February, 2012

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The Four Spheres of Sales Awareness

Bernadette McClelland

'The Four Spheres of Sales Awareness. From a global and industry perspective all the way to a local and individual perspective there are four spheres of sales awareness. The salesperson who can create meaningful conversations at each level will take pride of place at the relationship table with any customer and be perceived as a trusted advisor. This is an area that is truly lacking in sales relationships today, it is the open gap and the missing jigsaw piece.

Jigsaw 312
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What To Do When The Prospect Wants To Engage In Sensitive Talk Like Politics or Religion

MTD Sales Training

Often you get that prospect that wants to get you into a conversation about a sensitive issue such as political beliefs or theology. Also, there are those prospects that wish to use you as their personal sounding board for personal views on everything from racial issues to the sexual relations. It does not matter if your personal views on such issues are the exact opposite of the prospect’s, or if they align perfectly.

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Eight Ways Taking Notes Boosts Your Sales

The Sales Heretic

When I conduct sales training seminars, I nearly always discuss listening skills, because effective listening is vital for improving your sales. And one of the most important elements of what I call “Dynamic Listening” is taking notes. Because note-taking helps you in several ways: 1. It provides visual proof you’re listening. Prospects want to be heard and [.].

Training 304
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Deals Have Momentum

Sales 2.0

photo by Loco Steve. Deals rarely slow down then close. Deals that close have momentum. The pace of the communication accelerates as you get near closing. The prospect has questions. They are about to make a commitment. As they draw closer to making that commitment questions crop up in their mind. They want to be sure they are making the right decision so they ask questions.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Telling Isn't Selling

Sales and Marketing Management

Listening is far more important than talking and schmoozing when you want to earn the respect and trust of your prospects – especially in the first meeting and the early stages of the business relationship. Even if you’re responding to a prospect’s inquiry, it’s important to remember that prospects must first respect and trust you and your company before they’ll be comfortable buying from you.

More Trending

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Thought Leadership is the Key to Sales Success

Bernadette McClelland

'Thought Leadership is the Key to Sales Success. As a member of the Thought Leaders Global community, understanding how to challenge my thinking and create my own intellectual property provides enormous value in strengthening my level of certainty. Also being fortunate enough to coach at an extremely elite level means I cause enough tension in my clients thinking to move them from uncertainty to certainty impacting their results.

B2B 247
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They Bent Over Backwards To Satisfy The Customer

MTD Sales Training

I just got this in from my friend and super salesman, John Landrine in the US, about an experience he had this past weekend. I had to share it with you and I have a couple of questions for you after you read this short story and example of customer service at its finest! Excellent Service = More Sales. “Sean, I just had to tell you about what happened in a restaurant this weekend.

Customer 297
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Your Greatest Sales Weapon

The Sales Heretic

While I enjoy all my aikido classes, I particularly enjoy the classes involving weapons training. Not because I seriously expect to be involved in a sword fight any time soon (although you never know), but because training with weapons teaches you lessons about aikido, your body, and life in ways nothing else can. A quick note [.].

Training 289
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Are you into Mastery?

Sales 2.0

Just been listening to Daniel Pink’s book Drive. Drive is about what motivates us. One of the key motivators Pink talks about is the pursuit of mastery. Of course that made me think about mastery in sales. Pink describes research about how people view intelligence. The research found that people fall into two groups: one group thinks of intelligence as something that can be improved and developed much like a muscle.

Lead Rank 259
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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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5.5 Elements To Think About When Presenting | Jeffrey Gitomer.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 5.5 Elements To Think About When Presenting. Gitomer | February 14, 2012 | Leave a Comment. Tweet Share Your ability to present a compelling, believable, enthusiastic, value-driven message is the difference between yes and no, understanding and confusion, acceptance or rejection, and even approval or denial.

Hiring 255
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The Pipeline ? Sales Roulette ? Are You A Player?

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 240
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Calibrate Clients

Bernadette McClelland

'Calibrate Clients. Calibration involves measuring the relation between the output and the value of the input. Coming from the printing industry, the need to calibrate the hardware and software was crucial for quality results. The same is with our customers. We need to always ensure that the communication, information and relationship is calibrated so that we are all aligned.

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A Big Selling Mistake – Never Judge A Book By It’s Cover

MTD Sales Training

Be honest; have you ever walked into a sales interaction or had a prospect come in the door and immediately say to yourself, “OMG! This is a losing situation?”. No matter how hard we try, often it is difficult NOT to make predetermined, and usually unfounded judgments about people based on first appearances. It is also likely that you have been the recipient of such prejudgement yourself.

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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.

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What it Really Means When CRM Isn't a Sales Force Priority

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan It's rare when a company isn't using something for CRM, even if it's an old version of ACT. In most companies, it's not whether they are using CRM, it's which CRM they have chosen to use and whether the CRM has actually been adopted. The CRM application of choice is completely useless to management unless the entire sales force is using it as intended.

CRM 233
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Have You Spoken With Your E-Quaintance Lately?

No More Cold Calling

Real-world sales may start online, but the real connection and success happens offline, in the real world. Join me. In our technology-obsessed world, we regularly hear new words and phrases—ones that someone made up and then created the definition. Words that are overused and mostly unexplained. Here are a few, just for starters: Gamification, Web 3.0, Sales 2.0, Finger in the Wind, Facipulate, Wallet Share, Weighing the Pig, The Buyer’s Journey, Word-of-Mouse (give me a break…).

Airlines 228
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There’s a 90 percent chance you’re ineffective

Sales and Marketing Management

There’s been a lot of talk about “1 Percenters” in political circles. In business, the focus is on the “10 Percenters” after a study by European academics Heike Bruch and Sumantra Ghoshal revealed that only about 10 percent of managers take “decisive purposeful action” when necessary. The remainder were busy, but not very effective: 40 percent were energetic but unfocused; 30 percent had low energy, little focus and tended to procrastinate; and 10 percen

Energy 220
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The Pipeline ? Opposite ? Different -Or?

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 228
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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What does Do Nothing Really Look like for your Prospect?

Sales 2.0

What’s your biggest competitor? If you’re in IT sales is it IBM. Apple, Google, Wipro, some dudes in Bulgaria? Probably not. You’re biggest competitor is Status Quo Inc. Boy those guys are tough to beat! The thing is a lot of the time our prospect will choose the status quo, aka do nothing vs. any super-cool company out there, including ours. You thought you had this opportunity rolling.

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3 Important Actions To Take When You Really Mess Up

MTD Sales Training

Let’s face it, you are human and you will make mistakes. Also, your company and other people you work with have flaws and are prone to err once in a while as well. So what do you do when you or your company screws up , costing the customer time, money, headaches or worse? #1. Acknowledge and Inform as Soon as Possible. The very instant you know that something is amiss; you have to inform the client.

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How Many Sales Candidate Assessments Does it Take?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Today I was asked how many sales candidate assessments are required in order to hire one salesperson. Great question. Let's make an assumption that your postings on various job sites draw 200 resumes and 34% of those candidates take the assessment. So you have 68 assessments completed and of those, somewhere between 25% and 50% of those candidates are recommended, giving us a pool of 17-34 candidates.

Hiring 221
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5 Deadly Sins People Make When Networking | Sales Motivation.

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.

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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.

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Five Things to Do if They Don’t Buy: On Breakthrough Business Strategies Radio

The Sales Heretic

Not every sales presentation ends in a sale. But that doesn’t mean all is lost. Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eleven-minute segment, you’ll discover five specific actions you can take to boost your chances of making the sale. To listen, just click on the link below. Or to [.].

Strategy 211
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The Pipeline ? Sales Force (Mis)Alignment

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 223
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CSI: Sales and Marketing

Sales and Marketing Management

Landing big, new contracts is cause for celebration at most companies. The smart ones, however, get busy understanding the reasons behind their success instead of getting giddy over it, says Rick Reynolds.

Marketing 209
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Using LinkedIn Groups To Network And Engage With Key Decision Makers

MTD Sales Training

Recent statistics released by the LinkedIn Ads group showed that nearly 50% of LinkedIn members are in a key decision maker role such as Manager, Director, Owner, Chief Officer or Vice President – once again proving that LinkedIn really is the biggest and best decision maker search engine in the world! So how can you delve into this network of key decision makers and engage with them on a one-to-one level?

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Top 10 Things - The First Minute of a Sales Candidate Interview

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan In just the first minute of your interview with a sales candidate you should know whether you don't want that candidate working for you. Think about it. If you decide in minute one that this candidate is NOT for you, there are options. You can end the interview and find yourself an hour that you didn't expect to have.

Exact 220
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Toss the Technology—Relationships Still Rule

No More Cold Calling

Technology has its place, but nothing beats the person-to-person referral sale. The Internet and other technology breakthroughs have fundamentally changed the way we do business. New technology is created at warp speed, and customers expect immediate decisions. This cycle of ever-increasing speed and sophistication not only creates an intensely competitive marketplace, but places further demands on our companies to act and react quickly.

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Do your buyers have ADD?

Bernadette McClelland

'Do your buyers have ADD? The biggest issues my corporate business clients come to our coaching sessions with is almost always related to results, time management and overwhelm. Crazy busy is a great way to refer to the world of business today and the attention spans of these otherwise highly intelligent beings are limited, causing all sorts of chaos, if not at work, then definitely at home.

Buyer 186