Sales and Marketing Management
DECEMBER 14, 2015
Issue Date: 2015-12-14. Author: Sean Gordon, CEO of Intelliverse. Teaser: Technology may be able to assist with lead generation, but it can’t replace human interaction or build relationships. Buyers still need to trust that salespeople have their back – no matter what. Technology may be able to assist with lead generation, but it can’t replace human interaction or build relationships.
The Pipeline
DECEMBER 17, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are always looking for “the pain” or “pain point”. One reason I am told they are looking for the pain is that they can then offer up the cure along with an invoice, and have a happy client. Given that a relatively small part of the market will admit to pain, I am not sure this is the most prudent approach to starting a lasting relationship, but it is what it is.
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Steven Rosen
DECEMBER 16, 2015
#Firestarters – How I Begin My Day With Host Miles Austin. I was interviewed by technology expert Miles Austin using a new communication platform called Blab. Miles is an expert on tools and technology for sales people. As a means of introducing and helping other leaders become familiar with Blab, Miles created a series of interviews called #Firestarters.
MTD Sales Training
DECEMBER 18, 2015
It’s coming up to that time of the year where we review what we’ve accomplished in 2015 and look ahead to 2016. To that end, I have created a special report that will help you and your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Sales and Marketing Management
DECEMBER 18, 2015
Issue Date: 2015-12-18. Author: Brian Cleary, Chief Strategy Officer, bigtincan. Teaser: To stay competitive, sales organizations must reinvent their approach to sales team training by adjusting to meet the needs of the millennial and Z generations. While daunting, there are a couple of things that can help point organizations down the right path. To stay competitive, sales organizations must reinvent their approach to sales team training by adjusting to meet the needs of the millennial and Z ge
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The Sales Hunter
DECEMBER 15, 2015
There is a way you can get 2016 off to a great start and then build on the momentum going forward. Here are 10 ways to close faster for more sales in 2016: 1. Quit spending time with prospects who don’t fit your customer profile. If you want to be seen as a high-value […].
MTD Sales Training
DECEMBER 17, 2015
It’s that time of year where we look back and see what we’ve achieved this year and, at the same time, look forward to next year. We’ve brought you bi-weekly tips all year long and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Steven Rosen
DECEMBER 16, 2015
#Firestarters – How I Begin My Day With Host Miles Austin. I was interviewed by technology expert Miles Austin using a new communication platform called Blab. Miles is an expert on tools and technology for sales people. As a means of introducing and helping other leaders become familiar with Blab, Miles created a series of interviews called #Firestarters.
Increase Sales
DECEMBER 14, 2015
We are currently in the process of selling our home here in Northwest Indiana. This experience has demonstrated to me three facts about many, not all , real estate agents: They do not understand the sales process and therefore, They consistently engage in really bad marketing and this results in, They violate the #1 Sales Buying Rule. The Sales Process.
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The Sales Hunter
DECEMBER 14, 2015
One of the great privileges in sales is that you get to help people achieve things they didn’t think were possible. The next time you are on a sales call or in a sales negotiation or listening to a customer for the first time, remember that you are offering more than solutions. You truly […].
Fill the Funnel
DECEMBER 18, 2015
Listen To The Audio Version. Follow Me On Blab. Powered by the Simple Live Press. I knew this morning was going to be a different interview from the others in the series because of our guest Dan Waldschmidt. I have known Dan for many years and appreciate the energy, commitment and enthusiasm that he brings to everything he does. When his book Edgy Conversations: How Ordinary People Can Achieve Outrageous Success was released, Dan sent me a pair of boxing gloves to go along with the book.
A Sales Guy
DECEMBER 14, 2015
The One Question To Get More Sales. I get it, you get it, we all get it. In sales, we’re supposed to ask questions. Isn’t that what we’ve always been told for years? Nothing new right? But what if there was something “NEW.” What if the “NEW” was the type of questions we’re supposed to ask. What if the questions we’ve normally asked were the wrong questions?
Increase Sales
DECEMBER 17, 2015
I am so very tired of the daily avalanche of emails or even phone calls where the other person is making a sales pitch right out of the gate. Really, that works? Credit: www.gratisography.com. The 3 Sales Buying Rules. #1 Sales Buying Rule: People buy from people they know and trust. If I don’t know you, how can I trust you? Why would I then even consider buying from you?
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The Sales Hunter
DECEMBER 18, 2015
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. I value the peers I […].
Fill the Funnel
DECEMBER 16, 2015
Listen To The Audio Version. Follow Me On Blab. Powered by the Simple Live Press. Today’s guest on #firestarters was Steven A. Rosen from Star Results. I think you will like the approach Steven uses to achieve his significant success and how he keeps track of the important actions in his life. One of @stevenarosen #firestarters secrets is what he calls “the Focus Board”.
Sales Training Connection
DECEMBER 17, 2015
Sales reps need to know more and their knowledge must be at a higher level of proficiency today than ever before. To be among the emerging winners, sales reps must not only be able to sell a competitive advantage; they must be a competitive advantage. They must bring value to the customer by the way they “sell” as well as by what they sell. All this means that sales training has moved closer to center stage and the spotlight is a little bit brighter than in yesteryear.
Increase Sales
DECEMBER 15, 2015
Maybe you remember Sally Field accepting her Academy Award and making the statement “You like me.” She like others was confused about why people bought her performance. Her colleagues knew her and trusted her and that knowing and trusting translated into actual votes. Sally Field along with many other salespeople heard for years to increase sales (in her case votes) people must know, like and trust you.
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
DECEMBER 17, 2015
Speed sells. It’s simple. Let’s not complicate things. If the customer wants to buy, close the sale and close it NOW. Let me explain what I mean. While working with a VP of Sales, he shared with me how he and his firm had been in the market for some very sophisticated systems that […].
Cincom Smart Selling
DECEMBER 15, 2015
From its inception , CRM has focused primarily on sales, pipeline and forecasting orders. And with very few exceptions, it has remained essentially the same until the last few years, when a new evolution of CRM began incorporating new devices, analytics and mobility. Today’s reality is that your CRM system can, and should be, much more than a recordkeeping system.
Sales Result
DECEMBER 16, 2015
There's a common analogy that "The journey is more important than the destination ", the concept being that embarking on a journey and the experiences along the way are more important than reaching a final resting place. Such experiences shape human beings and allow us to understand and interpret our world. This concept applies to critical thinking; surely you've heard the phrase "The question is more important than the answer.
Increase Sales
DECEMBER 12, 2015
Real estate listing sites such as Zillow.com, Trulia.com, Realtor.com and For Sales By Owner have disrupted selling real estate. Today’s buyers are now far more educated than ever before. Education is the second disruption. Finally, this education has led to the third disruption in selling real estate, perceived values that existed yesterday are not necessarily present today.
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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
DECEMBER 12, 2015
When you call a CEO at the top of the hour, you are more likely to reach them. Executives often are in between meetings at the top of the hour and are more likely to be at their desk. Just be sure that if you do reach them, you ask if it is a good […].
A Sales Guy
DECEMBER 15, 2015
The 21st century has ushered in some pretty big changes. Most of us are intellectually aware of the changes. We’re not oblivious to them. We whip around the terms information age, 21st century, the millennia, etc. like free candy from a Pez dispenser. But few of us have completely internalized these changes, and how the changes have affected us.
Fill the Funnel
DECEMBER 14, 2015
Listen To The Audio Version. Follow Me On Blab. Powered by the Simple Live Press. I think you will enjoy the interview with my guest on #Firestarters episode #11 Mark Hunter (@theSalesHunter). Mark joins our conversation from an airport and shares not only how he starts his day but additional tips for those that travel. You will hear some marriage tips as well if you listen closely!
Increase Sales
DECEMBER 18, 2015
Implementing sales training even for the smallest B2B firms is expensive. There is the duo investment of time and money as well as buy in from the executive leadership team and the actual participants (salespeople). These are the first two rails in any sales training program or even executive coaching. Yet the third rail in any learning engagement is often ignored.
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
DECEMBER 15, 2015
Ask a sales leader what a key reason for their success is, and they’re bound to say that one of the things is having a sales process every member of the team is focused on executing. As critical as a sales process can be in building sales for your team, it can quietly work against […].
Hyper-Connected Selling
DECEMBER 15, 2015
I’m going to tell you a secret: I’m a Zumba instructor. That’s right, Zumba, the Latin-dance aerobic fitness classes. I don’t teach often, at most once a week. But when my travel schedule allows, I love to jump around a gym to some salsa or reggaeton music. It’s a blast! That might not be something you would expect from a professional-development author and speaker.
Fill the Funnel
DECEMBER 13, 2015
Not Taught – What It Takes To Be Successful In The 21 st Century That Nobody’s Teaching You – Author- Jim Keenan. This book will make many who read it uncomfortable. If it doesn’t you are either under 30 or completely clueless. Keenan writes from experience, having lived in the corporate world of yesteryear , the politics, the mergers, the layoffs – all of it.
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