December, 2010

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Selling Success Will Happen "Someday"

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 180
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Lead Generation Best Practices: Summarizing the 7-Part Series

Pointclear

Just for a moment, let’s revisit the GAO’s definition of best practices described in the introduction to the series: “Best practices are the processes, practices, and systems identified in public and private organizations that performed exceptionally well and are widely recognized as improving an organization's performance and efficiency in specific areas.

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Why not Fire your Entire Sales Force?

Steven Rosen

. . Happy holidays! Are you feeling like the “ Donald ” again? I know that it is very difficult to downsize your sales force. How do you think your remaining sales team will perform? Can you say with good conscious that your sales force is making a difference? You are selling “me-to” drugs with minimal points of difference. Product differentiation is not a source of competitive advantage.

Hiring 120
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Heavy Hitter Sales Blog: Thought Provoking Motivational Sales.

HeavyHitter Sales

Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

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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

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Christmas Gifts for Small Business Owners

Fill the Funnel

Know a small business owner? Then you know that time is one of their most precious resources. This list of Christmas gifts for a small business owner contains web tools that will go a long way in helping the owner gain some of that time back and help them grow their business. Everything falls on their shoulders – they are accountable for the sales effort, the marketing effort, customer support, technical support and more.

More Trending

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This Post is NOT about 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 174
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Lead Generation Best Practices Part 5: Multiply Touches/Media/Cycles

Pointclear

Results multiply when lead nurturing strategies multiply. Successfully engaging prospects depends on a mix of tactics to maintain positive awareness of your offering until it’s time to buy. The resources and methodologies needed to address these requirements include a smart mix of three core processes : Multi-touch : Frequency matters. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential.

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SharkAngels-Just Because

BrainShark

Last Friday, a team of SharkAngels, including our CEO Joe Gustafson, loaded up the sleighs and flew from Waltham to Hopkinton to support the Holiday Wish program at Project Just Because .

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Winning the Social Media Engagement Contest

The ROI Guy

Alinean Research of Fortune 500 Level of Engagement on Twitter, Facebook and LinkedIn. In the first of a series of research projects, seeking to understand the return on investment (ROI) of Social Media, the ROI experts at Alinean analyzed which of the Fortune 500, and which industries, were the most engaged with the community, and what factors led to this engagement popularity.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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How Much Are You Investing In Your Future?

Fill the Funnel

How did 2010 turn out for you? Did you earn as much as you had expected? Did you move your career forward as you had planned? There is a famous quote attributed to various individuals, so I will use Winston Churchill here: “Those who fail to learn from history are doomed to repeat it.” If your response to any of the questions in the first line were negative, what are you planning to change to get things going in the right direction in 2011?

Survey 92
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The Similar Situation Close

Tom Hopkins

Relating a story of someone else who was in a similar situation as the future client is always effective because the client will identify with that person. Tell the future client about someone who procrastinated and wished he/she hadn’t or conversely, someone who didn’t procrastinate and received tremendous benefit from making an immediate buying decision. [.

Closing 66
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New Year's Sales Resolutions - Success is NOT a Resolution

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 120
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Lead Generation Best Practices Part 7: Measure Beyond Cost-Per-Lead

Pointclear

Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look. The value of a lower cost-per-lead approach may have merit early in the funnel where inbound marketing and marketing automation can be helpful in moving large numbers of sales prospects to raise their hands and express interest.

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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

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Zen and the Art of Snow Shoveling

Your Sales Management Guru

Zen and the Art of Snow Shoveling. What does that title have to do with Sales Management? After spending 20 years growing up in Wisconsin and another 30 years in Minneapolis, I finally connected the dots after waking up this morning in East TN and having to shovel my driveway! At 22 degrees, and enough snow to make my rather steep driveway a challenge to “get out of”, I put on the Volunteer stocking hat, gloves and began the process.

Segment 63
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The Science and Art of Selling by Alen Mayer ? Blog Archive.

The Science and Art of Selling

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Sales 60
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iPad Apps for Business Impact

Fill the Funnel

iPad was a very popular gift this Christmas, and there are many of you in business that have already made the leap. Now that you have one, what are some of the most valued apps for business impact? Wondering if there really is a business use for iPad? Here is what Stephen Prentice, Gartner Fellow and Vice President recently told CEO’s : “It is not usually the role of the CEO to get directly involved in specific technology device decisions, but Apple’s iPad is an exception,” said

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Qualify All the Time

Tom Hopkins

While the qualification process is critical in making an initial sale to clients, it’s not something you can do once and forget about it. In challenging times, you may need to continually re-qualify existing clients. When anything changes, think of them as if they’re new clients all over again. The key element is what they [.] No related posts.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Sales Tip: Why Buyers Love to Delay Buying By Mark Hunter

Sales Training Advice

Salespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Just about the time it looks like they’re going to make a buying decision, they suddenly hold off. Yes, there are times when a buyer legitimately can’t make a decision. Many times, though, the delay is nothing more than a tactic on the part of the buyer to get a better deal.

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Lead Generation Best Practices Part 6: Fewer Leads Are Better

Pointclear

There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. After all, shouldn't more leads deliver more opportunities? In reality, just the opposite often turns out to be true.

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Sales Management: How Does March Look?

Your Sales Management Guru

Sales Management: How Does March Look? In magazine columns and other blog postings I have written about being a proactive strategic sales manager rather than a reactive, fire-drill crazy, un-organized sales manager. As we close down 2010 and your thoughts about January are nestled in your head, its March that you should be considering. If you have already built your first quarter sales training programs, have your management systems in place to analyze pipeline values and your recruiting plans a

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Social Media Hierarchy of Needs - Best Practices for ROI Success

The ROI Guy

From our social media ROI studies, analyzing the investment, popularity, practices and results of social media marketing for the Fortune 500, and select small / medium companies, a key indicator to social media ROI success was level of engagement. Engagement, the ability to attract and dialogue with followers, advocates and readers, created a foundation to attract and dialogue new prospects, improve existing customer loyalty and provide a platform for collaborative innovation.

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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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Christmas Gifts for a Sales Person

Fill the Funnel

Looking for a holiday gift for the sales person in your life. The following web tools are those that have proven the most popular and most productive for individual sales people using them on their own behalf. Tools that will make the sales day more productive and more rewarding. This means that “platform” tools for CRM or Marketing Automation are not considered.

Hiring 82
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Handle Sales Challenges Promptly

Tom Hopkins

Sales professionals handle challenges promptly. This includes returning calls as quickly as possible, researching the details of what caused the challenge and finding creative ideas for resolving them. No one wants to face an angry client. Yet delaying a response to their challenge will only create more challenges down the road. Dont’ feel that you [.

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My New eBook, Coach Up! Now Available For Download – My Holiday Gift to You

Keith Rosen

“Is it acceptable to tell your boss what you really want and need from them?” Yes! If your manager has not yet come to you to establish certain boundaries, expectations around your position or relationship with them (especially as it relates to coaching) or approached you regarding a recurring problem that needs to be addressed, it is only in your best interest to be the one to take the initiative.

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Are You A Player?

Pointclear

We're pleased to have a new guest blogger with this post. James Obermayer is Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. He can be reached at JObermayer@salesleadmgmtassn.com. The coach gave his pep talk and the team was ready to take the track. One of the players hung back and was quiet.

ROI 133
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Guide to Using Buyer Need Data

This guide explains how to use Buyer Need Data to identify prospects who could use your solution *before* they demonstrate intent.

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

The Science and Art of Selling

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Your December Update

BrainShark

Brainshark is proud to announce the third Annual Sharkie Awards recognizing individuals and organizations who have demonstrated excellence in their business communications using Brainshark.

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It All Goes Back to Zero’s

Fill the Funnel

A new year can be both the best of times and the worst of times. For anyone that has ever carried a sales quota, the beginning of the year always comes packing significant relief and pressure. Relief that the last year has closed, either with goals achieved, recognition and compensation reflective of your accomplishments. Or, with results short of quota and the consequences that come with that.

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