Sat.Feb 19, 2011 - Fri.Feb 25, 2011

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The Fortune Is in the Follow-Up

No More Cold Calling

Your mother was right: Writing a thank you note can, indeed, make your sales business. A thank you goes a long way—thanks for a referral, thanks for new business, thanks for the meeting. When clients ask if they should send a note, make a call, or send an email as a thank you for a referral, I answer “yes.” You can never thank someone enough. What letters do you open first, the hand-written note or the gas and electric bill?

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How to Delight | Top Sales Trainer | Best Sales Trainer | Top.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. How to Delight | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 21, 2011 | Leave a Comment. Tweet Share When you get a call or an email from someone, what makes you read it? What makes you delete it? Well, whatever you do is probably what your customers are doing.

Hiring 221
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Who gets your vote as history’s top twenty women? And the winners are…

Pointclear

Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. From initial visions of Rosie the Riveter and the sounds of “You’ve Come a Long Way Baby” (somehow, the fact that you have your own cigarette now, baby, does not seem like a reward—but I am probably dating myself here), I moved on to come up with this list of the top 20 women of all time and their traits that inspire.

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Dow AgroSciences Kicks Off New Product Training with Brainshark

BrainShark

Dow AgroSciences celebrated 15 years as the number one brand in termite protection. In November 2010 we launched a product called the Sentricon Termite Colony Elimination System with Always Active technology that completely changed the way the pest control operators treated termites.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Sales Skills: Are You Giving Away Your Profit? By Mark Hunter

Sales Training Advice

Want a quick way to destroy sales motivation and profit at the same time? Picture yourself as a sales manager who suddenly receives a phone call from a salesperson who is on the verge of closing a sale. Here’s a sample of that typical conversation: Salesperson: “We have to cut our price to get the first order. Then, once they see what we can do for them, we will be able to raise our prices.

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Boost Sales 10% with an Investment in Sales Enablement? IDC Says Absolutely!

The ROI Guy

As the economy recovers, many organizations are turning their strategic focus from cutting costs towards growing revenue, however, most organizations continue to struggle to hit growth targets. A recent IDC Sales Advisory Practice article indicates that a part of the growth issue is B2B companies' inability to get sales enablement "in gear", costing typical companies upwards of 10% or more of revenue per year.

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Tablets Take Over CES 2011^* Content Crisis Declared!

BrainShark

Even before CES or the analyst reports coming out, the cat was out of the bag. A new device had come into it's own and was fast approaching a tipping point. It had some false starts since it debuted in 2002, complete with it's earlier pen appendage.

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What a Grand Week for Personal Leadership!

Your Sales Management Guru

What a grand week for Personal Leadership! Last week in my blog I wrote about the importance for sales leaders to focus on building belief and the need for your sales team have emotional commitment to your company and your products/services. On Tuesday I spoke on the first day of a three day national sales kick off conference for a firm in Raleigh NC.

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How Do You Connect with an Invisible Boss?

Paul Cherry's Top Sales Techniques

More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

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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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The Science and Art of Selling by Alen Mayer ? Blog Archive ? Taste.

The Science and Art of Selling

Forbidden. You dont have permission to access /2011/02/taste-smell-selling/ on this server. Additionally, a 500 Internal Server Error error was encountered while trying to use an ErrorDocument to handle the request.

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Four Ways to Cheat Death By PowerPoint

BrainShark

Death by PowerPoint. We all know what it is, and many of us have experienced it. Heck, many of us have caused it!

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Sales Videos now live! | Sell More, Word Less Blog by Colleen.

Engage Selling

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The Sales Association: 5 Secrets for Asking for a Referral - Do What.

The Sales Association

'Sharing best practices in sales and sales management www.salesassociation.org. Tuesday, February 22, 2011. 5 Secrets for Asking for a Referral - Do What Bill Did. By Julie Hansen I bought a new phone last week. I had no intention of buying a new phone. I simply wanted Verizon to please, PLEASE fix my Blackberry so that it would ring every time I received a call.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

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.

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Sales Techniques – How Important Is Response Time?

SalesGrail

There are lots of sales techniques that talk about negotiation strategies, building value, and closing the sale. These are all important and should be incorporated into sales training activities to sharpen our sales skills. That said, the speed at which we respond to an inquiry has a dramatic impact on our close rates. Put another way, the [.].

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B2B Mobile Marketing-Integrating Mobile Into the B2B Marketing Mix [Webinar Replay]

BrainShark

Christina "CK" Kerley, a B2B marketing specialist, takes on the mobile realm, showing businesses how to compete in this emerging market. View the on-demand version of this webinar here.

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It Starts with Strategy: Aiming for Success | Sell More, Word Less.

Engage Selling

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The Sales Association: Insatiably Curious

The Sales Association

'Sharing best practices in sales and sales management www.salesassociation.org. Monday, February 21, 2011. Insatiably Curious. by Jeff Goldberg Insatiable curiosity is a characteristic that the best salespeople have in common. The most important part of the sales process is the questioning phase, so you either have to be curious or act like you are.

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Working on Sales Success

Anthony Cole Training

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.

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Dunham & Associates Achieves Sales Enablement with One Presentation

BrainShark

Our presentation was created for financial advisors to send to clients and prospects to help them explain the bond market bubble. We had it approved by our regulator FINRA so FAs could just forward it directly to clients or place on their websites.

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Do You Know about QR Codes?

BrainShark

If not, you should read our blog post about how to use this new technology. It’s cheap. It’s easy. And, coupled with a myBrainshark presentation, it’s one of the best ways to bridge the gap between offline advertising and the mobile web!

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6 Small Town Sensibilities to Boost B2B Social Media Impact

The Sales Association

'Sharing best practices in sales and sales management www.salesassociation.org. Friday, February 25, 2011. 6 Small Town Sensibilities to Boost B2B Social Media Impact. by Kathy Tito What are the methods behind the followers? As more of our B2B colleagues jump into the social media pool, we quickly begin to see who is making a splash, while others tread water or stay on dry land.

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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor