February, 2010

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5 Things You Must Control to Create Sales Swagger

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 136
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Heavy Hitter Sales Blog: 15000 Salespeople later: IT'S 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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Sales & Management Tips - Performance Based Results

Paul Cherry's Top Sales Techniques

More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

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Sales Advice: Just Follow Up! By Keith Rosen

Sales Training Advice

My wife and I were about to undertake our last remodeling project. Being a consummate consumer, I wanted several qualified companies to bid on our next project. After calling ten contractors, I scheduled an appointment with the five that called back. Following our meetings, one gave me a price on the spot and two never responded with an estimate. Two contractors mailed an estimate, and one of them followed up a week later.

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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.

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Coaching Questions Part 6 – Questions That Empower People To Create Their Own Solutions

Keith Rosen

These questions are perfect for coaching someone to come up with the solutions to their own challenges and problems. No more do you have to foster a team that’s reliant on you for all the answers. These questions challenge people to come up with the answers, while you guide and support them through the process. Remember, treat these questions like a buffet – take what you like and leave what you don’t.

More Trending

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Please help to contribute to the body of knowledge on professional selling?

The Ultimate Sales Executive Resource

I remain convinced that for the sales to become a recognized profession, we need a wider scientific body of knowledge. Therefore, I try to help people who want to contribute to this body of knowledge. I was recently approached by a doctoral student from the Marshall Goldsmith School of Management at Alliant International University and asked for some help for completing the dissertation.

Survey 45
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Sell to C-suite with early engagement and added value

The ROI Guy

A research project by SellXL involving the alignment between sellers and CXO-level executives indicates that those sales professionals who engage early in the strategic decision making phase of the buying process, and connect as a trusted advisor, are the most successful. According to Stephen J. Bistritz, founder of SellXL, the independent worldwide survey of 500 CXO-level executives reveals that: > 80% of executives get involved and make important decisions very early in the buying cycle, there

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#1 Sales Question to Help Customers Achieve Their Goals

Paul Cherry's Top Sales Techniques

More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

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Sales Strategies: Increase Sales with Actionable Emails By Kendra Lee

Sales Training Advice

I hate long emails. They take too long to read and typically include action items I just don’t have time for. No doubt you’ve experienced it, too. Your customers are no different and it’s impacting your ability to close sales. Sure, you carefully word your email, expanding your questions to avoid being misunderstood, or outlining a great recommendation.

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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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Coaching Questions Part 4 – Questions that Build Accountability

Keith Rosen

These questions uncover the salespeople’s level of ownership and accountability around their goals, their job, and their problems – even down to the way they want to be managed and held accountable. These questions shift the responsibility back to the salespeople who are avoiding it and build in further accountability around their position.

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NEW! Brainshark App for the iPhone and iPad

BrainShark

Now it’s even easier to increase your reach with Brainshark. The new Brainshark App for the iPhone and iPad provides an enhanced mobile viewing experience for users of these devices.

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How Do You Know Your Sales Effectiveness Initiative Is Successful?

The Ultimate Sales Executive Resource

To determine the success of a sales effectiveness initiative, you need to define measurable objectives and a baseline where you currently stand relative to these objectives. The most common objective use to measure success is a revenue objective. It can easily be measured. So can the base line easily be established. Yet judging the success of the initiative by the attainment of the revenue objective, can lead to much debate.

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Alinean's record 2009 Performance and 2010 Hiring Plans

The ROI Guy

I am very pleased to announce our record 2009 performance at Alinean, and a big thanks to all of our customers, partners and team! Some of the highlights: > Added 20 new customers to marquee list of leading B2B solution providers. 2009 additions include Thomson Reuters, Juniper Networks, NetApp, OpenText, SonicWall, Western Blue, ProActive Services, Verdiem, NetScout Systems, BlueArc, Telus Communications, Infor Corporation, SolidWorks, and InMage. > Announced as value-based sales & marketing to

Hiring 40
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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.

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#1 Sales Question to Define Quality

Paul Cherry's Top Sales Techniques

More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

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Sales Lessons Learned From Selling in a Recession By Kelley Robertson

Sales Training Advice

The past year was definitely interesting. Some sales professionals prospered while others suffered. I spoke to one person who doubled his income—and he works in automotive sales! Yet, another well-established person experienced a decline of more than fifty percent in their sales. There are several key sales lessons that can be learned from selling in a recession.

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Coaching Questions Part 3 – Questions To Get People into Action That Drive Desired Results

Keith Rosen

We’re all looking for results today – fast. But standing at the podium preaching to your team gets real old and tiring for both you and your salespeople. Moreover, it simply doesn’t work to effectively drive the change and the activity you need. These result-driven questions get people out of their head, challenging their well crafted stories (excuses) and redirects their focus into action and the right activity.

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Social Media Education with myBrainshark

BrainShark

Jeanne C Meister and Karie Willyerd's blog post on Intel's Social Media Training gave a great example of how to drive social media adoption in a large organization.

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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

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How 2500 Sales Leaders Intend to Improve Sales Performance of Their Troops

The Ultimate Sales Executive Resource

CSO Insights just published their The Sales Performance Optimization 2010 Survey Results and Analysis Report which this year captures and consolidates the opinion of more that 2500 respondents to the survey. As a customer focused sales effectiveness consultant, I always look first at the section of the report providing the list of initiatives CSOs plan to undertake to improve the performance of their troops.

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Goldman Sachs reports SaaS first choice for Software

The ROI Guy

News.com blogger Dave Rosenberg reports “A "SaaS first" policy is being enacted in the majority of small and midsize businesses." according to Goldman's survey "Techtonics: Unstoppable shift to SaaS continues." The analysis highlights that 58 percent of respondents consider a SaaS option when making an application purchase decision, and that currently 39% prefer SaaS to traditional on-premise solutions.

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#1 Question to Support Sales Team Individualism

Paul Cherry's Top Sales Techniques

More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

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The Art Of How Not To Get To Any Decision Maker By Dan Adams

Sales Training Advice

If you consider yourself a professional sales representative or executive you have undoubtedly worked very hard to overcome the stigma sales professionals have faced over the years. For this reason I was very disappointed to read a newsletter written by a major international sales training firm entitled: “The Art Of How To Get To Any Decision Maker” I thought I would write about it this month in a newsletter that I will call: “The Art Of How Not To Get To Any Decision MakerR

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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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Coaching Questions Managers Use To Get People To Recognize The Cost of Self Sabotaging Behavior- Part 2

Keith Rosen

Like most people, most managers I meet simply do not like confrontation. As such, they have tendency to avoid it at all costs. Now, I’m a huge advocate of motivating people by uncovering what drives them personally by tapping into their individuality, and then motivating them by pleasure, their goals, their dreams and their personal vision. While this is my preferred way of coaching and management, the unfortunate truth is, sometimes this isn’t enough for some people, especially thos

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Spreading the word through Affiliate Partners

BrainShark

myBrainshark is not only focused on offering a free, easy-to-use content authoring tool, but we are also focused on promoting your content through various avenues.

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3 Ingenious Ways to Get Past Call Display and Reach the Decision Maker

Sales Gravy

Suppose your client is at extension 3245. You’ve made a few calls at different times and you suspect that call display is killing the opportunity. Try calling extension 3244 or 3246 and see what happens.

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Connecting with Skeptical / Frugal Buyers drives Content Marketing Spending up Significantly in 2010

The ROI Guy

A recent research report on content marketing highlighted why marketing via feature / function / price is extinct, and why connecting personally with skeptical and frugal buyers is more important than ever. With less money to spend on proposed projects, spendthrift executives have grown skeptical of B2B solution provider pitches and claims. These executives want help in identifying ways to save, and quantifiable proof that quick payback and return on investment are real.

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Selling With Video – Your Guide to the Benefits of Video-Based Training

Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB

Did you know that video-based practice and coaching strategies are becoming essential components of L&D programs? The numbers don't lie; documenting proficiency on video works! From sales enablement and soft skills to onboarding and leadership training, demonstrating skills with video helps learners conquer communication challenges and validate knowledge.

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#1 Sales Question to Determine Your Customer True Level of.

Paul Cherry's Top Sales Techniques

More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

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Medical Device & Diagnostic Sales Training and Development Conference

The Brooks Group

Next week I have the honor and privilege of presenting and moderating at the Device & Diagnostic Sales Training Conference in Phoenix. I will meet and learn from top sales performers in the Medical Device industry. The theme of the conference, “Maximizing Sales Force Effectiveness in the Device and Diagnostic Industry Through Optimization of Successful Training and Development Methodologies”, is one that has relevance and importance in many industries, not just the healthcare segment.

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Marketing Strategy of Going Negative -- Does Mudslinging Pay Off?

Green Lead's B2B

Witnessing the recent Scott Brown senatorial campaign in Massachussetts caused me to question the value of mudslinging -- I'm sure Coakley's staff is analyzing the same. A week after the election, the topic surfaced again after reading a recent article on HubSpot's blog, Are You Unwittingly Making This Disastrous Sales Mistake? , focused on turning a bland, salesy voicemail into a compelling voicemail.