December, 2011

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How to Say 'Sorry' to an Angry Customer

Sales and Marketing Management

By BILL ROSENTHAL. You just got word that a customer’s angry. The shipment was late or there’s a pricing error on the invoice. Or maybe there’s a quality glitch. Whatever the problem, you have to apologize.

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United Nations Bans Fruitcake

The Sales Heretic

Just in time for the holidays, the United Nations has voted in favor of a major human rights initiative—to ban the manufacture, distribution and sale of fruitcake. “Those who question the value of the United Nations need look no further than this action to see the critical role it can play in bringing diverse countries together [.].

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3 Critical Reasons Why You Should NEVER Reveal The Price Until You’ve Built Up The Value

MTD Sales Training

You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. However, does such a rule or concept still have merit, especially in dealing with today’s modern and educated buyer? Since today’s prospect has instant access to a ton of information about what you sell before you even show up, and they are so short on time; does it still make sense t

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5 of the BEST Sales Tips Ever | Sales Motivation and Sales Training

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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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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The Sales Flavoured Hero’s Journey

Bernadette McClelland

'The Sales Flavoured Hero’s Journey. All of us – whether we are in the top echelon of corporate , manage a business unit or sell within a business , all of us, without exception, are on our own Hero’s Journey as we become genuine trusted advisors. The Hero’s Journey is a clear structure you would recognise from blockbuster epics that include The Matrix, The Wizard of Oz and Star Wars where the hero leaves their ordinary world, gets called to a new world, is tested, sl

More Trending

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The Pipeline ? Tactical use of Voice Mail

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.

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31 Things Buyers Don’t Want

The Sales Heretic

In sales training, we often spend a lot of time discussing what prospects and customers want. However, there are a lot of things that buyers don’t want, and being aware of these can be equally important to your sales. Because the things buyers don’t want are what keep them from buying, or at least buying from [.].

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Techy Tuesday – 6 Top Tips For Optimising Your LinkedIn Company Page

MTD Sales Training

Techy Tuesdays takes the reins of the MTD Sales Blog once again this week as we steer you towards a brighter future in the online world. Last week I showed you some great uses of the LinkedIn Answers platform when looking to test your marketing strategies and generate ideas for new content, and this week I thought I’d give you some top tips for creating a successful LinkedIn Company Page.

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18 Phone Sales Skills Tips You Can Use Right Now | 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.

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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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Do You Have the Weight of Your Words on Your Shoulder?

Bernadette McClelland

'Do You Have the Weight of Your Words on Your Shoulder? Some words are plain heavy and other words are literally light. All words have poundage especially when you become aware that the words you use are what you will, in reality, experience. Sound a bit ‘out there?’ Not really. For example, if you were to continually refer to yourself, let’s say for argument’s sake, as desperate – “I’m desperate to get some business”, then you will experience R

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Are You Trying to Control the King?

Sales and Marketing Management

By JOHN GOLDEN. While most sales organizations subscribe to the concept of being buyer-focused, particularly in the complex sale, it has always been accompanied by the belief that a seller can bring value to a customer at many different junctures during a sales cycle, which in turn relies on the salesperson gaining access to the buyer at these various junctures.

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The Pipeline ? The REAL Problem with Sales Training

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.

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Prospect Lists a Social Selling Way

Sales 2.0

From my research and analysis of thousands of prospecting calls, I’ve found the three biggest factors that super-charge your chances of getting into a busy prospect’s office are: Prospect profile: who to call. Triggers events: when to call. Relationships: how to use your relationships to get in by referral or affinity. But at the end of the day if I had to take only one of these to a desert island, I would take relationships.

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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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Are You Really Asking For The Order?

MTD Sales Training

Failing to Ask For the Sale. A problem that many sales people have is that they do not properly ask for the order. They do not clearly ask the prospect to make a decision. Now before you say, “Oh, I don’t have that problem…” you may want to read on. Below are three ways of NOT asking for the sale, followed by three ways of really asking for the sale.

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Top 5 Sales Motivation Tips | Sales Motivation and Sales Training

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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Keep Those Cards and Letters Coming

No More Cold Calling

Giving thanks for taking the time to connect—the old-fashioned way. I know it’s PC to be green. We all want to protect our environment, and a decrease in paper consumption is always a good thing. But I’ll be honest: I do love receiving a paper card in my real-life mailbox. Life Is High Touch. Thank you for all of your heartfelt holiday messages. Special thanks to those of you who took the time to buy a card, write your message in the card, stamp the card, and mail it.

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Is Your Sales Team Negotiating Value? (Part I)

Sales and Marketing Management

By GRANDE LUM. Many managers think their sales teams need help building their negotiation skills but can’t articulate why. Most salespeople possess some level of intuitive negotiating skills, but many lack the discipline necessary to simultaneously sell and negotiate. The result can be less value for the company and bonus dollars for them.

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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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The Pipeline ? Go Ahead, Sell On Price ? Sales eXchange ? 127

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.

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Will Next Year Be THE Year Of Rebound? | Jeffrey Gitomer | Best.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Will Next Year Be THE Year Of Rebound? Gitomer | December 9, 2011 | Leave a Comment. Tweet Share The days of waiting to see what will happen, waiting to see when things will return to “normal,” and waiting for a sure sign of recovery are over. You cannot afford to wait any longer.

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Three Ways Of Asking For the Sale, That ASK For The Sale

MTD Sales Training

In the recent post, “Are You Really Asking For The Order?” I talked about how many sales people suffer with using weak, fearful closes that do not actually ask for the order. A few of them are: 1. Waiting for the prospect to take the initiative and ask for the sale. 2. Asking the prospect what they think. 3. Using some inducement with the hopes the prospect will initiate the sale.

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7 Things Salespeople Should NOT do in 2012 | 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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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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Get on the Podium in 2012

Steven Rosen

Once upon a time, all sales managers were sales people. Most sales reps are type “A” personalities; they are driven and competitive. These are good solid traits that will help them succeed in the field. So it’s not surprising that when I sit down with sales managers to discuss their goals for the next year, one of the most common themes is to be the #1 region/area in the country.

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Is Your Sales Team Negotiating Value (Part II)

Sales and Marketing Management

By GRANDE LUM. Many managers think their sales team needs help building negotiation skills but they can’t articulate why. In this second part of a two-part article, Grande Lum, the founder of the sales consulting firm Accordence, summarizes the final four factors (out of a total of nine) that can help sales managers determine if and where negotiation improvements can be made.

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The Pipeline ? Slow to Close or Slow to Die? ? Sales eXchange ? 128

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.

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Is it what's WRONG with these kids? or what's RIGHT with these kids.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Is it what’s WRONG with these kids? or what’s RIGHT with these kids? Gitomer | December 30, 2011 | Leave a Comment. Tweet Share Kids! I don’t know what’s wrong with these kids today! Kids! Who can understand anything they say? Kids! They a disobedient, disrespectful oafs!

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Introducing Techy Tuesdays – How To Use LinkedIn Answers To Improve The Quality Of Your Content

MTD Sales Training

Introducing Techy Tuesdays! Every Tuesday from now on I will be taking over the MTD Sales Training blog with a quick fix of interesting and innovative updates from the technological world which will help you to generate real leads and boost your sales pipeline. For those who don’t already know, I’m Louise, Sean’s Marketing Manager, and I am really looking forward to bringing you some top tips on how to prospect, network and engage with your clients via the digital world.

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6 Tips to Jump Start 2012 Sales Now | Sales Motivation and 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.

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9 Coaching Keys to 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.

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