January, 2012

article thumbnail

Eight New Year’s Resolutions for Boosting Your Sales

The Sales Heretic

By now you’ve probably already broken your New Year’s resolutions, so let’s replace them with some new ones. Specifically, with some resolutions that will enable you to sell more this year than you did last year. 1. Set sales goals If you’ve never set sales goals for yourself or your salespeople, now’s the time to start. Begin [.].

article thumbnail

The 3 Biggest Listening Mistakes Sales People Make And How to Avoid Them

MTD Sales Training

Listening skills… Every sales manager and director tells you how important they are but do they actually tell you how to improve them! As sales people elevate their sales skills in other areas, often the area of listening begins to suffer, and usually it is the more experienced pros who are the biggest culprits. There are reasons that listening skills deteriorate over time in the sales business and below are the main three.

How To 303
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Prospecting the Hard Way

Sales 2.0

Photo by delphaber va Flickr. I’m not that keen on banging my head off walls. But some sales people are. Mostly sales people that have been trained in “old school selling techniques”. The ”old school” maintains that “sales is a numbers game” and the numbers that matter are all about effort. All about volume. One of the key indicators of success is the number of cold calls you can make.

article thumbnail

Want the Sale? Watch What You Say…

No More Cold Calling

Act like a professional, speak like a professional. Your words make all the difference. “Connect with people, and you have the sale. Connect with the business issue only, and forget it.” I wrote something like that in my book, and it still rings true. However, “connecting” doesn’t mean using slang and words and phrases that annoy your sales prospects and clients.

article thumbnail

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.

article thumbnail

Sales: The Least Time-Effective Process in All of Business

Sales and Marketing Management

By NEIL MAHONEY. Making the sales process more time-effective is not easy because salespeople have so many unavoidable duties they must perform: call reports, expense reports, travel time, handling complaints, maintaining relationships… The list never ends.

Travel 256

More Trending

article thumbnail

Innovate or Die!

Bernadette McClelland

'Innovate or Die! It’s ironic, as the very thing that makes a salesperson great, can eventually become their greatest weakness. There may be times where it may be more beneficial to not just add more strengths, skills and talent but actually lose something in order to rebuild and accelerate results. A salesperson may be so intent on building rapport that they are missing vital body language signals.

Lead Rank 236
article thumbnail

How To Knock On The Telephone

MTD Sales Training

Every sales person knows that today’s modern buyer has had enough of the old smile-and-dial cold calling methods of the past. However, as mentioned in, “4 Reasons Why Prospects Fear Cold Calls,” most buyers still seem to harbour fear and animosity toward receiving a telephone solicitation call. Many feel a cold call… #1. Is an invasion of their privacy. #2.

article thumbnail

How Sales People Should Use Email – Part 1

Sales 2.0

Most of us sales people these days use email a lot. I recently got to sit down with a bloke that knows a lot about how sales people do and should use email. If you use email and sell, this is well worth a quick read (hint: he even did research!). That bloke is Matthew Bellows, CEO of Yesware. Here are some questions I asked him and his responses. NE: Matthew can you tell me a little about “your story”?

article thumbnail

Are Your Salespeople Still Cold Calling? The Ugly Truth

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Cold calling. It sounds so.20th Century. Some industries still break-in their salespeople by putting them on the phone and having them dial - more than one hundred times a day - and attempt to schedule appointments. You still receive calls like this from new, and sometimes not so new salespeople selling insurance, investments, copiers, office supplies, commercial real estate and long distance phone services.

article thumbnail

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

article thumbnail

Referrals - Best Way To Get Is To Give | Jeffrey Gitomer | Best Sales.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Referrals – Best Way To Get Is To Give. Gitomer | January 3, 2012 | Leave a Comment. Tweet Share You don’t ask for referrals, you earn referrals: Looking for more tips like this? Click here. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->.

Referrals 228
article thumbnail

The Pipeline ? Dealing with Price in the Real World

The Pipeline

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

Pipeline 236
article thumbnail

The 5 Top Media for Cold Prospecting

Pointclear

Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Every business needs new customers. But what are the most effective outbound marketing channels for kicking off a business relationship?

Media 233
article thumbnail

How To Overcome The Fear Of Rejection In Sales

MTD Sales Training

A sales person with a fear of rejection is like a lifeguard with a fear of water. It is a serious problem. Although, faced with a constant flow of rejection, absorbing one “No” after another, it is only understandable to begin to develop a pessimistic anticipation when closing sales. In addition, those old thoughts like, “It takes X amounts of NOs to get a YES…” and, “You should not take rejection personally…” provide little comfort.

article thumbnail

ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

article thumbnail

How Sales People Should Use Email – Part 2

Sales 2.0

Most of us sales people these days use email a lot. I recently got to sit down with a bloke that knows a lot about how sales people do and should use email. This is part 2 of my discussion with that bloke, Matthew Bellows, CEO of Yesware. Part 1 of the interview is here. NE: Matthew in your research you found that sales people should NOT wait for a reply to their email?

Analytics 244
article thumbnail

3 Sales Myths That Are Killing You

No More Cold Calling

(and you probably don’t even know it). Tom Searcy, of Hunt Big Sales caught my attention with his 3 sales myths’ post on CBS MoneyWatch. First, I loved the title. Second, I agree with his points of view. Third, I realized that I was subscribing to one of the myths, and I stopped immediately. Tom brings home the message that it’s not about the number of prospects we have, but about the quality, that most of us leave so-called prospects in our pipeline way too long (we “hope” that nurturing

Pipeline 223
article thumbnail

Every Great Salesperson Was Once a Beginner | Jeffrey Gitomer.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Every Great Salesperson Was Once a Beginner. Gitomer | January 6, 2012 | Leave a Comment. Tweet Share Every great salesperson was once a beginner. “That’s easy for you to say! You’re already a great salesman and a successful author and speaker,” someone yelled from the audience as I was answering a question about how to brand yourself and position yourself to create the law of attraction.

Hiring 226
article thumbnail

The Pipeline ? Take Control!

The Pipeline

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

Pipeline 224
article thumbnail

Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

article thumbnail

Overcoming Your Business Hurdles: On Breakthrough Business Strategies Radio

The Sales Heretic

Most of us want our businesses to be more successful. And interestingly, most of us have the same basic challenges when it comes to our businesses. Fortunately, because these issues are so common, there are answers out there. In this episode of Michele Price’s radio show Breakthrough Business Strategies, Michele interviews me, Andrea Waltz (bestselling author [.].

Strategy 209
article thumbnail

Are Your Sales Teams Putting Out Fires When They Should Be Closing Sales?

MTD Sales Training

In this age of economic problems, strained budgets , reduced revenue and increased competition; companies the world over are doing what is necessary to survive. Often this includes reducing expenses, and rightly so. However, there is one area where reducing expenditures can cause more harm than good. In fact, you may think about increasing your budget in the area of Sales Support.

Closing 284
article thumbnail

Don’t Propose. Close.

Sales 2.0

I don’t care how many proposals you have out. Truth be told you probably don’t really care either. What you care about is how much money you are going to put in your bank account this month, this quarter and this year. Proposals are not going to get you there. Deals are. Closed deals. Once you’ve got a signed contract you’ve got a shot at sending out invoices and after some duly annoying amount of time getting a check back that with some good fortune will clear and finally you reached your goal.

Proposal 210
article thumbnail

What America needs most can be describe in one word… (fill in the blank)!

No More Cold Calling

It’s time to stop complaining, and start committing to your sales excellence. You might anticipate my answer to what I think America needs most is referrals. You’d be partly correct. It’s not only what America needs; it’s what the world needs. You know by now that referrals don’t just happen. Referrals must be the focus of our company ( adopt a targeted referral strategy ) and an integral part of your sales plan.

Referrals 209
article thumbnail

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.

article thumbnail

Why did the last five prospects say no? | Jeffrey Gitomer | Best Sales.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Why did the last five prospects say no? Gitomer | January 10, 2012 | 1 Comment. Tweet Share Most of the time when a prospect says “no” salespeople accept it and leave. Most of the time when a prospect tells you why they say no, they’re not telling the truth.

Hiring 219
article thumbnail

The Pipeline ? Top 25 Sales Influencers for 2012

The Pipeline

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

article thumbnail

Savvy Salespeople Use the Best Intuitive Cloud-Based Tools

Sales and Marketing Management

By JOHN HAND, CEO, MobilePro. Mobility, intuitive cloud-based tools, iPads, iPhones, and social media have forever transformed the sales ecosystem. Across all industries and sectors, salespeople are no longer chained to a desk or landline, and managers and executives agree that integrated technology makes selling more efficient. The biggest challenge is getting salespeople to adapt to new technologies and finding tools that tackle tedious tasks and make time for more deals.

Tools 209
article thumbnail

How To Deliver Bad News To The Sales Team

MTD Sales Training

Due to circumstances well beyond your control, the new software version upgrade will not ship as promised. The sales team has anxious clients waiting for the upgrade, in addition to many prospects who are interested in seeing the new version. Moreover, the delay means that regular monthly maintenance fees are suspended and the sales team will not receive their monthly residual commissions!

How To 283
article thumbnail

Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

article thumbnail

5,000 Reasons to Hire Salespeople Today

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Earlier today we ( Objective Management Group ) held our annual Rockefeller Habits strategy meeting. At one point the management team was reviewing year over year growth to pinpoint where last year's growth came from. The segment of our business that survived the recession was our Sales Force Evaluation. Companies that had money they could part with wanted to work on sales and we own the Sales Force Evaluation market.

Hiring 205
article thumbnail

Your Questions Make a Difference in 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 196
article thumbnail

5 Sales Training Tips for Sales Managers AND Salespeople | Sales.

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.