December, 2009

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Heavy Hitter Sales Blog: Avoid the Year End Deal Cesspool!

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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Creating Accountability in the Workplace by Asking Two Simple.

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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VIDEO: Managers Must Make Coaching a Choice – Not an Obligation

Keith Rosen

The coaching relationship is a choice, not an obligation. The relationship between the coach and the people who are coached is a designed alliance, a collaborative partnership, and more. As such, remedial or sanctioned coaching is often met with resistance rather than with open arms. How is coaching being offered to your team or to your employees? A perk, an incentive, an option, an obligation, or a remedial response to underperformance?

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Tips & Tricks: Make Your Presentation Stickier with Attachments

BrainShark

One great feature of myBrainshark that many authors have yet to discover is the use of attachments. Got a document that you want to leave behind? Got an audio-only summary you'd like people to download? Just add it as an attachment and extend the reach and value of your presentation.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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One Sentence to Establish Immediate Rapport By Mike Brooks

Sales Training Advice

If you have to make cold calls as part of your sales process – either to set appointments or to find potential clients to sell your products and services to – then you know how hard it is to overcome initial resistance and establish rapport. Let’s face it, people don’t like to be bothered by a sales rep they don’t know.

More Trending

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Heavy Hitter Sales Blog: Q4 Forecast! Exaggerators, Sandbaggers.

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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Holiday Gift To PBR Customers If You Act By Jan 5

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.

ACT 63
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The Ten Best Books to Read in 2010

Keith Rosen

Selling Power magazine just released their list of The 10 Best Books to Read in 2010. You can find the full list of these top ten books on Selling Power’s blog here. My book, Coaching Salespeople into Sales Champions is listed #1. I’m deeply appreciative of this recognition. You can find the full review below. Most important, I hope this book continues to make the impact it has on managers world wide, regardless of industry or profession, providing the guidance and strategies that ar

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Tips & Tricks: Bring Them in with a Free Sample

BrainShark

Whenever I'm at a food court, I always walk around looking at the different stalls to see what catches my eye and intrigues my taste buds. More often than not, I wind up eating at a place after taking a taste from one of the people handing out free samples in front of the stalls.

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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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Why Sales People Hate Cold Calling By Kelley Robertson

Sales Training Advice

Cold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to make cold calls. However, unless you deal with an established set of accounts, you will, at some time, be required to cold call in order to generate sufficient leads for your business.

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Selling Yourself Short? How to stand-out without lowering your price

Sales Gravy

Rather than describing yourself in terms of a generic label, you can instead refer to the ultimate benefit that you deliver. If you sell liability insurance for example, you could describe your service in terms of reducing risk for business owners.

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What is Wrong with the Win-Win Negotiation Concept?

The Ultimate Sales Executive Resource

On several groups on LinkedIn, a discussion was started with the hypothesis that win-win does not work in sales negotiations. One contribution to the discussion caught my particular attention. Someone answered by quoting Einstein who taught physicists that the result of observations depends on the position of the observer. I think this is the perfect short answer.

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Listening and Understanding Customer Emotions

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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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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Live Event Next Week – How To Succeed In Today’s New Marketplace

Keith Rosen

Join me next week for my live interview on SalesBuzz Radio. Date : Thursday, December 17th 2009, Time : 3:30pm EST. Cost : Free! No registration Required. I’ll be discussing the new rules for winning in today’s rapidly evolving marketplace, focusing on what managers and salespeople need to do to win more sales today. Some points I’ll be addressing will be: *Eliminating the resistance to change in order to accelerate your growth.

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December 16 Webinar Replay: It's Sharkie Time and Customer Satisfaction Survey

BrainShark

The last Customer Connect Live on-line webinar of 2009 was a User Group meeting which covered three topics. The 2010 Sharkies for the Best Presentation of the Year, results of the Fall 2009 Customer Satisfaction Survey, and giving away 10 FlipCams.

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Lead Gen Strategies: Sales People Should Be Selling, NOT Prospecting

Green Lead's B2B

This past week a prospect commented that she wanted to explore a third-party lead gen program because their sales reps were spending too much time prospecting and not selling. She said that if they had enough leads they would be SELLING and CLOSING -- not having to do lead gen. How many sales reps are caught in the prospecting grind and not closing?

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Overcome Last Minute Price Objections By Making Tradeoffs

Sales Gravy

For years I’ve warned companies that this day would come. It had to. It was inevitable. The price of labor, raw materials, and overhead was going up. Eventually, those increases would have to be reflected in the price of goods and services.

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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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Good Sales Techniques – Saying No

SalesGrail

Most of us use good sales techniques. We work hard. We want to please our clients, and, of course, we want to close sales. However, we don’t like to say no. In fact, it’s a word we often go out of our way to avoid saying. Most sales training courses will steer you away from this [.].

Course 20
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Overcoming Objections: I Have to Think About It

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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Brainshark Helps You Spread Holiday Cheer!

BrainShark

We know that times are tough and we also know that communicating is important. So if you are finding the cost of customized cards and stamps to be too much for your holiday budget - have no fear - Brainshark is here.

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Tips and Tricks: Make Your Presentation Stickier with Attachments

BrainShark

One great feature of myBrainshark that many authors have yet to discover is the use of attachments. Got a document that you want to leave behind? Got an audio-only summary you'd like people to download? Just add it as an attachment and extend the reach and value of your presentation.

48
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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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Win More Sales in 2010 by Asking This One Question

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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2 Important Tips To Help Your Employees Accomplish More In Less.

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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Overcoming Price Objections with Sales Prospects

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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Creating a Customer Feeding Frenzy: 4 tools that make you simply irresistible

Sales Gravy

Stories about your personal experiences with your products or services give you tremendous credibility. When I bought a mountain bike at Ridley’s Cycle in Calgary, it wasn’t because of a brochure that described the bicycle’s features.

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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

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Only Losers Cut Their Prices

Sales Gravy

I am not offering specific steps a salesperson can do to alter a customer's behavior. Rather, I'd like to focus on the steps a salesperson must take in how they view their role in the sales equation.

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How to Build Trust and Rapport Quickly

Sales Gravy

There is absolutely no substitute for a positive first impression. Research clearly indicates that we decide in the first few minutes whether we like someone or not. Yes, we also judge a book by its cover too.

How To 40
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Getting Commitment Through Out the Buying Process

Sales Gravy

Ask direct, specific questions that require your prospect to either commit to what’s next, or that get your prospect to reveal that the sale might not go through (I know you hate to hear that, but it’s better to find out sooner rather than later).