September, 2011

article thumbnail

The Pipeline ? Your Stress Matters

The Pipeline

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

Pipeline 298
article thumbnail

The Skills You Need To Be a True Leader | Sales Training.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Skills You Need To Be a True Leader. Gitomer | September 20, 2011 | 1 Comment. Tweet Share If you’re a boss, manager, or leader of some kind, listen up. This lesson will help you clarify the real-world skills you need to be a true leader. I’m talking about the leadership qualities needed to succeed: the action items, principles, and skills to employ so leadership works.

Hiring 294
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Stop Your Salespeople from Walking Out the Door

No More Cold Calling

Great salespeople need more than a desk, a phone, and a computer. Give them real tools and training and start realizing your sales numbers! It used to be that we hired salespeople , indoctrinated them with product knowledge, and showed them how to fill out timesheets, medical forms, and benefit forms. Then we gave them a smattering of our business culture and the way we sell.

Hiring 248
article thumbnail

The Power of the Human Voice in Lead Qualification & Lead Nurturing

Pointclear

In a recent conversation on marketing approaches, friend and colleague Elizabeth Fairleigh, thE Connection , shared an interesting comment: “I was thinking about outbound telephone calls and why they are relevant today. It’s because there’s something about a human being’s voice that is powerful and personal—a welcomed experience in today’s hyper-digital market.

article thumbnail

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.

article thumbnail

On the Verge of Sales Success

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.

Hiring 185

More Trending

article thumbnail

The Pipeline ? Cold Calling: The Warrior Delusion

The Pipeline

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

article thumbnail

What are the biggest mistakes salespeople make? | Sales Training.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What are the biggest mistakes salespeople make? Gitomer | September 7, 2011 | 2 Comments. Tweet Share 1. Getting into sales for the money. If you don’t love what you do, you will never achieve the goals that you’ve set for yourself, let alone the arbitrary ones your company sets for you (also known as quotas).

Hiring 245
article thumbnail

Not the “R” Word Again…

No More Cold Calling

The economy is fickle, but No More Cold Calling’s 9 “killer” steps will boost your sales in any economy. I promise. What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. Now we hear that recovery will be slow, and we might even experience a double dip. How do we sell in this volatile economy? As a salesperson, my head is spinning.

Referrals 240
article thumbnail

Five Ways B2B Marketers Can Get the Most from Facebook

Pointclear

T oday we're pleased to have Paul Gillin as our guest blogger. Paul is a speaker, writer and B2B social media strategist. His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman. A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business.

Facebook 216
article thumbnail

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

article thumbnail

10 Do's for Sales Management Success

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.

Hiring 174
article thumbnail

You And The Prospect Are On The Same Side

MTD Sales Training

It is imperative in today’s marketplace and dealing with the modern-day buyer , to understand the true nature of your job as a professional sales person. Your job is to help; to be of assistance, to serve. However, too many sales people still see the selling situation as a competition between buyer and seller. It is the outdated “Pitch” mentality.

article thumbnail

The Pipeline ? 23 Marketing Tips For Avoiding Small Business Failure

The Pipeline

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

article thumbnail

Is Your Quota Set Too High? Sales Training | Leadership Training.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Is Your Quota Set Too High? Gitomer | September 29, 2011 | Leave a Comment. Tweet Share Most salespeople think that their quota is set too high, that their sales plan has been set at an unrealistic level. Big mistake. Find out what you need to spend time figuring out: What are your thoughts on the subject?

Quota 234
article thumbnail

Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

article thumbnail

Free Is Expensive

No More Cold Calling

There’s a glitch in the familiar “freebie” thinking: If a customer doesn’t see value, there is no way they can assign a price to it. Read Mark Hunter’s brilliant article: Free is Expensive in Top Sales World Magazine (easily download the current issue with free registration—see the Top Sales Magazine box in the left-hand column of the homepage, and subscribe!).

article thumbnail

Meaningful Engagement Yields Revenue from Online Lead Generation

Pointclear

Rachel Spasser is Vice President of Marketing at Ariba ; the leading provider of collaborative business commerce solutions. Rachel is a global marketing and business development executive with experience growing venture-backed, PE-backed and public companies in the Internet and technology sector. Online lead generation has become a bit like the California Gold Rush.

article thumbnail

The Exploited and Expensive Myths of Motivation – Friday’s Editorial

Increase Sales

Motivation of others continues to be an exploited and expensive myth. Experts, gurus and consultants speak, write, train and educate all about how companies and those in leadership positions must motivate their employees from the dock worker to the customer service representative to the sales person to any other employee. To create this culture of motivation (change) comes of course with a price tag and usually an expensive one that (as their are always exceptions) generates no sustainability a

article thumbnail

Don’t Get Too Excited After The Prospect Says “Yes”

MTD Sales Training

You are in a selling situation, closing and asking for the order. The prospect is objecting. You are dealing with the objections , negotiating. The situation is tense and volatile and there is a ton of money on the table. You have huge commission at stake and you need it badly. . Finally, the prospect agrees to the offer. The handshake ensues, the tension lifts and a sense of euphoria envelops you.

article thumbnail

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.

article thumbnail

The Pipeline ? 25% Increase in Sales Training ROI ? Sales.

The Pipeline

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

ROI 243
article thumbnail

I Tweet, Therefore I Am! ~ It's a Turn It Into Money Webinar | | Sales.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. I Tweet, Therefore I Am! ~ It’s a Turn It Into Money Webinar. Gitomer | September 27, 2011 | Leave a Comment. Tweet Share Andy Horner, Chief Architect of Ace of Sales, and I are offering a webinar September 28th at 11 am and then again at 3 pm. I am challenging you to sign up for that webinar right now and find out all you need to know about Twitter.

article thumbnail

Attention, Salespeople: Your Clients Don’t Care

No More Cold Calling

Top salespeople deliver true business ROI. Do you? It’s the harsh truth, yes. Savvy salespeople know that clients only care about what we do for them—how we impact their business. Then why, when I ask sales teams why anyone should work with them, they begin every sentence with “we.” Client development and care depends upon more than pat, standard assumptions (and, please, stop cold calling ).

ROI 204
article thumbnail

Heavy Hitter Sales Blog: Are Top Salespeople Born or Made?

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?

article thumbnail

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.

article thumbnail

Stop With Cut The Nose to Spite The Face – Friday’s Editorial

Increase Sales

After all these years, I still do not understand why so many small business owners continue to cut off their noses to spite their faces. Business is tough enough without fighting yourself. This past week I had the opportunity to speak at 3 local early morning business to business networking groups here in Northwest Indiana. Before I spoke, each business networking group, each member in these non-compete groups delivered their 30 second introduction.

article thumbnail

A Powerfully Effective Sales Contest To Motivate Your Team

MTD Sales Training

Sales incentive contents can be a positive force to help motivate your sales people to new levels of productivity and loyalty. Alternatively, poorly constructed or inequitable sales challenges can result in anti-productive activity, resentment and rebellion. Below is a powerful idea for sales incentive programs that you can alter to fit your organisation, that will inspire your team and boost your sales revenue!

article thumbnail

The Pipeline ? ?But we're not IBM?

The Pipeline

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

Pipeline 226
article thumbnail

Percentage of sales success. How low can you go? | Sales Training.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Percentage of sales success. How low can you go? Gitomer | September 24, 2011 | Leave a Comment. Tweet Share Jeffrey, I have to make 50 cold calls a week.” “Why?” “My boss said I have to. Everyone has to.” “Why?” “Because we’re trying to make new contacts and more new sales.” “Is there a better way to do that than cold calls?

Hiring 196
article thumbnail

Retail Reimagined: What It Means To Be An Innovative Retailer

Speaker: DeAnna McIntosh, Retail Growth Strategist

The past three years have forever changed the retail landscape. Companies of all sizes were forced to welcome change with open arms and surrender to total flexibility in order to be agile in the ever-evolving economic environment. In 2023, we are navigating inflation and its impact on consumer spending, various lasting side effects from the pandemic, and a looming recession in the back half of the year.

article thumbnail

The No More Cold Calling? Webinar Series

No More Cold Calling

Speaking. Joanne Black’s Speaking Topics. Speaking Video. Training. Live Webinar Series. No More Cold Calling OnDemand™. Referral Selling Training Programs. No More Cold Calling. Products. Pick Up the PACE Handbook. Joanne’s Book. Special Packages. Consulting. Articles. Associations. Enterprise. Small Business. Video. Archives. Newsletter Signup.

article thumbnail

Sales calls – 8 tips for call planning

Sales Training Connection

Sales Call Planning. Although sales people may not do it as often as they should, most would rally around the notion that call planning is a good idea. In this discussion a distinction is made between call planning and account planning. Exploring account planning is a topic that deserves its own discussion and will be postponed for another day. What this post does cover is the two components of call planning – pre-call planning and post-call planning.

article thumbnail

Lessons From What Not To Wear for Sales Professionals

Increase Sales

The popular TV show of What Not to Wear provides numerous lessons for Sales Professionals. Believe it or not! Credit-www.allbabypix.com. From messy or ill fitting clothes to inappropriate attire, the participants learn through the advice and expertise of Stacy and Clayton (think sales experts) how image is so important. However, the most consistent lessons are the connections between your external image, how you feel about who you are on the inside internal self image) and success.