MTD Sales Training
OCTOBER 27, 2011
It is true, that you never get a second chance to make a first impression. As a sales professional, it is imperative that the first impression the prospect gets of you be a good one, and it starts with your appearance. However, here are 10 subtle, seemingly small items concerning your appearance that many sales people overlook. Keep these things in mind as they are easy to forget and take for granted. 1.
The Pipeline
OCTOBER 26, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
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Bernadette McClelland
OCTOBER 28, 2011
'Sales Managers – Listen Up! Sing along with me “It’s not about the money, money, money! We don’t need your money, money, money! We just wanna make the world dance, forget about the price tag…”. Or perhaps if you are more academic this might resonate “People work for money, but they work even more for meaning in their lives” (Harvard Business Review). and then again, the influential Marilyn Monroe might convince you “I don’t want to make money, I just want to be wonderful.”.
No More Cold Calling
OCTOBER 27, 2011
There’s nothing like a good, old-fashioned public humiliation to illustrate the difference between cold calls and hot referrals. What are you doing to make your sales efforts matter? Picture this: You’re at a sales conference. You don’t believe in cold calling. You’re participating in a conference breakout session listening “live” to a sale rep cold calling into a company.
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
MTD Sales Training
OCTOBER 24, 2011
How do you view the profession of selling? . Let’s face it; selling is unlike any other business or profession in the world. . I am not referring to those who do a little selling as part of their overall job function. I am referring to those people who choose to make their living purely by selling products or services, and most often to strangers. I am talking about those who have chosen to get what they want and need, by helping others get what they want and need.
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Jeffrey Gitomer
OCTOBER 28, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Where did you learn to sell? How have you modified it? Gitomer | October 28, 2011 | 1 Comment. Tweet Share In my early intensive days of learning sales and attitude (1972-1973), I was taking a four-hour sales and attitude training class EVERY DAY from 8am-noon. Every day.
Anthony Cole Training
OCTOBER 25, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
MTD Sales Training
OCTOBER 26, 2011
In the recent posting entitled, “Is Selling an Art, a Practice or a Science?”, I offered some justifiable points on why each opinion had merit. Selling could be considered an art, a practice or a science. However, as promised, here is my take on this… Selling is First and Foremost a Science. Selling is first a science, and for more reasons than the math.
Pointclear
OCTOBER 24, 2011
An interesting post by SoftwareAdvice.com’s Derek Singleton— What Does Social Manufacturing Look Like? —noted the Dreamforce announcement of Salesforce.com’s support for Kenandy , a cloud-based manufacturing solution that incorporates the social tool, Chatter. Kenandy has been founded by Sandy Kurtzig, the former CEO of ASK Group and the creator of ManMan.
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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.
Steven Rosen
OCTOBER 22, 2011
This year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force? What can you do? The typical response goes like this: You devise several homemade remedies to ensure you do better next year. You develop a plan to do one or more of the following: Develop a new selling skills program.
Anthony Cole Training
OCTOBER 24, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
MTD Sales Training
OCTOBER 28, 2011
Some sales people have trouble asking for and getting referrals from prospects that buy, and even from long term clients. However, the majority of sales people have a serious problem when it comes to obtaining referrals from those prospects that do not buy. Here are a couple of tips to help you get more referrals from those, “No-Sales.” . #1. Ask for referrals before the close.
Jeffrey Gitomer
OCTOBER 24, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. My Last Public Seminars of 2011 | Don’t Miss Out! Gitomer | October 24, 2011 | Leave a Comment. Tweet Share I want to make sure you know about my last three LIVE public seminars of 2011: If you live in or close to San Diego, Dallas, or San Marcos, I want you to join me for my events.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Increase Sales
OCTOBER 24, 2011
Credit www.sxc.hu. To go beyond just surviving to actually thriving in today’s global market place suggest you may need to determine if you are behind, with or ahead of the social marketing flow. A recent survey by Chief Marketer indicated from 2010 to 2011 the integration of social marketing campaigns into the overall marketing had increased from 64% in 2010 to 73% in 2011.
Anthony Cole Training
OCTOBER 25, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
A Sales Guy
OCTOBER 27, 2011
We measure a lot of things in sales. Some sales organizations are fanatical about metrics, others not so much. Either way, measurement is part of sales. It’s what makes sales such a unique monster. There is no place to hide. Sales is an objective environment. With all the measuring sales does, there has been one measurement that rarely shows up on our dashboards.
Partners in Excellence
OCTOBER 26, 2011
As sales professionals, we are supposed to be masters of effective communication, yet too many times we overlook even the simplest of issues. We’ve sent the customer some information–we assume the read it. We’ve sent the customer some information–we assume they understand it. We’ve sent the customer information and assume it addresses their needs, because we believe it addresses their needs.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Increase Sales
OCTOBER 28, 2011
For the last 20 plus years and more recently the last several months, I have been particularly aware of the “kick the can leadership behaviors.” These “leave it to the next generation of leaders” behaviors are particularly frustrating on so many levels. Passage of Time Level. The passage of time potentially creates more wounds, problems.
Sales Training Connection
OCTOBER 26, 2011
While many companies are seeing a recovery from the economic downturn, the distribution and pace of forward progress are not necessarily being enjoyed across the board by all companies, industries or geographies. Given the economic downturn, companies actively are seeking to capitalize on all competitive edges – including human capital. Their sales force represents one of the most significant opportunities to grow revenue and market share.
A Sales Guy
OCTOBER 22, 2011
The elevator pitch has been the cornerstone of sales for years. We’re constantly asked and challenged to share what we do or what we sell in a compelling, succinct manner in less than 30 seconds. The amount of time you might have if you met someone in the elevator and had to get their attention before they got to their floor. The elevator pitch isn’t dead, but it’s certainly morphing.
Partners in Excellence
OCTOBER 23, 2011
That’s the $64K question for all sales people. Who’s the decision-maker and how do we get access to her? Conventional sales wisdom tells us to focus on the top, prowling the halls of the executive suite, trying to develop relationships with the CxO. Finding that decision-maker, persuading him that we have the right solution and getting a favorable decision is the “Holy Grail” for sales people.
Advertiser: ZoomInfo
In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.
The ROI Guy
OCTOBER 22, 2011
Each year over 8,000 CIOs and IT Leaders gather in Orlando for Gartner’s Symposium and IT Expo to discuss the latest research from Gartner analysts, and the sessions are never short on predictions, insight and even controversy, all helping to shape the top IT priorities and investments for 2012 and beyond. The 2011 sessions did not disappoint, with analysts urging “creative destruction” as one of the most important strategies for IT executives to embrace.
Sales Training Connection
OCTOBER 24, 2011
The sales cycle is decreasing - the buying cycle is taking over. We have asked one of our colleagues, Mark Hunter – who many of you know as The Sales Hunter – to share a post on the blog. Take a read of Mark’s discussion on how the selling cycle and buying cycle are changing … Salespeople love to tell me how in today’s environment they can’t get customers to make a decision.
A Sales Guy
OCTOBER 24, 2011
The other day I got my hair cut. The stylist’s name was Christine and she was good. She didn’t have to tell me she was good. I just knew it. Her attention to detail was excellent. She asked me questions along the way to make sure I got the cut I was looking for. She spent extra time on the difficult areas. She made sure the cut was even by going over the spots with the trimmers multiple times.
Partners in Excellence
OCTOBER 25, 2011
I must review hundreds to thousands of deals every year. Often, sales people struggle, the deal is stalled, they are losing traction, they need to make something happen and move the deal to closure. Often in reviewing deals, I feel as though I am watching a ping pong game. The sales person does something (ping), the customer responds (pong), the sales person follows up (ping), the customer asks a question (pong), …… This can drag on endlessly, or it can stop at any time the custome
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.
Your Sales Management Guru
OCTOBER 24, 2011
Sales Leadership: It’s time to gear up your recruiting! . I have often stated that a sales manager should spend 15% to 20% of their time recruiting and interviewing, but as you move through October into November you need to increase your recruiting focus. At this time of year, like it or not, every salesperson is assessing their current status, their organization, what they are selling and a pending new compensation plan in 2012.
BrainShark
OCTOBER 26, 2011
I often have conversations with clients about the benefits of live web meetings versus presenting information in an on-demand format that incorporates voice
A Sales Guy
OCTOBER 25, 2011
I saw this Smart Brief survey this morning in my email and it struck me. The blue line is something I’ve experienced in most of the organizations I’ve worked. Talk is more common than action. What strikes me the most about the results is, I believe if you were to ask most people they would say they don’t like environments where talking over action rules.
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