No More Cold Calling

JANUARY 7, 2011

I said I don’t make New Year’s resolutions , but Jonathan Farrington, blogger extraordinaire and creator of Top Sales World , wrote a remarkable post. The following excerpts are from Jonathan’s blog : ““ Year’s end is neither an end nor a beginning but a going on, with all the wisdom that experience can instill in us.” – Hal Borland. And that is what it will all be about for me in 2011, building on many of the wonderful things we achieved in 2010.

Face-to-face 174

Face-to-face Cold Calling Call-back Account 174

Your Sales Management Guru

JANUARY 2, 2011

Sales Leadership: What? All my numbers are back to zero? Yes, that is the reality of every sales organization at this time of year, even with sales backlogs, recurring revenues and hopefully a pipeline of opportunity-this is a psychological issue that you, as sales leaders must address. There are really two aspects of this topic that sales management must face.

Sales Leadership 66

Sales Leadership Hiring Telemarketing Face-to-face 66

Tom Hopkins

JANUARY 5, 2011

If you have access to a postal mailing list for potential clients, I suggest sending them a simple, one-page letter of introduction then following up with a phone call. [Even better, if you can network with someone else who already does business with the people you're trying to approach, get their permission to send the [.] Related posts: How to Handle an Angry Client.

Survey 53

Survey Prospecting Networking Follow-up 53

BrainShark

JANUARY 5, 2011

This webinar focuses on the communication shift that we have been experiencing world-wide toward web and video presentations, as well as the content shift that is occuring between sales and marketing.

Webinar Metrics 48

Webinar Metrics Video Marketing Sales 48

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.

Sales Cycle

The Science and Art of Selling

JANUARY 4, 2011

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Study 49

Study Influencer 49

The Ultimate Sales Executive Resource

JANUARY 5, 2011

As a person who believed that the velocity with which a lead converts to a deal is not considered enough, I was skeptical whether the book Slow Down, Sell Faster! by Kevin Davis would work for me. This skepticism did not last long. Once I understood that the title of the book recommends that the rhythm of selling should fit to how customers want to buy, I felt comfortable.

Lead Rank 40

Lead Rank Buyer ROI Lead Scoring 40

BrainShark

JANUARY 7, 2011

You may have heard in the news by now about an amazing story of second chances for a man named Ted Williams , whose now known as the man with the "Golden Radio Voice.

Video 48

Video 48

The ROI Guy

JANUARY 5, 2011

With two recessions over the past 10 years, buyers have become more focused on quantifiable bottom-line proof points for most large investments. Even though a recovery is at hand, there remains significant pressure to do-more-with-less, and the economic buyer is firmly in control, demanding even more financial accountability on each purchase. The reign of the economic-buyer is called Frugalnomics, where buyers require significant ROI, fast payback and superior value from each purchase.

Sales Enablement 40

Sales Enablement Buyer Buying Cycle Lead Rank 40

Engage Selling

JANUARY 3, 2011

Trends 84

Trends Sales 84

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Sales Gravy

JANUARY 7, 2011

Commission 40

Commission 40

BrainShark

JANUARY 2, 2011

m62 Killer Sales Presentations talks about the importance of video and audio in making your presentations dynamic.

Video 48

Video Sales 48

Score More Sales

JANUARY 4, 2011

Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. 1500 Small Business Owners Can’t Be Wrong – Or Can They? by Lori Richardson on January 4, 2011. Last year I had the pleasure of meeting and talking with more than 1500 small business owners around the U.S and Western Canada. The decision I made at the end of 2009 to travel North America in 2010 was made when many of my counterparts seemed to be ramping up with webinars and conference calls

Small Business 157

Small Business Small Business Lead Rank Lead Scoring 157

Engage Selling

JANUARY 4, 2011

72

72

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Sales Training Advice

JANUARY 6, 2011

Sales prospecting is a lot like exercise. We all know that we need to do it, we usually have a good idea of how to do it, and we can be pretty certain of what the long-term results will be… and yet, that doesn’t make it any easier. The issue, of course, comes down to discipline. To enjoy that pipeline full of fresh, qualified sales leads later, we have to do some things that might be inconvenient or uncomfortable today.

Prospecting 61

Prospecting GoldMine Face-to-face Cold Calling 61