October, 2010

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Stuff I Learned Last Week that Could Drive 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 168
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Heavy Hitter Sales Blog: WHAT GREAT SALESPEOPLE SAY.

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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Twitter #Chat is Hot New Trend

Fill the Funnel

Twitter #chats are one of the hottest trends on the social web and a great way to learn about a variety of topics. A Twitter #chat is a series of tweets, all focused around a specific topic that is held at a specific time, that anyone with an interest or opinion is encouraged to join in. You “listen” and contribute by searching for the chat name preceded by the hashtag symbol.

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Use an Intent Statement

Tom Hopkins

I recommend the use of intent statements to set the stage for every presentation. An intent statement is designed to reduce sales resistance that is created by the unknown. When potential clients don’t know what to expect next their minds tend to wander and their anxieties build. Your intent statements tell your clients clearly what [.] Related posts: 7 Steps to Establishing Rapport.

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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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Interview with the founder of SellingPower Magazine

SBI

Gerhard Gschwandtner launched Selling Power magazine in 1981 with a vision to create the number one industry resource for sales professionals. And that, he has done. Widely recognized as a thought leader and industry trailblazer, he has trained more than 10,000 salespeople around the world and is the author of 17 sales management books. Next week, Gerhard will be co-hosting the Sales and Marketing 2.0 conference in San Francisco – along with Umberto Milletti, co-founder of InsideView.

More Trending

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Market Changes Allow for 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 120
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Sales Lead Management Week Oct 10-16: Educating on Best Practices

Pointclear

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2011 Personal Training Budget Poll

Fill the Funnel

How much are you planning to spend out of your own pocket for training/career development in 2011? Please record your plans for this timely question in the LinkedIn Poll here: [link]. You will be able to see the results after you enter your vote, and I will provide a summary post mid-November. I am curious to learn your plans for growing your career success in 2011.

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Overcoming the Word “No”

Tom Hopkins

Everyone sells, one way or another. As parents, we sell our children on our belief systems and our values. In courtship, we sell ourselves to our prospective partners. At work, we sell ourselves every day to our employers and our co-workers. However, there’s something keeping us from doing the best job of selling in every [.] Related posts: Overcoming the “It costs too much” Sales Objection.

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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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Feature Change: Remember to Make Your Presentations Active

BrainShark

I’d like to call your attention to a small change we made recently to the myBrainshark service. Now, after you upload your content, it will be “inactive” initially and remain inactive until you activate it.

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Coaching Up – How to Break Through The Reluctance to Coaching Your Boss. Part Two

Keith Rosen

To continue our conversation around how to effectively coach up and build upon part one of this multi-part series, unfortunately, many people believe that approaching their manager in a way that would make them receptive to what they have to say is a very difficult task at hand. Some even feel it’s an impossible one. What compounds this challenge is, there are still those managers who fall victim of a very prevalent coaching myth.

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Sales Success Trip Planner

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 120
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Lead Generation Best Practices: Introducing the 7-Part Series

Pointclear

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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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Dabbleboard-Whiteboard Reinvented Online

Fill the Funnel

Dabbleboard is an online whiteboard that will help you visualize, explore and communicate ideas. Dabbleboard feels as natural to use as a marker on a whiteboard, or a pencil on a sheet of paper. Just draw strokes on your screen and Dabbleboard will detect most common shapes and turn them into perfect shapes with just a few strokes of your mouse. If you are graphically challenged, as I am, this feature alone helps me look better in the eyes of my client. 60 Second View of Dabbleboard ease of use

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Planning the Achievement of Your Goals

Tom Hopkins

This is the time of year most professionals invest effort in being better than last year. New goals are set. More efficient ways of doing business are sought after and implemented. Goal setting and time planning go hand in hand. I don’t believe you can effectively plan your time without goals. And, I don’t believe [.] Related posts: Setting Realistic Sales Goals.

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The Science and Art of Selling by Alen Mayer ? Blog Archive ? Use.

The Science and Art of Selling

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Shattering The Myth of Managing The Self Employed Salesperson. They Can Develop an “Employee” Mentality That Builds Accountability

Keith Rosen

It’s not a shock that one of my deepest passions is writing and sharing my work in a way that delivers value to people, wherever they are located throughout the world. What continues to drive me to write are the emails I get from readers, thanking me and asking for assistance around incorporating what they have read, overcoming a barrier they have encountered or what they can do to embed certain changes within their organization.

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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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No Regrets: Your Recipe For Personal/Professional Success

Your Sales Management Guru

No Regrets: Finding Your Recipe for. Personal and Professional Success. (This is an excerpt from my upcoming book: Success Simplified with Stephen Covey. Wright: Ken, tell me about your idea of no regrets, finding your recipe for personal and professional success? Thoreson. It began in my professional life, working as a sales leader and vice president of sales for more than fifteen years.

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Salespeople No longer waiting for “corporate”

SBI

Gartner forecasts worldwide downloads in mobile application stores to surpass 21.6 billion by 2013. And download revenue will grow to just over 29 billion in 2013. According to Stephanie Baghdassarian, research director at Gartner, “Games remain the No. 1 application, and mobile shopping, social networking, utilities and productivity tools continue to grow and attract increasing amounts of money.”.

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Visualize Your Connections and Grow Your Business

Fill the Funnel

Connections matter. Relationships matter. Whether you are in sales, marketing, or building your own business as an entrepreneur, you are all in the same boat. Some are you are better connected than others. Some of you jumped on the social web bandwagon years ago, and there are still some of you who still do not have a LinkedIn profile. All of us count on our connections and relationships to grow and prosper.

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“If you say yes” Close

Tom Hopkins

Since most clients have a ‘say no’ mentality when you first begin talking with them, you would be wise to have a way to counter it. In fact, I encourage you to incorporate the phrases “If you say yes…” and “When you say yes…” into more of your presentations. It mentally takes them from withholding [.] Related posts: My Dear Old Mother Close.

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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 Science and Art of Selling by Alen Mayer ? Blog Archive ? Ask.

The Science and Art of Selling

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Are Your Emails Getting Deleted By Your Prospects and Customers? Five Things You Can Do to Increase the Success of Your Email Campaigns. Prospecting Email Strategies – Part Two

Keith Rosen

Developing an email template compelling enough to elicit a response from a prospect is hard enough. Unfortunately, this is only part of the challenge. What compounds this challenge are spam filters, firewalls and a slew of other devices that channel our innocent solicitation into the prospect’s spam folder or worse, the trash; never to find its way to the inbox of our targeted prospect.

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Sales Leadership: The importance of a 2011 Sales Kickoff Meeting

Your Sales Management Guru

Sales Leadership: The Importance of a 2011 Sales Kick Off Meeting. Perhaps 2010 was great year for your sales team or perhaps it was a struggle and a disappointment. In either case starting to plan your 2011 sales kickoff event is an important action during November. Why? There are many reasons to make sure this event is properly orchestrated. Keeping your team excited and motivated is essential, a new year means all your sales numbers go back to zero -that can be emotionally draining for sal

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Managing Questions in Brainshark Presentations

BrainShark

I’m not sure if I’m the only one, but I really need an easy way to add my questions. I put A LOT of questions in and they always just get added to the bottom. I need an easier way to manage them and put them where I want them to be. I’d love any help you can give. THANK YOU!

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Evolving Your Sales Game Plan-a Focus Interactive Summit

Fill the Funnel

I am excited to be a part of an online Sales Summit hosted by FOCUS. If you have not attended one of these FOCUS online summits in the past, this is a good one to start with. The event is on Thursday, October 21, 2010 — 8AM to 1:30PM PT / 11AM to 4:30PM ET. Pre-registration is required. Join Focus and your peer community for this must-attend event to learn about the latest processes and technologies to help you create a top-performing revenue-generating sales force.

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Making a Career Adjustment

Tom Hopkins

If you find yourself in a position of seeking new employment, don’t send out 100 resumes and wait for the phone to ring. You wouldn’t approach getting new business that way. You have to have a plan. Start by investing a bit of time researching where you would like to work. Find a product or [.] Related posts: The Advantages of a Career in Financial Services.

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Sales Motivation Tips: Use a Contest to Increase Sales By John Boe

Sales Training Advice

When times are tough and prospects seem to be holding on to every dollar, your job as a sales manager is more important than ever before. Now is the time to roll out a sales contest to generate additional sales and build morale. Offering a contest to your sales team is a smart business decision on many levels. Contests, by their very nature, infuse a competitive spirit within the sales force and provide an excellent opportunity for management to recognize and reward top achievement.