Sat.Feb 18, 2012 - Fri.Feb 24, 2012

Sales Software Purchases & the Jenga Effect

Smart Selling Tools

Jenga is a Hasbro game that’s basically just a pile of wooden blocks. To begin the game, the blocks are stacked in rows of 3, each row in alternating orientation. The rules are simple: players take turns removing one block from the stack, and returning it to the top of the stack.

5 Tips for Lead Nurturing to Grow Your Sales Funnel ? Score More.

Score More Sales

As a seller you are working hard to create a full pipeline (funnel) and now that you have all of these companies and some actual sales opportunities on your radar, how will you bring them to closure? Here are 5

Trending Sources

Web Tool Matches Your Expertise With Questions on Twitter

Fill the Funnel

You are an expert in something. Now you can match your expertise with people asking for help on Twitter.

Jonathan Farrington's Blog ? So, Which Type of Networker Are You.

Jonathan Farrington

It is obvious that with the arrival of social networking venues we have all  well, most of us  become fixed on reaching out to people who would have previously been inaccessible to us: Facebook wiped out MySpace and

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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Why Sales Hates Marketing: 9 Reasons

No More Cold Calling

Here’s why your marketing team and your sales team can’t get along. . Journalist Geoffrey James tackles the debate about sales and marketing alignment, and who owns the client: “The war between Sales and Marketing is both legendary and debilitating.

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3 Important Actions To Take When You Really Mess Up

MTD Sales Training

Let’s face it, you are human and you will make mistakes. Also, your company and other people you work with have flaws and are prone to err once in a while as well. So what do you do when you or your company screws up , costing the customer time, money, headaches or worse? #1.

Sales rep’s nightmare – selling the solution and losing the sale

Sales Training Connection

Selling the solution, but losing the sale. The last couple of years have produced a number of challenges for those engaged in the B2B market. Some of the problems will be temporary and as the economy improves the challenge will fade – while others will become new permanent fixtures on the landscape.

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How to Generate New Leads? Try This! | Sales Motivation and Sales.

The Sales Hunter

Generating sales leads is not the sole responsibility of the marketing department. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. The problem is how to

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.

Where Does the Sales Process Really Start?

Increase Sales

Many sales trainers, sales coaching programs and even sales books answer this question: Where does the sales process really start? Their answers usually begin with the the infamous “developing rapport” or even the most simplistic one of “attracting attention.” ” However, if we peeled away the onion so to speak, we would find the start of the sales process begins within each salesperson. Credit

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Eight Ways Taking Notes Boosts Your Sales

The Sales Heretic

When I conduct sales training seminars, I nearly always discuss listening skills, because effective listening is vital for improving your sales. And one of the most important elements of what I call “Dynamic Listening” is taking notes. Because note-taking helps you in several ways: 1. It provides visual proof you’re listening. Prospects want to be heard and [.]. Sales follow up listening professional prospct seminar training

Sales performance – leveraging the potential of disruptive trends

Sales Training Connection

Sales Performance. If you are a VP of Sales, adjusting to constant changes in the marketplace is the new normal. Fortunately most of the changes are minor and require only fine-tuning tactical adjustments.

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Sales Managers Have the Hardest Job in Sales | Sales Motivation.

The Sales Hunter

Guest post Monday brings us Jeb Blount, author of People Follow You: The Real Secret to What Matters Most in Leadership. As a sales manager, you owe it to yourself to pay close attention to Jeb's keen insights on

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.

You Don’t Just Hire a Sales Team: you build it

Your Sales Management Guru

You Don’t Just Hire a Sales Team–You Build It. Developing a great sales organization involves more than just bringing the right people on board. It requires providing the right opportunities and creating the right culture. By Ken Thoreson. This is an excerpt from my latest book: Your Sales Management Guru’s Guide to: “Leading High Performance Sales Teams” ) .

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

The Science and Art of Selling

The best way to handle any objection is to anticipate it and, if possible, make sure that it never intrudes into the sales discussion. Once a thought has been expressed by a prospect it becomes harder to eradicate. This is

The Sales Training Coaching Reality Is Bad Sales Talents Top Good Talents

Increase Sales

Many of the sales training coaching programs focus on bad sales talents or sales skills (what people do not do well) instead of good talents (what people do well).

20 "Must Have" Leadership Traits if You Want to Succeed | Sales.

The Sales Hunter

Do you want to be a leader and not just a manager? These are 20 must have leadership traits you need: 1. Although managers are concerned about a result, leaders are also concerned about why a result occurred

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.

The Rain Maker is DEAD!

A Sales Guy

The Rain Maker is a dinosaur. The days of the kick-ass, lonewolf, rainmaking sales person is done. Sales has become too complex and too customer centric for a single sales person to make rain. Back in the day, selling supported a rain making person. Armed with determination, creativity, information, (lots’ of information) customers, prospects AND other sales people didn’t have, the rain maker was the king of sales.

Take These 2 Steps To Stay Positive When Everything Is Falling Apart

MTD Sales Training

I believe in the power of positive thinking as much as anyone does, and in fact, more than most people. However, the truth is that sometimes, even if it is only on rare occasion, the proverbial bottom falls out, and thinking yourself into a positive attitude , just isn’t going to happen.

The Poor Me Sales Syndrome – Friday’s Editorial

Increase Sales

Is it just me or is the poor me sales syndrome appears to be spreading its insidious infection even further and further? Credit This morning I clicked on another potentially good discussion over at a LinkedIn sales group and then clicked on the link to learn more. What did I read? .

Why Higher Profits Keep Alluding You | Sales Motivation and Sales.

The Sales Hunter

Do you really understand what your customer wants and/or needs? Seems like an obvious question, doesn't it? What I've discovered, though, is that whether a salesperson can command high profits usually boils down to this

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Account-Based Marketing: A Practical Guide

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

Jonathan Farrington's Blog ? Can You Identify the Four Personality.

Jonathan Farrington

The reality is that we are constantly looking for an edge  to steal a march on the competition  and whilst it is true that professional selling is becoming de-personalized, our ability to quickly get on the same wave length as

Should You EVER Make Small Talk On A Cold Call?

MTD Sales Training

Small talk : That warm up is always a good thing in a face-to-face sales interaction. It’s that short period of time you have to create some rapport and chitchat a bit to ease into the sales presentation. However, should you ever attempt to initiate such a warm up in a cold call ?

The New Generation Gap: 10 Things to Think About by Chip Scholz

Increase Sales

I was recently on a plane sitting in first class eating a nice lunch on the way back from Phoenix. The gentleman sitting next to me looked at his lunch and said to me: “This certainly isn’t what it used to be.”

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Sometimes The Customer Just Needs To Decide!

Partners in Excellence

I was reviewing a sales situation with a client earlier today. The sales person had done a fantastic job in managing the sales process. He had dealt with all the stakeholders, the competitors had presented their case, the advantages for my customer were compelling. Everyone was recommending my client’s solution. Everything was in the hands of the decision-maker—and it’s been that way for a month. The decision-maker just isn’t making a decision.

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.

Brand Connectedness

A Sales Guy

This morning I read this quote from Burberry’s CEO, Angela Ahrendts and I couldn’t agree more. I’ve highlighted the money part of the quote for me. The experience would be that a customer would have total access to Burberry, across any device, anywhere.

Try This Last Effort When You Have Lost The Sale And You Are Walking Out Of The Door

MTD Sales Training

You have gone through the entire sales presentation. You have closed a dozen times. You faced and, you thought, you overcame, what seems like a thousand objections ; and still the prospect will not buy. It’s all over and it’s time to leave. Try this last ditch effort. Hey, you have nothing to lose!

Shock and Awe of Business to Business Networking Costs

Increase Sales

Does $38,900 shock and awe you specific to business to business networking costs? What would you say if I said that was probably more on target than you may care to believe? Business to business networking is a significant business building activity.

Are Your Deals Slipping?

Partners in Excellence

One of the biggest problems sales people face is their deals slipping. We forecast a certain close date, then it slips, and slips, and slips, and …… Things keep coming up, we push the close date out, then more things come up and we get into this seemingly endless cycle until the deal closes. Sometimes these slips in close date can’t be avoided. The customer keeps deferring the decision, we have little control over it.

Sales Training Playbook by Lessonl

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