February, 2011

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Never Say This In Sales…

No More Cold Calling

Since the economic downturn, many “so-called” referral experts have emerged. I bristle when I read the inaccurate information and sure-to-fail advice they give sellers about how to ask for referrals. Many tell sales people to wait to ask for a referral until they have closed a sale—or even until they have implemented their solution. This harkens back to old insurance tactics, when an agent would deliver a policy and then ask the client to send a letter to 10 or 20 of his best friends.

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The Friendly Factor | Top Sales Trainer | Best Sales Trainer | Top.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Friendly Factor | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 17, 2011 | Leave a Comment. Tweet Share Here’s a 3.5 step plan that will make everyone so friendly, you’ll feel like work is Disney World – OK, Wally World: 1.

Hiring 224
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Sales Success Requires Asking: Today I'm Asking

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
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4 Trends Shaping B2B Marketing in 2011

Pointclear

Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. (Wiley, 2011). Follwer her on Twitter @marketingprofs. As an editor and marketer, I spend a lot of time thinking about the “how to”—in other words, how to translate the best and more interesting marketing ideas into truly

Trends 180
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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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LinkedIn Solves the Business Card Challenge

Fill the Funnel

LinkedIn now has a solution for how to get all those business cards into a digital format. As is typical of this social media giant, LinkedIn recently and quietly acquired CardMunch.com without fanfare or even an announcement on their blog to this point. So what did they acquire? Simply put, CardMunch scans a business card, sends it off to be converted into a digital format and then comes back to you with 100% accuracy, placed in your contacts database.

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The Fortune Is in the Follow-Up

No More Cold Calling

Your mother was right: Writing a thank you note can, indeed, make your sales business. A thank you goes a long way—thanks for a referral, thanks for new business, thanks for the meeting. When clients ask if they should send a note, make a call, or send an email as a thank you for a referral, I answer “yes.” You can never thank someone enough. What letters do you open first, the hand-written note or the gas and electric bill?

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How to Delight | Top Sales Trainer | Best Sales Trainer | Top.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. How to Delight | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 21, 2011 | Leave a Comment. Tweet Share When you get a call or an email from someone, what makes you read it? What makes you delete it? Well, whatever you do is probably what your customers are doing.

Hiring 221
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Sales and Successful Interviewing: Don't Judge - Sell More

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 180
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Who gets your vote as history’s top twenty women? And the winners are…

Pointclear

Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. From initial visions of Rosie the Riveter and the sounds of “You’ve Come a Long Way Baby” (somehow, the fact that you have your own cigarette now, baby, does not seem like a reward—but I am probably dating myself here), I moved on to come up with this list of the top 20 women of all time and their traits that inspire.

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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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How to Jazz up PowerPoint

Fill the Funnel

PowerPoint is the brunt of many a meeting complaint or joke. It has become the easy target to blame the software rather than the presenter. Many a sale has been lost because of a PowerPoint presentation gone awry. You are probably tired of presenting using the same old slides yourself. Microsoft Office Labs (bet you never heard of these guys) has created an enhancement that might just provide the tools to re-energize you and your PowerPoint presentations.

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WARNING! Your Goals May Be Sabotaging You. Become More Process Driven

Keith Rosen

WARNING ! Goals May Be Hazardous To Your Success. Are They Sabotaging Your Selling Efforts? Are you still struggling with your goals? Are you hitting your numbers? How many follow-up calls did you make today? How much good volume did you book this month? How many leads did you run this week? These questions are relentlessly driven into our heads and for good reason.

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How to Ride the Economic Wave (and Diversify Your Risk)

No More Cold Calling

Frequent market ups and downs create a highly volatile stock market. Note to Investors: Make your adjustments sooner, rather than later. One of my colleagues, Nanette Lee Miller (Partner, Assurance Services, Marcum LLP , shared a nugget of wisdom she received from financial advisors in the investment community. It’s a new potential paradigm. There is a lesson here for all of us.

How To 189
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Starbucks | Top Sales Trainer | Best Sales Trainer | Top Leadership.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Starbucks | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 28, 2011 | 3 Comments. Tweet Share Starbucks doesn’t discount a cup of coffee. Even in this economy. It’s their quality that sells. They have loyal customers: People will leave their cars running in the parking lot, people will park three blocks away and walk to get their cup of coffee.

Hiring 219
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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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Sales Prospecting Tips: 5 Ways to Boost Your Email Prospecting Response Rate By Kendra Lee

Sales Training Advice

Prospecting via email can be wildly rewarding, or incredibly frustrating. Get it right, and each of your campaigns can deliver you fresh sales opportunities within days, and sometimes even minutes. Get it wrong and you risk wasting your time, or even worse, irritating potential clients. So what makes the difference? After years of experience, and dozens upon dozens of successes, we’ve found that it’s all in the approach.

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What if CRM had not been invented?

Pointclear

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Jim returns this month with another thought provoking article. I am asking you to take another journey of counterfactual reflection. i. Last month we discussed Counterfactual Reflection (CR) as it pertains to marketing automation.

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Dear Customer: Why Are You Not Returning My Calls?

Fill the Funnel

Don Fornes , Founder and CEO at Software Advice wrote a post back in October, 2010 on the B2Bsaleslounge blog that asked that question. After asking as many business people as I have could since that time, I have my answer to Don’s question. Because they have no idea who you are! . Your prospects and clients have been using the social web for quite some time.

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Dow AgroSciences Kicks Off New Product Training with Brainshark

BrainShark

Dow AgroSciences celebrated 15 years as the number one brand in termite protection. In November 2010 we launched a product called the Sentricon Termite Colony Elimination System with Always Active technology that completely changed the way the pest control operators treated termites.

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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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There’s No Such Thing as “Soft” In Sales

No More Cold Calling

Why are people writing about “soft selling” and “soft closes?” There’s no such thing. These folks must think that salespeople are pushy, in-your-face, push product, and don’t really care about the customer. Well, some are like that, and those people give sales a bad name. But most of us are better than that. Much better. Good salespeople always have the best interests of their sales prospect in mind.

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Relationships and Referrals | Top Sales Trainer | Best Sales Trainer.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Relationships and Referrals | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 18, 2011 | 1 Comment. Tweet Share The question is who values you and your knowledge? The answer is nobody. The question is who values you and your knowledge?

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Sales Skills: Are You Giving Away Your Profit? By Mark Hunter

Sales Training Advice

Want a quick way to destroy sales motivation and profit at the same time? Picture yourself as a sales manager who suddenly receives a phone call from a salesperson who is on the verge of closing a sale. Here’s a sample of that typical conversation: Salesperson: “We have to cut our price to get the first order. Then, once they see what we can do for them, we will be able to raise our prices.

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Building Belief-a key job of sales management

Your Sales Management Guru

Building Belief. This week’s blog is an excerpt from my latest book: Your Sales Management Guru’s Guide to: Leading High Performance Sales Teams. You can purchase the book on Amazon or at [link]. Are your sales inconsistent? Are you losing more opportunities than ever before? Does your sales team seem weak compared to those of your competitors?

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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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LinkedIn Considering Sales Enhancements with InsideView and PeopleMaps

Fill the Funnel

Early this morning, LinkedIn sent me a survey asking about my views and experiences with InsideView and PeopleMaps. They happen to be two of my most recommended sales web tools that every sales person should be using. I write about each of them and include both frequently in presentations I make. LinkedIn wanted to know how often I use the tools, but also how it impacted my use of LinkedIn.

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Tablets Take Over CES 2011^* Content Crisis Declared!

BrainShark

Even before CES or the analyst reports coming out, the cat was out of the bag. A new device had come into it's own and was fast approaching a tipping point. It had some false starts since it debuted in 2002, complete with it's earlier pen appendage.

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Boost Sales 10% with an Investment in Sales Enablement? IDC Says Absolutely!

The ROI Guy

As the economy recovers, many organizations are turning their strategic focus from cutting costs towards growing revenue, however, most organizations continue to struggle to hit growth targets. A recent IDC Sales Advisory Practice article indicates that a part of the growth issue is B2B companies' inability to get sales enablement "in gear", costing typical companies upwards of 10% or more of revenue per year.

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Are You a Sales ?Rock Star?? | Top Sales Trainer | Best Sales.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Are You a Sales “Rock Star?” | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 23, 2011 | 2 Comments. Tweet Share How do you view yourself? Most salespeople would like to think of themselves as a rock star, but don’t display the talent to match their definition.

Hiring 194
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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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To Delegate Well, Find the Right Person for the Job

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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What a Grand Week for Personal Leadership!

Your Sales Management Guru

What a grand week for Personal Leadership! Last week in my blog I wrote about the importance for sales leaders to focus on building belief and the need for your sales team have emotional commitment to your company and your products/services. On Tuesday I spoke on the first day of a three day national sales kick off conference for a firm in Raleigh NC.

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iPhone App Eliminates Copying Whiteboard Notes

Fill the Funnel

If you like to capture the information on whiteboards or the screens from PowerPoint presentations, then this new beta iPhone App will be of interest to you. I cannot count how many meetings and conferences I have been in where the information laid out beautifully on a whiteboard. By the time I finished copying it all down in my notes, it lost something in translation, or maybe was not able to capture it all before it was wiped clean and the next set of ideas was being drawn out.