Sat.Apr 13, 2013 - Fri.Apr 19, 2013

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59 Ways to Agree with Your Customer

The Sales Heretic

'Whether you’re building rapport with a new prospect, negotiating the fine points of a big contract or working to resolve a customer problem, one of the best things you can do with your buyer is to agree with them whenever possible. Agreeing with customers helps to reassure them that you’re actually on the same side, [.].

Customer 325
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Can You Switch Hit For Sales Success?

The Pipeline

'By Tibor Shanto – tibor.shanto@sellbetter.ca. I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. Each territory had two hunters, one for each product, two account development/management (AD) people, again one for each product, and an administrative person, all supported by a central customer care group, as to not overw

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Sales Management Tip – Shift your Coaching Style

Steven Rosen

'Welcome back to another episode of Sale Management TV. Last week I have had a number of coaching sessions with sales managers and came across a reoccurring theme. As you know the goal of coaching is to put a sales rep on a path for improving a behavior, skill or competency which will have a positive impact on their performance. What I have seen is that managers do a really good job identifying or diagnosing areas for improvement.

Coaching 292
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Latest Research on Personality Assessments for Sales Selection

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries. The author says that some of the most successful salespeople share 10 personality traits but doesn''t say how many were in the study or how many shared the 10

Research 291
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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How Buyers Make Decisions

MTD Sales Training

'Imagine you are in a restaurant, cafe or canteen, looking at the menu. You’re pretty hungry, but not overly so. You need to quench your thirst and fill your stomach, as you inspect what’s. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 273

More Trending

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5 Ways to Measure if Your Sales Process is Working

SBI Growth

'You’ve invested in the technology. You’ve trained the entire sales organization. The sales process is finally out in the field. Will your efforts get the best possible return? Rolling out a new sales process is tough work. For Sales Operations, it’s one of the most important projects you’re responsible for. The risk is high because the money and time invested is significant.

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Top 5 Reasons Why Salespeople Don't Qualify Effectively

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect.

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How To Sell To Groups – Video Blog

MTD Sales Training

'There are many tips and techniques that we as sales people can use to help us sell to our prospects and clients, but the majority of these sales techniques are focused around selling to an. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Groups 268
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Selling In The Right Time Frame – Sales eXchange 196

The Pipeline

'By Tibor Shanto – tibor.shanto@sellbetter.ca. One common theme here and at other quality sales sources, is the need to cover the entire buying organization, top down, bottom up, and all sides. This not only eliminates the need to go around or over someone , but delivers a number of benefits and opportunities to sell and establish contacts and relationships.

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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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How to Benchmark the Effectiveness of your Marketing Organization

SBI Growth

'Is my Marketing Strategy broken? In a recent Sales Benchmark Index survey of 312 CMO’s and VP’s of marketing; the majority answered this question “I don’t know”. Download the Marketing Strategy Assessment here and determine if your Marketing Strategy is broken. 80% of CMO’s indicated they utilize competitive benchmarking to influence marketing strategy according to IBM research.

Marketing 244
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5 Stupid Phrases Salespeople Say By Accident When Trying to Close

The Sales Hunter

'Below are 5 stupid phrases salespeople say right when they’re presenting the price and trying to close. (Usually what ends up happening is they offer a discount! Ouch!). Have you ever found yourself saying… Is that more than you thought it would be? Are you concerned about the price? How does this price compare with what you’ve been looking at?

Closing 250
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Building From Relationship To Transaction

MTD Sales Training

'When you sell your products and services, it’s imperative that you learn your clients’ behavioural patterns and how they use your products to achieve results. They don’t buy your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 263
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How to Sell Through Distractions

Score More Sales

'It’s been a tough week in Boston. Monday was a day of extreme jubilation due to our annual Marathon tradition, then a sudden drastic low – lower than low. I choose not to detail the series of events – they are easy to find through any search engine. Today on Friday, there is a complete lock-down in Boston and 5 neighboring towns because of a suspect remaining on the loose.

How To 237
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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How Good is Your Marketing Team?

SBI Growth

'This post is written for Marketing Leaders newly hired in an organization and those who want to keep pace in the industry. The first question new marketing leaders ask themselves is, “ how good is my team? ”. You may have a team with talent and strong capabilities or you may have dinosaurs. Despite what you inherit, your #1 goal entering the organization is to drive results.

Marketing 238
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Your Customer Doesn’t Care About What You’re Selling

The Sales Hunter

'Why should they? Quit talking about what you have and start talking about what they want. We show up at a sales call with pretty pictures, a list of facts and other stuff the customer couldn’t care less about. This is not to say this type of information is not important. It is important, but only when used at the right time. The problem is most salespeople use this type of information at the wrong time.

Customer 247
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A New Perspective On Researching The Competition

MTD Sales Training

'One thing that salespeople have to do in abundance is to research the competition. But there is another mindset that you can work on that will offer a different perspective on things. Most. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Jeffrey Answers a Question on Cold Calling | Real World Sales Wisdom

Jeffrey Gitomer

'Tweet RSS readers may click here for the video. Here are 12.5 real world connection strategies to eliminate cold calling. These are not “no brainers.” They’re “brainers!” They’re ideas and strategies that require smart, hard-working people to turn the strategies into money: 1. Build relationships and earn referrals. Visit existing customers. Offer ideas and help. 2.

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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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How to Determine Which Sales Problem is Worth Solving?

SBI Growth

'Sales “ problems ” make it on to your agenda in many ways. As CEO, sometimes the board feels there is a sales problem that needs attention. The competition is a source of sales problems. It is not uncommon for customers to be a source of sales problems. There is one source of sales problems more active than all of these combined. Your team. Your team brings sales problems to you every month, quarter, and year.

Lead Rank 232
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Sales Motivation Monday: 21 Questions to Ask Yourself Regarding Sales Motivation

The Sales Hunter

'Sales motivation is not rocket science. It is, very simply put, allowing yourself to be in a position to win regardless of what may occur to you. Below is a sales motivation checklist with vital questions. Ask yourself… 1. Are there people with whom I should not be associating because they have a negative outlook? 2. Do I sound positive and outgoing when I talk with people on the phone?

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Would You Bet Your House on Your Sales Savvy?

No More Cold Calling

'Sales suspects don’t count as sales prospects. Barry Trailer, managing partner of CSO Insights , makes the following bet whenever he speaks to sales audiences: “I’ll bet you my house that right now you’ve got good people working hard to get business you don’t want.” So far, Barry has been able to keep his house. Would you be willing to bet your home that your company is not trying to attract poorly-qualified prospects?

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Self-Evaluation of the Basic Elements of Leadership

Jeffrey Gitomer

'Tweet AM I THE LEADER I WANT TO BE? Leaders rarely get to evaluate themselves. Below is your opportunity to take a brief look in the mirror. Take a few moments and give yourself an honest response as to your present skill level. NOTE WELL: If you only look at this list and don’t actually circle a number, you will not improve, nor will you have a guideline by which to do it.

Hiring 212
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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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Reduce the Risks of Hiring Sales Managers

SBI Growth

'“How can I be sure I''m hiring the right sales leader?”. This post is for those who are recruiting and hiring sales leaders. It provides an overview of how to conduct a competency assessment specifically for Sales. It includes a 2-part downloadable tool for scenario-based interviews. Using the guidance and tool will improve the chances for making a successful hire.

Hiring 230
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Inside Sales Power Tip 109 – Listen

Score More Sales

'“You have two ears and one mouth for a reason,” said my sales manager years ago, and it wasn’t the first time he had said it. I hated that saying, but to this day, years later, it left an impression and a great visual. There are two main reasons you want to listen more than you talk when having a conversation with a buyer: 1) You won’t learn anything if you do all the talking. 2) You may say too much when talking and shut down a real opportunity prematurely.

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Crisis of Faith

Sales and Marketing Management

'Issue Date: 2013-04-15. Author: Richard Plinke. Teaser: If you're in sales and you haven't experienced periods of melancholy and self-doubt, then you're not doing it right. But good salespeople, like good marriages, are not the ones who never face any problems, they're the ones that work through the problems. If you're in sales and you haven't experienced periods of melancholy and self-doubt, then you're not doing it right.

Sales 184
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Want to Increase Your Price? Increase Your Customer’s Outcomes.

The Sales Hunter

'The easiest way for you to increase your price is to increase the outcomes your customers receive from using what you sell. Think about it for a moment. Your customers will pay more if they believe they’re getting more, and that means the secret lies in being able to increase the benefits of what they get from you. To do this requires a different perspective from the start.

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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How Good is Your Marketing Team = How Good is Your Leadership

SBI Growth

'This post is written for Marketing Leaders newly hired in an organization and those who want to keep pace in the industry. The first question new marketing leaders ask themselves is, “ how good is my team? ”. You may have a team with talent and strong capabilities or you may have dinosaurs. Despite what you inherit, your #1 goal entering the organization is to drive results.

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Pay Attention To What Drives Sales

Anthony Cole Training

'Sales don''t just "happen". At least, not in my business nor in the companies that I have the opportunity to work with. Over the last 20 years of partnering with sales organizations from coast to coast, from large metropolitan areas to small cities, sales have to be generated not merely collected. Sales have drivers, leading indicators and activities that, when executed at the right amount and the right way, will generate sales results.

Pipeline 195
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Jeffrey Gitomer | Real World Sales Wisdom

Jeffrey Gitomer

'Tweet If you love what you do, your passion will lead you to success, and your success will lead to your fulfillment. -Jeffrey Gitomer. The post Jeffrey Gitomer | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog.

Training 192