Sat.Mar 10, 2012 - Fri.Mar 16, 2012

How many leads are enough?

Smart Selling Tools

I am a genuine, bon-a-fide, card-carrying numbers freak. Not a statistician, but certainly a fanatic bordering on the extreme when it comes to breaking things down to the lowest possible level, or searching for the most common denominator. The word ‘denominator’ literally means the number of parts that comprise the whole, and the whole, certainly means the big picture. In order to effectively visualize the big picture, that means I have to do the math.

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In Sales Questioning Techniques Seek Clarity First

Increase Sales

When sales people think of sales questioning techniques, some may return to SPIN selling or their own favorite fact finding questions. Regardless of the format, the purpose I believe sometime is lost and that is one of clarity.

Trending Sources

Sales person to sales manager transition – A STC Classic

Sales Training Connection

A Sales Training Connection Classic. Sales people often are promoted into sales manager positions – primarily based on their sales success. While congratulations certainly are in order, success in these situations raises some unique challenges.

New Web Tool Generates Impressive Diagrams for PowerPoint

Fill the Funnel

We can all use some help with our presentations and PowerPoint slides. One of the presentation guru’s that I follow closely is Nancy Duarte. She has launched an innovative new service that provides over 4,000 top-quality, jaw-dropping diagrams specifically for use in PowerPoint.

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Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

More Trending

How Setting Next Actions Consistently Help Buyers Buy From B2B Sellers

Score More Sales

We recently posted in our newsletter about 3 tips to close more deals. The third tip talked about setting next actions. Specifically, Determine and set a next action. Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next.

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Why Salespeople Fail – Plus a Free Sales Health Check

Jonathan Farrington

When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: • Are they visiting/talking to enough clients/prospects?

The A in AIDA Marketing Is Attraction Not Annoyance

Increase Sales

The AIDA marketing concept or AIDA model begins with the idea of Attraction through positive Attention. However through social media to business to business networking, this A of attraction has morphed into the A of Annoyance.

The Sales Manager that Does It All…

Your Sales Management Guru

The Sales Manager that Does It All. First of all, the title of this blog is impossible and second of all, it wouldn’t be right. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve the ultimate objective.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Sales Tools You Can Win That Will Grow Your Business – But Hurry!

Score More Sales

Want to become your sales manager’s new favorite rep? Time is almost up to enter the Smart Selling Tools Sales Software Sweepstakes. For entering, you can win one of three grand prize packages for your company -. Revenue Maximizer Prize. Deal Closer Prize. Opportunity Creator Prize. No purchase needed to enter, but the Sweepstakes ends on March 31st.

To Be A Top Sales Person, Just Follow The BASICS

MTD Sales Training

Everyone and anyone in the business of professional selling wants to know, “How can I become a top sales person in my industry?” Most sales people have a desire to be the best, and of course, that achievement requires working hard as well as smart. However, with all of the millions of tips out there,

Sales 46

How Comfort in Scarcity May Be the New Sales Philosophy

Increase Sales

Credit During a recent tele-seminar arranged by Lynn Hidy , I offered this observation that comfort in scarcity may be the new sales philosophy. This comment was a piggyback to Dan Waldschmidt’s observation that “sales quotas are for losers.” ” Beliefs drive Actions generating Results. When sales people adopt the comfort in scarcity sales philosophy, they are submitting to a self limiting belief.

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The Essence of Effective Leadership

Jonathan Farrington

Last week, I led a leadership workshop for a group of senior executives, employed by one of the world’s largest airlines: During an open session on the second day, I was asked by one of the delegates - who was responsible for coaching the next wave of leaders - if I could encapsulate all of my advice in a few short paragraphs, what would I say?

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Introducing a Smart New Sales Site Called SalesProCentral

Score More Sales

We like things in selling that are smarter than us. The new portal / sales blog aggregator called SalesProCentral is intriguing and interesting. disclosure: Score More Sales blog is one of a bunch of sales blogs you can find here, and that's our only connection to the site]. What you will find there is the ability to customize your view and the topics you are most interested in.

Must Have iPad App for the Mobile Sales Rep

Fill the Funnel

“ Must Have ” iPad app for the mobile sales rep might seem a bit strong but not in this case. Powerpoint slide decks are a significant part of the daily selling activity of sales people worldwide. This is not the post to debate PowerPoint vs. Keynote etc.

Stop the Discounting Madness. You’re Capable of Higher Profits by Mark Hunter “The Sales Hunter”

Increase Sales

The last several years have been difficult for the vast majority of businesses. It seems as if every customer is demanding a lower price or at least some sort of special deal. As frequently as customers are asking for it, salespeople are giving it to them.

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Do You Play to Win or Play Not to Lose?

The Sales Hunter

It’s Guest Post Monday and today we have Tim Mushey of Sell Lead Succeed exploring the statement “Do you play to win or play not to lose?” ” When I first heard this statement in respect to a professional hockey team’s play, I stopped in my tracks.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Are You Over Qualifying Prospects?

MTD Sales Training

I talk a lot about qualifying the buyer. You need to spend your time talking to and working with those prospects that CAN do business with you. So you do need to qualify potential buyers to your minimal levels and try to screen out those that may prove to be a waste of time. However,

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How to Know the Sales Person You are Interviewing is a Superstar

A Sales Guy

You want to upgrade your sales team, either because someone or somebodies didn’t work out or because your growing and could use some more sales power. Either way, if your adding a new sales person, you are upgrading your team. You wouldn’t hire someone worse or less impressive than the last person OR the existing team, would you? Let me help you a little on this one. If you are hiring, the goal had better be to upgrade.

Coaching–It’s Not About Giving The “Answer”

Partners in Excellence

Coaching is critical to improving performance–regardless the role we are in. Professional athletes rely on coaches to improve their performance, to help them achieve things they hadn’t been able to do before. Musicians, actors, speakers all rely on coaches. Listen to their conversations, though. They are different than we might imagine. These are people who are top performers, they aren’t looking for “the answer.”

3 Things You MUST Know About SUCCESSFUL Prospecting

The Sales Hunter

Let’s face it: Past growth does not guarantee future growth. If you want to succeed in sales, you must have a prospecting plan — and actually use it! I wish I could say it was easier than this and that solid leads will just appear before you.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

LinkedIn Best Practices for Sales Executives

Fill the Funnel

Sales Training Webinar. Wednesday, March 21st at 11:00 am Eastern / 8:00 am Pacific. Don’t be invisible to your prospects: Use LinkedIn and be found by customers! I will be sharing best practices, tips, and tools to use on and with your LinkedIn profile that are generating appointments, sales and successful business relationships. This webinar is focused specifically on the needs of the sales professional. Click on the Learn More button below for more details or click the Register Now?

Why Do Your Customers Buy From YOU?

A Sales Guy

I walk past a T-Mobile store everyday on my to my car. It is fairly busy when I walk by, yet every time I pass by, I find myself asking, Why? Why do these people chose T-Mobile over ATT, Verizon or Sprint. I’m not trying to bust on T-Mobile, but I can’t figure out why someone would chose T-Mobile over the other 3 major carriers. I know T-Mobile doesn’t have a better network. I know they don’t carry the IPhone.

Mark Twain and Selling Success By Mark Bowser

Sales Training Advice

I came across an interesting quote the other day from Mark Twain. At first, it seemed just humorous. As I began to ponder it though, I realized it was filled with depths of perspective for the world of selling. Mr. Twain said, “I was gratified to be able to answer promptly, and I did. I said I didn’t know.” ” Now, what does this mean for us and our sales success? I heard one time that “I don’t know” is the first sign of wisdom. Why is this true?

6 Reasons the iPad Can Sell Better Than You

The Sales Hunter

I know it may sound harsh, but maybe the iPad can indeed sell better than you. Here are 6 reasons why: 1. The iPad only shares information the customer wants to know. You in your wisdom as the great salesperson share what you think is important.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Have Your Say: Tenders – Good or Bad

The Pipeline

Need your advice and input here: Had an interesting discussion with an executive yesterday, he was lamenting the trend towards more and more tenders and RFP’s.

A HUGE Lesson for Sales from. a Techie????

A Sales Guy

I read this article Nobody Wants to Learn to Program over on the Invent with Python Blog. It is a great post and spot on! Sales could learn something from this post. The author is correct. Nobody wants to learn to program, they want to build a cool application. Al Sweigart, the author, nailed it with this: I frequently see a problem when people (especially techies) try to teach programming to someone (especially non-techies).

No Room For Farmers!

Partners in Excellence

Sales people are often described as Hunters or Farmers. Hunters have been characterized as chasing after new customers and new opportunities. Farmers focus on nurturing established accounts, keeping loyal customers, growing the business primarily through servicing the customer and growing the relationship. I’m not sure that model has ever been appropriate, but in today’s world of value creation, the model falls far short of what our customers need and what our own organizations need.

4 Sales Closing Techniques When the Call is Stalling Out

The Sales Hunter

We’ve all had sales calls that simply stall out. We’re just not successful in getting the close we want. Here are 4 Sales Closing Techniques you can use: 1. Get the customer to agree on the timeframe for something. One way to find out how serious the customer is about making a purchase is by knowing what their timeframe is. If you can’t completely close the sale, at least attempt to get the customer to share with you what their timeframe is for making a decision.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.