Sales and Marketing Management
DECEMBER 8, 2011
By BILL ROSENTHAL. You just got word that a customer’s angry. The shipment was late or there’s a pricing error on the invoice. Or maybe there’s a quality glitch. Whatever the problem, you have to apologize.
The Sales Hunter
DECEMBER 6, 2011
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
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No More Cold Calling
DECEMBER 8, 2011
Solid, smart sales are focused on our clients’ pain points, not on the tech demo. Why is it the one of the first things we hear from a software salesperson is “I’d love to give you a demo”? Of course you would. You want to show me your cool technology with all the bells and whistles. Bells and Whistles and Disinterest. You haven’t even taken the time or shown interest in my business challenges.
MTD Sales Training
DECEMBER 9, 2011
Is it true that the best sales people can sell anything to anyone? Are you one of those rare few in the world of professional selling that has the ability to sell virtually any product to any prospect? You have heard those old sentiments before, “I can sell ice cubes to Eskimos…” or “That guy can sell prescription eyeglasses to a blind man.”. In the 60s, 70s, and early 80s, many sales people prided themselves in the (imagined) ability to turn every prospect into a customer regardless of th
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.
Bernadette McClelland
DECEMBER 3, 2011
'Do You Have the Weight of Your Words on Your Shoulder? Some words are plain heavy and other words are literally light. All words have poundage especially when you become aware that the words you use are what you will, in reality, experience. Sound a bit ‘out there?’ Not really. For example, if you were to continually refer to yourself, let’s say for argument’s sake, as desperate – “I’m desperate to get some business”, then you will experience R
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The Pipeline
DECEMBER 7, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
MTD Sales Training
DECEMBER 6, 2011
Since the launch of my bestselling book eselling® I’ve been inundated with keynote speaking requests on the subject and also for in-house training. One of the most popular elements of eselling® has been how to use LinkedIn for prospecting, networking and how to identify sales opportunities. So we’ve designed a special course around just that: . ** LinkedIn For Sales Professionals **.
Jeffrey Gitomer
DECEMBER 9, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Will Next Year Be THE Year Of Rebound? Gitomer | December 9, 2011 | Leave a Comment. Tweet Share The days of waiting to see what will happen, waiting to see when things will return to “normal,” and waiting for a sure sign of recovery are over. You cannot afford to wait any longer.
The Sales Hunter
DECEMBER 8, 2011
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
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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 Sales Heretic
DECEMBER 7, 2011
You don’t have to wait until January. Whether you’re a salesperson, sales manager, small business owner or CEO, there are things you can do right now to ensure your sales next year are fantastic. Regardless of the economy! Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this twelve-minute segment, you’ll discover: [.].
MTD Sales Training
DECEMBER 5, 2011
With competition becoming fiercer, the economy sending fuel prices through the roof and buyers becoming more reluctant to telephone sales calls , more firms are choosing to employ their own in-house telesales staff to set appointments for the field sales teams. The immediate question that arises is what and how do you pay this inside sales force? Commission on the Sale.
Jeffrey Gitomer
DECEMBER 6, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Have You Signed Up For My Webinar Bootcamp Yet? Gitomer | December 6, 2011 | Leave a Comment. Tweet Share Have you taken time to sign up for my webinar bootcamp yet? Between December 12th and 16th I am going to give 5 webinars that are going to rocket you into 2012 because it’s information you can use.
The Sales Hunter
DECEMBER 6, 2011
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Pointclear
DECEMBER 6, 2011
Anthony Iannarino is an expert in B2B Sales and Marketing and an Executive Sales Coach and Consultant. Anthony is President and CSO of SOLUTIONS Staffing , Director of B2B Sales Coach & Consultancy , and author of The Sales Blog. There aren’t many salespeople or sales organizations that don’t wish for a silver bullet that would make producing sales results both easier and faster.
MTD Sales Training
DECEMBER 7, 2011
In the recent post, “How to Compensate A Telesales Staff To Set Appointments,” I explained some of the major problems that arise when you choose to compensate telesales representatives (TSRs) with commissions on closed sales. . Problems When Paying TSRs on Closed Sales. The TSR begins to look for sales rather than just set good appointments. The TSR looks for the easy lay down sale and fails to set appointments with otherwise good qualified prospects.
Increase Sales
DECEMBER 8, 2011
During the regular discussion at the South Shore Business Networking Group, the topic turned to “giving great business referrals.” Those present shared their thoughts and the generally held belief was this strategy to increase sales goes beyond a What’s In It for Me (WIIFM) mind set. Business to business networking is a proven business strategy to increase sales.
The Sales Hunter
DECEMBER 9, 2011
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
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.
Pointclear
DECEMBER 8, 2011
Chris Selland is CMO at Terametric , a company focused on maximizing marketing ROI by helping marketers capture and measure all their channel marketing data. Chris is an experienced technology business development & marketing executive, with deep domain expertise in the areas of online and inbound marketing, strategic alliances, demand generation, and corporate development/M&A.
MTD Sales Training
DECEMBER 8, 2011
It’s that wonderful time of the year again! Unfortunately, for many professional sales people, this otherwise joyous and happy time spells a predictable period of slowed sales and reduced income caused by an age-old seasonal objection. “It all looks very good, but I think I will wait until after Christmas…”. “We are going to hold off until the beginning of the New Year…”.
Increase Sales
DECEMBER 5, 2011
The origins of the word strategy refer to how a general could deceive his enemies. In business, out thinking the competition (deception) is necessary. For example in the business marketplace,who will be the first to market the latest toy or electronic application? Yet the word deception has such negative connotations that people feel uncomfortable using it.
The Sales Hunter
DECEMBER 5, 2011
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
Advertiser: ZoomInfo
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.
Fill the Funnel
DECEMBER 8, 2011
LinkedIn has provided a free, easy to install web tool that connects your LinkedIn connections with Microsoft Outlook. Think of the convenience this adds by being able to: Build your network from frequent contacts. Manage your LinkedIn contacts in Outlook. Stay connected to your network. In order to use this new web tool, you must have Outlook 2010, 2007, or 2003 installed.
A Sales Guy
DECEMBER 3, 2011
The corporate ladder is being destroyed, can you see it? Christine Cacioppo over at Union Square Ventures wrote a great post yesterday called, What Comes Next? Christine is an analyst at USV and has seen over 160 start-up’s this year. She’s attended just about every tech start up incubator there is. Knowing this, I was very interested in her thoughts.
Increase Sales
DECEMBER 3, 2011
With the end of the year less than 30 days away, there is a lot of buzz around next year’s social media actions respective to how to increase sales. As I read these various discussions especially for small business owners, the solutions (behaviors) appear to reflect more of a spray and pray communication strategy than a well thought out predetermined marketing and sales strategy.
Sales Training Connection
DECEMBER 5, 2011
Features vs. Benefits. Most large companies in the B2B market space have a substantial range of capabilities. Because of the breadth and depth of the capabilities and product portfolios even existing customers often have an incomplete view of how their selling partners can be of help. They think only in terms of the support they presently receive. In the end, the potential value can only be seen when the customer makes the link between their partner’s capabilities and their mission, priorities,
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?
Partners in Excellence
DECEMBER 6, 2011
There’s a lot of talk about Insight Based Selling. It’s a great conversation, but to some degree, I’m confused. Hasn’t it always been the sales person’s job to provide customers insight? I think most sales people recognize this, but the problem is the “insight” customers value has changed profoundly. Those sales people that have not recognized and adapted to that change are not providing insight—they’re wasting the customers’ time,
A Sales Guy
DECEMBER 6, 2011
Are you GREAT at what you do? How do you know? The Doer: The Doer delivers. They meet or exceed expectations regularly. The Doers meet quota, achieve goals, execute and deliver consistently. The Doers are the backbone to work. The Doers go the extra mile. They have a phenomenal command of the craft. The Doers apply industry known rules and information better than anyone.
Increase Sales
DECEMBER 9, 2011
Value propositions (VP) have been promoted as the panacea to turn around lackluster sales. The belief promoted by many top marketing gurus to sales experts is to have a compelling value proposition and “wa la” you will increase sales because you are different. In the book A Seat at the Table , Marc Miller makes a convincing argument that VP or unique selling proposition (USP) are old school (my words not his) because value is specific to each client.
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