No More Cold Calling

FEBRUARY 8, 2011

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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Referrals Insurance Insurance Policies 248

Jeffrey Gitomer

FEBRUARY 17, 2011

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.

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Hiring Social Media Loyalty Policies 224

Anthony Cole Training

FEBRUARY 2, 2011

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.

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Hiring Ideal Customer Profile Fashion Webinar Metrics 185

Pointclear

FEBRUARY 2, 2011

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

Trends B2B Social Media Marketing 180

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Fill the Funnel

FEBRUARY 10, 2011

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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LinkedIn Social Media Twitter Funnel 111

No More Cold Calling

FEBRUARY 25, 2011

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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Follow-up Wireless Referrals Social Media 225

Jeffrey Gitomer

FEBRUARY 21, 2011

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.

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Hiring Social Media Loyalty How To 221

Anthony Cole Training

FEBRUARY 4, 2011

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

Hiring Ideal Customer Profile Groups Coaching 180

Pointclear

FEBRUARY 21, 2011

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.

PointClear 157

PointClear B2C Lead Management ROI 157

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Sales

Fill the Funnel

FEBRUARY 2, 2011

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.

Microsoft 90

Microsoft How To Call-back Top of Funnel 90

Keith Rosen

FEBRUARY 2, 2011

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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Quota Follow-up Call-back Exercises 83

No More Cold Calling

FEBRUARY 15, 2011

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

How To Trends Marketing Small Business 189

Jeffrey Gitomer

FEBRUARY 27, 2011

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

Hiring Social Media Loyalty Cancellation 219

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Sales Training Advice

FEBRUARY 3, 2011

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.

Prospecting 79

Prospecting Face-to-face Referrals Groups 79

Pointclear

FEBRUARY 16, 2011

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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CRM Journal B2C Customer Service 154

Fill the Funnel

FEBRUARY 3, 2011

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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Ideal Customer Profile Social Media Twitter Customer 87

BrainShark

FEBRUARY 22, 2011

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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Training System 62

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

No More Cold Calling

FEBRUARY 1, 2011

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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Face-to-face Sales Closing Prospecting 185

Jeffrey Gitomer

FEBRUARY 18, 2011

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?

Referrals 206

Referrals Hiring Social Media Loyalty 206

Sales Training Advice

FEBRUARY 23, 2011

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.

Discount 70

Discount Motivation Margin Benefit 70

Your Sales Management Guru

FEBRUARY 14, 2011

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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Sales Management Hiring Microsoft Vendor 66

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

Fill the Funnel

FEBRUARY 18, 2011

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.

InsideView 82

InsideView LinkedIn Jigsaw Top of Funnel 82

BrainShark

FEBRUARY 21, 2011

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.

Report 62

Report 62

The ROI Guy

FEBRUARY 25, 2011

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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Sales Enablement Top of Funnel ROI Lead Rank 65

Jeffrey Gitomer

FEBRUARY 23, 2011

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

Hiring Social Media Loyalty Cancellation 194

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Account Based Marketing

Paul Cherry's Top Sales Techniques

FEBRUARY 14, 2011

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.

Pharmaceuticals 58

Pharmaceuticals Guidelines Distribution Resources 58

Your Sales Management Guru

FEBRUARY 21, 2011

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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Conference Motivation Sales Management Networking 60

Fill the Funnel

FEBRUARY 11, 2011

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.

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Conference Top of Funnel Intent Funnel 80