March, 2009

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Heavy Hitter Sales Blog: What $1 Million & $1 Trillion Look Like

HeavyHitter Sales

Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

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A Guide to Business Development 2.0 - ReadWriteWeb

Delicious Sales

'Topics. web. Next Article: -->. A Guide to Business Development 2.0. At least once each day I get a call from someone trying to sell me outsourced development services. Its difficult to not be frustrated with these calls and it is increasingly hard to be polite, because they come so frequently. Yet, more than frustrated, I am just puzzled. Does this tactic still work?

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Making a Killing in a Recession

Sales Gravy

Dean's company, high tech privately owned, sees their revenues growing this year by 20%+ and they project to hit upwards of $300M. How is that possible in a down market?

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7 Things Sales Leaders Must be Doing Now

The Brooks Group

There is so much talk about how to get through this difficult economy (rightfully so), but bottom line is it gets down to practicing the fundamentals. It's no different than what is going on now with major league baseball professionals at Spring Training. Even the super stars, who make millions of dollars, are practicing the fundamentals to get ready for the season.

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Sales & Marketing Alignment: How to Synergize for Success

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.

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Customers and Sellers: The knowledge divide

The ROI Guy

A recent newsletter from sales and marketing best practices analysts at SiriusDecisions ( www.siriusdecisions.com February 2009; Knowledge Inflection Points) highlights that today’s buyers are more savvy, and gather more information than ever from public sources before they engage sales professionals. This means that marketing and sales efforts need to change in order to deliver what new customers demand – particularly, the newsletter highlighted some best practices we have been pressing for som

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Heavy Hitter Sales Blog: Handling Tough Questions and.

HeavyHitter Sales

Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

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Presenting - Making Your Case

Sales Gravy

Most sales people fail to make the presentation about the other person and use a lot of "I" or "me" or "we" language. But your customer doesn't care about you. They want you to talk about them.

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Managing the Remote Sales Force: Part One

The Brooks Group

For six years I was a part of a national sales team and each of my coworkers were responsible for sales across a multi-state territory. We were geographically disbursed across the country and all worked from a home office. Over those years I worked for three different directors/VPs and — as a result — gained valuable firsthand insight on how to help manage a remote or field sales force.

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The Sales Creep - Sneaking Up on a Close

Sales Gravy

In sales, we hate it when we've gone through the presentation, answered all the key questions, and covered all anticipated concerns only to have a prospect say something like, "Well Victor, that sounds good; let me go ahead and think about it and get

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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The Upside of a Down Market 10 Reasons Why a Recession is Good for Selling

Sales Gravy

The key to success during a downturn, aside from surviving, is to further entrench yourself with your existing client base and at the same time look for ways to penetrate and position your product in your competitor's backyard.

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The Probability Gene - Nothing Happens Until Something Moves

Sales Gravy

Age has taught me not to argue, but to accept and respect the opinions and decisions of others no matter how misguided I think they may be. Nonetheless, their obstinate disposition got me to thinking about why some people make money and others don't.

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Recession Proofing Your Sales Force

Sales Gravy

Many of my clients tell me that their sales team are made up of a bunch of service people or farmers.

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