The Pipeline
JUNE 8, 2012
No this isn’t about metrics, this is not about steps you can take as a manager, no, it’s much more cynical and entertaining than that. It is about a game that sales people and managers can play while presenting or watching a peer present is a selling situation. It is about measuring how many times a sales person will say “right?” looking for agreement from the potential buyer.
MTD Sales Training
JUNE 8, 2012
You had a great month! You closed a ton of sales, including that big one that you had been working on forever. However, shortly after the euphoria of “Sales Person of the Month” awards and a huge paycheck begin to wear off, a horrible reality sets in. You look up and realise that your pipeline is completely dry. You have little or no fresh leads, no appointments, and no proposals in the mix, nothing.
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No More Cold Calling
JUNE 7, 2012
Put pen to paper: a thank you goes a long way. I’m on a “Get Personal” kick. Relationships, personal connections, and follow up power your referral network. When you build your business through referrals, you get the meeting at the level that counts. No time wasted, no frustration. I’m also on a reading kick—to check out the communication connection landscape, and get a reality check.
Sales and Marketing Management
JUNE 3, 2012
Issue Date: 2012-05-01. Author: SMM. Teaser: Nancy Martini, President and CEO of PI Worldwide, a Boston-based management consulting company, explains why increased sales can be found at the intersection of behaviorial science and improved skills assessment. Nancy Martini, President and CEO of PI Worldwide, a Boston-based management consulting company, explains why increased sales can be found at the intersection of behaviorial science and improved skills assessment.
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.
The Pipeline
JUNE 6, 2012
Had an interesting discussion with at a reseller conference I presented at earlier this week, with Jason Stitt, a VP of Sales at a local technology firm, dealing with sales activity. We talked about the level of activity, the timing of the activity, and of course the quality of activity; mostly how these factored in prospecting and driving new revenue.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Heretic
JUNE 6, 2012
It’s not merely frustrating—it’s maddening! You’ve made your case. You’ve pointed out the many benefits of your product or service. It’s a no-brainer. And the prospect STILL won’t buy! Why??? And more importantly, what can you do about it? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this hour-and-15-minute interview, I discuss: • [.].
Sales and Marketing Management
JUNE 2, 2012
Issue Date: 2012-05-01. Author: Paul Nolan. Teaser: The advent of social media marketing has corporate America tweeting, making YouTube videos and monitoring discussions online. Going social is certainly an important aspect of any sales and marketing strategy these days, but it can't come at the expense of tried-and-true "old school" tools.
The Pipeline
JUNE 4, 2012
I am very concerned when I hear capable sales people tell me that they set out to be a consolation prize when they engage with a potential buyer. Worse, I feel downright scared when I hear sales experts encourage sales people to set out and settle for being a consolation prize, rather than encouraging them to win. Here is the problem, when speaking with potential prospects who tell you “we are all set”, or “thanks we are happy with our current provider”.
MTD Sales Training
JUNE 6, 2012
More and more companies are electing to employ their own in-house telesales staff to set appointments for the field sales teams. With fierce competition, a recovering economy and fuel prices at all-time highs, this only makes sense. The question that arises though is how do you compensate this inside sales team? I can tell you that the most obvious answer is usually the worst one.
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The Sales Hunter
JUNE 5, 2012
Sunday evenings are a time for many people to start going through email and getting things lined up for the week to come. As much as people are trying to plow through email quickly, they’re also still in a little bit of the weekend relax mode — which can mean they will allow their attention to be diverted easily. Take advantage of this by sending out emails to a few key prospects and customers, with a quick note from you and a link to an article of interest.
Understanding the Sales Force
JUNE 4, 2012
Understanding the Sales Force by Dave Kurlan My last 7 cars have all been luxury foreign makes including Lexus, BMW and Jaguar. On a recent trip, my rental car was a brand new Dodge Challenger. It looked nice enough, and drove OK until I merged onto the highway, where the first of the major differences, and the topic of this article, became obvious.
Score More Sales
JUNE 8, 2012
If you read Rules of the Hunt you WILL gain lots of specific ideas and information about how to be a true professional in business. If you are a sales professional, this book is a must. It is a collection of easy-to-read ideas “on the go” which you can open at any page and gain a nugget of wisdom. I got into B2B technology sales in my early 20′s and I had some business sense, fortunately because I had an amazing mentor through our family run business.
Sales and Marketing Management
JUNE 5, 2012
Issue Date: 2012-05-01. Author: SMM. Teaser: News flash: prospects hate taking cold calls as much as sales reps hate making them. There’s got to be a better way to generate sales leads. Tom Searcy (huntingbigsales.com) says opt for these alternatives. News flash: prospects hate taking cold calls as much as sales reps hate making them. There’s got to be a better way to generate sales leads.
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The Sales Hunter
JUNE 7, 2012
I run into people on nearly a daily basis who claim they are not in sales. It doesn’t matter if they work for a major company or are self-employed, they have this belief they’re not in sales. They say how what they do is not sales, yet when they tell me what they do, it’s obvious they are indeed selling! Come on people. Quit denying it.
Understanding the Sales Force
JUNE 3, 2012
Understanding the Sales Force by Dave Kurlan I've written 930 articles for this Blog. Some, that I don't think are particularly good, are the most popular, getting thousands of reads here, and thousands more on other sites that republish them. Others, which I think are very good and/or important, are hardly noticed, usually because of either the title, day of the week, or time of day.
Score More Sales
JUNE 2, 2012
This is the start of a new weekend series of blog posts on books we have read and recommend to help you gain sales knowledge in an easy to read, executive summary style report. Not all books we review fall into this “must read” category. Hope you enjoy, and please post YOUR thoughts if you do read the book based on our recommendation. . Zero-Time Selling – 10 Essential Steps to Accelerate Every Company’s Sales by Andy Paul .
Anthony Cole Training
JUNE 6, 2012
I was in Cleveland yesterday meeting with a client. As part of my visit I spent some time with Mark Trinkle, one of our sales development experts, during one of his sales training sessions for new hires. Our client has an 'immersion program' designed to help new hires get up to speed quickly in execution of their sales process and sales managed envirionment.
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.
The Sales Hunter
JUNE 8, 2012
Each week I get at least one person asking me if they should reduce their price as a way to increase sales. My first response is “no.” Under almost all situations, it does not make sense to reduce your price. (With this comment we have to exclude the bids and the RFP process. Reducing your price in these situations is an entirely different issue.).
Increase Sales
JUNE 6, 2012
Sooner or later, many sales people face this sales objection question or a similar one: Are you expensive? Sometimes this question pops up even before the salesperson knows if there exists wants or needs for his or her solutions (products or services). Yesterday at a local business to business networking event, I was asked this sales objection question within three to four minutes after having a discussion with someone.
Score More Sales
JUNE 6, 2012
We love referrals!! Referrals are easier to contact, the deal closes in a shorter period of time, and the gross profit is better. Why would you NOT want to deal with referrals? We have found that many sales people have no problem calling up existing clients to ask them for referrals but they do not call the people in their pipeline that they did not close.
Pointclear
JUNE 8, 2012
Today’s PowerViews guest is Ginger Conlon, Editorial Director of 1to1 Media. She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog.
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.
The Sales Hunter
JUNE 4, 2012
The argument is goes something like this: Would you rather have a sale at little or no profit or would you rather have no sale at all? The continuation of the argument is if we can close the sale at little or no profit with this customer just once, we’ll then be able to get more business from them later and at a higher price. This argument has as much life to it as the question, “Which came first the chicken or the egg?
Increase Sales
JUNE 8, 2012
Some of the larger accounting to sales training coaching firms conduct extensive behavior research into what makes top sales performers. One reads the “old way of selling is out” to “sales is even more difficult today than ever before” or “it’s a whole new world when it comes to selling.” Yet, is all this new information just reaffirming what is essentially really old still works?
Score More Sales
JUNE 7, 2012
photo courtesy of Blogworld. Blogworld & New Media Expo NYC is in its third day, but I’m back to the office after 2 solid days of sessions – and wow, what a fire hose that was. Since “blogger” has been part of who I am for the past 7 years, I really identify with this event and was at Blogworld in Vegas a couple of years ago. Relevance to B2B. Blogworld is extremely relevant to B2B, even though it is not a B2B crowd.
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?
The Sales Hunter
JUNE 5, 2012
Would you pay $950 for a haircut? Stylist Ted Gibson charges that and has a waiting list, if you can believe it. (You might recognize his name, as he appears on the TLC show “What Not to Wear.”). Gibson makes no excuses for charging $950, even going so far as to say he will eventually raise his prices to $1,500. The demand is there, as evident by the waiting list.
Increase Sales
JUNE 2, 2012
Sometimes the how to increase sales quest delivers unexpected results. Being able to effectively deal with those “expect the unexpected” results I believe is another trait, characteristic, attitude or even sales skill that separates average sales people from great ones. Credit www.sxc.hu. When individuals have an attitude to expect the unexpected they are continually thinking as that now somewhat trite expression goes “out of the box.” Possibly they decide to look outsi
Sales and Marketing Management
JUNE 8, 2012
Issue Date: 2012-05-01. Author: SMM. Teaser: Even the hardest of hard-charging managers recognizes that their employees have a life. The best managers take an interest in the outside pursuits of their workers and recognize stellar performance with non-cash incentives that match up with those interests. Here's a selection of new lifestyle products and experiential incentives that you can use to motivate your team.
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