July, 2009

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Heavy Hitter Sales Blog: Why Are You In Sales? The Surprising Truth

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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Lead with vision in your presentation

BrainShark

elow is a wonderful presentation created by Nancy Duarte of Duarte Design. It appears in her slide:ology blog and the reason I share it is because it lives and breathes best practices.

Leads 62
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Managers Don’t Know What Their People Are Doing. Powerful Observation Techniques to Better Coach Your Team to Excel

Keith Rosen

Do you know what your people are doing in the field? Really? Are you sure? In my experience, unless managers are in the field observing and listening to what their people are doing, they have no clue. Sure, you can guess and hypothesize as to why, for example, some of the salespeople on your team aren’t making quota or selling more. But when managers finally take the time to observe their people in the trenches, the real truth is (sometimes painfully) apparent.

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I'm So Busy I Don?t Have Time To?

Sales Gravy

When you convince yourself that you are so busy, you won’t focus on the most important task at hand such as working your business growth action plan. The activity of the moment will keep you in a very reactive state instead of a proactive one.

40
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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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Tom Pisello: The ROI Guy: VMware launches Realized ROI toolkit.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Wednesday, July 15, 2009 VMware launches Realized ROI toolkit, powered by Alinean Provides quantifiable proof to customers of the realized ROI from prior VMware deployments.

ROI 40

More Trending

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Heavy Hitter Sales Blog: Should You Get An MBA? Advice for.

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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Corporate Travel Declines 42% in Q2

BrainShark

Last night American Express (NYSE:AXP) reported (during their quarterly earnings call) a record corporate travel decline of 42%. This was well below analysts' expectations of 20-30% decline. Further, The Q2 corporate travel data also marks the fourth consecutive quarterly deceleration.

Travel 48
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The Salesperson of The Future. Will They Truly Evolve and Be Different or Is it Just About Living It?

Keith Rosen

During a recent interview, I was asked, “What does the future hold for the work force, especially for salespeople? How will the salesperson of tomorrow change or be different to adapt to the times?” Of course, my visceral reaction was to come up with something so transformational and insightful that it would reshape the landscape of professional selling and salesmanship.

Intent 54
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Are You Suffering From Sales Rage?

Sales Gravy

The slowing of the economy coupled with a now official bear market has many in business and especially in sales feeling these affects. Is it possible your frustration or rage may be showing? Road rage is pretty common to most people.

Sales 40
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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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New Partner Profitability Tool launched by Microsoft at Worldwide Partner Conference

The ROI Guy

A featured resource for Microsoft channel partners, the toolkit developed by Alinean helps partners determine the business case for launching new Microsoft based practices. Microsoft channel partners can use the new Partner Profitability tool to assess the potential revenue, investment, costs and margin of driving new practices with Microsoft based technology.

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Sales Techniques – Why Peristence Matters

SalesGrail

While we often want to use sales techniques that are quick and easy, persistence is a critical and all too often forgotten sales skill. The frustrating part of it, of course, is that we often don’t know when the pay off is - we have to learn to trust the sales process. In other words, some days, weeks, months we’re [.].

Course 20
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Heavy Hitter Sales Blog: What are the Top 5 Sales Blogs?

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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PODCAST: Why Coaching Initiatives Fail Within Organizations

Keith Rosen

Listen to the podcast here. There are several common themes I’ve noticed as to why coaching initiatives fail within organizations today. When companies attempt to upgrade their culture, generate more positive results and improve the attitude, performance and productivity of their people by launching a coaching initiative without truly recognizing the changes that must occur beforehand to ensure there’s a strong foundation that is ready to support it, their coaching efforts will be ma

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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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PODCAST: Coaching Mistakes Managers Make. What You Can Do To Improve Sales Performance and Drive Higher Sales Numbers Today

Keith Rosen

Listen to the podcast here. In this podcast interview I did with eyesonsales.com, I share some very tactical insights regarding some of the inherent challenges that managers need to overcome when coaching their salespeople and what they can do to better coach their team to sell more today. I also address how to best handle underperforming salespeople and the power of effective observation techniques when observing your people in the field or on the phone, whether they are delivering presentation

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PODCAST: Leadership Strategies That Motivate Your Team to Higher Performance

Keith Rosen

Listen to this podcast here. If you want your team to sell more, the driving question every manager needs to ask themselves is, “What am I doing each day to make my salespeople even more valuable and effective so that we can better retain and acquire new customers?” So, what are you doing to develop the skills and competencies that would enable you to get your salespeople to become sales champions?

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Assistant to the Buyer

Sales Gravy

Years ago, Marcel Proust wrote: "The real voyage of discovery consists not in seeking new landscapes, but in having new eyes." How do you view yourself as a salesperson? What would happen if you changed that perspective?

Buyer 40
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Postcards and Stamps vs. Fuel

Sales Gravy

To earn (notice I wrote earn and not close or make) a sale, begins with your ability to find and then nurture relationships. In today's market place, this is called relationship selling.

Closing 40
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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Microsoft launches first server virtualization financial planning toolkit at Worldwide Partner Conference, developed by Alinean.

The ROI Guy

The program integrates the Microsoft Assessment and Planning Toolkit with Alinean ROI analysis for the first asset and configuration based ROI analysis of server virtualization. Microsoft's Assessment and Planning Toolkit (MAP) can be used by organizations to monitor and assess servers for virtualization. Discovering server assets and then monitoring utilization, the real world performance information is used to help IT teams assess the best potential candidates for virtualization, and determine

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Hidden Treasure In Your Lost Sales File

Sales Gravy

A study done by Marketing Metrics shows that we have a 20-40% chance of re-engaging a former customer vs. a 5-20% chance of turning a new prospect into a customer! Why is now a good time to focus on former customers?

Study 40
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Two Keys to Great Client Relationships

Sales Gravy

Despite the advice given by so many trainers that being liked by prospects is the key to sales success and to strong client relationships, the fact is that being liked by prospects and clients is well down the list of characteristics necessary to est

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Can You Sell A Pencil?

Sales Gravy

So, what is the most effective way to sell a pencil? Well, first let’s look at how most sales reps go about doing it. When I’m interviewing sales reps I love using this technique.

Sales 40
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Make new friends, but keep the old - 7 Tips For Effective Networking

Sales Gravy

In my 11 years of providing sales training courses and tools for successful sales and service, I have been on the receiving end of a LOT of bad attempts to network.

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Sales Through Storytelling

Sales Gravy

As a salesperson, you can craft vivid stories that help the listener (a.k.a., buyer) relate to what you do even before they share with you their issues.

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How much does it cost? - A Dreaded Question In Sales

Sales Gravy

Over the years I have learned that the sooner price is discussed in a conversation, the more of a focal point it becomes.

Exact 40
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The Good, The Bad & The Ugly

Sales Gravy

How many times have you experienced this scenario what I call the good, the bad and the ugly of sales? Be honest.

Sales 40
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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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Sales Presentation Training – Belief in Your Product

SalesGrail

While good sales techniques and skills are important, sales presentation training starts with an unshakable belief in your product. No matter how good you are, if you’re not a believer in what you sell neither will your prospects. There’s no way around it and no way to hide it. Your true feelings will come out in your [.].

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Telephone Sales Skills – Are You Using Voice Mail Correctly?

SalesGrail

A critical aspect of good telephone sales skills is to know how to use voice mail. Use it wrong and you will lose more sales than you can shake a stick at. Here’s a brief overview of the when, how, and why of voice mail. When do you leave a voice mail? How many do you [.].

Sales 20
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Sales Training – Quick Attitude Fix

SalesGrail

Sales training often starts with an attitude adjustment. Before we can begin to sell effectively, any negativity, resentment, or anger must first be addressed. Left unchecked, these emotions will destroy sales people. We simply burn out. If you think you can hide your negativity, you can’t. Even when your using your best sales techniques, toxic emotions come [.].