cerebral palsy. It’s worth a watch for many reasons. It’s also interesting because it highlights the constantly evolving nature of sales.
SalesLoft
SEPTEMBER 13, 2016
Was it something I said? Are you still into me? Please don’t say, “It’s not you it’s me.” We’ve all seen it. And as inside sales reps , we’ve all sent it, too. It’s called the sales break-up email. The sales break-up email, or as it would be more aptly named, The John Cusack Email, is that last ditch effort email in your sales cadence that’s meant to grab the love and attention of your prospective customers.
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