Sat.Jul 28, 2012 - Fri.Aug 03, 2012

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Why You Should Quit

The Sales Heretic

Virtually every personal development “guru” and business “expert” extolls the value of persistence and perseverance. Quitting is considered the ultimate sin. Phooey. Quitting is valuable. Important. Even crucial to your success, both in sales and in life. If your sales, your career, your project, your relationship isn’t where you’d like it to be, your best course of action [.].

Course 327
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What To Do When The Prospect Tries To Bash Your Competition

MTD Sales Training

Often during a sales interaction, the sales person will attack and downgrade their competition. While this is never a good thing for many reasons, it is even worse when the prospect starts bashing your competition. Many sales people love it when the prospect starts to downgrade their rivals as the two “tag-team” the competition. The sales person believes that this will make the relationship between the sales person and the prospect stronger and increase the chances for making the sale.

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3 Things you Should Not Say on a Cold Call! – Part II

The Pipeline

Wednesday I posted the first in a series of 3 Things you Should Not Say on a Cold Call! , looking at avoiding the phrase “Just need…”. By the way, the word just should also be avoided when following through with a prospect, rather than saying “I am just following up”. Be proactive and leave out the JUST, get to the point, the thing that will move the sale forward. .

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Sales Management Training Event of the Summer

Steven Rosen

Sales Summer School is the biggest most comprehensive Sales and Sales Management training event of 2012! Attention Sales Managers! Admit it, summer is the slowest sales time of the year your sales reps are and customers are on vacation. Sales Summer School was created to take advantage of this lull by providing an opportunity for sales professionals to refresh and update their skills and knowledge. 30+ CLASSES / 16 INSTRUCTORS / 30 DAYS!

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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3 Types of Salespeople - Which Can Expand Your Sales?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, we were in a small seaside village and in a nautical gift shop, I read this sailing quote: "The pessimist complains about the wind. The optimist expects it to change. The realist adjusts the sails.". Translated for selling: "The pessimist complains about the prospect. The optimist expects him to buy.

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3 Things to Not Say on a Cold Call! – Part I

The Pipeline

Prospecting is not fun for most sellers, and cold calling ranks as the least favourite form of the activity. While some may want to debate whether cold calling is still a viable part of a broad prospecting regime, I firmly believe it is, and the numbers prove it. There is no doubt that it is a difficult task, perhaps explaining its lack of popularity, but there are things sellers do, that make it more difficult and less productive than need be, further fueling the sense of frustration and poor

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The Accidental Sales Seminar

Sales and Marketing Management

Issue Date: 2012-07-01. Author: Chris Lytle. Teaser: In this excerpt from his book "The Accidental Salesperson," Chris Lytle explains how he tagged along with his wife on a tour of the Waterford Crystal factory in Ireland and took home a seminar's worth of sale insights. In this excerpt from his book "The Accidental Salesperson," Chris Lytle explains how he tagged along with his wife on a tour of the Waterford Crystal factory in Ireland and took home a seminar's worth

Sales 195
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Why Your Lowest Price Can Be a Barrier to Closing Sales

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan It's not really the price as much as it's the context for which that price is provided. Let's take mobile apps for example. $9.99 on its own seems very inexpensive, but with apps available for $3.99, $1.99, $.99 and even free, it's expensive - by comparison. Look at the moon - we think it's fairly large, but when you look at it in comparison to Earth and Mercury's moon, it's a blip in the sky!

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The End Of The Call Is As Important As The Beginning

MTD Sales Training

There are countless tips, tricks and gimmicks on how to begin a cold call. Of course, the majority of these ideas focus on how to get the call started or how to begin the call and hopefully develop some rapport. However, there is so much focus on how to begin the call, that how you end the call NEVER gets attention. Yet, how you end the call, in practically when you have closed the sale or set the appointment, is just as important, if not more so than how the call began.

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How to Improve Email Deliverability and Optimize Each Send

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.

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The Binary Sales Syndrome – Sales eXchange 160

The Pipeline

I have written about my friend who owns a gym, and his love of January, the month where everyone makes resolutions, a high number of which include “getting in shape”. They sign up for a year, they give up in month; retailers make their year in January, gyms in January. . He also tells me about people’s approach to the whole physical training thing, which in great measure the reason for them giving up and their ultimate failure.

Retail 257
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Improve as a Sales Professional – 3 Tips for Better Listening

Score More Sales

Last week we talked about how a focus on improving your speaking can grow your sales revenues – the same, if not more holds true with being an effective listener. Listening – and really hearing – what buyers are looking to do, what problems they are trying to solve, and what the pulse of the market is – it’s critical for success.

Scale 210
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3 Types of Salespeople - Which are Best at Growing Sales?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, we were in a small seaside village and in a nautical gift shop, I read this sailing quote: "The pessimist complains about the wind. The optimist expects it to change. The realist adjusts the sails.". Translated for selling: "The pessimist complains about the prospect. The optimist expects him to buy.

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Why We Are So Committed to Referral Selling

No More Cold Calling

A special introducti on to Jonathan Farrington & Associates: leading-edge sales team development is here. My brilliant colleague, Jonathan Farrington, chimes in on the power of referral selling. He’s resides thousands of miles from me—in London and Paris, but a continent and an ocean cannot deny the truth: referrals rock and cold calls…don’t.

Referrals 209
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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School Is In

The Pipeline

A reminder that there is a class this afternoon, 4:00 pm Eastern. . GAP Selling – Leveraging Process and Execution. GAP Selling – Looks at how to deliver value to buyers across the entire sales cycle. Almost every sales conversation starts or ends with the concept of value; at the same time there are as many different understandings and definitions of value as there are sellers and buyers. .

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You're Only As Good As Your Proposition

Sales and Marketing Management

Issue Date: 2012-08-03. Author: Philip Lund. Teaser: A sales rep can set the right sales objective and have the customer accept the proposal, yet still see the customer refuse to take steps that will initiate action. Salespeople often sell the decision to buy successfully, but fail to make the decision to act easy enough. Here are some key steps to closing sales.

Proposal 190
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Your Eyes Are Telling the Customer if You Believe in Your Price

The Sales Hunter

I’m always amazed at the number of salespeople I encounter who cannot give the customer solid eye contact when they’re presenting their price. If you can’t give your customer solid eye contact when you present your price, then you are telling your customer you don’t believe in your own price. Smart customers and professional buyers in particular know this and are watching you when you present your price.

Discount 198
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Texting While Walking…The Rules

No More Cold Calling

Get human, make eye contact, and be where you are. When was the last time you walked down the street, made eye contact and smiled at a person you didn’t know? I’ll bet a few things here: It’s been awhile since you smiled at someone on the street, and if you did; They smiled back. Chances are, you’re generally distracted. Chances are you’re talking on your phone, texting, or reading email as you walk down the street, so you, and your eyes, and attention aren’t available.

Film 207
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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Why Your Lowest Price Becomes a Barrier to Closing Business

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan It's not really the price as much as it's the context of that price. Let's take mobile apps for example. $ 9.99 on its own seems very inexpensive but with apps available for $ 3.99, $ 1.99, $.99 and even free, it's expensive - by comparison. Look at the moon - we think it's fairly large but when you look at it in comparison to the Earth and Mercury's moon it's a blip in the sky!

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Forensics techniques can help you crack the mystery of customer satisfaction

Sales and Marketing Management

Issue Date: 2012-07-01. Author: Rick Reynolds. Teaser: Quantitative data about prospects and client accounts is important, but it does not provide a complete picture of customers’ needs. Qualitative data helps you zero in on customer needs, but you can only glean this level of clarity by asking probing questions and listening carefully to what your clients have to say.

Customer 174
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Are Cancelled Appointments Really a Complete Loss?

The Sales Hunter

It’s happened to every salesperson at one point or another. A prospect or customer cancels an appointment. Frustrating, right? Sure, but you don’t have to view cancelled sales calls as lost opportunities. Instead, view them as “connecting moments.” If a customer cancels an appointment, the last thing you should assume is that you lost the sale.

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The Compensation Conundrum

Pointclear

We're pleased to have Ginger Conlon join us as a guest blogger today. Ginger is editor-in-chief of Direct Marketing News. Contact her at ginger.conlon@dmnews.com or @customeralchemy. Tales of the disconnect between sales and marketing have long been told. Misaligned goals, differing definitions of qualified leads, blame games, and more. One underexplored area that can help to increase collaboration and improve alignment among sales and marketing teams is compensation.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Sign Up For My ‘If You Want to Sell, Show Don’t Tell’ Webinar: Wednesday, August 1st

Jeffrey Gitomer

Tweet Today, people are more visual than ever. So, why are you still talking through some boring old sales pitch instead of showing the customer what it means to do business with you? There is a visual side of selling that you must learn and master in order to catapult your sales to the next level. In this one-of-a-kind webinar, you will learn: The importance of adding visuals to make sales easier.

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Sales Leadership – The 7 Power Up Sales Skills

Increase Sales

Credit www.sxc.hu. With all the focus on the technical sales skills of negotiating, fact finding, overcoming stalls, sometimes the most obvious and most critical ones get placed on the back burner. In working with many sales professionals and C Suite executive, I have discovered these seven (7) powerful sales skills since everyone is in sales. Sales Training Coaching Tip: Everyone is selling something to someone; only sales people get paid to do that. #1 Power Up – Personal Accountability

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Do You Know Your Customer’s Customer?

The Sales Hunter

How much do you know about your customer’s customer? That may seem like an odd question, but it really is relevant. Sometimes I find that salespeople are incredibly knowledgeable about their product or service, but they forget to broaden their perspective to try to see things through the eyes of their customer’s customer. How much do you know about your customer’s customer?

Customer 180
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Sales Leads, Appointments and Granfalloons

Pointclear

Generating sales leads that are actually followed up by sales is a basic business process that is broken in most companies. The reason is that marketing and sales are part of a Granfalloon. Kurt Vonnegut defined a Granfalloon as “a group of people who outwardly choose or claim to have a shared identity or purpose, but whose mutual association is actually meaningless” I love this line from Neil Rackham (author of SPIN Selling) during his keynote address at the 2012 International BMA C

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Smart Incentive Gift Card Shoppers Steer Clear of Retail Outlets

Sales and Marketing Management

Issue Date: 2012-07-01. Author: SMM. Teaser: Businesses are increasingly using gift cards to reward employees for reaching or exceeding goals. Many companies continue to spend thousands of dollars at retail outlets sourcing these rewards. There is a much more sensible way to save money on volume purchases and gain extras services at the same time. Businesses are increasingly using gift cards to reward employees for reaching or exceeding goals.

Retail 136
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Business Coaching – Are You a Priority or Just an Option?

Increase Sales

Credit www.sxc.hu. From a business coaching perspective even a sales leadership one, this statement by Maya Angelou of “Never make someone a priority when all you are to them is an option” may cause some to shiver or shudder. Yet my sense is what Ms. Angelou is speaking about can be directly connected to sales and business through: Qualifying your potential customers and strategic partners.

Coaching 161
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What Have You Learned Lately About Your Customers?

The Sales Hunter

There is always something new you can learn about your customers. And this is true whether they are new customers or long-term accounts. If you pay close attention, you will see that there are often dramatic changes in customers’ industries or companies. And unless you pay attention to the details of such changes, you may soon be out of the loop on vital information.

Customer 179