Sat.Jul 16, 2011 - Fri.Jul 22, 2011

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The Pipeline ? How To Stretch Your Value to the Max! ? Sales.

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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Can leaders influence without authority??Hardly. | Jeffrey Gitomer's.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Can leaders influence without authority?…Hardly. Gitomer | July 21, 2011 | Leave a Comment. Tweet Share I just read this quote: “The key to successful leadership today is influence, not authority.” It’s sounds good when you first hear it, but it’s not only completely without merit, it’s also downright dangerous.

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Pick Up the Phone and Guarantee Your Sales Future

No More Cold Calling

Everyone is responsible for business success. Yes, even you. Typically, professional services people aren’t strong in the business development department. In fact, many shy away from it so much, they call it practice development. They view “sales” as a dirty word and can’t even spell “marketing.”. Many refer to their business development activities as “marketing.

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Get Rid of the “Pitch” Mentality

MTD Sales Training

I am not quite sure of how the word “pitch” ever became associated with professional selling. The term has been around since the late 1920’s and I imagine that it may have started in relation to the game of baseball. No matter what the version, be it British, English or International, the ball-and-bat game is very similar. A “pitcher” throws a ball at a “batter” who attempts to hit the ball.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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The Pipeline ? Death Of Salesman 2.0?

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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More Trending

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Heavy Hitter Sales Blog: Understand Why You Lose Deals: The.

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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And The Moral of the Story Is…

MTD Sales Training

In tribute to the many sales managers, trainers, directors and coaches who are always in need of more creative, effective and memorable ways to relay sales training concepts, I am starting a new series called, “And the Moral of the Story is…”. Start your weekend by looking here every Friday morning at 10:00 am for some entertaining sales stories. Like “King Kong’s Got Nothing On Me,” from Memories of a Sales Manager, some stories are funny, some are serious, but all have a strong sales message!

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An Unforgettable Webinar with the Marketing Cloud [Webinar Replay]

BrainShark

As part of the Summer Series of Webinars , Brainshark co-produced Unforgettable: Creating Memorable Content that Drives Demand in partnership with the Marketing Cloud.

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Marketing Budgets Rise in Face of Economic Headwinds

The ROI Guy

It's good news for marketers in 2011, as 57% of senior-level marketers say they are increasing their overall marketing spend in 2011. According to CMO Council's State of Marketing Report, a survey of 700 top marketers, 26% of respondents indicated an increase in spending of 1%-5%., with 23% reporting even higher growth expectations. The business environment remains tough though, with 51% of marketers citing the recovering economy (or lack there-of) as their number one challenge.

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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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Cold Calling Perfection – Are You Hearing This? By Kendra Lee

Sales Training Advice

In email prospecting strategies, one of the first things I advise is that you send yourself a draft before hitting the final send. That way, you get a sense of what it’s like for your prospects to receive your emails. You can quickly see where you need to make adjustments to grab your prospect’s attention and get a reply. This same checkup strategy works well for your cold calls, too.

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Three Phrases to NEVER Use In A Cold Call

MTD Sales Training

hile cold calling or warm calling, setting appointments or selling, every word out of your mouth on the telephone is critical. You have probably heard of tons of words and terms that you should say on the telephone. However, here are a few phrases you should avoid at all costs. #1: My Name is…. While this simple introduction sounds innocent and essential, it is detrimental and unnecessary.

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Brainshark Support: How to Manage Users (Part 1)

BrainShark

A recent analysis of support data indicated a trend in customer inquiries surrounding Brainshark’s Manage Users feature, found in C

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Are You Preventing Sales? | Sell More, Word Less Blog by Colleen.

Engage Selling

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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The Sales Association: Are You Prepared to Undo Doubt?

The Sales Association

'Sharing best practices in sales and sales management www.salesassociation.org. Monday, July 18, 2011. Are You Prepared to Undo Doubt? Question: Lately, new potential customers have requested references from me early in the sales process. When and how is the best way to approach this? It’s important to understand why your customers are asking for references.

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Three Powerful Tips to Get More Referrals

MTD Sales Training

Good referrals can make the career of a sales professional a thousand times easier and more profitable. Everyone knows the value of a good referral, yet so many sales people have problems getting referrals. Following are three very effective tips to help you get more referrals right now. #1: Ask Before the Close. Most sales people have a real problem asking for referrals from prospects who do not buy.

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A Better Way to Hear Governor Deval Patrick and Scott Kirsner

BrainShark

I am a big fan of Scott Kirsner’s Innovation Economy Blog for Boston.com and his Monday column in the Boston Globe. He writes about technology, life sciences, start-ups and venture capital in New England.

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Is Your Inside Sales Team Struggling? Appointment Setting Tips.

Green Lead's B2B

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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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Outbound vs. Inbound: The Risk Management Issue in the Complex Sale

Pointclear

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius Decisions and others finding that B2B buyers are self-educating and moving through as much as 70% of the sales funnel before connecting with sales. In the most straightforward terms, the risk is that letting high-value prospects progress that far without proactive engagement—and instead relying too heavily on inbound marketing and marketing automation to find, nurture, a

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15 Ways Entrepreneurs Can Benefit from a Sales Strategy Session.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. 15 Ways Entrepreneurs Can Benefit From a Sales Strategy Session. by Lori Richardson on July 20, 2011. Turn your services and products into dollars. Need more sales revenues? We thought we’d share an internal list on how we work 1-on-1 with our coaching clients – this is an idea list of what one can talk about (virtually, by phone, iPad 2 Face Time, or a Skype Video Chat) to a sales strategist to

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Grandstream Networks Uses Brainshark to Go Global

BrainShark

When you're a small technology company, it's hard to get prospective customers to understand the value of your products without being able to physically put the products in their hands and take them for a test drive. Brochures and spec sheets simply don't cut it.

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Is Your Inside Sales Team Struggling? Appointment Setting Tips.

Green Lead's B2B

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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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A Wink's as Good as a Nod to a Blind Mule

Pointclear

It makes no difference if you wink or nod to a salesperson i when you give them inquires and leads. You think you’ve done your job, but if the salesperson is blind to the value of what you’ve given to him/her, it will make no difference. Let me tell you a story. There once was a marketing manager named Sally who created thousands of leads ii every month and she pushed them out to her sales force of 95 salespeople.

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Your S.U.I.T.E. Team Can Build Sales in Your Business ? Score.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Your S.U.I.T.E. Team Can Build Sales in Your Business. by Lori Richardson on July 18, 2011. Put a simple plan in place to build customers, prospective customers, and referral partners’ revenues at the same time – and you’ll create a victorious cycle that grows sales.

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Build a Better Website with Brainshark

BrainShark

Prior to joining the Marketing team, I was a Relationship Manager. I would heard it all, the good, the bad, the ugly. One of the biggest (if not THE biggest) pain points for our customers was our website. They didn't know where to find information, how to use it, or what we offered on it.

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Social Business Week – July 25 thru 29

Fill the Funnel

Recording – Social Selling Best Practices Roundtable. Social Business Week , sponsored by Focus.com will feature a series of free roundtable panels and a webcast that all explore the world of social business. Top experts will discuss all the ins and outs of social CRM, secrets for successful social selling and the ways to best integrate social media into a customer service strategy.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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eLearning Insights from the Blackboard World Conference

BrainShark

I just got back from the Blackboard World Conference in Las Vegas.