Sat.Jul 21, 2012 - Fri.Jul 27, 2012

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Twelve Sales Tips from NSA ‘12

The Sales Heretic

As someone who makes my living speaking and training on sales, I am, of course, a member of the National Speakers Association. Which means that last week I was in Indianapolis for the 2012 NSA Annual Convention. More than a thousand of the world’s best professional speakers gathered for four days to learn from each other. [.].

Course 316
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From Back Rooms to Board Rooms…

Bernadette McClelland

'From Back Rooms to Board Rooms. It doesn’t matter if you are presenting to a group of IT gurus sitting in their back rooms surrounded by the sound of humming hard drives or whether you are with the executives in the lofty penthouse boardroom – your ability to speak in public is crucial to your marketing and sales success. Get clear on the context of your presentation, pitch or proposal.

Campaigns 301
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If I Fired You Tomorrow…?

The Pipeline

Two heated discussions this week put focus on an interesting question for sales organizations; based on where you land the issue, and where you are in the sales organization, the topics could have profound implications. . First was a rep trying to answer a simple question, “why do people buy from your company?” His response was “me, they buy because of me”.

Hiring 300
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Top 5 Sales Management Best Practices

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The first problem with today's title is the "5" in "Top 5.". They are not the 5 that most sales managers spend their time on, so let's begin with the sales management practices that most sales managers actually spend their time on. By the way, that's how so many "best practices" (that aren't) actually get published.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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How To Handle The “No Objection,” Objection

MTD Sales Training

You did everything right. This entire sales interaction from start to finish could have been a blue print for the sales training manual. It was perfect. You unearthed the prospect’s problems, some of which he did not even realise he had. You demonstrated beyond any doubt how your product would solve those problems and greatly benefit the client. You then showed how affordable it is to go ahead.

More Trending

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Don’t Just Sell, Inspire – Sales eXchange 159

The Pipeline

Selling is an exercise in persuasion, I know no one wants to be sold, they want to buy, but even in creating that “buying environment”, we are persuading. And if you are part of that minority that is willing and capable of engaging and selling to the group sellers describe as status quo, usually the least willing to engage with sellers, after all “they are all set”; then there is no question that you are persuading.

Buyer 282
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The Unusual Case of Arturo - How He Sabotaged His Own Sales

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan One of my clients owns a Mexican company that provides phone, video conferencing and surveillance equipment to integrators and end-users. During the height of the violence in Mexico, Arturo was kidnapped and held, bound and gagged, at gun point. He was released - one of the few, fortunate survivors - but the emotional scars ran deep.

Follow-up 243
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How To Get LUCKY…In Sales

MTD Sales Training

Does selling have anything to do with luck? Is closing a sale a matter of circumstance and running into the right prospect at the right time? Some will say that selling is all a matter of luck, and one week you got it and one week you don’t. Then others will claim that luck or happenstance has nothing to do with success in sales and it is all a matter of skill and effort.

How To 269
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Getting more from the new guy

Sales and Marketing Management

Issue Date: 2012-07-01. Author: SMM. Teaser: Companies that hire salespeople would be wise to increase both the length and quality of training to show them how to sell effectively, according to a 2012 Salesperson Onboarding Survey that polled more than 500 sales management executives and business leaders. A whopping eight out 10 respondents are not satisfied with how long it takes their new salespeople to get up to speed.

Hiring 189
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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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Are You Gasoline or Water?

The Pipeline

Every day you hear people griping about the price of gas, spinning conspiracy theories, claiming collusion, just going on and on about the price of the fuel. In Toronto they actually have a special segment on the radio telling you what the price of a liter of gas will be the next day. Bizarre, not only because many will burn more than they save while their engine idles while they wait to save half a cent on a liter.

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Quit Talking About You. Your Customer Doesn’t Care.

The Sales Hunter

Recently I was doing a training session with some very capable salespeople. We were talking about how to engage the customer in a conversation. It was a good discussion, minus one thing. Too many in the group were talking about how they share with the customer results of things they’ve been able to do for other customers. Sharing what I refer to as testimonial information with a customer can be a great approach, if it’s done right.

Customer 212
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Top Sales Insights and Lessons from Sales 2.0 Boston

Score More Sales

In order to learn and grow, you need to get out of your routine or your comfort zone and learn new things. [VIDEO BELOW]. Being at Sales 2.0 in Boston this week, I spent a full day away from the office but it is critical to see what others are talking about when it comes to sales enablement, sales strategy, new selling tools, and in increasing company revenues.

Licensing 192
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From Sales Competency to Sales Fluency

Sales and Marketing Management

Issue Date: 2012-07-25. Author: Jon Gornstein. Teaser: Getting the maximum out of any presentation involves truly connecting with a client or prospect. Sales performance software available now for handheld devices can be used in sales and management environments to help sharpen interpersonal communication skills. Getting the maximum out of any presentation involves truly connecting with a client or prospect.

Software 185
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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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Sales Summer School

The Pipeline

The most valuable, complete sales training of the summer! Featuring me and 18 other well-respected sales innovators, authors and trainers from across North America, Sales Summer School delivers ideas and actions that you can take immediately to improve your sales results. You can select from over 30 courses with a wide variety of topics ranging from tips and techniques for interviewing for your next sales position to obtaining strategic referrals and partners, through to coaching your sales team

Course 262
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Speed Dating with Your Prospects

The Sales Hunter

If you’re like me, your day is broken up into too many different pieces. It’s simply the way life is, and if we don’t know how to use it to our advantage, then we’ll never be able to achieve the results we know we’re capable of. Most salespeople – and I’ll put myself in this group – set aside time during the week to make prospecting calls, including following up on leads, etc.

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Are You Ready for Sales Summer School?

Score More Sales

I was one of those kids who always wanted to learn – even during summer vacation. The older I got, growing up, the more programs I’d take over the summer so that I’d get my school “fix” You might feel the same way about learning to be a better seller – and I’ll let you in on a secret as to why now is the best time to learn.

B2B 176
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Customer Data: What to Get and How to Make Sense Of It

Sales and Marketing Management

Issue Date: 2012-07-01. Author: Paul Nolan. Teaser: The use of customer data to improve target marketing has gone to a new level in consumer marketing. What's happening in this area on the B2B side? The use of customer data to improve target marketing has gone to a new level in consumer marketing. What's happening in this area on the B2B side?

Data 179
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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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An Answer To A Question on Losing Sales

Jeffrey Gitomer

Tweet I recently received a question about losing sales from a man named Roy. I wanted to take some time to share both the question and my answer with you here: Want to receive more tips from me about hiring, sales, leadership, and other business topics?

Hiring 163
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Do You Have the Tenacity to Win at Sales Prospecting?

The Sales Hunter

How tenacious are you when it comes to sales prospecting? Tenacity is one of the 6 secrets of sales prospecting success. So far we’ve looked at confidence , follow-through , telephone skills and benefit statements. Tenacity and the need for a salesperson to have it cannot be understated. Here’s why: It’s too easy for salespeople to make up excuses as to why they don’t need to do something.

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Quit Thinking About It, Just Do Something!

Increase Sales

Credit www.sc.hu. Clients sometimes provide incredible insight as to what really resonates with them. One recent executive coaching and career transition client shared he heard my voice in his head all week repeating the following: “Quit thinking about it, just do something!” How often do we shackled ourselves with mountains of thoughts that seem to bury us?

Journal 179
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‘Smarketing’to the rescue

Sales and Marketing Management

Issue Date: 2012-07-01. Author: Paul Nolan, SMM Editor. Teaser: Businesses with mature sales and marketing organizations are seeking ways to improve their efficiency and generate more leads and customers. A big step in achieving this involves improving sales conversations, moving beyond price, brand and product quality. Miranda Technologies, a supplier of hardware and software solutions to the TV broadcasting companies, pulled sales out of its silo and aligned its sales and marketing teams with

Software 169
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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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Sign Up For My ‘Presentation Domination’ Webinar: Wednesday, July 25th

Jeffrey Gitomer

Tweet Pitches and presentations are the fastest way to turn off a potential customer from wanting to buy, unless you learn how to convey true value. It never ceases to amaze me how many salespeople only present a contrived sales pitch or worse, forget to focus on the message that matters: how the customer will profit from doing business with you. Presentation Domination is all about engaging and persuading in a compelling manner that will make it easy for your customers to write you a check!

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Are You a High-Performing Salesperson?

The Sales Hunter

What does it take to be not just a good salesperson, but a top-performer? And what does it take to be that way not for a quarter or two, but year in and year out? When I work with companies, I always ask their salespeople and management what they see are the top traits. Below is a list of traits I’ve found that high-performers have across many industries in both B2B and B2C environments.

B2C 175
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“Tell Me Who Your Friends Are and I'll Tell You Who You Are."

Pointclear

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Put another way, tell me with whom you associate professionally and I will know if you can prove the return on investment for marketing. More specifically, tell me how you manage your sales leads and I can tell how successful you will be in marketing.

ROI 150
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5 Warning Signs You’re Sabotaging Your Business By Amandah Tayler Blackwell

Increase Sales

You wouldn’t intentionally sabotage your business. Would you? Think again! Subconsciously, you could be putting the kibosh on having a successful business for a myriad of reasons. The biggest reason is fear. It’s a powerful four-letter word. What is it that you fear? Believe it or not, you most likely fear success because you’re unsure of how to handle it.

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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Is There Enough Potential to Hit Your Sales Quota?

SBI Growth

Quota 236
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Sales Prospecting Success: Why You Need Support

The Sales Hunter

We’ve covered five of the six secrets to sales prospecting success , and now we are at number six: Support. Successful salespeople are rarely successful by themselves. Yes, they might appear to do it all themselves, but behind the scene there are people supporting them. I’m not talking about administrative staff or assistants helping to do their paperwork.

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PowerViews with Tony Jaros: The New Demand Waterfall, Alignment & SLAs

Pointclear

I'm pleased to have as my guest today Tony Jaros, SVP of Research at SiriusDecisions. Tony is a sales and marketing thought leader with nearly 20 years of experience. He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service.

Lead Rank 145