MTD Sales Training
NOVEMBER 4, 2011
Offering a discount to help motivate the prospect can often be a powerful inducement to close a few more sales. However, dropping your price in the wrong way will cost you a ton of lost sales, it will reduce your margins to nothing and in addition you could lose the prospect’s trust and respect and possibly damage the credibility of your company. .
The Pipeline
OCTOBER 31, 2011
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Bernadette McClelland
NOVEMBER 2, 2011
'Who needs to change – buyer or seller? Who has noticed that the sales landscape is changing at an accelerated pace and has no intention of slowing down? Have any of you figured out what is going on yet? Is customer loyalty really down? Are sales cycles either nonexistent or getting even longer? Are boardroom presentations being tweaked more than ever to ensure the edge?
No More Cold Calling
NOVEMBER 3, 2011
Give your prospects real insight to your sales results. Here’s how to set up and tell the sales story. Whether you’re in inside or outside sales, you sell. You don’t have time to wait until marketing creates case studies. And, for the most part, you don’t need them. Case studies have their place: they’re collateral on your website, you may include them in a proposal, or leave them behind after a presentation.
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.
MTD Sales Training
NOVEMBER 1, 2011
I presented my session on eselling® at the ISMM’s Successful Selling Conference recently, where I met and had a very interesting conversation with Peter Bowen, CEO of Access Displays – who produce modular and custom built exhibition stands for all manner of venues and events. Peter Bowen is an industry expert and panel member at the Event Supplier and Service Association.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Pointclear
OCTOBER 31, 2011
Jill Konrath is the author of SNAP Selling (#1 Amazon sales book) and Selling to Big Companies , a Fortune "must read" selection. As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts. For more fresh sales strategies that work actually with today's crazy-busy prospects, visit www.jillkonrath.com.
HeavyHitter Sales
NOVEMBER 3, 2011
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?
MTD Sales Training
NOVEMBER 2, 2011
Cold calling presents a ton of challenges to sales professionals at every level and in every industry. Therefore, there are a plethora of tips, tricks and magical scripts to help sales people overcome objections, get though GK screens and close sales or set appointments. However, out of this excess of advice, there are three so-called gems that are extremely misleading and can be counterproductive or even detrimental to your telephone selling success. #1: Don’t Take It Personally.
A Sales Guy
OCTOBER 31, 2011
Sales is changing. There is no debating it. There are a number of changes in sales today that impact our ability to be successful and make our numbers. These changes are changing the way we connect with prospects, differentiate ourselves from the competition, and position our products and services. The sales people, leaders and organizations that understand and embrace these changes will be far better positioned to meet their numbers than those who don’t.
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Increase Sales
OCTOBER 31, 2011
Credit www.sxc.hu. As today being Halloween, maybe it is time to discuss the marketing myopia madness that seems to have struck fear into the hearts and minds of crazy busy small business owners, professional sales people and even C Suite executives not to mention all these marketing firms that sell their services and in many cases spread this fatal disease under the disguise to increase sales for their clients.
Partners in Excellence
NOVEMBER 2, 2011
So this is what’s happening this morning. I start the morning looking at email. Craig Rosenberg of Focus.com has posed an interesting question: “Isn’t sending an unsolicited email to someone the same thing as cold-calling them?” There’s an interesting discussion with thoughtful responses from people I respect. The responses are trending to “Yes it is the same, and it’s bad practice.” Hmm, interesting… I keep going through my email.
MTD Sales Training
OCTOBER 31, 2011
Persistence: that all important ingredient that every sales person must possess. The sales professional makes a living by p ersevering to get pass various problems, obstacles and objections. Many sales people will tell you that the sale begins when the prospect says, “No.” Indeed, if sales people accepted the first “no”, there would not be much of anything ever sold anywhere in the world.
Sales Training Connection
NOVEMBER 2, 2011
An interesting article – Performing Best When It Matters Most – appeared in the Kellogg Insight (August 2011). The report was a summary of the authors’ work on understanding the “clutch player” – that person that consistently performs well under pressure. As one might guess, a lot of the research was done with athletes and high stake jobs like stock traders where the collection of quantifiable data is easy and there are a number of well defined moments of pressure.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Increase Sales
OCTOBER 30, 2011
Credit www.sxc.hu. Achieving work life balance is an ongoing struggle just as much is sales sustainability. One strategy or tip to lessen this struggle is through improved communication. Many people work on communicating with others and that is a great self improvement strategy. However, effective communication begins from within each person’s brain.
Partners in Excellence
NOVEMBER 1, 2011
Do you have a plan? Do you have a plan for winning this deal? Do you know the key activities you must execute to win the deal? Do these activities align with the customer’s buying process? Do these activities align with your selling process? Do these activities align with the target decision date? Do you know who is inovled in the decision, their priorities, concerns, attitudes and role in the decision?
A Sales Guy
OCTOBER 30, 2011
Technology is increasingly integrating out lives. Apple recently launched iCloud. Now my MacBook Pro, iPad and iPhone are all connected to each other. I take a picture from the road with my iPhone and that picture automatically shows up on iPad and in iPhoto. I have a Vizio Internet TV and I just recently discovered the Yahoo Fantasy Football widget/app.
The ROI Guy
OCTOBER 31, 2011
Gartner says CIOs are spending too much time with vendors - laying down gauntlet to vendor sales to add more value, or get lost. Gartner thinks CIOs are spending too much of their precious time with vendors, and advises to significantly curtail this activity. According to a poll of 1,300 organizations as reported by Linda Tucci (TechTarget) from Gartner Symposium/ITxpo this past month, a total of 13.5% of total IT time is spent on vendor management and procurement.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
SBI
OCTOBER 31, 2011
Every neighborhood has one of those houses! You know the kind I’m talking about: the one that gives out the really good candy at Halloween. Kids remember who gives the good stuff – like the chocolate candy bars. And they remember who gives out the “bad” stuff – like fruit snacks. Don’t get me wrong. There are lots of reasons why fruit snacks are best for kids.
Partners in Excellence
OCTOBER 31, 2011
I talk to lots of people about their value propositions and the business cases they have presented for their solutions. People seem to talk the talk, but in reality, I see few people really focusing on the business value of their solutions. . Part of the problem is many customers don’t seem to want a business case, they just ask us, “What’s your best price?
BrainShark
NOVEMBER 4, 2011
Our company started using Brainshark over 1 year ago for internal communications. Shortly after that we started using Brainshark for communicating to our external customers. It’s been a fabulous way to communicate product updates and promotions.
Sales Training Connection
NOVEMBER 4, 2011
Sales Training. In the last ten years the world of sales has changed significantly. Competition is keener – products are more complex – market changes are more rapid. As a result, a sales person has to know more and know it at a higher level of competency than ever before. And, if one is “keeping one’s ear to the ground” the rumblings of more changes can clearly be heard.
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Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
SBI
NOVEMBER 3, 2011
Getting more with less. You can bet that mantra is shared by all sales organizations in today’s economy. Yet even the best managers are failing to make it happen. Managers are often advised to consider three dimensions when determining how to increase sales productivity: People. Process. Technology. But an essential fourth dimension that is rarely mentioned – sales capacity – may be the most important element of all.
Partners in Excellence
OCTOBER 31, 2011
“Rising Tides Float All Ships,” a bit of an odd title, given the current economic uncertainty. This term has been used to talk about the false sense of success many individual and executives may have about their peersonal performance and that of their organizations. In great times, or robust growing markets, it’s hard to perform badly.
BrainShark
NOVEMBER 3, 2011
If you are old enough to remember when the idea of something being viral was typically a bad thing, then you are in good company. Nowadays, however, creators of content WANT it to go viral…it’s actually a good thing. As Mr. Dylan reminds us, “the times they are a changin’”.
Your Sales Management Guru
OCTOBER 31, 2011
Sales Leadership: Making Monday’s Marvelous. In past blogs I have commented on eating pizza, Gourmet Living and many ideas that are designed to improve the operations, culture and productivity of your sales team –as well as you the sales manager. As I am sitting the airport, on this Monday morning, on my way to New York City to speak at an event it occurred to me that those first two or three hours on Monday morning are critical to set the tone for the week.
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Sales Training Connection
OCTOBER 31, 2011
Ghosts and goblins galore. Tricky witches at your door. This is the time for spooks and bats. Halloween spirits and black cats. But don’t forget nifty treats … and to fill up on some sweets! Happy Halloween to all!
Partners in Excellence
NOVEMBER 2, 2011
Today, I got a note from Paul Castain. Paul hosts one of the best LinkedIn groups and is the author of the Sales Playboook Blog. Paul usually has an interesting perspective and great ideas. But this time, I thought he had gone off the deep end. He was advocating having a “Canned Sales Meeting.” My initial reaction was pretty strong, I understand having a reasonably standard agenda of topics for a meeting, but doesn’t having it totally canned defeat the goal?
The Science and Art of Selling
OCTOBER 31, 2011
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