September, 2009

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Heavy Hitter Sales Blog: 2 of the TOP 10 Sales Books

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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Rethinking How To Determine a Person’s Coachability. Is it the Person Who’s Not Coachable or Is It More About the Ability of the Coach?

Keith Rosen

In my last blog and podcast, I need to rethink a critical caveat to the last bullet in the blog which was: How a manager can assess whether or not a person is, in fact coachable and when their coaching simply may not work. Ahh, the ongoing joy of lifelong learning! That is, the more I train and coach, the more I learn. And one powerful insight has surfaced, especially as I continue to deliver more international training.

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Four Strategies For Getting Back In The Game After Downsizing

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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Three Tips: From Nervous to Natural

Sales Gravy

One simple phrase can strike fear into the hearts and minds of professionals around the world: “Public Speaking.” Imagine you just found out that you have to deliver a presentation to a group of managers.

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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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BizTech Magazine features Alinean ROI tools for virtualization

The ROI Guy

Biz Tech Magazine profiled five technologies which could help provide quick payback and significant ROI. [link] To help demonstrate the value of one of these, datacenter virtualization, the magazine featured two ROI tools from Alinean. Their advice, IT decision makers don’t have to crunch the numbers on their own and can use ROI / TCO calculators from Alinean to help produce credible business cases.

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More Trending

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Sales Presentation Skills – Email Tips That Close Sales

SalesGrail

Lately, we’ve been talking a lot about sales presentation skills. This is a great topic and an area where we sales people can always improve. While we often think of PowerPoint and “decks”, or presenting in front of a group of prospects, sometimes the most basic tools get overlooked. Your main method of communication to [.].

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72 Hr. Book Event EXTENDED: Coaching Salespeople Into Sales Champions is #1 Best Selling Book on Amazon

Keith Rosen

First, I want to thank all the partners who supported this book event. Your support is deeply appreciated. The good news, Coaching Salespeople Into Champions sells out on Amazon & breaks a new sales record, becoming the #1 Best Selling Sales Management Book last week. The bad news, they sold out of stock. The good news, the book supply has since been replenished and as such, I wanted to extend this book event for another 72 Hours to those people who wanted to order the book but emailed me a

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Seven Strategies To Stay Employed For Life -- Guaranteed!

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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Forgot What to Say? Help is on the Way!

Sales Gravy

Have you ever been in the middle of a presentation when all of a sudden your mind goes completely blank? You’re delivering your content and next thing you know, you’re at a total loss for what to say next.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Launching new VMware ROI / TCO Tool at VMworld

The ROI Guy

This week I have the pleasure of being in San Fransisco to launch an update to our already popular ROI / TCO tool for VMware. Proving the value of virtualization remains extremely important in order to get more of the datacenter virtualized, and prove the value of new projects such as virtualizing desktops. VMware continues their best practices in providing customers with credible / conservative return on investment analysis of virtualization with the new VMware ROI / Tool developed by Alinean.

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MarketingSherpa Marketing Summit, Kim Albee of Genoo Talks Social Media Lead Gen

Green Lead's B2B

This past week was the first in a series of two great conferences, the MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco. Next week, Oct. 5 and 6, will be the Boston summit. Find me there and say hello. We published the Top 20 tweets of each day of the conference here: MarketingSherpa Marketing Summit, Top 20 Posts from Day 1 MarketingSherpa Marketing Summit, Top 20 Posts from Day 2.

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Telephone Sales Tips – Stay in The Conversation

SalesGrail

I was on a sales call the other day and within two minutes of describing the benefits of my company’s services, the client turned me down flat. I was tempted to cut my losses and move on, but a very important thing happened – my prospect kept talking. There are lots of telephone sales tips [.].

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Mismanaging Expectations: Are You Preparing Your Sales Team for Change?

Keith Rosen

72 HOUR EVENT : To win more sales today, you need to play by the new rules. Click Here To Learn More About This Book and Special Event. Maria was a new sales manager hired by Media Pros, Inc., a sports management consulting firm. She was recently introduced to the coaching model at a seminar for senior managers in her company. Maria went back to her team pumped up and ready to begin implementing some of the coaching methods.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Leveraging a SaaS Value Story

LeveragePoint

Software-as-a-Service (SaaS) and more generally cloud computing are now widely accepted as a perfectly viable IT strategy for large and small enterprises alike. There are even services companies focused on accelerating the adoption of cloud computing, such as Appirio. The implicit assumption is that SaaS delivers a compelling value proposition. In this post, we illustrate a value model for a particular SaaS solution, LeveragePoint for Value Management.

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Invest in YourSELF

Sales Gravy

Since leaving the industry, I have learned that having a well established professional network of executives was critical to building my business and a great way to ensure career security.

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Heavy Hitter Sales Blog: Sales Psychology - REPUBLICANS vs.

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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MarketingSherpa Marketing Summit: Top Posts from Day 2

Green Lead's B2B

RoyHP : Collaborate with Data Analysts: 4 Strategies to Improve Relationships with IT [link] MarketingSherpa. mvolpe : "design your website first for search engines" use the free tool [link] to check how you are doing #sherpab2b09. NetSuite_Mei : Focus on providing valuable content on your website to drive traffic #sherpab2b09. mvolpe : I agree!! "you can make your website as pretty as you want, but if search engines don't list you, no one finds it" #sherpab2b09. ajdun : Jaren Green: "Not everyo

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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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7 Sales Techniques for Cold Emailing

SalesGrail

In sales, email is a powerful tool that can open doors or get them slammed shut in your face – metaphorically speaking. Written correctly, your conversion rates will skyrocket. Written poorly, you’ll fumble along wondering why no one responds to you or why they don’t respond the way you want. There are several sales techniques [.].

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The Seduction of Potential

Keith Rosen

72 HOUR BOOK EVENT ! Click here for more information and start winning more sales today. There are three areas in which managers constantly struggle. The first is deciding who to hire and where to find good talent. The second is deciding who to coach, how to coach and who to support when performance has dipped and the third is determining who to let go and when to do it.

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Don't Waste a Perfectly Good Crisis

Sales Gravy

It's been said that a recession is a reallocation of money from the scared to the bold. The reaction of many people to a crisis is to hunker down, play defense, and protect what they've got. They're scared.

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Cold Calling Isn?t the Only Way to Get Prospects

Sales Gravy

I’m a passionate believer in alternate ways of prospecting, especially when you’ve got a big region you’re attempting to cover and you’re strapped with a large number to sell.

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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.

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Proposing Solutions? Learn What Executives Want to Hear

Sales Gravy

As the economic downturn continues, so do budget cuts and time constraints. In situations like this, it is always difficult to get new recommendations approved. Chances are you’ll have to pitch your recommendation to someone who is pinching pennies.

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Three Techniques to Keep Your Audience on Track

Sales Gravy

You may assume that because the information you deliver is routine, or because you work with the people in your audience, that you don’t have to build a strong connection with them while presenting.

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Financial Presentations that won't put Your Audience to Sleep

Sales Gravy

The truth is that financial presentations can be exciting and eye-opening if you prepare your content correctly. When you use the following tools for presenting financial information, you make it easy for people to leave your meeting saying, “Wow.

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Selling the Way Your Customers Buy

Sales Gravy

You have to figure out how each prospective buyer prefers to be approached…Do they want to skip the small-talk and get right into the details? Or, do they want to “shoot the breeze” a while first? Are they assertive or passive?

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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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Customer Service Opportunity Missed

Sales Gravy

I was among fifty unsuspecting passengers who boarded a small commuter plane bound for Cincinnati where many of us had connecting flights. We had one of those infamous "on time" departures.

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Building Your Sales Metric Management System In 4 Easy Steps

Sales Gravy

When I conduct workshops on building a sales metric management system, the first metric that the group usually mentions for inclusion is revenue. Revenue is not a metric. It is a result. There is nothing that sales managers can do to address revenue.

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The Three Legs Of Persuasion

Sales Gravy

People want to know that you are passionate about your vision. If you aren’t passionate about it, then why should they be? Your vision must be passionately compelling.

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