May, 2010

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Sales Brewing?

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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Heavy Hitter Sales Blog: Your Sales Career!!!Indy 500 Racing.

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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Making the most of Background Audio

BrainShark

As many of you know, Brainshark offers a terrific feature called Background Audio. This allows you to have a secondary track of music play along with your primary slide audio.

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The Best Sales Training Teaches You How to be a Chameleon By Steve Richard

Sales Training Advice

I lead a lot of sales training sessions that focus on the first half of the sales process. In the workshops we do a ton of live warm and cold calling on speakerphone. I make and hear hundreds of prospect calls a year. Everyone wants the silver bullet for B2B sales, especially for landing that first meeting or interest. Get ready…here it is. If you look like your prospects, sound like your prospects, feel like your prospects, even smell like your prospects then you cease being a sales person and

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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The Power of Focus

VuVan

'-Must Have Focus Daniel-San “Mr. Miyagi” in the movie Karate Kid. The power of focus is a force that dictates our day to day thoughts, feelings and actions. In the movie, Karate Kid, when Mister Miyagi told Daniel to “must have focus”, he specifically meant the focus on what he was trying to accomplish. I […]. Related posts: The Power of Believing in Yourself The power of believing in yourself when you think nobody. 5 Books You Should Read For Power, Leadership &

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Motivating the Average Sales Rep - Upcoming Webinar

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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Hallelujuh! Brainshark is Changing the Way We Communicate

SBI

Remember when all software used to come in a box? Then along came Salesforce.com and everything began to change. A growing percentage of software is now “rented” or hosted online. This has had a huge impact for end-users in both lower costs and higher functionality. There is an equally powerful shift happening in the way we present information; to prospects, customers, students and others.

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Learn How Enterprise Engagement is Changing Your Business

Keith Rosen

June 3-4, Doral Arrowwood, Rye Brook, N.Y. (just 10 minutes from Westchester County Airport (HPN) in White Plains, N.Y.). I’m pleased to offer you the opportunity to have a complimentary registration to the upcoming Enterprise Engagement Expo and Conference, June 3-4, 2010 which I am speaking at. Simply go to eeaexpo.org , and use the code PF2010 to register to get complimentary conference and exhibit area access.

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Your Customers Are Your Most Valuable Asset — Treat Them That Way! By Josh Hinds

Sales Training Advice

It has been said that on average a happy customer or client will share their experience with three other people, while a negative experience will be retold upwards of 6 to 7 times. I readily admit I don’t have the scientific numbers to prove whether the above claim is true or not, but I can tell you that if there’s even the slightest smidgen of truth in it I don’t want to find out for sure!

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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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5 Books You Should Read For Power, Leadership & Influence

VuVan

'Most of the things I have learned in life have been through trial and error. Through books, I am able to learn the trial and errors and the winning formulas of those who have experienced success in their life and gain experiences through books. The following five books are my recommendations for anyone wanting more […]. Related posts: The Power of Focus -Must Have Focus Daniel-San “Mr.

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Build a Personal and Professional Vision for Growth

Your Sales Management Guru

Build a Personal and Business Vision for Growth May 24th on Accelerate Your Business Growth Radio Show. Cleveland, OH May 19, 2010 – Diane Helbig, business development coach, author and host of the Accelerate Your Business Growth Radio Show on BlogTalkRadio,Radio will be welcoming Ken Thoreson of Acumen Management Group to the show on Monday May 24, 2010.

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Sales Stuff That Works - 3 Steps to Get More Introductions

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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What You Need to Know About CRM and Email

SBI

There are well over 100 CRM and SFA programs available to choose from. And if you’re still choosing, you’re not alone. Although I can’t find statistics – my own experience is that 1 out of 3 people I ask, do NOT yet have a CRM program installed. The dirty little secret about CRM is the lack of integration with email platforms.

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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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The -insert your name here- Release is Now Available!

BrainShark

What's with the name, Kristin? Well, I decided that this release contains so many of those little wish list items that customers have had for so long, that you deserve to have this release named after you!

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Negotiation Checklist to Ensure a Successful Outcome By Mark Hunter

Sales Training Advice

1. Never negotiate with anyone who is not qualified to negotiate. If in doubt, ask your contact how they’ve handled a similar type of negotiating in the past. Listen for names, dates and other details that will provide clues as to their level of responsibility. 2. Never put things into writing unless you’re prepared to live with them. Once an item is put into writing, it becomes an anchor either for you or the customer.

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Praise in Public, Criticize in Private by Ron Marks

Tom Hopkins

As modern day sales leaders, we should always praise our sales teams in public and give them critical feedback in private. I recently experienced one of the worst cases of a leader abusing the position of manager by calling out one of his sales people in front of the entire team. Yet he did not [.] Related posts: When to Train by Ron Marks.

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Building a Sales Management Program

Your Sales Management Guru

During many of our sales management consulting engagements we initially are confronted by the existing sales manager and or members of the sales team-if no sales manager is in place. As you would expect, the first reaction to an “outside consultant” is resistant. During my first sales leadership role, an outside business consultant looked at our entire partner organization and my first reaction was quite skeptical also, but when the first or second recommendations began to take hold and worked

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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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Selling - Do You (They) Have What It Takes?

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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Do we need yet another sales book?

The Ultimate Sales Executive Resource

I have never made it a secret that I think there are too many books on selling which are of little help to sellers. Those written form the point of view: “This is what made me successful and I see no reason, why this should not work for you too” I find the least useful. SNAP Selling by Jill Konrath, is definitely not of this category. It is a book on sales that is urgently needed.

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Fun pictures from MarketingProfs B2B Forum Boston "Tweetup"

BrainShark

We had a great time at the MarketingProfs B2B Forum "Cuatro de Mayo" Tweetup in Boston yesterday. Brainshark and NetProspex co-sponsored the event, and we had a special appearance from Brainshark mascot "Tibby".

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Beware of Classic Mistakes when Asking for Referrals By Colleen Francis

Sales Training Advice

Referrals can be really powerful selling tools when used correctly and as part of a formalized plan. However, there’s a right way and a wrong way to ask for referrals. Too often, sales people and business owners commit classic mistakes in asking for them and assume, based on their disappointing results, that referrals might simply not be worth all the effort.

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Mastering Intent Data: Understanding its Importance & Best Practices

Speaker: Joe Apfelbaum, CEO of Ajax Union

In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.

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3 Tips to Reduce Cold Calling Anxiety

Sales Gravy

It’s common when cold calling without a script to feel anxiety and pressure even before you connect with someone. When the Prospect answers the phone you only have the opening sentence to grab their attention.

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No Regrets, A Do Over

Your Sales Management Guru

After working on my keynote I had plenty of time to reflect as we flew over South Dakota and into Montana. First, it has been great to hear from many of you who have enjoyed our many blog accounts on sales leadership, motivation and sales training ideas, I plan to continue to offer my thoughts , concepts and tools to assist you in building high performance sales organizations.

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Cold Calling 2.0 is Really About Warm Calling

The Brooks Group

I was on LinkedIn the other day, and came across a question about whether Sales 2.0 has killed Cold Calling. I decided to share my answer with our blog readers, too. To me, a cold call has three basic elements: You have never spoken to the individual you’re calling. They’re not expecting your call. They didn’t request for you to contact them through some form of marketing material like a website or a newsletter.

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Do ROI / TCO business cases make sense for IT Executives? HP thinks so.

The ROI Guy

HP has developed an overview of its business case best practice for CIOs. The service is designed to help IT executives structure a diagnosis of opportunities, and drive cost savings / increased IT value. The practice features Alinean ROI / TCO tools and methodologies to help HP engage with IT executives to quickly and proactively plan cost savings and improvement initiatives.

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Boost B2B Sales Productivity & ROI Growth with Automation

Business-to-Business (B2B) sales can be a complex and time-consuming process, involving a variety of tasks such as lead generation, qualification, and nurturing. However, by leveraging the power of Workflow & CRM automation System, companies can boost sales productivity and drive ROI growth. Automation allows companies to streamline their sales processes, reduce manual errors, and improve communication and collaboration among teams.

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Ohio National: Blending Virtus Value II Sales Idea

BrainShark

This sales presentation from Ohio National outlines the basics and sales strategy for their Virtus Value II financial services package. Click here to view the presentation.

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Get Proactive About Referrals By Kendra Lee

Sales Training Advice

Once you’ve set up a Referral Rewards Program, the next step is to get proactive and make asking for referrals a part of your sales and account management processes. This way you aren’t waiting for clients to think of you to offer them up. With a good process in place, you create a steady stream of referral prospects while letting your customers know how important referrals are to you.

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Closing the Deal: Separate the Prospects from the Suspects

Sales Gravy

If they're not willing to be involved, then they're just using you either for information or because they are afraid to tell you "no." You can get them involved by asking them to do something for you after you've left.

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