The Sales Heretic
DECEMBER 22, 2011
Just in time for the holidays, the United Nations has voted in favor of a major human rights initiative—to ban the manufacture, distribution and sale of fruitcake. “Those who question the value of the United Nations need look no further than this action to see the critical role it can play in bringing diverse countries together [.].
MTD Sales Training
DECEMBER 19, 2011
You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. However, does such a rule or concept still have merit, especially in dealing with today’s modern and educated buyer? Since today’s prospect has instant access to a ton of information about what you sell before you even show up, and they are so short on time; does it still make sense t
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The Pipeline
DECEMBER 19, 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.
Sales and Marketing Management
DECEMBER 23, 2011
By GRANDE LUM. Many managers think their sales team needs help building negotiation skills but they can’t articulate why. In this second part of a two-part article, Grande Lum, the founder of the sales consulting firm Accordence, summarizes the final four factors (out of a total of nine) that can help sales managers determine if and where negotiation improvements can be made.
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The Sales Hunter
DECEMBER 22, 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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
DECEMBER 23, 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.
Jeffrey Gitomer
DECEMBER 21, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What You Need To Be Doing This Holiday Season. Gitomer | December 22, 2011 | Leave a Comment. Tweet Share Here’s what you need to be doing this holiday season. These are my personal recommendations for maximum holiday enjoyment, both in business and with family: Do not use auto-reply telling people you’re out of the office for the holidays.
The Sales Hunter
DECEMBER 23, 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.
MTD Sales Training
DECEMBER 22, 2011
Failing to Ask For the Sale. A problem that many sales people have is that they do not properly ask for the order. They do not clearly ask the prospect to make a decision. Now before you say, “Oh, I don’t have that problem…” you may want to read on. Below are three ways of NOT asking for the sale, followed by three ways of really asking for the sale.
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Sales 2.0
DECEMBER 17, 2011
Just interviewed by Kevin Gaither on his ThisWeekIn Sales web TV show. I talk about my definition of Sales 2.0, where I created it and why I came up with it. Then I drill down into the three key components of Social Calling that can boost your prospecting results eight times.
Pointclear
DECEMBER 20, 2011
This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors.
The Sales Hunter
DECEMBER 19, 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.
Increase Sales
DECEMBER 19, 2011
Emotional intelligence combines intrapersonal and interpersonal intelligences as defined by Howard Gardner as well as our ability to motivate ourselves and to manage these emotions within ourselves and within the relationships we have with others (Daniel Goleman). In business and especially in sales, the capacity of emotional intelligence is generally related to the capacity to increase sales as people buy from people.
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SBI
DECEMBER 21, 2011
If you’re a manager, there’s no doubt you measure reps’ performance to some extent, by the number of cold calls they make. We expect reps to barrel ahead and blast through the barriers. No excuses. But you know it can be difficult. The beginning of a new year is a great time to think about the steps you can take to make their job easier.
A Sales Guy
DECEMBER 19, 2011
I often see sales reps roll over to prospect and customer demands. They are quick to give in to lower prices, cave on additional features, acquiesce to terms and conditions etc. It’s unfortunate and I see it all the time. Why do so many reps fold like a house of cards? — They don’t know their value. It’s that simple. When a rep knows the value of their product or service, they know what type of leverage they have.
The Sales Hunter
DECEMBER 17, 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.
Increase Sales
DECEMBER 23, 2011
Social media through groups such as Facebook to blogs to article marketing expands your marketing influence. The challenge is to think differently, to get our of your own way. My thanks today for Tibor Shanto who provided me the opportunity to be a guest blogger over at his site. Yes Tibor and I have similar practices in the sales training coaching arenas and probably similar customers.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
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Sales Training Connection
DECEMBER 19, 2011
Most buyers find comfort in familiarity. And, many companies count on it – enticing customers to purchase by creating a familiar buying environment. That’s why, for example, fast food establishments – whether selling hamburgers, chicken, or tacos all have the same basic structure – stand on line, place your order, and then bring the food to your table.
Partners in Excellence
DECEMBER 22, 2011
We constantly get it wrong, as sales people we focus on our products and what we are selling. As “sophisticated” sales people, we wrap some nice language around it and focus on the solution we sell, hiding the fact that we are focused on selling a product. . The real problem is we are focused on selling. Our customers should be focused on buying, but they really aren’t, they’re focused on solving problems or addressing opportunities.
A Sales Guy
DECEMBER 20, 2011
I was struggling with a post topic today. I was looking at past posts looking for inspiration when I noticed my posts total. It’s 801. It was kind of shocking to see that number. When I started blogging in February of 2009, I didn’t set out to post 801, or 1,000 at that matter. I took it day by day. It’s been an amazing journey. I have developed an entirely new group of friends and acquaintances.
Increase Sales
DECEMBER 21, 2011
If you haven’t already noticed it, emotional intelligence has been the focus of this week’s blog postings. As I continue to explore this incredibly rich subject, I realized how emotional intelligence engages the senses and the impact on the ability to attract attention, build relationships (the purpose of marketing) and eventually an increase sales.
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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.
Sales Training Connection
DECEMBER 21, 2011
Medical sales - a new opportunity. Since starting the Sales Training Connection, we’ve written numerous posts about selling in the medical sales market. Most of these posts are based on our experience conducting sales training with medical device companies and sharing what experts are saying about the medical sales industry. But sometimes interesting stuff comes from unexpected sources.
Partners in Excellence
DECEMBER 23, 2011
I’ve been writing this series of posts on metrics, and how sales people and managers leverage metrics to help maximize our performance for a number of months. I’ve never written about Quota measurements–the “grand-daddy” of all sales measurements. Part of the reason is that it’s something that’s pretty well understood (or so I thought), the other is that it’s a trailing or historic metric.
BrainShark
DECEMBER 23, 2011
Here is the myBrainshark newsletter that has gone out to customers over the last two days. To close off the year, we wanted to share some resources with you for constructing awesome PowerPoints and creating better presentations.
Increase Sales
DECEMBER 20, 2011
Emotional intelligence is recognized as a necessary leadership capacity, but a recent study from Global Mindset shows its dollar impact on business productivity through stress and depression. This study suggests one in four employees (23%) are depressed. This ill health contributes: Absenteeism at $11.8 Billion. Health treatment costs at $26.1 Billion.
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?
Sales Training Connection
DECEMBER 23, 2011
Seasons Greetings. Frochliches Weihnacten. JoyeuxNoel. Buon Natale. Feliz Navidad. Wishing you a festive holiday season – Janet and Dick.
Partners in Excellence
DECEMBER 20, 2011
What do we talk to our customers and prospects about? To me, the answer is obvious–yet based on the calls and emails I get from sales people, somehow it must not be that obvious. Everyday, I must get at least a dozen emails or calls from sales people wanting to talk to me—typically the subject they want to talk about is there products. Most of the attempts to start a conversation are just clumsy, “I’d like to talk to you about what we sell.” Some are more artful
The Science and Art of Selling
DECEMBER 19, 2011
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