Anthony Cole Training
OCTOBER 13, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
HeavyHitter Sales
OCTOBER 15, 2010
Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?
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Tom Hopkins
OCTOBER 15, 2010
I recommend the use of intent statements to set the stage for every presentation. An intent statement is designed to reduce sales resistance that is created by the unknown. When potential clients don’t know what to expect next their minds tend to wander and their anxieties build. Your intent statements tell your clients clearly what [.] Related posts: 7 Steps to Establishing Rapport.
Fill the Funnel
OCTOBER 13, 2010
I am excited to be a part of an online Sales Summit hosted by FOCUS. If you have not attended one of these FOCUS online summits in the past, this is a good one to start with. The event is on Thursday, October 21, 2010 — 8AM to 1:30PM PT / 11AM to 4:30PM ET. Pre-registration is required. Join Focus and your peer community for this must-attend event to learn about the latest processes and technologies to help you create a top-performing revenue-generating sales force.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Your Sales Management Guru
OCTOBER 12, 2010
No Regrets: Finding Your Recipe for. Personal and Professional Success. (This is an excerpt from my upcoming book: Success Simplified with Stephen Covey. Wright: Ken, tell me about your idea of no regrets, finding your recipe for personal and professional success? Thoreson. It began in my professional life, working as a sales leader and vice president of sales for more than fifteen years.
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Tom Hopkins
OCTOBER 15, 2010
Everyone sells, one way or another. As parents, we sell our children on our belief systems and our values. In courtship, we sell ourselves to our prospective partners. At work, we sell ourselves every day to our employers and our co-workers. However, there’s something keeping us from doing the best job of selling in every [.] Related posts: Overcoming the “It costs too much” Sales Objection.
The Science and Art of Selling
OCTOBER 12, 2010
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Sales Training Advice
OCTOBER 13, 2010
A recent article I wrote titled, “ Prospecting Letters Still Open Doors ” sparked quite a response from readers recently and I just have to share their ideas with you! They disclosed their best secrets for using letters to gain access to some of their toughest prospects. Most sellers today prefer to send an email in an attempt to get in the door and secure an appointment.
BrainShark
OCTOBER 12, 2010
We’re proud to announce that myBrainshark is one of the latest cloud-based applications available on the Google Apps Marketplace!
Advertiser: ZoomInfo
Sales outreach is an art and a science. The art is what you bring to the table—your flair for conversation, your work ethic, your dedication. We bring the science—proven tactics, strategies, and methods that really work. In this eBook, we’ll cover: How you should respond to inbound leads Tactics for engaging outbound leads (cold calls, email automation, and gifts) The key to keeping a prospective account alive for the long haul Buckle up!
Tom Hopkins
OCTOBER 15, 2010
Since most clients have a ‘say no’ mentality when you first begin talking with them, you would be wise to have a way to counter it. In fact, I encourage you to incorporate the phrases “If you say yes…” and “When you say yes…” into more of your presentations. It mentally takes them from withholding [.] Related posts: My Dear Old Mother Close.
The ROI Guy
OCTOBER 13, 2010
Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers. Unlike traditional white papers, Alinean Interactive White Papers use profile information from a prospect to intelligently customize the collateral with more personalized, relevan
Sales Gravy
OCTOBER 11, 2010
So just how do we go about instilling pride in people? As always, I suggest using our own experiences as our best example. In thinking back over the things you've done in your life, what kinds of accomplishments caused you to feel proud?
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Tom Hopkins
OCTOBER 15, 2010
If you find yourself in a position of seeking new employment, don’t send out 100 resumes and wait for the phone to ring. You wouldn’t approach getting new business that way. You have to have a plan. Start by investing a bit of time researching where you would like to work. Find a product or [.] Related posts: The Advantages of a Career in Financial Services.
The ROI Guy
OCTOBER 11, 2010
Every year, around Halloween, organizations meet to begin the battle for budget allocations for the New Year. For marketers, the news is good overall. According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. This represents substantial growth when compared to 2009 cut-backs; however, even with the 2010/2011 snap-back in spending, most marketing budgets will remain below pre-recession levels.
Green Lead's B2B
OCTOBER 11, 2010
This past week at the Inbound Marketing Summit, all the sessions were broadcast live by The Pulse Network. Below is the clip of our session with Chris Brogan on Lead Generation. For the time constrained fans.you can find my contributions at time spots: 4:50, 19:48 and 26:30 ;).
Tom Hopkins
OCTOBER 15, 2010
Objections are not meant to stop you in your tracks. While you may envision them as brick walls, learn to see yourself hurdling over them. When you really want what’s on the other side (like a closed transaction), you’ll do everything in your power to jump over, tunnel under or take down any walls brick [.] No related posts.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Tom Hopkins
OCTOBER 15, 2010
The average consumer knows at least three ways to stall or stop a sale. If you only know how to address two of those concerns, what are the odds of closing the sale? Not very good. Keep a running list of the concerns you hear most often about your product or service. Determine the best [.] Related posts: Closing Sales = Sweet Success. Barriers to Closing.
Tom Hopkins
OCTOBER 15, 2010
The average business loses 15% of their clients on an annual basis. It’s safe to assume that some clients move away or sadly, pass away. If you sell to businesses, some of them may close. But, many simply stop coming. That’s because you haven’t established relationships with those clients. The clients feel no loyalty…no obligation [.] Related posts: Qualifying Potential Clients.
Tom Hopkins
OCTOBER 15, 2010
There will be times, especially when you’re new, when a potential client may doubt that you know enough about the product to be giving them the best advice. Until you get your feet wet, make it a point to have a senior salesperson or your manager available to answer questions for you during a presentation. [.] Related posts: The Benefit Summary Close.
Tom Hopkins
OCTOBER 15, 2010
You will come across clients who are more afraid of not having the benefits of a new product, than they are excited about having them. For example, this fear may occur with a piece of manufacturing equipment that will put the client on the cutting edge and ahead of the competition. The fear that the [.] Related posts: “If you say yes” Close. The Basic Oral Close.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
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