October, 2008

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Heavy Hitter Sales Blog: The Seven Deadly Sins of Salespeople

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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How Good Managers Can Hold Employees Accountable

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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Sales Quota Attainment: Who's Performance is Measured?

The Ultimate Sales Executive Resource

For companies with the fiscal year identical to the calendar year, we are entering the period where sales leadership starts thinking about the next year. One of the key parameters to figure out are the sales quotas to be given to the salespeople. As the percentage of salespeople reaching or overachieving quota can be considered an established measure of Sales Effectiveness and it is also common knowledge, that the percentage of salespeople reaching quota leaves a lot of room for improvement, it

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Is Email Hiding Your Personality?

Sales Gravy

You know that itÂ’s your personality and message that distinguish you on the phone. But, when you write, you have to be really careful that the words you choose let your personality shine through.

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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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Heavy Hitter Sales Blog: Shocking Presidential Campaign News Video

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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The Five Keys To Success

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Combining all the keys to success will create a sense of urgency needed for success. Examine the current level of each of the five keys to success in your life and create a personal game plan for successful living.

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Challenge Your Lessons

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Whether youÂ’re a manager or a salesperson; donÂ’t rely on the company to provide you with the tools, training, support and coaching you need to succeed in your position and in your career.

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Book Review - Advertising 2.0

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{mosimage}Tracy L. TutenÂ’s new book Advertising 2.0 is one of the most comprehensive books I have read on internet based advertising and the implications for B2B and B2C organizations.

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The Powerful Sales Person

Sales Gravy

A customer will move through three stages of the selling process – Character/Trust, Emotion, and Logic. People have to like and trust you, then they allow you to guide them to emotions that eventually combine with logic. Emotion distorts reality.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Find Your Hidden Wealth

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All businesses are different. Each business should require their leaders to conduct a concerted effort of introspection and egoless honesty to determine what their hidden wealth may be.

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5 Tips for Keeping Your Job in a Recession

Sales Gravy

Facing the worst economic crisis in 80 years, many Sales Professionals and Sales Leaders are, with good reason, concerned about their jobs. Fear is palpable everywhere I go. Everyone is scared. Most people are searching for answers.

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How To Talk To Anybody, Anytime

Sales Gravy

If you get adept enough at asking questions of others, you will inevitably find a connection to talk about. And having something in common with someone is the start to a long and mutually beneficial relationship – one of the foundations of success!

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Ten Tips For Closing More Business

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If a prospect raises an objection, after you respond to that objection, ask: "Aside from (whatever objection your prospect voiced) what else might stand in the way of us doing business together?

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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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Interface between Marketing and Sales: From a Source of Trouble to a Success Factor

The Ultimate Sales Executive Resource

is the free translation of a public workshop I premiered last week with ZfU International Business School in Switzerland. Delegates from various industries involved in B2B scenarios in either Marketing and/or Sales leadership functions discovered that they all had similar problems with their Sales and Marketing silos. An assessment of each others function revealed that Marketing complained about Sales being too short term, tactical oriented, and not giving feedback from the field, whereas Sales

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The Power of Choice!

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Henry Ford was right when he said, "Whether you think you can or think you can't - you're right." Your belief system, like your computer, doesn't judge what you input; it simply accepts it as the truth.

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Five Lessons I Learned at Starbucks

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I have just watched a beggar collect at least $5 worth of donations in the last half hour with a sign that says – “I am saving up for a hooker, weed, wine and a steak dinner.

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"I Do!" Design An Offer That Commences The Sales Marriage

Sales Gravy

The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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How To Build a Winning Team

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How many times have you experienced or witnessed yourself, sales people, managers and owners looking for miracle cures without taking care of the fundamental basics?

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The Universe Inside Your Brain

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When I learned about the process of ‘rewiring your brain’ to make significant and lasting changes in personal results, good things began to happen.

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Are You a Bridge Builder?

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I find it interesting to note that successful people clearly understand the value of a role model and the power of a mentor's guidance.

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Will the Real Objection Please Stand Up?

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DonÂ’t overact to objections with anger or show an attitude of superiority. Others may be seeing something outside of your vision or experience.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

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.

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Develop a Recession Proof Attitude

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“The smartest thing I can do right now is keep getting better. Improve my training, improve my products, and improve my advertising.

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In Pursuit of Happiness

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I believe the essence of happiness is having an enthusiastic purpose that drives us each moment, hour, day, week, month and year.

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What Customers Hate About Salespeople

Sales Gravy

Almost everyone in sales knows the importance of persistence. However, there is a fine line between persistence and stalking.

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Book Review - The Frugal Millionaires

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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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The Party is Over

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Shedding Light on Dark Marketing - Dr. Tracy Tuten

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If Barack Obama Was Your VP of Sales

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Note to Democrats: Now, before you get all mad at me.take a deep breath and think back to a time when you had a sense of humor!

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