October, 2011

How to Make Word of Mouth Marketing Really Work

Sales and Management Blog

Last week while I was teaching a group of CPA’s in Newark how to work with their clients to generate a large number of direct introductions to high quality prospects, one participant mentioned that he would often hear from a client that they had given his name and number to another business owner but he would seldom hear from that prospect. His question was how he could use the introduction generation process I was teaching to capture that word of mouth prospect.

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!”

Trending Sources

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.

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

Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

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Social Media Marketing for Hotels and Resorts

Social Media and Sales Strategy

Social media use by hotels for their marketing, service and branding initiatives is growing rapidly. Today a tweet posted by a customer from a hotel front lobby can reach more people than an ad in Air Canada’s in flight magazine.

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.

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

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”. .

The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

A Bold Move in Measuring the Impact of Sales Training

Dave Stein's Blog

Tim Riesterer isn’t shy and doesn’t hold back. A lot of people are like that, but when you consider Tim’s intellect and his knowledge of what his clients need, you’d better sit up and take notice. As Chief Strategy and Marketing Officer for Corporate Visions, Inc. ,

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A Simple Way to Distance Yourself From Your Competition

Sales and Management Blog

Every seller, no matter the product or service they sell, is looking for ways to demonstrate how they differ from their competition. Most of us will go to great lengths to try to make our prospects and clients recognize how unique we are and how fortunate they are to be working with us.

Social Media Marketing for Hotels and Resorts | Social Media.

Social Media and Sales Strategy

Social media use by hotels for their marketing, service and branding initiatives is growing rapidly. Today a tweet posted by a customer from a hotel front lobby

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?

Sales Training Playbook by Lessonl

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

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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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.

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.

Finish 2011 Strong While Laying the Groundwork for a Great 2012

Sales and Management Blog

Although somewhat hard to believe, we’re now at the end of another year. With only two and a half months to go, your year is virtually over. That doesn’t mean your production has to be over, it means that more than any other time during the year, you must have a laser focus in order to finish the year strong and lay the foundation for 2012. Unfortunately the last quarter and the first quarter of the year are the least productive for a great many sellers. .

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Values Are the Key to How to Increase Sales and Business Success

Increase Sales

Credit L Hoagland-Smith. Yesterday, I invested some time to illustrate how values are the key to increase sales and achieved business success. This illustration is based upon the following premises: The purpose of business is to serve the community.

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.

Sketiquette – 5 Behaviors To Avoid on Skype

Sales Addiction

The first time I saw a video phone call was the 1964 World’s Fair in Flushing, NY. It’s come a long way since then. Real-time video calling is completely unremarkable today. It’s just the norm. For some reason, though, we naturally tend to think of these interactions as telephone calls and not as face-to-face meetings. If you think about it, it doesn’t get much more F2F than staring at a screen with the other party’s face all up in your face.

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Referral-Selling Top Tips: How to Ask for a Referral

No More Cold Calling

Referral Selling Top Tip #1: When you just get a name, you’re making a cold call. Referrals make your calls HOT! . There’s No Such Thing as a Warm Call. My take on referrals is clearly defined: A call is either HOT or cold.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

You think know your buyer. You don’t.

Sharon Drew Morgan

Sales folks are taught to have a certain amount of curiosity. But what, exactly, are you curious about? You have been taught to be curious about needs. Do prospects need your solution? Are they in ‘pain’?

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Why Should You Ask Yourself Why?

Sales and Management Blog

As I was preparing to post this article I discovered an article by my friend Anthony Iannarino that deals with similar issues from an organizational standpoint. Sometimes serendipity kicks in and you discover you’re on the same wavelength as someone else. I encourage you to read Anthony’s take on asking why. Why did you lose that sale? Why did that prospect insist on such a deep discount? Why weren’t you prepared to answer that objection even though you’ve heard it before?

The shrinking selling cycle – a guest post by Mark Hunter, “The Sales Hunter”

Sales Training Connection

The sales cycle is decreasing - the buying cycle is taking over. We have asked one of our colleagues, Mark Hunter – who many of you know as The Sales Hunter – to share a post on the blog.

10 Important Tips On Your Professional Appearance

MTD Sales Training

It is true, that you never get a second chance to make a first impression. As a sales professional, it is imperative that the first impression the prospect gets of you be a good one, and it starts with your appearance.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Heavy Hitter Sales Blog: If Sigmund Freud Was Your Sales Manager

HeavyHitter Sales

Here's an excerpt from my book Heavy Hitter Sales Psychology: How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy. Sigmund Freud is the most famous figure in all of psychology. If he was

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.

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

Score More Sales

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

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.