Tom Hopkins
OCTOBER 8, 2010
This is the time of year most professionals invest effort in being better than last year. New goals are set. More efficient ways of doing business are sought after and implemented. Goal setting and time planning go hand in hand. I don’t believe you can effectively plan your time without goals. And, I don’t believe [.] Related posts: Setting Realistic Sales Goals.
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Keith Rosen
OCTOBER 7, 2010
Developing an email template compelling enough to elicit a response from a prospect is hard enough. Unfortunately, this is only part of the challenge. What compounds this challenge are spam filters, firewalls and a slew of other devices that channel our innocent solicitation into the prospect’s spam folder or worse, the trash; never to find its way to the inbox of our targeted prospect.
Fill the Funnel
OCTOBER 4, 2010
Sales leads are more valuable if you have information and understanding before you engage. Sales and marketing tools should make your customer connection more comfortable. Are you providing the most effective sales force tools for your sales makers? Intromojo is live and ready for your use NOW. We introduced you to Intromojo and it’s capabilities last week with strong reader response.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
The Science and Art of Selling
OCTOBER 8, 2010
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Tom Hopkins
OCTOBER 8, 2010
Use this close when the people you serve say they want to weigh the facts before deciding whether or not to own your product or service: “I understand how you feel John, and weighing the facts before making a decision makes a lot of sense. In fact, when I’m in this type of situation, I [.] No related posts.
BrainShark
OCTOBER 5, 2010
In late September, we conducted two 30-minute Customer Community Webinars related to the products and services customers can take advantage of to improve their online presentations wit
Sales Training Advice
OCTOBER 2, 2010
Saturdays are great days. We get to spend time with our family, work on the yard, try to figure out exactly what we did the night before and my favorite, we get to go to the farmer’s market. An amazing display of vegetables, fruits, cheese and other homemade and homegrown goods are everywhere. It was at the farmer’s market that I watched in awe as a local farmer taught us a lesson on how to sell.
Your Sales Management Guru
OCTOBER 4, 2010
Planning Your Sales Training. In my soon to be published book on Sales Management, one topic I discuss in great detail is salesperson development and training. Besides recruiting effectively, training and development are the next most important aspects of the sales leader’s job. While Acumen Management is not a sales training firm, we do focus on the facts that sales management MUST focus on sales training within their own firms.
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The Science and Art of Selling
OCTOBER 3, 2010
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BrainShark
OCTOBER 3, 2010
We love using the microphone audio feature and are so pleased with the quality it produces. But we do make mistakes and want to edit the tracks rather than re-record them.
Tom Hopkins
OCTOBER 8, 2010
I learned this close from the incredible Zig Ziglar. It’s as old as the hills, but still works in today’s selling situations. There will be times when you are ready to ask for the ‘autograph on the paperwork’ and the client just sits there thinking — in total silence. If you’ve done your job well [.] Related posts: The Lost Sale Close. The Benefit Summary Close.
Sales Training Advice
OCTOBER 2, 2010
Someone once said that worrying is praying for things you don’t want to happen. What a great saying, and, like all sayings, there’s a lot of truth in it. When you think about it, praying is when you concentrate on one thing and then you meditate or “pray” on it to the exclusion of all else. Usually, too, when you pray you put a lot of emotion into it and, of course, you have a lot of faith in what you are praying about.
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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 ROI Guy
OCTOBER 7, 2010
For Information Technology, it’s not how much you spend, but what you invest in that matters. But as budget season looms for most organizations, how can you be sure IT is getting its fair share to drive innovation and bottom-line impact? Let the Budget Battles Begin Each year, about the time Halloween rolls around, most executives begin fighting it out for their share of next year’s budget.
BrainShark
OCTOBER 3, 2010
Our most recent product release included the launch of a new player for Brainshark presentations. Our next maintenance release will also focus some finer tuning.
The Brooks Group
OCTOBER 4, 2010
You hear the word “ solution ” a lot. Everyone offers some kind of a solution. Whether you sell a complex piece of computer equipment or a handkerchief, you have a solution. The problem is that when everyone says the same thing, it becomes background noise… For example, “ we offer the best customer service ,” is really meaningless because everyone says it.
Tom Hopkins
OCTOBER 8, 2010
The more senses you involve in a presentation, the better your chances of closing the sale. No related posts.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
The ROI Guy
OCTOBER 5, 2010
With the Internet, B2B buyers have access to more information than ever. As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. Buyers are clearly in control, and marketers are scrambling to address this power shift. As a result, Internet fueled buying cycles have required B2B marketers to deliver more content and tools over more and more channels to actively engage ever more empowered, skeptical and frugal buyers.
BrainShark
OCTOBER 6, 2010
No doubt you are feeling the pressure to create and deliver more and more relevant, engaging content that customers can access 24/7. You’re not alone.
Green Lead's B2B
OCTOBER 6, 2010
Today I'm attending New Marketing Lab's Inbound Marketing Summit at Gillette Stadium in Foxboro (killer spot for a conference, btw). Highlight of the day is always Chris Brogan's down to earth, almost "stand up" quality talks. He is always insightful, practical, and spot on with his delivery. I thought it would be useful to create a Twitter List of the #IMS10 Speakers.
Score More Sales
OCTOBER 7, 2010
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Will You Ever Pay Full Price Again? by Lori Richardson on October 7, 2010. As a consumer, have you enjoyed the rise of Groupon ? Have you noticed all the new counterparts that are “Groupon-like?” Here in the Northwest I have subscribed to LocalTwist, Tippr , and DealSpringer.
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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
Green Lead's B2B
OCTOBER 3, 2010
As many of you would expect, Green Leads consumes prospect lists at a rate that far exceeds most outbound marketing efforts. With over 30 clients running their appointment setting programs through us, having volumes of accurate contact names is essential to our business. As a result, we've got licenses with Jigsaw , OneSource and NetProspex , and we use LinkedIn and other contact discovery services.
Score More Sales
OCTOBER 3, 2010
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Blogworld Next Week- It’s Getting Hard to Sleep! by Lori Richardson on October 3, 2010. It is very exciting to know that in 11 days I’ll be at Blogworld and Social Media Business Summit in Vegas. Currently combing through the many sessions, I’m as focused as ever to see best practices on how small and medium sized businesses can grow revenues through social media.
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