May, 2009

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Heavy Hitter Sales Blog: 7 Reasons Why Indy Racing is Like Sales

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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Through the Eyes of a Salesperson: Is Cold Calling Really Dead? Develop a Permission Based Prospecting Strategy to Set More Appointments with Qualified Prospects

Keith Rosen

Lately, I’ve been getting a high volume of calls from sales managers and their salespeople struggling to meet their sales goals. So, let me paint you a visual of the typical scenario being played out through the eyes of a salesperson; one that you may be intimately familiar with. You’re on your way to work and during your commute, you’re thinking about what you hope to accomplish that day.

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IT Spending Slows Further into 2009, making sales environment tougher

The ROI Guy

Forrester has recently adjusted estimates on IT sales growth, and the latest predictions point to a steeper than initially predicted decline of -3.1% in 2009. This environment is expected to make IT sales more difficult than ever according to Selling Power. How to fight back? Says Forrester vice president Andrew Bartels, "Vendors should get prepared by investing in research and development and focus on building the proof points, case studies, and success stories about how their technology soluti

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ExecuCross: Developing Tough Leadership Skills During Tough.

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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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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Can You Afford What Rudeness Is Costing Your Business?

Sales Gravy

In today's fast- paced business world where too many people claim that they don't have time to be nice, it's easy to overlook the details that can help you grow your business, increase your profits and build long lasting client relationships.

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Heavy Hitter Sales Blog: Recession Sales Management: Reassign.

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 Anatomy of a Cold Call – The Five Critical Objectives

Keith Rosen

“What do I need to accomplish in the first few minutes of every cold call I make?” “What’s my overall objective of a cold call?” These questions rank up there as two of the top questions I’m asked. If you’ve been following my last few posts, I’ve been hyper-focused on the importance of sales benchmarking and identifying best practices.

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Three Powerful Words in Sales

The Brooks Group

I was speaking to a salesperson the other day and was asked if there are any specific power words to use in selling. While there are many words that work from a sales and marketing perspective, I have found that there are three words that — when used properly — carry tremendous influence, no matter what the situation, regardless of the industry and irrespective of the type of person you are meeting with.

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The Winnie The Pooh Guide To Blogging

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 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 One Secret of the Top 20%

Sales Gravy

The point is that most people spend time worrying about not hitting their goal and concentrate a lot of time thinking about the things that could go wrong, while Top Performers in any industry or sport are thinking only about what it's going to take

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Sales Techniques – Sales Training!

SalesGrail

So there’s a new sales person in the office. What does this mean for you? For most salespeople it means absolutely nothing, but for the best of the best it presents a great opportunity. A new salesperson needs a mentor and good sales techniques for success. You can provide the direction and sales tips necessary. Why should [.].

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Stop Focusing on Your Goals and Start Honoring Your Process

Keith Rosen

The result is the process. A timely paradox and critical mind shift that every salesperson and manager must make if they want to transcend the mediocre performance they may be experiencing today. Even before you can engage in the type of sales benchmarking activities that I wrote about the other day, ( you can find that blog post here ) or even take the time to refine your selling skills, you will come head to head with resistance to selling by the numbers if this change in attitude around how w

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Are You Selling By the Numbers or Selling With a Blindfold On? Statistical Benchmarks for Success and Self Accountability That Most Organizations Are Still Missing

Keith Rosen

Stop. Just stop for the next several minutes that it’s going to take you to read this. Okay, now take a breath. Get off the treadmill for a moment and ask yourself these questions. Yes, these questions are that important. So important, in fact, that they could change your entire perspective around what you’re doing, how you’re doing it and how much you really need to be doing in order to generate the worthwhile results you’re looking for.

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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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Weekly Tributes to Gurus and Thought Leaders Begin this Week on CanDoGo.com

Keith Rosen

Here’s something new CanDoGo.com is doing, which sounds worthwhile to check out, especially if you’re a fan of certain thought leaders and gurus on selling, such as Tom Hopkins and Zig Ziglar. This week, the week of May 11th-May 15th, they are honoring a living legend Zig Ziglar. CanDoGo.com will be featuring classic short video’s including some of Zig Ziglar’s most memorable messages on sales, leadership, hope, and encouragement.

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Landslide Now Available on the Force.com AppExchange from Salesforce.com

Keith Rosen

Just announced and something each salesperson and sales team need to consider when it comes to leveraging solutions to best manage their prospecting efforts and entire sales process. Salesforce CRM customers can now deploy Landslide Sales Production System. Press release below. Landslide Technologies, provider of the Landslide Sales P3 System, today announced that it is now available on the Force.com AppExchange from salesforce.com.

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Live Event: How to Take Charge of Your Sales and Sales Team. Speaking at Next Week’s Expo

Keith Rosen

Click here for more information about this event and expo. For those of you who can attend, I’ll be speaking at The New York Incentive, Rewards and Recognition Expo next Tuesday, May 12 at 11am EST in New York City. The show will be located at the Hilton New York Hotel, 1335 Ave. of the Americas, NYC. Additionally, join the industry leaders in management and marketing, including the Human Capital Institute, marketing gurus Don Peppers and Martha Rogers, and 1 to1® magazine, who are jo

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Listen While You Work

Sales Gravy

Poor listeners frequently confuse the physical act of hearing with the emotional art of listening. While hearing is a function of biology, active listening skills must be acquired and developed.

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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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Why Arn't They Buying From You

Sales Gravy

Stop being afraid of your customers and prospects. Recognize the power inherent in asking them questions. Your M.D. isn't afraid to ask you questions about your health, and can't diagnose you properly without the full picture.

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Are You Truly Maximizing?

Sales Gravy

If you'll quit trying to raise your weaknesses up to the level of mediocrity and instead do only the things that you do best while delegating everything else, you'll get the best possible return on your investment of time in your business.

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Recognize A Defining Moment

Sales Gravy

Buying signs can show up as early as the first few minutes of a conversation with a prospect, as well as at the very end of your meeting with them. Basically, they can show up at any time during your conversation.

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Greeting Card Tango: How to Impress, Not Stress, During the Holidays

Sales Gravy

The first place to start is with a good quality card to show that you value your clients and colleagues. Skimping on your selection can be interpreted in a number of ways.

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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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What Can A Drag Queen Teach Sales Professionals?

Sales Gravy

RuPaul, a very wise Queen, said, “Ladies, you are all fabulous. That’s why you were picked to be on this show. Criticism, anyone’s criticism, cannot make you not fabulous.

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5 Ways to Gauge Your Sales Managers? Coaching

Sales Gravy

Coaching is about accelerating a sales rep’s growth and ability to achieve personal goals and reach full potential.

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Selling In The Gap

Sales Gravy

There’s a symbiotic relationship between the way we listen, and the questions we ask.

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R.E.S.P.E.C.T. - Your Client's Communications Preferences

Sales Gravy

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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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Sales Negotiation Training – 3 Must Know Email Tips

SalesGrail

Sales negotiation training must include proper email sales techniques. Email is a great closing tool when used correctly. It allows a sales representative to get his or her message across in a very effective way. You can take your time, make a professional introduction, build value, and talk about the benefits of your product. Most importantly [.].

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Sales Negotiation Skills – The Take Away

SalesGrail

Sales negotiation skills are learned over time – if practiced as part of a sales training regiment. The following sales tip is called the “Take Away,” and is extremely effective in weeding out tire kickers, lowballers, as well as providing you valuable information to close the sale. It will also keep more money in your [.].