August, 2008

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Heavy Hitter Sales Blog: Neurolinguistic Sales Lesson: Auditory.

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?

SME 87
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How to Build a Successful Lead Generating System

Sales Gravy

Today’s selling professional requires techniques that help to accentuate and differentiate from others. In a business culture where social networks proliferate the only true network is that built between a client and business professional.

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Salespeople behave predictably irrational.

The Ultimate Sales Executive Resource

when they keep opportunities in their pipeline even if there is little chance that they will ever win them or, even worse, they will never end up as a deal because the customer has no intention to buy in the first place. The observation made by CSO Insights in their SPO Report 2008 about the mediocre forecast accuracy is a flagrant proof of this behavior.

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Heavy Hitter Sales Blog: Back 2 School? Why Universities Don't.

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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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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Deal or No Deal | The Art of Negotiation

Sales Gravy

The most vital idea to comprehend about negotiation is its definition. Negotiation is nothing more than an exchange of ideas and values between two or more parties with different interests.

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Tips For Turning Call-ins Into Paying Clients

Sales Gravy

If the caller feels you are mindlessly working through list of questions without fully paying attention to them or that the questions are for your benefit rather than theirs, you'll lose rapport and credibility.

Benefit 40
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A Friendly Reminder: Salespeople are Knowledge Workers?

The Ultimate Sales Executive Resource

Why do I bother you with a seemingly philosophical question at a time where things get tough and you need to stretch yourself more than ever to make your numbers? Because it is about your people. Your most valuable assets. It is through them that you will get the results. But in tough business conditions managers tend to focus on the results and put people second.

System 40
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Ask 'why' Five Times

The Ultimate Sales Executive Resource

Is the method Taiichi Ohno, the pioneer of Toyota's production systems recommended to get to the root cause of a problem. My idea was that this principle could also serve well in sales. Here is an example how it could be used to find out whether there is an opportunity and if it is real and worth while winning. I am aware that good sales people know the power of questioning instead of providing the potential buyer with a laundry list of features and benefits.

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Why Not Sales 3.5?

The Ultimate Sales Executive Resource

Wait a minute. The first conference on Sales 2.0 was held less than a year ago in San Fransisco and we are still trying to understand what it is all about. Admitted, the world is moving fast these days, but so fast that, speaking in software terms, we would have had a major release and point releases in just about 10 months? I do not suggest that we have moved that fast.

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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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Keeping Control of the Call

Sales Gravy

A prospect will call in and start asking questions, and suddenly you've lost all control of the call, you're completely at the mercy of the prospect, and after about 5 minutes, they've drained you of all the information they need and they then leave

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My Super Secret Sales Strategy For Not Quitting.

Sales Gravy

You can change any business decision by revamping, revisiting, reworking - because anything that is important will be an on-going POLISHING PROCESS. ( Just as in the ring you are always adjusting your strategy.

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Where are the Great Companies?

Sales Gravy

Greatness, like, many objectives, is in the eye of the beholder. One simple test for greatness is how a company is experienced by its constituents – its customers, its associates, its owners, and business partners.

Company 40
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Prospecting: If It Doesn't Hurt, I Must Be Doing It Wrong

Sales Gravy

If you struggle with prospects, if they won't talk to you, hang up on you, berate you or otherwise abuse you, the approach you are using does not work. It's time to do something else and that something else is to circle around and go back to basics.

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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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Are Your Sales Strategies Aligned to Your Corporate Top Line Growth Strategy

The Ultimate Sales Executive Resource

In their book “Spitzenleistungen im Vertrieb” (Excellence in Sales). Holger Dannenberg and Dirk Zupancic are telling us that according to a sales excellence study - carried out in 14 countries with 747 companies responding- almost twice as many companies ranked as top sales performers confirm that s ales aspects are integrated in their corporate strategy; compared to the companies considered the lowest sales performers among the responding companies Alignment of corporate and sales strategies se

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Secrets to Getting the Sales Job You Want!

Sales Gravy

The morning you wake up with the inspiration to begin a job search is a little scary. There is the factor of the unknown. Yet, you pushed yourself outside of your comfort zone to open the doors to new opportunity.

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5 Ways to Have a Great 4th Quarter

Sales Gravy

When you find out what their needs are for the 4th quarter, do what you can to capture it in advance - reserve the best spots for them, write up a sample order for them, create a 'pre-order' sale for them - but do everything you can NOW to secure the

Sales 40
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Shortcuts to the Decision Maker

Sales Gravy

It takes persistence, hard work, and business savvy to get to decision makers. While this persistence can be aggravating for everyone involved, its work that must be done to make an honest introduction.

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Why are Medical Doctors more respected than Salespeople?

The Ultimate Sales Executive Resource

How do I dare say this? I have read the results of Gallup's annual poll about the public opinion on honesty and ethical standards of people in various professions. Should you look at this poll for yourself, you might consider it as not very fair. The poll uses car salesmen as the stereotype representing the sales profession. I see it though rather as an indication of the challenge professional sales people are facing to fight this stereotype and getting through to the prospects or customers.

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Maybe Peter Drucker was right after all

The Ultimate Sales Executive Resource

While reading “The Definitive Drucker” by Elizabeth Haas Edersheim. I was once again reminded of how advanced Drucker's thinking was and how relevant it is still today. You might remember his quote “ There will always, one can assume, be a need for some selling. But the aim of marketing is to make selling superfluous.”; actually not a very flattering statement for sales people.

Eloqua 40
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Six Powerful Steps to Better Prospecting

Sales Gravy

Top producers don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity.

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Use Your Brain

Sales Gravy

Our brains seem to have two voices - one that says "Yes, We Can!" and one that predicts doom. Of course, listening to the positive voice is important.

Course 40
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Mastering Intent Data: Understanding its Importance & Best Practices

Speaker: Joe Apfelbaum, CEO of Ajax Union

In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.

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Networking Overflow

Sales Gravy

What’s the first rule of human behavior? “People buy from people they like.” Help people like you, and your sales pipeline will overflow with opportunity.

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How To Lead Powerful Sales Meetings

Sales Gravy

A good sales meeting can be a powerful sales tool and can provide valuable training and information that helps everyone perform better.

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20 Months to One Million Dollars

Sales Gravy

I think it is both healthy and wise for every person to take time out regularly to examine their habits of thought.

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Recruit Your Way to the Top!

Sales Gravy

When you recruit the right person you will find that they're self-motivated and eager to train.

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Boost B2B Sales Productivity & ROI Growth with Automation

Business-to-Business (B2B) sales can be a complex and time-consuming process, involving a variety of tasks such as lead generation, qualification, and nurturing. However, by leveraging the power of Workflow & CRM automation System, companies can boost sales productivity and drive ROI growth. Automation allows companies to streamline their sales processes, reduce manual errors, and improve communication and collaboration among teams.

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Monday Blues or ?Make Money? Monday?

Sales Gravy

Success doesn’t just ‘happen’; it is a culmination of expectations, planning and actions.

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Book Review | The Secrets of Power Selling

Sales Gravy

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