October, 2011

What a Painting Van Taught Me About Marketing Differentiation

Smart Selling Tools

Nearly every day on my drive home I pass by a house with a van parked in its driveway. And every day I think about the owner of that van and how smart he or she is. They can’t possibly know that every darn day without fail, when I see that van I say to myself “now that’s brilliant marketing!”

Sales Tips from a Witch and a Ghost for Any B2B Seller ? Score.

Score More Sales

With all the ghostly fun today we thought we'd post about two individuals who fit the Halloween theme that have reinforced sales ideas to us. One of the best promoters we've met recently has to be Rev. Peter of Salem

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Jonathan Farrington's Blog ? Almost Everything I Know About.

Jonathan Farrington

Many years ago  more than I care to remember, but I think I still had some hair - I created a Sales Camp and a Sales University for Autodesk: One of the modules was Telemarketing which was a real challenge for me, as I

5 Successful Selling Tips From The Great Sam-I-am

MTD Sales Training

Image by Damian M. You can find Sam-I-Am in the critically acclaimed children’s book, “Green Eggs & Ham,” by the famed Dr. Seuss.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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Sales Tip to Dear Mike: Unsolicited e-Mail Not Effective in Sales.

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When will salespeople realize that old tactics to get attention do not work in a modern sales world? Below is part of a real, actual email that was found in our spam folder  so even Gmail knew we didn't

Jonathan Farrington's Blog ? 2011 Top Sales & Marketing Awards.

Jonathan Farrington

This year's online Top Sales & Marketing Awards ceremony takes place on December 15th, and we anticipate that this prestigious event, which has now become an annual fixture, will create even more excitement within the

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Internet Killed The Telesales Star?

MTD Sales Training

32 years ago Brit band “Buggles” released their smash hit “Video Killed The Radio Star”, which paid homage to the way that technological advantages in television had crushed the success of the radio with its modern capabilities.

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Sales Leadership: Making Monday’s Marvelous

Your Sales Management Guru

Sales Leadership: Making Monday’s Marvelous. In past blogs I have commented on eating pizza, Gourmet Living and many ideas that are designed to improve the operations, culture and productivity of your sales team –as well as you the sales manager. As I am sitting the airport, on this Monday morning, on my way to New York City to speak at an event it occurred to me that those first two or three hours on Monday morning are critical to set the tone for the week.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Optimizing your sales training investment

Sales Training Connection

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs.

Vision, Innovation and Emotion a Winning Increase Sales Formula

Increase Sales

The passing of Steve Jobs for me reflects how vision, innovation and emotion when united can increase sales, develop very loyal customers and ultimately be the winning formula for business success. Vision. Vision to see what others have failed to see is the first step.

Sales Person as Publisher ? the New Way to Grow Sales ? Score.

Score More Sales

The minute I saw the email from Social Expert Mari Smith I knew it. The second I clicked through to one of the newly-launched Social Media Mags it hit me like a brick: publishing will never be the same again

3 Reasons Your Sales Organization is Broken

A Sales Guy

Justin Shriber, Regional Vice President, CRM On Demand, at Oracle just delivered the best presentation at Sales 2.0 Conference so far.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Multiple Choice Questions - "THE KEY" to Sales Success?

Anthony Cole Training

As you think about your sales people and their performance - sales results - I am sure that there are times when the 'sure thing' doesn't close or th

Sales Leadership: It’s time to gear up your recruiting!

Your Sales Management Guru

Sales Leadership: It’s time to gear up your recruiting! . I have often stated that a sales manager should spend 15% to 20% of their time recruiting and interviewing, but as you move through October into November you need to increase your recruiting focus. At this time of year, like it or not, every salesperson is assessing their current status, their organization, what they are selling and a pending new compensation plan in 2012.

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Strategy review sessions – a different perspective

Sales Training Connection

Strategy Review Session. Crafting a sales strategy is a key to success – especially when selling into major accounts. While front-line sales managers agree, we often hear comments like, “I don’t have the time” and “My territory is spread out and I don’t see my people face-to-face”. .

3 Ways To Handle The Prospect Who Is Shocked By Your Price

MTD Sales Training

You felt that it was a good presentation and that the entire sales interaction was on track. Then you present the price, and suddenly the prospect acts as if they just had a heart attack! What happened? A better question is, what do you do?

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Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Jonathan Farrington's Blog ? How Focused Are Your Lead.

Jonathan Farrington

Use of 'Pareto Thinking' is highly relevant and important when applied to sales people. For example, 20% of sales people's activities will create 80% of sales achieved, which has enormous consequences on how to optimise

Why Content Marketing is really Content Selling

Smart Selling Tools

Content-marketing is the practice of using information in many forms as a means to get and maintain prospects’ attention over time, with the goal of developing them into interested buyers. The practice has been around a long time. It was not born of the Internet age.

The 6 Biggest Changes in Today’s Sales Environment You Need to Know About

A Sales Guy

Sales is changing. There is no debating it. There are a number of changes in sales today that impact our ability to be successful and make our numbers. These changes are changing the way we connect with prospects, differentiate ourselves from the competition, and position our products and services. The sales people, leaders and organizations that understand and embrace these changes will be far better positioned to meet their numbers than those who don’t.

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

The Science and Art of Selling

To achieve success in sales you need to learn the art of selling to the other person a product or service she needs but doesn't know it. A sale is a mental thing. It results from harmonizing certain mental elements which enter

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Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

How to use sales conversations as a competitive weapon

Sales Training Connection

Sales Conversations. The best sales questions won’t go anywhere without an effective conversation. And effective conversations take more than just being a good listener or talker.

3 Deadly Sales Management Mistakes

MTD Sales Training

You can find a ton of tips and tricks on what to do to motivate and build a sales team. However, there are a few things you should not do. The loyalty and dedication your sales team has in following you, is fragile and it does not take much to lose their respect.

Jonathan Farrington's Blog ? The Characteristics of The Very Best.

Jonathan Farrington

As you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer, what are their characteristics, where are their strengths and

11.5 Ways To Win Prospects And Contacts At A Networking Event.

Jeffrey Gitomer

Networking is fun. It remains an enigma to me that more salespeople don't use it to replace the cold call (which ain't no fun). If you network smart, it's the easiest way to make sales contacts. Hot sales contacts. Here are 11.5.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Nothing Can Grow Your Small Business Sales Like Great Process.

Score More Sales

You may argue that great people are more important than great process in building your business. But we already know that you are great, right? So let's get you some processes and tools to run your small company like a

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

The Science and Art of Selling

How to sell to your prospects today? Start with the fact-finding. Don't be afraid to ask questions that will help you understand your customer's situation. Don't be afraid of what objections your prospect might bring up. You will

Sunday Work Life Balance and Sustainability Sales Tip #7

Increase Sales

Credit www.sxc.hu. Achieving work life balance is an ongoing struggle just as much is sales sustainability. One strategy or tip to lessen this struggle is through improved communication. Many people work on communicating with others and that is a great self improvement strategy. However, effective communication begins from within each person’s brain. What are you telling yourself?

Overcoming “Failure to Impact” Syndrome

Steven Rosen

This year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force? What can you do? The typical response goes like this: You devise several homemade remedies to ensure you do better next year.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.