No More Cold Calling
DECEMBER 22, 2015
Modern salespeople need a regular digital detox. We know we should turn off all electronics at least one hour before going to bed if we want a good night’s sleep. We know we should put that darned phone away when we get home so we can spend time with our families, and that we should unplug when we go on vacation. We’ve heard these cautions for years.
MTD Sales Training
DECEMBER 22, 2015
We are supposedly exposed to over 5,000 marketing, advertising and other types of messages each day. Personally, I think it’s a lot more, especially when you think of how many emails we get! What. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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The Pipeline
DECEMBER 21, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . “I may make you feel but I can’t make you think” (Gerald Bostock IA). This post was originally prepared for a site catering to sales professionals that I occasionally contribute to. They were looking for pieces on predictions for big things in sales in 2016. I thought it would be a big thing if sales people started executing and selling, and having real forecasts rather than just predications.
Sales and Marketing Management
DECEMBER 21, 2015
Issue Date: 2015-12-21. Author: Micheline Nijmeh. Teaser: To scale quickly in a hyper-growth organization, sales reps have to get up to speed fast, processes must be streamlined and sales leaders have to continuously monitor sales team performance. To scale faster, some of today’s top-performing sales organizations are adopting sales acceleration tools.
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The Sales Hunter
DECEMBER 19, 2015
Emailing the C-Suite is a GREAT idea, but you have to do it correctly if you want your email to have a chance of being read. Your email MUST be concise, and it must look right when read on a smart device. And obviously, it must be relevant to the person you are trying […].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Mr. Inside Sales
DECEMBER 21, 2015
Call in leads can be tricky. Because reps often equate the implied interest of a call in to being “qualified,” they often skip some important steps. This can happen to all sales reps and even happened to me recently…. A CEO called me the other day and wanted to know more about the kind of training I offered. Before I gave him my menu of services, I did what I teach and asked him how he found me, what motivated him to reach out to me, what he was looking for, etc.
Increase Sales
DECEMBER 20, 2015
One the extreme benefits of being an entrepreneur is making connections to other forward thinking entrepreneurs. One of my colleagues, Jim Keenan, just published a book entitled Not Taught. What is so great about this book is Keenan must have been a fly on the wall when I have conducted one on one executive coaching or group sales or leadership development training.
The Sales Hunter
DECEMBER 24, 2015
Want to get 2016 off to a fabulous start? Below are 7 big sales questions you need answered: 1. How do you keep your pipeline packed full of qualified opportunities? 2. How do you accelerate the sales cycle to close more deals faster? 3. How do you leverage a sales stack to protect the golden hours? 4. […].
LevelEleven
DECEMBER 21, 2015
Good write up Brianna. Not only has sales management changed, but the way sellers find leads, engage and nurture deals has evolved immensely over the last several years. Buyers have also evolved and are looking for true consultation from sales execs. [link].
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Mr. Inside Sales
DECEMBER 22, 2015
One of the objections I always get from sales people who don’t want to use scripts is that they sound so, well, like scripts. I tell them that if they sound like they are reading them, sure, but if they internalize them and then deliver them naturally, then they don’t sound like scripts at all. The other objection I get about using scripts is that many scripts sound very salesy.
Increase Sales
DECEMBER 23, 2015
There have been many leaders who have demonstrated less than ethical leadership. Yesterday I received an email and it started my brain thinking about what really makes for ethical leadership. Does the recipe for ethical leadership begin with the leader of any group or organization? Maybe it starts with each individual within that group or organization?
The Sales Hunter
DECEMBER 21, 2015
Are you excited to meet new people? You should be! Each day you have the opportunity to not only meet people, but also to show genuine interest. Start this week with motivation toward building phenomenal relationships. Embrace the chances to meet new people, learn from them, help them and generally gain new perspectives! Check out […].
A Sales Guy
DECEMBER 22, 2015
I did a really cool interview with Todd Schnick of intrepidNOW the other day. We talked about Not Taught. It was a fun, high energy podcast. We ripped through the book, hit on the key topics, and had a blast talking about the changes the 21st century has created in the world of success. Yes! This is me skiing. LOL! We talk about where we should be focusing our hustle today.
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Fill the Funnel
DECEMBER 22, 2015
Listen To The Audio Version. Follow Me On Blab. Powered by the Simple Live Press. Today’s guest on #Firestarters is Matt Heinz, founder of Heinz Marketing. Matt has built a thriving marketing organization that is in high demand. Matt is also a popular blogger and convention speaker, in addition to being a master of the backyard grill and smoker.
Increase Sales
DECEMBER 24, 2015
Earlier this week I received a Christmas Letter from a local small business owner. What was interesting is this letter reflected both his personal values as well as the corporate values. Credit www.picjumbo.com. Today with so many fearing offending a potential customers (translation means losing a potential sale because you made an enemy), this small business owner had no such fear.
The Sales Hunter
DECEMBER 22, 2015
I encourage you to look back over 2015, because it has nuggets of gold to help you excel in 2016. Here are 10 things worth considering: 1. What were the reasons new customers agreed to do business with you? Don’t go with your gut instinct. Ask. Find out the real reasons, as these will help […].
VuVan
DECEMBER 23, 2015
When I was a sales rep, I used to NOT look forward to the “sales training” that was created with the strict structure and irrelevantness (not sure if that’s a word) of it all. Now I am not saying that all sales training I have gone through was bad, but most were. I now have […].
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.
Partners in Excellence
DECEMBER 23, 2015
Most of us are fortunate, we don’t have to worry about the basics of life—like potable water. We tend to take it for granted, even wasting too much. Yet finding clean, potable sufficient for daily survival is a problem for over 663 Million people in the world. Diseases from dirty water kill more people every year than all forms of violence, including war.
Increase Sales
DECEMBER 19, 2015
Funny thing about direct mail, it requires some sort of follow-up excluding another direct mail piece. Of course with all the do not call lists, this may present a challenge. Yet top sales performers know how to get around those challenges. A Personal Story. In the last 30 days I have received over 30 direct mail pieces from various real estate agents here in Northwest Indiana and never a phone call to be had.
Engage Selling
DECEMBER 22, 2015
Do you turn your computer on each morning only to find a mountain of unread emails that need your attention? Email overload is an epidemic in the workplace. Most salespeople that we poll tell us that they spend up to 40% of their day just managing email correspondence between clients and internal partners. If this […].
Fill the Funnel
DECEMBER 24, 2015
Listen To The Audio Version. Follow Me On Blab. Powered by the Simple Live Press. S. Anthony Iannarino (@iannarino) joined me this morning on #Firestarters. The author of The Sales Blog, podcaster, video personality, speaker, consultant and author, Anthony leads a full life. During the broadcast he shares how his day starts the night before, and then what he does every morning at 5:30 except Saturday.
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Partners in Excellence
DECEMBER 22, 2015
As we approach the end of the year, there’s always a huge intensity of activity. A lot driven by the various holidays we celebrate, a lot driven by year end (or quarter end), and some driven by preparations for the new fiscal year. It’s easy to lose focus on our customers. But perhaps it’s worth a few minutes to reflect. Perhaps even spending some time in review with them.
Increase Sales
DECEMBER 22, 2015
Time is short or at least business people believe it to be. Time has not changed as we still have 24 hours, 1,440 minutes and 86,900 seconds in each day. What has changed in marketing is the amount of messages being received by ideal customers and target market. Credit www.gratisography.com. According to Laura Henderson of Mondelez at a ClickZ Live event she stated “The current average attention span of Web and mobile users is less than eight seconds.
Customer Centric Selling
DECEMBER 23, 2015
Sales Tips: Is Opportunity-Account Management Lifecycle a Virtuous or Vicious Circle? Co-written by Jim Naro, CustomerCentric Selling® Certified Business Partner/President of The Naro Group and Ron Snyder, President of Plan 2 Win Software. According to Gartner Group, “65% of a company’s business comes from existing customers and it costs 5 times as much to attract a new customer than to keep an existing one satisfied.
Fill the Funnel
DECEMBER 23, 2015
Listen To The Audio Version. Follow Me On Blab. Powered by the Simple Live Press. In this #Firestarters interview, I talk with international award-winning photographers Tyler and Rachael Austin. Hear how they start off their day as a married couple, business partners, and parents to two young boys and how this adds to their process. This brings a different angle to the interviews I have done so far.
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?
Partners in Excellence
DECEMBER 23, 2015
Over the past week or so, I’ve been on a bit of a rampage on sales and marketing automation tools. Some of my friends in those companies might be thinking, “What’s gotten into you Dave? Why are you turning your back on us?” Others of you may think I’m from the stone ages, and should just crawl back into some cave and be quiet. In reality, I’m really a strong enthusiast and advocate for leveraging automation tools as much as possible.
Sales Training Connection
DECEMBER 25, 2015
Thank you for reading the Sales Training Connection. We wish you a happy holiday season, Janet and Richard.
Sales Evangelist
DECEMBER 25, 2015
It’s all about making money, or is it? Sure, sales is the cornerstone of any thriving, flourishing business but it’s not the end all and be all. There are other key elements that need to come into play. One is to understand the language of business and that is the aspect of finance. I know […] The post TSE 237: Understanding Finance Will Increase Your Profits!
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