April, 2009

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Heavy Hitter Sales Blog: 5 Recession Sales Tips (Einstein, Insanity.

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 to Interview and Identify Top Sales Champions and Avoid the Costly Mis-Hires

Keith Rosen

“I know how to interview. I’ve been doing it for years.” I hear this from practically every manager or HR executive I’ve ever had the privilege of coaching or training. And today, when speaking to one of my favorite clients, a VP of HR, this statement was echoed once again. And it’s not like these managers or those responsible for making a hiring decision are doing it all wrong.

Hiring 48
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Obvious Truths: Who among you is immoral?

Sales Gravy

To me, the professor's question should have been met with a roomful of raised arms. The obvious truth is that most college students are immoral at least some of the time.

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Revenue Growth Strategies are not an Oxymoron.

The Ultimate Sales Executive Resource

in this down economy. On April 30, 2009, I will hold a webinar over at the Top Sales Experts entitled “Where is your revenue Growth to come from?”. Having lived almost an equal amount of years in the corporate strategy sphere as I live now in the Sales Consulting, Teaching and Coaching world, I have helped many Sales Executives and Managers to get more clarity on their Sales Growth Strategies.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Sales Master Best Practices: Understanding the Importance of Identifying the Customers Needs By Dave Kahle

Sales Training Advice

Master sales people understand that we sell different levels of products and services, and they regularly talk with customers about their needs that go beyond just product and price. “We need two cases of widgets.” Here’s how the average salesperson responds to that request. “I have them in stock. It’ll be $300 each case.” Ah, but the superstars have a different approach. “OK.

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Sales Tips – Discount is Not A Dirty Word

SalesGrail

Here’s a sales tip that will help you respond better to the all-too-familiar question - can I get a discount? The natural response may be to inquire as to the buyer’s price expectations (e.g., what did you have in mind or what price works for you?) The reality is that if you want to keep control of [.].

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Live Event! Win More Prospects Today: How to Dramatically Increase Your Selling Opportunities to Boost Your Sales

Keith Rosen

Concerned about how to find new and profitable prospects to develop and maintain your customer base? Then stop stressing over how to do it and attend this live, 60-minute Audio Conference that I’m delivering in two weeks and learn how to cold call and prospect like a sales champion. Below are the details. TITLE : Win More Prospects Today: Dramatically Increase Your Selling Opportunities to Boost Your Sales.

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The Hard Cost of Complacency

Sales Gravy

Before you can enroll someone in purchasing the desired state/benefits you can deliver on, there has to be enough pain or discomfort in their present state that would motivate them enough to take action and want to make a change.

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Is There a Future for Professional Selling?

The Ultimate Sales Executive Resource

Yes, but not in the form we know and practice selling today. This is one of my takeaways from the round table discussion between Nigel Edelshain, Jonathan Farrington, Jill Konrath, Linda Richardson and Dave Stein over at the Top Sales Experts. Especially “order takers” and 'glib talkers” will have a bleak future according to Jonathan Farrington. Intelligent strategic orchestrators and business advisors looking to develop long term allies however will have a bright future according to him.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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The Sales Leadership Imperative! Webinar for Sales Managers Who Need To Increase Sales Today

Keith Rosen

Important webinar below for any business owner, executive and sales manager who’s top priority is to retain customers and bring in more business and more sales today. The Sales Leadership Imperative! Webinar for Sales Managers Who Need To Get Their Sales Team Selling More Today. DATE : Thursday, April 23, 2009. TIME : 1:00 PM - 1:45 PM Eastern Standard Time.

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Where to Look For A New Job? Check Out These Industry Recession Winners

Keith Rosen

Top 10 Biggest Recession Winners. IBIS World Announces Industries To Perform Best in 2009. The recession is crippling businesses across the nation, but several industries will remain unscathed by the current economic strife, according to recent Recession Updates published by industry research firm IBIS World. As one of the nation’s most respected independent publishers of business intelligence research reports, IBIS World today announced the top 10 industries expected to have the largest r

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Don?t Sell Like You Buy

Sales Gravy

If you sell in the same manner as you buy, you are instilling your beliefs onto the other people. Since every person’s beliefs and buying habits are different, every prospect processes information differently.

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The New Normal

Sales Gravy

We lived on eastern Long Island - an area known for duck farms (thus, the manure) and potatoes. We lived about a mile from a small potato farm. One day my Dad arrived home with several burlap sacks and commanded his workers to the car.

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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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The Role of Social Media in B2B Selling?

The Ultimate Sales Executive Resource

Dave Stein published a report on this question, warning that the importance of social media in B2B selling situations should not be over-hyped. According to this report, good use of methodologies and CRM systems are still more important for successful B2B selling. You can imagine, that this conclusion did not sit well with the social media fans. They used the tools they believe in (e.g. twitter and blogs) to make their opposition to be known loud and clear.

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Making Introductions

Sales Gravy

Avoid using the phrase, "I'd like you to meet." If you say, "Ms. Senior Person, I'd like you to meet Ms. Junior Person", you have actually reversed the order and you have introduced the more important person to the less important person.

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Dressing Your Best For Women

Sales Gravy

The same overall rules apply to women's work attire as apply to men's. Business clothing is not a reflection of the latest fashion trend. A woman should be noticed for who she is and her professional skills rather than for what she wears.

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Successfully Meeting and Greeting - Ten Strategies for Getting Off to a Good Start

Sales Gravy

In business you always introduce less important people to more important people. The way to do this is to say the name of the more important person first, followed by the words "I'd like to introduce." and then give the other person's name.

Meeting 40
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Does frequency of posting matter.

The Ultimate Sales Executive Resource

for the popularity of your blog? The short answer from recent own experience is: I could not find any evidence. I have neglected my blog recently and not published a new post for more than a month. I just did not have the bandwidth because of customer work and the time it took writing an Executive Briefing Paper on Sales 2.0. I probably also suffered somewhat from writer's block.

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Are You A Communist Salesperson?

Sales Gravy

One of my clients analyzed their sales figures and discovered that more than 80 percent of their revenues were generated by fewer than 20 percent of their customers.

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Sales Techniques – You Must Start Here!

SalesGrail

While we can list hundreds of sales techniques, unless you have the willingness and drive to learn and challenge yourself – they won’t mean much. In short, it’s up to you! The brief video below has been described as “THE BEST EVER,” “AWESOME,” “INCREDIBLE, POWERFUL, MOVING” It’s been around for awhile now, but always worth [.].

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Sales Training 101

SalesGrail

So you are ¾ of the way through the month and not even at 50% of your sales quota. What do you do? Let’s start with what you don’t do. It’s the most basic principal of sales training which so many sales people forget - don’t give up. Part of your job as a sales person, [.].

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.