Sat.Feb 25, 2012 - Fri.Mar 02, 2012

It Takes Only An Hour A Week To Produce Leads Through LinkedIn

MTD Sales Training

I must have said it time and time again, but when it comes to modern day selling, sales professionals and business owners alike can find real value in the LinkedIn platform as a sales tool, as there is so much potential for you to prospect for and engage with new leads and current clients online.

Sales coaching and the high potential sales rep

Sales Training Connection

Sales Coaching. From time to time, either by thoughtful action or good fortune, every manager gets some – they wish they had more – and they’re always afraid of losing the ones they have. Every field has its fair share – the arts, sports, business, and fortunately the world of sales.

Trending Sources

Sales Management & The Impact of Social Media

Your Sales Management Guru

Sales Management and the Impact of Social Media. Ken Thoreson. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media.

10 Sales Motivation Quotes to Get You Going! | Sales Motivation and.

The Sales Hunter

I count it a privilege and an honor to share with thousands of salespeople each week through my blog, website, videos, speeches and training programs. Over the years, I've come up with a number of sales motivation quotes

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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7 Sales Prospecting Ideas That Work | Sales Motivation and Sales.

The Sales Hunter

The biggest item on the to do list of most salespeople is finding good sales leads. Here's a list of 7 sales prospecting ideas you can use right now

Jonathan Farrington's Blog ? Selling Is Going Inside ? Isn't It? Time.

Jonathan Farrington

Published by Jonathan Farrington at 11:40 am under General. Over the past couple of months, I have written extensively on what I believe is the future of professional selling. Unsurprisingly, I have been regularly mis-quoted

Stop Trying To Overcome Objections

MTD Sales Training

Objections: those reasons, stalls, excuses, or otherwise barriers that prevent you from closing the sale. Every professional sales person is familiar with objections, and has invested significant amounts of time learning how to deal with objections.

The Top 2 Sales Tips to Leverage the People in Your CRM or.

Score More Sales

Contacts are data, and people are real. Who these people are needs to be sorted out and organized, hence the need for a CRM, Social CRM, or other contact system. Without recommending one platform or another

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12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

The Multitasking Myth: Are You a Culprit?

No More Cold Calling

Juggling many activities decreases your productivity by 25 percent. I slip into multitask mode when I know I shouldn’t. I check email when I’m on a call, should be writing, on my phone (not, of course, while I’m driving). Are you a multitasking culprit? .

Jonathan Farrington's Blog ? How To Construct and Implement a.

Jonathan Farrington

Almost six years ago  long before social media had reared its handsome head and Twitter was still a sparkle in its founder's eyes - I embarked on my own personal platform building campaign. A significant initiative within

Your Greatest Sales Weapon

The Sales Heretic

While I enjoy all my aikido classes, I particularly enjoy the classes involving weapons training. Not because I seriously expect to be involved in a sword fight any time soon (although you never know), but because training with weapons teaches you lessons about aikido, your body, and life in ways nothing else can. A quick note [.]. Sales CD's CEO competitors manager price selling seminar skills training VP workshop

The BEST Thing You Can Do When You Can't Close a Big Sale.

The Sales Hunter

We've all had those days. You know what I'm talking about. You have been working your tail off trying to close this one client, and just when you think that moment is going to come, the client delays or backs off all together

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Have You Seen Yourself From The Customer’s Side of The Desk?

Fill the Funnel

I met a terrific new contact last week that asked the following question of me: “Can you suggest a tool for practicing phone skills and face to face conversational selling skills?

Sales presentations – the art of presenting engaging PowerPoint presentations

Sales Training Connection

Wright Brothers.

They Bent Over Backwards To Satisfy The Customer

MTD Sales Training

I just got this in from my friend and super salesman, John Landrine in the US, about an experience he had this past weekend. I had to share it with you and I have a couple of questions for you after you read this short story and example of customer service at its finest!

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Curiosity — A Critical Trait Of Great Sales People

Partners in Excellence

A trait I don’t hear much about, but one that I think is critical for sales people is curiosity. When you are recruiting–do you look for curiosity? Think about it. We have to be students of our customers’ businesses–their customers, their markets, their competitors. We have to understand their business strategies, dreams, and goals. We have to look at our customers’ businesses, discovering new opportunities for improvement, looking at different ways to do things.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Jonathan Farrington's Blog ? We Need Our Leaders to be ?Firm but.

Jonathan Farrington

Successful modern leaders should be supportive of staff, but should also take decisive action to maintain standards of behaviour: The worst leaders are those who fail to support staff. These conclusions came from research by

The Good and Plenty Sales Behavior – Friday’s Editorial

Increase Sales

Believe it or not, there is a lot of the good and plenty sales behavior in today’s crazy busy marketplace. And what is also true is these good and plenty sales behaviors appear to be multiplying especially by small business owners.

The Best Way to Improve Your Negotiation Skills | Sales Motivation.

The Sales Hunter

If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. If you simply start

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Can You Do A Sales Presentation Too Well?

MTD Sales Training

You know you did your job. You did a great sales presentation , covering all the bases. You uncovered problems and built tremendous value. You are certain that it is clear to the prospect that the value of the product or service far outweighs its cost.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Jonathan Farrington's Blog ? In Business,Without Integrity We Have.

Jonathan Farrington

Sincerity is a much-used word in relation to selling. Integrity is a kindred word. Integrity implies a consistent kind of honesty: acting outwardly the way you truly feel inwardly. That's why sound values are so important to your

Do you have an attitude of abundance? by Lynn Hidy, PCC

Increase Sales

Merriam-Webster defines abundance as ‘an ample quantity’ or ‘relative degree of plentifulness’ what a great way to approach sales! Start with the crazy idea that there are enough prospects out there for all of us to find our ideal customers, work together, and make money.

How to Use Playlists to be More Effective at Selling

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan By now, many people have either an iPad, iPod, iPhone or MP3 Player to create playlists for music. Your playlists might include favorite songs of a particular genre, such as "Rock" or "Jazz"; for a certain setting, such as "Dinner" or "Poolside"; or simply a collection of your favorite songs. Of the thousand or so titles on my devices, perhaps only 200 of them are songs that I love and they appear on multiple playlists.

Marketing And Sales–Inseparable

Partners in Excellence

I just read the IBM 2011 Global CMO Marketing Study. It’s a fascinating report, based on in-depth interviews with more than 1700 CMO’s worldwide. It’s a must read for any sales and marketing professional. As I devoured the 72 page report, something struck me—where’s sales? In a discussion of critical issues facing CMO’s there was no discussion of the Sales Function or how Sales and Marketing need to work together.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

How To Forget About WHY You Lost The Sale

MTD Sales Training

It is tempting sometimes, to want to wallow in pity, anguish and self-doubt after losing a big sale. As a professional sales person, you want to know WHY you lost the sale. You also want to know what you could have done better. The questions go through your head: 1.

Leave the Perfect Elevator Pitch, Sales Questions, Leadership Skills for Angels

Increase Sales

So many business professionals be them small business owners to those crazy busy sales people appear to be seeking the perfect elevator pitches, the perfect sales questions, the perfect leadership skills, etc. They only add to their own stress levels by having these self limiting beliefs. Credit Perfection is good for angels and is not very practical in today’s faster than a speeding bullet market place.

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The Power of the"Ultra-Price Package" | Sales Motivation and Sales.

The Sales Hunter

Some companies are hesitant to develop an ultra-price package, but it may be key to maximizing profits. There is always a dance going on between a company and a customer

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Partners in Excellence

Follow-Up, a simple concept, but one which too many managers fail to execute. Yet is is probably one of the most important elements of successful coaching. When we coach our people, one of the critical elements is establishing the next steps and actions to be taken. They may be tactical–about a deal, they may be improving the person’s capabilities or performance. We want to see progress and change. .

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.