MTD Sales Training

NOVEMBER 24, 2011

With the advent of the Internet and numerous sites like CareerBuilder and LinkedIn , job searching has become largely electronic. Yet finding top sales people , especially those who will become long-term loyal assets to your firm, remains a difficult task. . However, with all of our advanced technology, word-of-mouth is still a powerful and effective tool, not only in selling, but in recruiting sales people as well.

Hiring 293

Hiring Incentives Incentive Advertising 293

No More Cold Calling

NOVEMBER 22, 2011

Giving a winning sales presentation doesn’t guarantee that you’ll close the deal. Asking your prospect to engage in the process does. Consider this sales scenario: You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. The sales prospect: • Thanks you for the insights you provided • Agrees that your solution meets their needs • Engages in a preliminary discussion and understanding about pricing • Asks you to prepare a p

Closing 285

Closing Prospecting Proposal Referrals 285

Jeffrey Gitomer

NOVEMBER 22, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Team or Family? Gitomer | November 22, 2011 | Leave a Comment. Tweet Share Whenever I ask a leader how many people are in their group, they will respond with a number and the word team. “I have 17 people on my team.” Sometimes they will say, “I am responsible for a team of 21.” I always like when a leader includes the word responsible in any statement because it indicates their thinking

Hiring 279

Hiring Social Media Loyalty Insurance 279

The Pipeline

NOVEMBER 23, 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.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

Advertiser: ZoomInfo

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.

Sales Cycle

MTD Sales Training

NOVEMBER 23, 2011

You probably know already that I often speak and write about the evolution of the modern-day buyer. . However, simply adapting to some new and advanced techniques is not enough. Today’s sales professional has to evolve along with the modern-day buyer in every aspect. So, let’s take a moment and identify some of the qualities needed for today’s modern-day sales professional. . #1: Today’s Sales Professional is a True Believer.

Consumer 247

Consumer Gatekeeper Cold Calling Exact 247

Bernadette McClelland

NOVEMBER 20, 2011

'To Influence Someone, You Need To Know What Already Influences Them… Asking questions for the sake of asking questions is one thing, asking questions to move down a solution based sales track is another, but asking questions to elicit what influences your client is another story altogether. When you know how to look for and listen for signs, beliefs and language and you can then decode that by understanding what drives their decisions and why they do or don’t do the things they do,

Influencer 150

Influencer Campaigns Competition Meeting 150

The Pipeline

NOVEMBER 25, 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.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

MTD Sales Training

NOVEMBER 21, 2011

You may have heard people say things like, “Today’s 50 is the new 40…,” in that someone 50 years old today, due to a more active and healthy lifestyle, is more considered a person of only 40 years of age now, as compared to a few decades ago. Well, today’s 50 may be the new 40, and 40 may be the new 30. However, my concern is that today’s Warm Call is the New Cold Call!

Cold Calling 243

Cold Calling Gatekeeper Face-to-face Decision Maker 243

The Sales Hunter

NOVEMBER 19, 2011

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

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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.

Sales

Increase Sales

NOVEMBER 22, 2011

Checking progress through quarterly sales goals reflects an applied MBA learning objective in many instances. In today’s world where change is sometimes faster than SuperMan, this MBA learning objective is old school and not does help small business owners, sales professionals to C Suite executives stay with the flow less alone ahead of the flow of business.

Sales Goal 121

Sales Goal Lead Rank Small Business Small Business 121

HeavyHitter Sales

NOVEMBER 25, 2011

Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

Software 103

Software Software Strategy Hiring 103

MTD Sales Training

NOVEMBER 22, 2011

In the recent post, “Today’s Warm Call is the New Cold Call,” I uncovered the fact that with today’s modern prospecting avenues, sales people are often able to establish some contact with a prospective customer before making a telephone call. In that sense, the traditional cold call is becoming a thing of the past. . However, I also pointed out that the ensuing first telephone call to the prospect, while a bit warmer than in the past, still offers similar sales challenges like the cold call.

Cold Calling 216

Cold Calling Gatekeeper Telemarketing Face-to-face 216

The Sales Hunter

NOVEMBER 22, 2011

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

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Data

Increase Sales

NOVEMBER 25, 2011

In working on several articles for a joint newsletter than I publish with Laura Novakowski, the word leadership surfaced. As someone who started an executive consulting and small business coaching practice with a leadership focus, this word is important to me. Now with the College Success Boot Camp being planned for 2012, leadership has once again become word number two with values being word number one.

Face-to-face 110

Face-to-face Small Business Small Business Call-back 110

Sales Training Connection

NOVEMBER 21, 2011

Sales people often are promoted into sales manager positions – primarily based on their sales success. While congratulations certainly are in order, success in these situations raises some unique challenges. Sales Coaching. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager. Sales managers responsibilities extend far beyond face-to-face selling.

Sales Management 104

Sales Management Face-to-face Promotion Pivotal 104

A Sales Guy

NOVEMBER 21, 2011

A long time ago, artisans ruled the economic landscape. They were revered for their craftsmanship. Artisans had a distinct journey to becoming accepted in their field. They started as apprentices, then moved to journeyman and finally masters. To become a master, artisans had to show a “master” command of their craft. They had to be the best of the best.

Exact 98

Exact Competition Industry Meeting 98

The Sales Hunter

NOVEMBER 25, 2011

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

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.

Retail

Fill the Funnel

NOVEMBER 23, 2011

© Karen Roach - Fotolia.com. What a great time of year to reflect on the people and events that I have had the privilege to connect with since this holiday a year ago and prior. The web tool creators are continuing to dazzle and amaze me. The readers of this blog grew again last year in the biggest increase since I started this over four years ago. My clients have opened their minds and businesses to innovative new tools and strategies to reach new customers.

Funnel 94

Funnel Top of Funnel Tools Strategy 94

SBI

NOVEMBER 21, 2011

Quick, how many jokes can you think of about engineers and salespeople? We all know that engineers have certain, ahem, personality traits. And salespeople are known for their own, very different “personalities.” Jokes aside, it’s those special traits that make for great engineers and great salespeople. But personality differences between technical and non-technical types can sometimes cause friction within an organization.

Engineering 92

Engineering Meeting Sales Revenue 92

A Sales Guy

NOVEMBER 19, 2011

I went skiing for the first time today. I went with my oldest two girls. We had a blast. They didn’t want to stop. I love that. While on the hill we had this picture taken. It was taken by one of the Vail photographers that were scattered all over the hill. In bright green jackets; they were everywhere. You couldn’t miss them. They took the picture for free and with in an hour it was auto-posted to our EpicMix account.

Social Media 96

Social Media Ideal Customer Profile Twitter Facebook 96

The Sales Hunter

NOVEMBER 21, 2011

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

Advertiser: ZoomInfo

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.

Cold Calling

Partners in Excellence

NOVEMBER 21, 2011

One of the most important roles of the sales professional is to remove obstacles to the customer’s buying process. It’s a role that has always existed, but too often, we forget about it, focusing instead on presenting our products and solutions, or trying to persuade them to buy our stuff. Providing information, responding to customer questions, trying to convince them are really insufficient — both for our success as sales people and for the success of our customers.

Competition 89

Competition Up-Sell Sales Process Relationals 89

Sales Training Connection

NOVEMBER 21, 2011

In a 2011 survey by the Sales Executive Council , the researchers report this interesting trend – “Across the board sales people are getting decreased access to potential customers.” In fact sales people report that time spent in front of customers decreased 26% compared to three years prior. This trend has a number of drivers and several important implications.

Lead Qualification 79

Lead Qualification Pipeline Lead Rank Lead Scoring 79

A Sales Guy

NOVEMBER 20, 2011

If you are into art, check out Laura Gerry. She is an amazing artist. Go visit her website and Facebook Page. Laura recently finished this painting and I love it. I worked with Laura at Avaya. Believe it or not she spends her days with her head buried in spreadsheets. I don’t know how someone so creative can be so successful using the other side of her brain.

Facebook 94

Facebook 94

Tom Hopkins

NOVEMBER 21, 2011

In the rapport setting stage of selling, your #1 goal, as stated in other blog posts on this site, is to help people to like you, trust you and want to listen to you. If you think about selling situations you’ve been in yourself, you’ll have to admit you have the same preference. The sale [.] Related posts: Rapport Building – Step 1: The Power of Your Smile.

Relationals 78

Relationals Selling Skills Sales 78

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?

Marketing

Partners in Excellence

NOVEMBER 24, 2011

Usually it’s easier, and cheaper to sell to a current customer than to acquire a new customer. Monitoring customer retention and customer attrition is important. Ideally, 100% of our customers continue to see superior value in our products and services, and want to continue to be customers. There are a number of different ways to measure customer retention.

Retention 87

Retention Customer Lead Rank Lead Scoring 87

The Science and Art of Selling

NOVEMBER 22, 2011

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Cold Calling 73

Cold Calling How To Company Objections 73

A Sales Guy

NOVEMBER 23, 2011

As I shared in my early review of The Challenger Sale , I’m going to post unique and compelling quotes from the book as I move through it. This excerpt is at the core of the challenger premise. . “I understand your world.” and “I’m not here to waste your time asking you to teach me about your business.” What I love about this excerpt is it flips the traditional scripts.

Education 88

Education Sales Relationals Prospecting 88