January, 2010

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Welcome to Web 3.0: You Are the Sales Solution

No More Cold Calling

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.

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#1 Question to Snatch Business from Your Competition

Paul Cherry's Top Sales Techniques

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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Who Really Achieves Success in Sales? By Mark Hunter

Sales Training Advice

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.

Travel 53
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Tips and Tricks: Before You Land Them^* You First Have to Hook Them.

BrainShark

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 ".

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Reaching Year End Sales Goals – The Coaching Conversation Every Manager Needs to Have With Their Salespeople

Keith Rosen

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

More Trending

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Opening the Sale - Because You’ll Never “Close” Without Opening Well

The Brooks Group

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.

Closing 40
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#1 Sales Question to Uncover an Open-Minded Customer

Paul Cherry's Top Sales Techniques

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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How To Deal With Red Flags By Mike Brooks

Sales Training Advice

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.

How To 42
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BNET says myBrainshark Best Online Sales Tool for 2010

BrainShark

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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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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Goals Can Be Your Worst Enemy – An Intervew with BNET’s Sales Machine

Keith Rosen

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.

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How to Read Your Prospect Like a Book!

Sales Gravy

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.

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Account Management is Loyalty Management

The Ultimate Sales Executive Resource

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?

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Engaging Employees For Economic Recovery

Paul Cherry's Top Sales Techniques

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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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Should I Promote My Top Sales Person to Sales Manager? By Lee B. Salz

Sales Training Advice

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.

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The 2011 Sharkie Awards

BrainShark

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.

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Financial business case justification remains a requirement for IT vendors

The ROI Guy

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.

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5 Things I Learned Last Year

Sales Gravy

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.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Lead Gen Tips from Yogi Berra

Green Lead's B2B

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.

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Question Number One: Assessing the Competition

Paul Cherry's Top Sales Techniques

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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The Best Sales Technique – Is Usually Ignored

SalesGrail

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 [.].

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Tips & Tricks: You've got their attention^* now make them DO something!

BrainShark

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.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Discretionary Spending Increase in 2010 - Drives Value Based Sales / Marketing Tool Needs

The ROI Guy

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.

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Einstein?s Contribution to Win-Win Negotiation

Sales Gravy

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.

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B2B Experts from Webinar - 10 Tips for Improving Your B2B Demand Gen Program with Inbound & Outbound Marketing

Green Lead's B2B

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.

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#1 Question to Jump-Start Sales Opportunities for the New Year

Paul Cherry's Top Sales Techniques

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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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Good Telephone Sales Skills

SalesGrail

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 [.].

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Script writing for Brainshark [Webinar Replay]

BrainShark

The last of the May series of webinars presented by thought leaders was hosted by Roger Grannis of Clearview Creative Communications.

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Gartner: Quantify carbon remediation / Green IT value or prepare to lose market share

The ROI Guy

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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