MTD Sales Training
JANUARY 20, 2012
Due to circumstances well beyond your control, the new software version upgrade will not ship as promised. The sales team has anxious clients waiting for the upgrade, in addition to many prospects who are interested in seeing the new version. Moreover, the delay means that regular monthly maintenance fees are suspended and the sales team will not receive their monthly residual commissions!
Sales 2.0
JANUARY 19, 2012
Most of us sales people these days use email a lot. I recently got to sit down with a bloke that knows a lot about how sales people do and should use email. If you use email and sell, this is well worth a quick read (hint: he even did research!). That bloke is Matthew Bellows, CEO of Yesware. Here are some questions I asked him and his responses. NE: Matthew can you tell me a little about “your story”?
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The Pipeline
JANUARY 18, 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.
No More Cold Calling
JANUARY 19, 2012
It’s time to stop complaining, and start committing to your sales excellence. You might anticipate my answer to what I think America needs most is referrals. You’d be partly correct. It’s not only what America needs; it’s what the world needs. You know by now that referrals don’t just happen. Referrals must be the focus of our company ( adopt a targeted referral strategy ) and an integral part of your sales plan.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
MTD Sales Training
JANUARY 18, 2012
You made the initial contact through LinkedIn. You then directed the prospect to your company website for additional information. You emailed more documentation and now it is time to call to set an appointment. Fear begins to set in. Will you face a strong gatekeeper screen? Will the prospect have time to talk? Will your voice present the wrong image and ruin the sales process?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
JANUARY 17, 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.
Understanding the Sales Force
JANUARY 19, 2012
Understanding the Sales Force by Dave Kurlan We instruct clients to have their sales candidates take the Sales Candidate assessment very early in the recruiting process. It's the first step after the client receives their resumes. Clients carefully spell out exactly how the entire process will work and explain that the assessment is simply the first step.
MTD Sales Training
JANUARY 16, 2012
“Find the prospect’s hot buttons!” “ Push their hot buttons !” We’ve heard these thoughts before; but what do they mean? Is it to say that as a sales person you should try to discover your prospect’s primary areas of interest? How do you push those so-called buttons anyway? How do these hot buttons help you close sales? Exactly what is a Hot Button?
Bernadette McClelland
JANUARY 19, 2012
'Beyond Value Add… OK, what’s the one thing you do, excuse the cliche, to ‘Add Value’ or ‘Create Value’? It is such an overused phrase these days and almost had it’s day, don’t you think? However, to be fair, it does have it’s place, maybe in a different context though. Your customers have the ability to research not only your product, but you as an individual, so demonstrating value must be forever present if you want to make it to any short
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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.
The Pipeline
JANUARY 16, 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.
Anthony Cole Training
JANUARY 16, 2012
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.
MTD Sales Training
JANUARY 17, 2012
According to the latest facts and figures released, Facebook is now used by every 1 in 13 people on earth, and with over 50% of these logging on every day, the ability for prospecting and connecting with your followers through this platform is at an all-time high. As a sales professional or business owner you would probably love to be doing more prospecting on Facebook and be able to utilise this platform to the best of its abilities – but as with most social media sites, this can be very
Understanding the Sales Force
JANUARY 16, 2012
Understanding the Sales Force by Dave Kurlan Did a sales candidate ever accept your job offer only to backout prior to the agreed upon start date because the individual decided to stay with the current employer? This happened to a client and it had a tremendous ripple effect. They had already let the former inside salesperson go - now instead of an ineffective salesperson, they have nobody in the role.
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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
Jeffrey Gitomer
JANUARY 17, 2012
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What Happened Last Year? And What’s the Goal for Next Year? Gitomer | January 17, 2012 | Leave a Comment. Tweet Share It’s interesting to me that at the end of the year, people are always interested in your biggest success, or your biggest failure, in the year that’s ending.
Anthony Cole Training
JANUARY 19, 2012
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.
MTD Sales Training
JANUARY 14, 2012
Hi all, It’s MTD’s Marketing Manager Louise here today. I thought I’d take over the Sales Blog today as I have some interesting news about MTD Sales Training’s MD Sean McPheat. Sean has been named as one of the Top 25 Sales Influencers For 2012 , which he is obviously very excited to know. The article has been produced by OpenView Labs, who have detailed their list of top influential sales leaders on the Web today – and Sean has been named as one the most powerful thought leaders in the wo
Pointclear
JANUARY 19, 2012
When qualifying and nurturing sales leads, the lead farmer (prospect development professional) has a challenging job. The starting point in lead management is usually an inquiry consisting of a name, title, a company, a phone number or email address. The lead farmer must have the patience, discipline and skill to engage the inquirer in a conversation.
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 20, 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 20, 2012
Understanding the Sales Force by Dave Kurlan Sales has changed a lot in the last five years and indications are that it will continue to evolve over the next five years. Technology, the economy and the internet have dramatically changed the way people buy and sell. Monday, four sales experts will join Michael Nick in a round table discussion to talk about the Future of Selling.
Jeffrey Gitomer
JANUARY 18, 2012
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Join Me In Greenville, SC on January 25 & 26 | Market Dominance Sales Seminar. Gitomer | January 18, 2012 | Leave a Comment. Tweet Share Have you signed up for my upcoming seminar in Greenville, SC yet? Join me on January 25 & 26 for my Market Dominance Sales Seminar.
Pointclear
JANUARY 17, 2012
Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? The answer is clear, and may surprise you. But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year.
Advertiser: ZoomInfo
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 14, 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.
Increase Sales
JANUARY 18, 2012
You were a skeptic from the start, didn’t think it would work. This thing called social media. It’s a fad and now you’re just waiting for it to pass. You tried it and it didn’t work. You created accounts, spent money having avatars personalized, backgrounds, fan pages, you name it you invested in it and for what? Social media is a scam! If this is you, you ‘re not alone.
A Sales Guy
JANUARY 18, 2012
There has been a lot of talk on how sales has changed. Sales 2.0 , The Challenger Sale, the cold call is dead, etc have all permeated the sales world narrative over the last year. In spite of the incessant chatter about sales changing, it hasn’t changed. Customers still makes decisions the same way. They still have objections, they still need to compare.
SBI
JANUARY 16, 2012
It’s hard to get an appointment with qualified prospects. And when you do get a hard earned appointment, you don’t want to waste the opportunity. I get that. But if I’m the prospect, I don’t want to hear everything there is to know about your product or your company during our first meeting. I don’t want you to give me every little detail.
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 17, 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.
Sales Training Connection
JANUARY 16, 2012
Sales Performance. We all have a favorite author or two whose new works we wait for with some anticipation. One who has been on our top ten list for quite a while is Thomas Friedman. As we were perusing his new book – That Used to Be Us – the title of Chapter 7, Average Is Over , caught our eye. Freidman and his coauthor Michael Mandelbaum make the point that it is increasingly difficult to standout from the crowd in a world that is growing larger and more connected.
A Sales Guy
JANUARY 20, 2012
Anthony Iannarino over at The Sales Blog has a great post up today. He talks about the correlation between confidence and cold calling. It’s a great read, check it out. The money quote for me was this: Sometimes, the reason that you are uncomfortable asking for commitments is that you don’t feel that you created enough value to deserve the commitment.
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