April, 2010

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Happy Sales People Are Better Performing Sales People?

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 137
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Heavy Hitter Sales Blog: The Six Real Reasons Why VPs of 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?

Hiring 132
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Overcoming the “It costs too much” Sales Objection

Tom Hopkins

If you’ve been in business longer than a week, you’ve probably heard this objection from at least one potential new client: “It just costs too much.” Or, you might have heard it in this way, “I’m really interested but I think I can get it cheaper somewhere else.” Everyone wants a bargain, but not everyone [.] Related posts: You Won’t Overcome Every Sales Objection.

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Sales Leadership, Marketing and Social Media

Your Sales Management Guru

Sales Leadership, Marketing and Social Media . As sales leaders we must all seek to understand new approaches, current technologies and how marketing and sales execution must work in conjunction to exceed our revenue goals. I have found two quality sites that I would recommend you review on an ongoing basis-as I do- to keep current. If you are in selling in a B2B business then B2B Marketing zone is a great resource.

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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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Leadership Training: Answering Challenging Questions

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.

More Trending

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The Power of Believing in Yourself

VuVan

'The power of believing in yourself when you think nobody else does is really a matter that should be dealt within yourself. At times when we strive for something in life, we seek the answers by looking for things to validate our thoughts. Maybe we do search online and generally type in the question and […]. Related posts: The Power of Focus -Must Have Focus Daniel-San “Mr.

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Heavy Hitter Sales Blog: Favorite Sales Manager Sayings and Clich?s

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 Top 10 Killers of Sales

Tom Hopkins

Any veteran in business can tell you a story about the one that got away. Veterans who are successful in business today learned valuable lessons from those situations and, hopefully, never repeated them. As challenging as the business of selling might be for some, losing sales is unbelievably easy. Learn from the mistakes of others [.] Related posts: Arouse Emotions, Don’t Sell Logic.

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Be Prepared-Motto Works for Sales Mgmt Too!

Your Sales Management Guru

Be Prepared-Great Boy Scout Motto-Works for Sales Mangement Too. As a former Boy Scout camp counselor, I was recently invited to reunion. We do them every two years to honor a man that was one of my mentors in my life and those of you who have listened to my keynote, know about Sam. He impacted the lives of thousands of individuals not only in Wisconsin, but throughout the world with his energy, leadership and friendship.

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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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5 Ways to Prepare Before a Sales Call

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: Don’t Sell The Way You Buy

Keith Rosen

Here’s a valuable sales tip: “Don’t sell the way you buy.” You may feel that I’m contradicting some universal selling principles. After all, conventional sales wisdom handed down through the ages suggests how important it is to empathize and sympathize with your prospects and clients. However, there’s a very fine line between understanding and respecting someone’s decision making process; and assuming that everyone makes a purchasing decision in the same

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How to Stay Motivated at Work: Reinvent Yourself

VuVan

'Are you feeling un-motivated at work, not feeling the excitement and rush of waking up every morning and not looking forward to your day at work? I have encountered many people who have expressed their lack of desire of going to work or when they are at work, they can’t wait for the day to […]. Related posts: Driving Home After Work: What do you think about?

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Announcing myBrainshark Pro-providing privacy and advanced tracking

BrainShark

Today marks a major milestone in myBrainshark's evolution with the announcement of myBrainshark Pro. This new offering enables myBrainshark users to add privacy and advanced tracking options to their online presentations.

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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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When Buyers Hesitate

Tom Hopkins

You’ve just invested the last 30 minutes of your day with someone who truly needs your product or service. You feel like you’re on a roll. That your product is truly good for them and they can afford it. It began when they explained what they were looking for when you first met. They answered [.] Related posts: You Won’t Overcome Every Sales Objection.

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The Magic of Leadership and Management

Your Sales Management Guru

Building your business requires both leadership and management, and the first step in that journey is understanding the difference between the two. Leadership is the ability to make things happen by encouraging and channeling others’ contributions, addressing important issues and acting as a catalyst for change and continuous improvement. Management is the skill of attaining predefined objectives with others’ cooperation and effort.

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Negotiating and the Three Ts: Trust, Time and Tactics By Mark Hunter

Sales Training Advice

Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At the core of the strategy is what I refer to as the “3 Ts of Negotiating: Trust, Time, and Tactics.” Trust – The more trust you and the other party have in each other, the less need there will be to negotiate.

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VIDEO: Is Cold Calling Really Dead?

Keith Rosen

You get to your office, sit down at your desk and open up your calendar. A concerned look sweeps over your face. “Only one appointment this week.” You look at your pipeline and get that squirmy feeling inside your gut, as you realize your pipeline is not as full as it used to be. You’re wondering where you’re going to find your next prospect.

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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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Successful Salespeople Sell with Passion

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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Featured Presentation: Managing Medical Marijuana in the Workplace

BrainShark

Though medical marijuana was first legalized in California in 1996, until recently, the law for employers regarding medical marijuana patients kept a fairly low profile.

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Closing Sales = Sweet Success

Tom Hopkins

In the selling profession, closing is the winning score, the bottom line, the name of the game, the point of it all. If you can’t close, you’re like a football team that can’t sustain a drive long enough to score. It does you no good to play your whole game in your own territory and [.] Related posts: Be Aware of Unique Cultural Needs in Sales.

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A Walk Through a Broken Organization

Your Sales Management Guru

After 13 years of consulting with organizations and many years working with independent partner teams I have seen many situations and many similar environments. I thought this week you might like to match up your organization to the one I have created in the URL below. Most importantly, I have offered several ideas how to create an even higher performing organization.

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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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Accelerating Sales by Vince Poscente

Sales Training Advice

What would happen if we eliminated all the drama out of a sales organization? Let’s fantasize for a moment…that happy place in corporate la-la land. What if a sale’s manager’s job was not managing people? What if his or her sole focus was just on improving sales. No damage control on who hurt who’s feelings, no fragile egos running to the managers office to complain about stuff, an entire office of people 100% accountable for their actions and results.

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Today's Most Significant Challenges for B2B Marketers to Overcome

The ROI Guy

MarketingSherpa , indicates from their latest research, “The call from the sales force is not Give us more leads -- it’s Give us better leads.” In their annual B2B Marketing Benchmark Survey of 147 Marketing Executives, MarketingSherpa indicates the top challenges for marketing, all of which point to Value Marketing Tools as a potential solution. Based on percentage of respondents challenged, the top issues include: Generating more high quality leads (69%) and higher lead volumes (35%) Helping s

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Three Reasons People Aren't Buying from You

Sales Gravy

If you’re a salesperson, their first impression of your business might be you! That means looking smart, arriving on time (or early), and looking the person in the eye when you greet them.

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Announcing the Brainshark Channel Solution [Webinar Replay]

BrainShark

In March, Brainshark launched a new module designed to address the communications challenges of the many companies across multiple industries that sell through channels.

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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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Overcome the “I want to shop around” Objection

Tom Hopkins

Have you ever heard this from a potential client: “Okay. Well, thanks for the information. I want to shop around and will get back to you if this is really what I want.” Unless you’ve only been in business a day or two, you have. In most cases what are they really saying to you? [.] Related posts: You Won’t Overcome Every Sales Objection. Overcoming the “It costs too much” Sales Objection.

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Hire, Train and Retain Top Talent #6 of Six

Your Sales Management Guru

In this last video blog, I share other tools that you can use to enhance your ability to be a successful sales manager. You can reach me at Ken@AcumenMgmt.com. Tags: Recruiting Sales Compensation Sales Leadership Training Sales Management Planning Sales Training sales leadership.

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Sales Strategy – Sole Source By Dan Adams

Sales Training Advice

We will address The Sole Source Strategy. The Sole Source strategy is appropriate when your company is the only game in town and there are no other contenders in your customer’s view. As sales reps we fight for this opportunity but rarely encounter it. It is generally reserved for the true superstar who has achieved the status of trusted advisor and is considered a genuine inside sales consultant.