Sat.May 21, 2011 - Fri.May 27, 2011

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The Lost Secret of Leadership | Jeffrey Gitomer's Sales Blog | Sales.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Lost Secret of Leadership. Gitomer | May 27, 2011 | 3 Comments. Tweet Share If you’re looking for some magic formula – some wisdom of the ages – some quote from someone that ties it all together, that’s not the secret. The lost secret of leadership is found in one word: Encouragement.

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The Pipeline ? 10 Fail-proof Tasks to Help Turn Your Prospects into.

The Pipeline

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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Sales Consulting Program | No More Cold Calling

No More Cold Calling

Speaking. Joanne Black’s Speaking Topics. Speaking Video. Training. Live Webinar Series. No More Cold Calling OnDemand™. Referral Selling Training Programs. No More Cold Calling. Products. Pick Up the PACE Handbook. Joanne’s Book. Special Packages. Consulting. Articles. Associations. Enterprise. Small Business. Video. Archives. Newsletter Signup.

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New Response Databases - Valuable Resource for B2B Marketers?

Pointclear

Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing. Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies. Business marketers are always suspicious of the data they are getting from list and data companies, whether its prospecting lists or data elements purchased for “append,” to fill in gaps.

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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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Recognize Employee Recognition For What It Is: GOLD! | Jeffrey.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Recognize Employee Recognition For What It Is: GOLD! Gitomer | May 23, 2011 | Leave a Comment. Tweet Share At the corporate sales meetings where I give presentations, I am often asked to participate in giving out sales awards. The customer is elated when I say okay.

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Is the Customer Always Right?

MTD Sales Training

We often say that that, don’t we? And it can be a dangerous misconception. You see, if you start with that premise that they are always right, when they mention something that you absolutely KNOW without a shadow of a doubt will harm their business (or yours) then can their viewpoint be construed as necessarly RIGHT ? What if the decision they make wasn’t thought through well enough?

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Heavy Hitter Sales Blog: Bad Sales Days & the End of the World!

HeavyHitter Sales

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?

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I’m already a Master Coach- NOT! The Danger of Positioning Yourself as Super Coach and the Power of Being Human. Part Three

Keith Rosen

In my last post which you can read here , I shared a template that any manager can use when beginning the process of enrolling or re-enrolling their direct reports in a coaching relationship. And as I had mentioned, after reading the template, you, like many of the managers who read this, may have one of these three common reactions, which we will explore in great detail here, in order to illustrate a potential trap managers fall into which you can avoid by turning a potential weakness into one

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myBrainshark May 2011 Newsletter

BrainShark

Here is the myBrainshark May 2011 newsletter that was recently sent out to our customers. Click on the screenshot below to be taken directly to the newsletter. This month, we highlight some new myBrainshark features and as well as some popular articles from our Ideas Blog.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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Making Your Sales Meetings More Predictable

MTD Sales Training

Maybe you’ve faced the situation where you’ve prepared a great presentation for the client and you turn up with all your materials and examples of how you can help them, only to have them say ‘You’ve got five minutes. What can you do for me?’. All that preparation, all that research, all that time spent on getting your pitch ready…and NOW they tell me they have five minutes!

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

The Science and Art of Selling

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I’m already a Master Coach- NOT! The Danger of Positioning Yourself as Super Coach and the Power of Being Human. Part Three

Keith Rosen

In my last post which you can read here , I shared a template that any manager can use when beginning the process of enrolling or re-enrolling their direct reports in a coaching relationship. And as I had mentioned, after reading the template, you, like many of the managers who read this, may have one of these three common reactions, which we will explore in great detail here, in order to illustrate a potential trap managers fall into which you can avoid by turning a potential weakness into one

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Sales Management: benchmark you business

Your Sales Management Guru

Sales Management: “benchmark your business”. During the past three weeks I have visited three partner organizations, each of varying sizes in revenue, products/services offered and operational effectiveness. I also had a wonderful conversation with a fourth organization discussing new hire on-boarding issues, profitability and lead management. All of these organizations had issues in common, unique challenges and various management frustrations.

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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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Brainshark Spotlight: Award Winning Author Amy O'Brien

BrainShark

We wanted to start the week off right by congratulating a Brainshark team member for an impressive personal achievement.

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

The Science and Art of Selling

Forbidden. You dont have permission to access /2011/05/guest-blog-the-importance-of-business-succession-planning/ 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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I’m already a Master Coach- NOT! The Danger of Positioning Yourself as Super Coach and the Power of Being Human. Part Three

Keith Rosen

In my last post which you can read here , I shared a template that any manager can use when beginning the process of enrolling or re-enrolling their direct reports in a coaching relationship. And as I had mentioned, after reading the template, you, like many of the managers who read this, may have one of these three common reactions, which we will explore in great detail here, in order to illustrate a potential trap managers fall into which you can avoid by turning a potential weakness into one

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Sales is Not About Selling Strategies, It's About Winning the Internal Game

Sales Gravy

Yes, the selling strategies (how to close, how to cold call etc) are very helpful, good, and necessary, but, if you don’t learn this and understand how to build the RIGHT DRIVERS behind all behavior, then that doesn’t matter.

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Mastering Intent Data: Understanding its Importance & Best Practices

Speaker: Joe Apfelbaum, CEO of Ajax Union

In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.

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How Penn State Uses Brainshark

BrainShark

The Institute for the Study of Business Markets (ISBM) at Penn State is a research institute which focuses on business-to-business marketing. They have been using Brainshark in a variety of ways including their educational activities, such as being able to effectively answer questions.

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Own the Agenda! | Sell More, Word Less Blog by Colleen Francis of.

Engage Selling

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I’m already a Master Coach- NOT! The Danger of Positioning Yourself as Super Coach and the Power of Being Human. Part Three

Keith Rosen

In my last post which you can read here , I shared a template that any manager can use when beginning the process of enrolling or re-enrolling their direct reports in a coaching relationship. And as I had mentioned, after reading the template, you, like many of the managers who read this, may have one of these three common reactions, which we will explore in great detail here, in order to illustrate a potential trap managers fall into which you can avoid by turning a potential weakness into one

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Sales Coaching and Performance Roadmaps

Sales Overdrive

This is the fourth article in a series related to seven key areas that drive sales and revenue growth performance for organizations involved in business to business (B2B) sales of products and services. These seven articles are intended to drill deeper a few key areas initially outlined in the sales consulting articles entitled “ Ten Sales Tips.”. The first article focused on recruiting the optimal company-owned or outsourced sales force.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Interviews with Our Sharkie Winners

BrainShark

For 3 years, Brainshark has awarded “Sharkies” for the best presentations created by customers. Recently, I had the opportunity to interview 5 of the authors who helped create this year’s winning presentations, including the gold, silver and bronze recipients.

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Client Repellant Auto Responders | Sell More, Word Less Blog by.

Engage Selling

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5 Mistakes Salespeople Make During The Presentation

MTD Sales Training

Presenting the solution to a client’s needs is often the most interesting part of the sales process, especially for the sales person, because they are talking about their products, their services and they’re on home ground. And it’s mainly because they are presenting that common mistakes are made, eroding the confidence of the prospect in not only the product but also the salesperson themselves.

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Why Telemarketing Remains the Unsung Hero of Lead Generation

The Sales Association

'Sharing best practices in sales and sales management www.salesassociation.org. Sunday, May 22, 2011. Why Telemarketing Remains the Unsung Hero of Lead Generation. By Kathy Tito Denise Clancey is a true luminary in the field of telesales and telemarketing. She is the former Vice President of Telesales & Customer Service at Lotus Development, a subsidiary of IBM.

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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30 Ways to Use Brainshark

BrainShark

One thing we’ve been repeatedly noticing here at Brainshark is that many of our customers constantly find more and more ways to use the product after they purchase.

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FAQ: What does the Green Leads acquisition of Target 250 mean to you?

Green Lead's B2B

As many of you are aware, Green Leads has announced the acquisition of Target 250. What does this mean to you? Read on for answers: What was the acquisition about? Green Leads has grown by a factor of 2X each year for four years running. In a bad economy, that's a feat. We looked at 2011 and realized that one way we could grow by 2X again was to do it through acquisition -- but only with the right partner.

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KARL STORZ Improves Training with Brainshark

BrainShark

Lawrence Crocco is a Training Manager at KARL STORZ Endoscopy , a company with international pressence which produces and sells medical device equipment.