The Sales Heretic
JANUARY 12, 2012
By now you’ve probably already broken your New Year’s resolutions, so let’s replace them with some new ones. Specifically, with some resolutions that will enable you to sell more this year than you did last year. 1. Set sales goals If you’ve never set sales goals for yourself or your salespeople, now’s the time to start. Begin [.].
MTD Sales Training
JANUARY 9, 2012
A sales person with a fear of rejection is like a lifeguard with a fear of water. It is a serious problem. Although, faced with a constant flow of rejection, absorbing one “No” after another, it is only understandable to begin to develop a pessimistic anticipation when closing sales. In addition, those old thoughts like, “It takes X amounts of NOs to get a YES…” and, “You should not take rejection personally…” provide little comfort.
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Sales 2.0
JANUARY 12, 2012
Photo by delphaber va Flickr. I’m not that keen on banging my head off walls. But some sales people are. Mostly sales people that have been trained in “old school selling techniques”. The ”old school” maintains that “sales is a numbers game” and the numbers that matter are all about effort. All about volume. One of the key indicators of success is the number of cold calls you can make.
No More Cold Calling
JANUARY 12, 2012
Act like a professional, speak like a professional. Your words make all the difference. “Connect with people, and you have the sale. Connect with the business issue only, and forget it.” I wrote something like that in my book, and it still rings true. However, “connecting” doesn’t mean using slang and words and phrases that annoy your sales prospects and clients.
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Sales and Marketing Management
JANUARY 13, 2012
By NEIL MAHONEY. Making the sales process more time-effective is not easy because salespeople have so many unavoidable duties they must perform: call reports, expense reports, travel time, handling complaints, maintaining relationships… The list never ends.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales 2.0
JANUARY 8, 2012
I don’t care how many proposals you have out. Truth be told you probably don’t really care either. What you care about is how much money you are going to put in your bank account this month, this quarter and this year. Proposals are not going to get you there. Deals are. Closed deals. Once you’ve got a signed contract you’ve got a shot at sending out invoices and after some duly annoying amount of time getting a check back that with some good fortune will clear and finally you reached your goal.
The Pipeline
JANUARY 13, 2012
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.
Jeffrey Gitomer
JANUARY 10, 2012
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Why did the last five prospects say no? Gitomer | January 10, 2012 | 1 Comment. Tweet Share Most of the time when a prospect says “no” salespeople accept it and leave. Most of the time when a prospect tells you why they say no, they’re not telling the truth.
MTD Sales Training
JANUARY 11, 2012
It’s only normal and human for family problems, health concerns, financial issues and even the state of the ozone layer to sometimes flood your brain and distract you from optimum performance. You may have also found that simply to, “Put such thoughts out of your mind…” is much easier said than done! One way to deal with distractions that hamper sales success is to work.
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Understanding the Sales Force
JANUARY 11, 2012
Understanding the Sales Force by Dave Kurlan Earlier today we ( Objective Management Group ) held our annual Rockefeller Habits strategy meeting. At one point the management team was reviewing year over year growth to pinpoint where last year's growth came from. The segment of our business that survived the recession was our Sales Force Evaluation. Companies that had money they could part with wanted to work on sales and we own the Sales Force Evaluation market.
The Pipeline
JANUARY 11, 2012
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.
Steven Rosen
JANUARY 9, 2012
Research shows that the one thing that successful peo ple always do is set goals. Below is a simple 5 steps process to help you start your year off with a focus on the outcomes you want. It’s that simple. 5 Steps Setting Your Goals into Action. Step 1 What: Establish what you want to achieve. It can be personally, career wise or financial. What would make you the MVP in your organization?
MTD Sales Training
JANUARY 13, 2012
Practice, practice, practice because practice makes perfect! While that age-old sentiment is nice, it is not true. Practice does not make perfect. Only Perfect practice makes perfect. I ask sales people if they routinely practice their presentation and often I get the response, “Oh, I have been doing this for years. I got it.” Or, “I’ve done this presentation so many times, I can do it in my sleep.”.
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The Sales Hunter
JANUARY 7, 2012
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.
Jeffrey Gitomer
JANUARY 12, 2012
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Get Your Cup of Sales Every Tuesday Morning. Gitomer | January 12, 2012 | Leave a Comment. Tweet Share Sales Caffeine is 10 years old. Sales Caffeine is recognized and has won awards for design and distribution. And Sales Caffeine is for you…at no charge. Yup, it’s free!
Pointclear
JANUARY 12, 2012
Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Best sales lead management practices continually show that reps need qualified leads that have been carefully vetted, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale.
MTD Sales Training
JANUARY 10, 2012
When the Google.com domain first went online in 1997, few could have guessed it would soon become the massive online entity that it is today. With over 620 million visitors to the site every day, who produce more than 87 billion worldwide searches every month, Google should be considered any business’ first point of call when it comes to building a successful online presence.
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.
The Sales Hunter
JANUARY 10, 2012
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.
Understanding the Sales Force
JANUARY 9, 2012
Understanding the Sales Force by Dave Kurlan I hear this very often: Dave, your assessment said that Joe was not money motivated but I disagree. It seems like Joe is in here every month asking for more money. Me: Tell me about that. Client: Well, he says he isn't earning as much as he's worth so he hits us up for more salary or demands an increase in commissions.
Pointclear
JANUARY 10, 2012
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. An important skill in playing poker is being able to read the opponents at your table. A “Tell”* is a physical reaction, sometimes called a habit, or behavior that tells others information about you and your hand.
Increase Sales
JANUARY 10, 2012
Conducting business face to face through in person meetings still tops using technology according to 2011 survey published in the October 2011 edition of The Wire from AirPlus. Even though many of those surveyed had increased remote conferencing be it teleconferencing, Web Conferencing or virtual conferencing, the effectiveness of these technology solutions remained to be seen.
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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.
The Sales Hunter
JANUARY 10, 2012
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.
A Sales Guy
JANUARY 12, 2012
I have a new mantra; The best sales people can make the sale. without almost ever having to talk about. their product. When we are talking about our product, we’re NOT talking about the customers business. (There is one exception, I’ll get to that in a minute) When we’re talking about our product we’re focused on our need and not our customers.
Fill the Funnel
JANUARY 8, 2012
FINAL UPDATE: I have closed the poll and frankly I was surprised with the results. 72% of you said you prefer HTML format for Newsletters you receive, with 18% preferring Text-only formats and 10% of you asking for the ability to choose. I had the feeling that text-only would win out but clearly that is not the case. So HTML format it is for Fill the Funnel Newsletter.
Increase Sales
JANUARY 7, 2012
Years ago one of my now dearest friends and colleagues, Laura Novakowski , shared with me something she learned from one of her mentors who had shared Socrates’ three filters. With the explosion of social media specific to marketing and to increase sales, maybe now is the time for others to employ this increase sales strategy and tactic. Socrates’ three filters are pretty straight forward when it comes to communication: 1.
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?
The Sales Hunter
JANUARY 9, 2012
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.
A Sales Guy
JANUARY 7, 2012
We all have greatness inside of us. We all have a Michael Jordan wanting to get out. We’re taught the luck is some of us are born with greatness while others, the unlucky,are not. Feel good and be happy, this notion is wrong. The luck isn’t in being born with greatness, it’s in finding it. We’re all born with greatness. The luck or the goal is finding our greatness, our Michael Jordan.
Partners in Excellence
JANUARY 9, 2012
There is an interesting discussion on Focus on transforming sales organizations from Push to Pull. I can see the reason for the discussion, if I had a nickel for every time I’ve heard a comment about “pushy sales people,” I’d have a huge pile of nickels. It’s also both fashionable and realistic to talk about the customer’s buying process.
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