The Sales Heretic
MARCH 11, 2015
'Our words can either help or hinder our sales efforts. The right words can ease our buyer’s fears, stoke their excitement, and move them to action. The wrong words can annoy prospects, insult them, and even scare them off. Some of the most dangerous words, though, are words we’re not even aware we’re using. They’re [.].
No More Cold Calling
MARCH 10, 2015
'How do you ensure the young women in your life get the equal opportunities they deserve? Gender equity is not just a girl thing. Women have important contributions to make and powerful perspectives to share. Smart leaders know that diversity of thinking fuels growth, and they claim it’s a priority. But the numbers reveal the truth : We still have a long way to go before we can talk about equality with a straight face.
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Bernadette McClelland
MARCH 11, 2015
'I read every word of Jill Konrath’s latest blog on her website Sell #LikeAGirl and I could feel the emotion taking over as I read it and re-read it. Every word she wrote echoed the same sentiment I felt from […]. The post Jill Konrath’s Sell #LikeAGirl post made my blood boil. appeared first on Bernadette McClelland.
The Pipeline
MARCH 12, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . There is much discussion about leadership, or more accurately, a lot of talk, some of it actionable, some of it not. The less actionable it is, the less interesting, and as a result ending up more talk than action. Many of those who like to talk about leadership, often include a blurb on accountability.
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Sales and Marketing Management
MARCH 8, 2015
'Issue Date: 2015-03-09. Author: Eric Burns. Teaser: In the face of self-educated buyers, increasing quotas and lengthening sales cycles, it’s no surprise that organizations are looking for ways to better arm their reps. Increasingly, sales and marketing teams are turning to a new tool that can uniquely address some of the most pressing challenges of modern sales enablement — video.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
MARCH 12, 2015
'Here’s how to implement real change in your sales organization. Why do so many salespeople refuse to learn new prospecting strategies or to change sales tactics that aren’t working? Change is the only way to grow and excel. And why wouldn’t salespeople follow the path to the highest commissions, the fastest closes, the best meetings, and the most powerful relationships?
The Pipeline
MARCH 9, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I know that we have been taught not to answer a question with a question, but at times you have no other means of redirecting the conversation. One of my favourite type of questions, are Impact Questions. Questions that go to the heart of the issue, challenge the assumptions of the other party, and allow you to redirect the conversation in a way that it revolves around elements that allow the buyer to explore issues in a way they hadn’t conside
Understanding the Sales Force
MARCH 11, 2015
'Every Mac owner knows about the dreaded beach ball of death. For those who have never experienced the Mac equivalent of a computer crash, a beach ball that won''t stop spinning appears on the screen and when it''s more than a simple application crash, the death reference implies impending doom to the Mac itself. This is what it looks like: During the summer, beach balls can also be seen floating among fans in the center field bleachers at Fenway Park.
The Sales Hunter
MARCH 12, 2015
'The last thing any salesperson needs to be concerned about is their price when they find themselves talking to a new prospect. I have watched far too many salespeople mentally take themselves out of the running with a prospect, all because they’re fixated on thinking their price is going to be too high. Your […].
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MTD Sales Training
MARCH 11, 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! ]].
Sales and Marketing Management
MARCH 12, 2015
'Issue Date: 2015-03-13. Author: Susan Ershler. Teaser: Successful salespeople achieve their vision by pursuing a series of realistic goals in exactly the same way we climb mountains: one step after the next. But the number of steps we take depends on where we start our journey. Successful salespeople achieve their vision by pursuing a series of realistic goals in exactly the same way we climb mountains: one step after the next.
Pointclear
MARCH 10, 2015
'Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 times more likely to respond to quality voicemail and email than their junior reports. I was blown away! In this 5th and final installment of our series, I’ll explain why this is the case … AND why they are also substantially less likely to give up their digital body language via marketing automation.
The Sales Hunter
MARCH 8, 2015
'More than anything else, your frame of mind — your attitude — is going to determine your level of success. I challenge you to pay very close attention to your frame of mind, particularly on Monday morning as you start your week. You will be surprised that if you resolve to have a positive frame […].
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Understanding the Sales Force
MARCH 9, 2015
'Copyright: 123RF Stock Photo. Sometimes things happen in ways that you never plan for. Last week, a Blog post appeared on another site that listed ,8 Things that the Top 1% of Salespeople Do Differently. In response, I posted a simple counter argument on my Blog. The extremely popular article was syndicated by CustomerThink.com, where the conversation picked up comments from both doubters and supporters alike.
Increase Sales
MARCH 9, 2015
'Marketing continues to be the number one barrier to strategic business growth. The problem with marketing is it is an ongoing decision making process because if other firms and people do not know about you, your company or your solution, you will remain pocket poor. With all the types of marketing channels available from paid advertising to social media posts such as content marketing to referrals, chaos can quickly take over.
A Sales Guy
MARCH 11, 2015
'When I first started my career, I was a suit b h. I wore the most stylish suits I could afford. I wore Boss, Armani, Ralph Lauren, and Canali. I loved them. I knew what stores had the best sales, and how to get these #badass suits for as cheap as possible. As my career progressed and I made more money, I began to have my shirts custom made. They had English spread collars with French cuffs.
The Sales Hunter
MARCH 9, 2015
' Put aside the debate about the Apple Watch and let me share with you 5 things I learned from the launch of it that are going to help me sell better: 1. Provide your customer with valuable information that will have them wanting to keep your appointment. Apple has been teasing us with the […].
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.
Fill the Funnel
MARCH 12, 2015
'Click the video above to learn why Sales leaders, future sales leaders and those that would like to become a sales leader in the future will all benefit from registering for this free event and attending on Tuesday, March 31st at 11:00 am Eastern. By registering, you will receive the live broadcast link, the replay link for future review, plus eBooks and supporting information from each of the presenters.
Increase Sales
MARCH 11, 2015
'Reams of papers have been printed about the different selling styles. However, when you rendered them all down they fall into of these two categories: Credit: www.gratisography.com. Pitch. Pull. Make a Sales Pitch or Push. Possibly the pitch selling style can be traced backed to the traditional product base marketing approach. Make a sales pitch about your solution (product or service) and you will attract attention.
SBI
MARCH 8, 2015
'Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Aviso, a smart selling tool that eliminates the manual process of rolling-up a sales forecast of your entire sales organization. Sales ToolSkool Video Transcript: This week’s topic is a tool that eliminates the manual Sales Forecast roll-up process and makes it possible for you to keep your plan on track.
The Sales Hunter
MARCH 10, 2015
' Improve your negotiating skills immediately by doing the following: Close Your Sale by Giving the Customer 3 Options Many times customers only want to negotiate out of a desire to feel in control and to feel they are able to get something extra from the salesperson. A quick way around this is by offering […].
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Sales Training Connection
MARCH 9, 2015
'A Classic – ’63 Corvette. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. They also know it isn’t so easy to do. There are lots of traps along the way for getting it right.
Increase Sales
MARCH 13, 2015
'Back in 2001, two authors by the names of Linda Martin and Dr. David Mutchler wrote an extremely powerful book directed towards competency based leadership model and how this was old school. In their book entitled, Fail-Safe Leadership: Straight Talk About Correcting the Leadership Challenges in Your Organization , they succinctly addressed this old school leadership model and why it is old school.
Customer Centric Selling
MARCH 11, 2015
'Sales Tips: What NOT to Say in Sales. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Photostock at FreeDigitalPhotos.net. The objective of product training, skill training and sales enablement is allowing sellers to make better calls. Companies hope that the information they provide and sellers’ interpretation of it result in words that resonate during calls on different titles and vertical markets.
The Sales Hunter
MARCH 13, 2015
'Do you want to drive revenue? Of course you do! I want you to have the best ideas that will move you in that direction. That’s why I’m joining other sales experts for the upcoming webinar on Tuesday, March 31, on 6 Leadership Ideas to Drive Massive Revenue. OmniJoin is sponsoring this opportunity, which makes […].
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?
Sales Training Connection
MARCH 13, 2015
'What is the one competency salesperson could most benefit from if they knew how to do it better? A Survey of Sales Effectiveness: Global Research on what Drives Sales Success addressed that question. The skill set was: Developing New Business. . As to the nature of the challenge and the best practices for addressing it, it’s necessary to pinpoint whether you are talking about new business with new customers or new business with existing customers.
Increase Sales
MARCH 10, 2015
'Being somewhat of a numbers person, I truly love to collect data and look for data trends. My sense is beneath all these numbers are data gems that can be helpful to individuals and businesses. Unfortunately, many fail to connect the data gem dots. Lucky for me, I discovered one data gem specific to top sales performers. Now sometimes it was applicable to entrepreneurs if they had come from a sales background.
Engage Selling
MARCH 13, 2015
'Are you aware of the 2 must-haves for sales and marketing alignment? Watch this video to find out! Learn top sales strategies to create perpetual growth in your business. Get your copy of Nonstop Sales Boom!
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