No More Cold Calling
JANUARY 25, 2010
Our smartest, tried & true business-development, lead-generation, deal-closing tool has always been ourselves. And that’s not going to change anytime soon—if ever. Nothing’s really changed in the sales world, although many pundits rant about the “new normal,” “new realities,” Web 2.0… Web 3.0…. They talk about changing the way we sell from promoting our products to becoming consultants and strategic advisors.
Paul Cherry's Top Sales Techniques
JANUARY 29, 2010
More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. 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.
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Sales Training Advice
JANUARY 21, 2010
Success in sales does not go to the one who has the lowest price. Nor does success in sales go to the one who has the best customers. And, success in sales does not go the one who has the most intelligence. Who really achieves success in sales? The people who practice integrity with every person with whom they come in contact. There is no substitute – no alternative – to consistent integrity.
BrainShark
JANUARY 29, 2010
In traversing myBrainshark over the past few months, I've noticed that almost all presentations start with some form of "Welcome to Title of My Presentation. I'm Presenter Name ".
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Keith Rosen
JANUARY 18, 2010
It’s the third week in January. Do you know where your goals are? At this point, a good number of managers have already set their 2010 sales goals for themselves and for their sales team. Whether these goals were sanctioned from the top, developed through a mutual collaboration between the salesperson and the sales manager, have been calculated by a formulaic process based on the salesperson, the marketplace and their territory or were developed and disseminated to their salespeople with a
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Brooks Group
JANUARY 21, 2010
In working with and coaching salespeople, particularly new ones, or untrained ones, I have noticed many stumbling with how to initiate sales calls. Whether “cold” or scheduled appointments, many have difficulty deciding how to open the sales call. Why not simply be honest and express your intentions? Your prospect/customer knows you’re a salesperson.
Paul Cherry's Top Sales Techniques
JANUARY 28, 2010
More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. 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.
Sales Training Advice
JANUARY 27, 2010
One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious Red Flags prospects give during the initial call. In their haste or desperation to “generate a lead” or to “fill their pipeline,” most sales reps hope that the possible objection they just heard will miraculously go away once the prospect sees their information or product or service, etc.
BrainShark
JANUARY 27, 2010
How many social media tools are you using to help you prospect and sell on a day-to-day basis? How many web-based applications are you effectively using to streamline your business?
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Keith Rosen
JANUARY 7, 2010
A few months ago, I was interviewed by Geoffrey James who writes the Sales Machine column for BNET. (Geoffrey is also the author of seven books and the columnist for Business 2.0, CIO , The New York Times as well as many other publications.). Today, he wrote about something we discussed during our conversation, which is one of the most important characteristics that successful people possess, especially top sales champions.
Sales Gravy
JANUARY 28, 2010
Get started on the right foot. Research shows that we decide in the first few moments whether we like someone or not. Yes, we also judge a book by its cover too. There is absolutely no substitute for a positive first impression.
The Ultimate Sales Executive Resource
JANUARY 21, 2010
Have you ever asked yourself why your organization has account managers? I hope it is not just to avoid the term sales representative, because customers have low esteem of people with" sales" in their job title. Account managers are there to help accounts (clients) to buy more from your brand. What is the behavior of a client called who buys repeatedly from a brand?
Paul Cherry's Top Sales Techniques
JANUARY 5, 2010
More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. 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.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Sales Training Advice
JANUARY 20, 2010
Before moving your top sales person into sales management, there are some key considerations. Early Greek mythology tells tales of sailors lured by Sirens. Their sweet music mesmerized the sailors and led them to believe that the illusion was reality. Ultimately, those sailors who blindly followed the tunes crashed their ships on the rocks and their boats sank.
BrainShark
JANUARY 10, 2010
The submission deadline for our third Annual Sharkie Awards is approaching soon. If you think your Brainshark presentations are Sharkie worthy send in your submissions no later than January 31st.
The ROI Guy
JANUARY 13, 2010
In Gartner's 2010 trends report, Daryl Plummer, managing vice president and chief Gartner fellow indicates that "For many organizations, the economic and budgetary challenges of 2009 drove important changes in the general governance of IT investment decisions, accelerating the trend toward greater accountability and transparency. According to Daryl "With a strong emphasis on business-case justifications, chief financial officers (CFOs) assumed a more active role.
Sales Gravy
JANUARY 28, 2010
The end of the year is always a time of reflection, and what I've learned to do over the years is to identify the things that had the biggest positive impact on my business, and then to do them again in the New Year.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Green Lead's B2B
JANUARY 7, 2010
Yesterday I was using ConnectAndSell as a training tool and had one of our BDRs (Business Development Reps) live and working a list and three others listening in and critiquing. (This, btw, is one of the many benefits of ConnectAndSell. You can train with 5-10 pitches in an hour versus 1 or 2. You can see the Smashmouth ConnectAndSell product review here.
Paul Cherry's Top Sales Techniques
JANUARY 18, 2010
More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. 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.
SalesGrail
JANUARY 10, 2010
As surprising at it sounds, studies show that as many as 60% of the time when a prospect and a sales person are interacting, the sale person does not ask for the sale. This number is as high as 80% in some retail industries. The reasons for these extraordinarily high percentages are numerous: fear, lack of sales [.].
BrainShark
JANUARY 7, 2010
Once you've created great content for myBrainshark , don't miss the chance to make it work for you by encouraging your viewer to take a next step in engaging with you.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
The ROI Guy
JANUARY 13, 2010
All major analyst firms are predicting better times ahead for technology vendors in 2010, with many estimating a modest 3% growth. Forrester however thinks these estimates are low and is indicating that 6.6% growth for US tech market, and 8.2% growth for global tech market should be expected. Although not a return to a double-digit bonanza, good times appear to be upon us.
Sales Gravy
JANUARY 26, 2010
Most of us like to think of ourselves as open minded. We are not sure what it means, but it sounds good. Diplomats joke that tact is the ability to tell someone he is open-minded when they really think the fellow has holes in his head.
Green Lead's B2B
JANUARY 17, 2010
Thursday I did a webinar with NetProspex (Slideshare below) and in it I referenced 10 experts that I rely on for B2B Demand Gen knowledge and insights. They are listed below, and you can find them in my twitter list: [link] ps. Webinar Tip of the Day: Other than the person speaking, make sure all Panelists and Moderators have their phones on Mute. We had an echo for the first 6 minutes.
Paul Cherry's Top Sales Techniques
JANUARY 27, 2010
More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. 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.
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Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.
SalesGrail
JANUARY 8, 2010
Do you ever have 30, 40 or 80 sales calls to make and just start dialing? Perhaps you had a busy week and you let them build up. Now you just want to power through them? If the answer is “guilty,” your success rate will be minimal and you’ll waste your time. Good telephone sales skills start with the right [.].
BrainShark
JANUARY 1, 2010
The last of the May series of webinars presented by thought leaders was hosted by Roger Grannis of Clearview Creative Communications.
The ROI Guy
JANUARY 13, 2010
Gartner just released their list of 2010 trends, and one of the top 9, the importance of providing carbon remediation / Green IT business case, has a significant impact on IT solution provider marketing / sales strategies for the coming year. (Ref: [link] According to Gartner research, one of the most important trends is that by 2014, “most IT business cases will include carbon remediation costs.
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