MTD Sales Training
SEPTEMBER 4, 2012
We all know the old rule-of-thumb in selling which is to try not to reveal or discuss the price of what you are selling, until after you have completed your sales presentation. However, dealing with today’s modern , more educated consumer, many of which are demanding price before presentation ; should you still try to avoid on talking about the price early in the sales interaction?
SBI Growth
SEPTEMBER 6, 2012
This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market. If you feel product differentiation and hot markets are the only way to grow revenue, this CEO proved otherwise by refusing to accept these limitations. Steve Grimshaw is the CEO of Caliber Collision Centers, based in Dallas, Texas. In 2009, Steve was brought in by its ownership group, Oncap.
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Score More Sales
SEPTEMBER 5, 2012
Lori, Trish, and Jill August, 2012. To be professional in any career, you need mentors. I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. I met Trish Bertuzzi in 2010. Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. I didn’t set out intentionally in actually “choosing” mentors.
The Pipeline
SEPTEMBER 7, 2012
Prospecting is a unique skill set, this is why hunters are always in greater demand and earn more than people who can sell but can’t prospect. One quality is knowing when and what to bring to bear to move the sale forward, what resources you really need and which are superfluous or a distraction. A common killer is research. Stay with me a few more lines before you completely frank out, I am talking about the degree/level of research and when you do it.
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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.
MTD Sales Training
SEPTEMBER 5, 2012
It is incredible that three mere words from a total stranger will often create fear , frustration and feebleness in some of the most experienced sales people. The extremely common response of “I’M JUST LOOKING,” from a prospective customer, actually causes some retail sales reps to walk away and WAIT for the prospect to convert him or herself into a buyer.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Heretic
SEPTEMBER 4, 2012
Want more sales? Then you need more of five specific things. You may not need all five, but you definitely need at least one, and probably several. What are they? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this ten-minute segment, I share what each item is and how you can get [.].
The Pipeline
SEPTEMBER 5, 2012
Well here we are at that odd part of the year, while not officially the end of summer, most consider it to be; while not the final quarter, for many, September is part of the final run up to year end. In essence, harvest time! You did a lot of planting in the months before, now you want to be in a position to realize your bounty. Seems everyone is not only back at work, but also have a “back to work” mind set; gone are the excuses (on both the buyers’ and sellers’ part) o
MTD Sales Training
SEPTEMBER 6, 2012
After losing a sale, there is a natural tendency for the sales person to wonder WHY he or she lost the sale. We all want to know what happened. We want to know what went wrong or what we could have done better. You lost that sale where the prospect had a particular objection that you could not overcome. However, you faced that same objection before and closed the sale; so what happened this time?
SBI Growth
SEPTEMBER 4, 2012
We recently surveyed hundreds of marketing leaders in small to medium size businesses. In our research, we found that marketers are feeling the growing pressure to prove their marketing spend is generating results. And in a growing number of cases, CEOs have given their marketing leader a “new business” quota. The days of “spray & pray” are long over; campaigns must now show results in the form of qualified leads and most importantly, new customers.
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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 Sales Hunter
SEPTEMBER 1, 2012
The argument is simple: Lower your price and you’ll do more business. Sure, it might be simple, but it’s also stupid. Lowering your price to get more business means what you’re getting is more cheap customers. Stop and ask yourself this question, “Which would I rather have? Cheap customers who are always harping on me about price or full-price customers who see the value in what I sell?
The Pipeline
SEPTEMBER 3, 2012
Most sales people will tell me “get me on front of the right prospect, and I’ll close them every time”, OK, but getting in front of the right prospect is part of the job. Maybe not the most fun part, but one that has to be executed regularly and consistently. In addition to learning the skills it takes to engage someone, overcome their initial objections, and get them focused on the issue at hand, sales people also need to become better at being persistent and creative in how they approach peop
MTD Sales Training
SEPTEMBER 3, 2012
In no less than 6 weeks MTD Sales Training’s MD Sean McPheat will be returning to the stage at the Institute of Sales and Marketing Management’s (ISMM) Successful Selling Conference at the Ricoh Arena in Coventry on October 12 th. Following on from the success of last year’s conference where Sean keynoted to over 1,000 sales professionals on his alternative sales method known as eselling©.
SBI Growth
SEPTEMBER 3, 2012
Today all of us are doing more with less. The majority of sales reps we talk with tell us they’re taking on more non-selling functions as a result of limited resources. This shift started after the post 2008 economic meltdown and business hasn’t recovered. As a rep in this reality, read on for three simple strategies to maximize your selling time, improve your sales strategy and put money back in your pocket.
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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
No More Cold Calling
SEPTEMBER 7, 2012
Put your money where your mouth is and pick up the phone. Nothing is more important than generating new business. “I was so busy this week. I neglected to make time to call and ask for referrals.” That’s what a client told me. But I didn’t let her get away with it – a lame excuse, in my book. Always Be Asking. What else was she doing that was more important?
Understanding the Sales Force
SEPTEMBER 5, 2012
Understanding the Sales Force by Dave Kurlan After being on vacation for parts of the past 3 weeks, it was important for me to quickly determine what I needed to focus on today, my first day back. Of course, my calendar and task list suggested that most of the day had been laid out prior to my vacation but there is so much more to refocusing than what appears on the calendar and the task list.
Score More Sales
SEPTEMBER 3, 2012
It’s crunch time for B2B sales teams everywhere working to close deals by the end of Q3, and by the end of the calendar year. Just like professional sports, there are jobs on the line for sales leaders (coaches) and individual contributors (players) if they don’t hit promised and forecasted numbers. Why now? Large, complex sales cycles for SaaS services contracts and other product-based deals take time to come to closure.
SBI Growth
SEPTEMBER 2, 2012
Sales Operations Leaders aren’t making data meaningful today. They are too focused on metrics and data. In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Analyzed win/loss reason our reps fill out in CRM. Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market.
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.
Anthony Cole Training
SEPTEMBER 4, 2012
I played football for 13 years, coached or was part of football for an additional 6 seasons. It defined who I was for a long time and defines many of my beliefs today. I have been coaching sales peoplt to sales success for over 20 years. There are some similarities. One belief I have today is that practice of any skill or performance is essential to gaining a successful outcome.
The Sales Hunter
SEPTEMBER 4, 2012
I appreciate the opportunity to make you aware of great sales resources. Mike Weinberg’s new book, New Sales. Simplified , is certainly one I would put in that category. Mike says he loves sales, and it shows in his in-depth, yet amazingly simple, insights. What makes this book stand apart from some other sales books is its lack of complexity.
Score More Sales
SEPTEMBER 6, 2012
- Holy Kaw! Meeting and listening to Guy Kawasaki here at the IBM Smarter Commerce Global Summit for mid-market and enterprise companies is like coming full circle. Having sold IBM products more than 25 years ago, I remember his days as Evangelist for Apple. Now, keynoting about enchantment (title of his 10 th book), Guy reminded the audience of IBMers, customers, and guests on simple things, like creating the foundation to become an enchanting company or have an enchanting product: - Achieve L
SBI Growth
SEPTEMBER 1, 2012
75% of most sales processes fail. The main reason: lack of adoption in the field. Think about this: You just invested a huge amount of time, energy and money in developing and training a buyer centric sales process. And now your people are not using it. Our Making the Number research tells us that your peers feel the toughest part of a new sales process is having the team actually use it.
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Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Sales and Marketing Management
SEPTEMBER 3, 2012
Issue Date: 2012-09-04. Author: Richard Plinke. Teaser: Networking is a relatively painless and effective method for meeting new prospects, if done correctly. If done incorrectly, it can be a huge waste of time and money. I have used networking groups over the course of my career with mixed results, depending on the area, the group, my product and, most important, my commitment to making it work to my benefit.
The Sales Hunter
SEPTEMBER 5, 2012
Sending the proposal too far ahead of your call allows the customer time to make a decision without you. You’ve spent too much time and effort the get the prospect to agree to a conference call with you. You’ve taken the time to work up several ideas which you know they will like, and the customer asked for you to send them the information a day or even several days before the call.
Jeffrey Gitomer
SEPTEMBER 4, 2012
Tweet How much is one customer worth? What’s the dollar amount you would be willing to place on a repeat customer? A loyal customer? In today’s competitive marketplace, merely achieving customer satisfaction is not enough. Instead, you must aspire to create loyalty with each and every customer. In this one-of-a-kind webinar, you will learn: The difference of satisfaction and loyalty. 12.5 principles of customer service success.
SBI Growth
SEPTEMBER 7, 2012
This article is aimed squarely at the CEO or SVP of Sales who has tried (or considered) Inside Sales in the past. 18 days ago, I wrote another article on Inside Sales. Why am I burning up valuable time talking about it again? Because if you don’t have an Inside Sales force, you are losing revenue every day. How can I make such a bold statement? In the last week, I “Mystery Shopped” five companies.
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?
Pointclear
SEPTEMBER 6, 2012
My guest today is Jill Konrath. Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is author of SNAP Selling and Selling to Big Companies. Jill's newsletters are read by more than 80,000 sellers worldwide. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences.
The Sales Hunter
SEPTEMBER 6, 2012
Meetings that are nothing more than tedious updates will be seen by salespeople as a waste of their time. That’s why Secret #7 in my 10 Secrets for a Successful Sales Meeting is keep to a minimum the time spent on such things as supply chain issues, volume updates, etc. (Don’t forget to check out secrets 1 , 2 , 3 , 4 , 5 and 6 ). Nothing can be more boring for a salesperson than sitting in a meeting where the discussion is on inventory, shipment updates and all of the hassles that t
Increase Sales
SEPTEMBER 7, 2012
Some of the more forward thinking business leaders continually seek small business sales training to improve their business results. Yet, when looking at the learning objectives such as negotiations, overcoming objections, closing the sale, for these offerings be it through local sales consultants to much larger sales training providers most are missing the mark for these small businesses.
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