HeavyHitter Sales
OCTOBER 23, 2009
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?
BrainShark
OCTOBER 27, 2009
If you found this blog through a social tool or are following us on Twitter , then you obviously know that the marketing game has changed. But are you using it for your business?
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Keith Rosen
OCTOBER 22, 2009
As a recap from Part One, “Do I Coach Them or Train Them?” when coaching someone, The Gap is the space that exists between where the client or coachee is today and where they want or need to be. It’s the void that exists between the person and their goal. As a coach, it’s your responsibility to identify and fill in this gap. The question is, what exactly do you use to fill in this gap – do you coach them, train then, advise them or flat out just give them the answer
Paul Cherry's Top Sales Techniques
OCTOBER 1, 2009
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.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
The ROI Guy
OCTOBER 29, 2009
In today’s tough selling environment, a sales enablement best practice is to deliver tools to help sales professionals compete better. Most sales enablement groups have started to implement best practices to help connect better with customers in the later stages of the sales cycle, including tools to create better business cases (ROI Analyses), deliver and quantify competitive comparisons (TCO analyses), provide better RFP responses, and build better proposals.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
HeavyHitter Sales
OCTOBER 9, 2009
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?
BrainShark
OCTOBER 26, 2009
eed some brush up on using Microsoft Office's Excell 2007? Or better yet, are you first starting to use this software and need some proper level 1 training? Danielles at C.R. England authored some great content on this subject.
Keith Rosen
OCTOBER 19, 2009
As a recap from Part One, “Do I Coach Them or Train Them?” when coaching someone, The Gap is the space that exists between where the client or coachee is today and where they want or need to be. It’s the void that exists between the person and their goal. As a coach, it’s your responsibility to identify and fill in this gap. The question is, what exactly do you use to fill in this gap – do you coach them, train then, advise them or flat out just give them the answer
Paul Cherry's Top Sales Techniques
OCTOBER 28, 2009
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 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.
The ROI Guy
OCTOBER 22, 2009
A recent headline from CIOInsight caught my eye: ROI RIP : Not really dead, just overrated. The article link can be found at: [link] In this article from Arthur Langer , he explains that CIOs and CFOs care more about strategy and less about financial ROI calculations. With earnings season in full swing we know that this is not the case as CFOs in an environment where revenue is hard to come by, are squeezing every ounce of cost out of the business to post good earnings and maintain enterprise va
Sales Gravy
OCTOBER 20, 2009
Do a great walk around presentation, show the engine compartment, point out the self-service items, show the size of the trunk and the rear seats, point out all of the bells and whistles. Get the client behind the wheel and show all of the controls.
The Ultimate Sales Executive Resource
OCTOBER 12, 2009
Was the subject of a debate I recently followed on LinkedIn. The person asking the question was of the opinion that value propositions work best if they are customer specific. However a well known expert of the subject was of the opinion, that they need not necessarily be customer specific to be effective. They must though be concrete. Statements like “our solution reduces cost” do not work.
BrainShark
OCTOBER 6, 2009
Garth Shaner explains how Brainshark assisted his consultant work by improving training and sales effectiveness.
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Keith Rosen
OCTOBER 15, 2009
When coaching someone, The Gap is the space that exists between where the client or coachee is today and where they want or need to be. It’s the void that exists between the person and their goal. As a coach, it’s your responsibility to identify and fill in this gap. The question is, what exactly do you use to fill in this gap? Part of the reason why identifying the gap is such a critical starting point in coaching is this; you must first determine whether the issue at hand is, in fa
Paul Cherry's Top Sales Techniques
OCTOBER 22, 2009
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.
The ROI Guy
OCTOBER 21, 2009
At Gartner’s IT Symposium in Orlando this week, Gartner released the latest census on datacenter virtualization. According to Tom Bittman, vice president and distinguished analyst at Gartner, only 16 percent of workloads are running in virtual machines today, but this is expected to rise to around 50 percent of x86 architecture server workloads by the end of 2012.
Sales Gravy
OCTOBER 16, 2009
Who would be crazy enough to say "guaranteed" about two little words? Well, it's not crazy. In my travels working with thousands of sales professionals, I've found a common thread in those who are tremendously successful.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
The Ultimate Sales Executive Resource
OCTOBER 5, 2009
when using sport’s teams analogies to coach sales teams. A Sales Team is a Sales Team or not? There are at least two definitions that come to mind: A group of sales people reporting to a sales manager A group of specialists (an account team) all facing a particular customer orchestrated usually by an account manager. How are they different? An account team is a work group, whereas a team of sales people reporting to a sales manager is not.
BrainShark
OCTOBER 22, 2009
Since myBrainshark has launched , we've seen some intriguing content & fascinating educational topics.
Keith Rosen
OCTOBER 12, 2009
The most common question I hear from managers just starting to shift from manager to coach is, “How do I recognize where it is they need and could benefit from the coaching most?” Actually, covering the specifics of what you can coach someone on, from a tactical perspective is actually the easy part. It’s uncovering the who or the often very elusive and limiting thinking or outlook they have which is ultimately showing up in their actions and behavior that is the tricky part.
Paul Cherry's Top Sales Techniques
OCTOBER 7, 2009
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.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
The ROI Guy
OCTOBER 21, 2009
According to Gartner’s latest research, the IT industry is exiting its worst year ever in 2009, as worldwide IT spending is on pace to decline 5.2 percent. According to Garner’s Peter Sondergaard, Senior Vice President at Gartner and Global Head of Research, “While the IT industry will return to growth in 2010, the market will not recover to 2008 revenue levels before 2012.
Sales Gravy
OCTOBER 13, 2009
Successful sales people know the importance of persistence but the key is to change your approach or strategy with each prospect every time you contact them. You also need to consider the frequency of your contacts.
Green Lead's B2B
OCTOBER 1, 2009
There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. The report details such information as the right time of day to call, the best day of the week, how the response time to a lead impacts conversion, etc.
SalesGrail
OCTOBER 22, 2009
Companies spend lots of money on sales training programs to sell more products. They’re constantly pushing – that’s the sales business- and it’s great! Yet, have you ever walked into a big-ticket store only to be confronted with an overanxious or inexperienced salesperson? It’s uncomfortable. How do sales professionals sell without being overbearing?
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Keith Rosen
OCTOBER 8, 2009
Yes, you can actually want too much for your salespeople and your clients, more than they, in fact, may be ready for or even want for themselves. Jake learned this lesson quickly as a new coach. To this day, Jake’s unwavering commitment to every one of the salespeople on his team is to help them make the long-term changes they want and need in their careers.
Paul Cherry's Top Sales Techniques
OCTOBER 16, 2009
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.
LeveragePoint
OCTOBER 28, 2009
John Hogan, management consultant, author, and LeveragePoint advisor, recently delivered a keynote at the Professional Pricing Society’s annual conference in Orlando in October. The talk on “Pricing Leadership: Navigating through Tumultuous Times” is available on SlideShare , where you can also find his speaker’s notes. In this talk, John brings into focus the double challenge facing marketing and pricing experts in today’s economy, and by extension the challenges to sales leadership.
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