MTD Sales Training

JULY 6, 2012

In a prospecting cold call , you need to develop a rapport and create a professional, trustworthy image in the mind of the prospect in just a few seconds. In less than 7 seconds, the prospect will have formulated an image of you in his or her mind, and the success or failure of the call depends on that image. The following three tips will help you create some rapport almost instantly, and successfully take some of the cold out of the cold call. #1- Loose the Enthusiasm.

Cold Calling 279

Cold Calling Telemarketing How To Call-back 279

The Sales Heretic

JULY 5, 2012

If your sales aren’t what you wish they were, odds are you’re wasting too much time and energy on the wrong prospects. Who exactly are the wrong prospects? And how can you make sure you’re not wasting your sales efforts on them? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this [.].

Prospecting 237

Prospecting Strategy Energy Exact 237

The Pipeline

JULY 6, 2012

Talk to any group of sales people and ask why they don’t like prospecting , specifically cold calling, and rejection is at the top of the list. In actual fact, it should say fear of rejection, because all too often they don’t even get around to making the calls to be rejected, the fear of it prevents them from picking up the phone to start with.

Prospecting 227

Prospecting Sales Qualified Lead Cold Calling Objections 227

Sales and Marketing Management

JULY 2, 2012

Issue Date: 2012-07-03. Author: Jill Konrath. Teaser: Your customers and prospects are crazy busy. The last thing they want to do is change the way they do things. But your job is to make change happen, either with a new product, a process or an idea. How do you get frazzled people to stop for five minutes to hear about your magic solution? Your customers and prospects are crazy busy.

How To 216

How To Prospecting Customer 216

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.

Sales Cycle

MTD Sales Training

JULY 5, 2012

You finally reach the decision maker (DM) after a lot of work and getting past a few tough gatekeeper screens. With great skill, you established some rapport and interest and the prospect apparently is looking forward to receiving your literature. Everything is going exactly as written in your sales process. However, when you call back to set the appointment, the prospect seems to have switched to an alternate personality.

Follow-up 266

Follow-up Gatekeeper Decision Maker Call-back 266

The Pipeline

JULY 4, 2012

As a reader of this blog you know the importance I place on time and its allocation to consistent sales success. You know that I believe the concept of “time management” is an empty promise that has caused many a sales people to miss quota; just watch this video or better yet grab our e-book Sales Happen In Time. While these will give you clear executable strategies and tactics for better utilizing your time, they tend to focus on bigger things, important things that have to be comm

Quota 227

Quota Pipeline Groups Sales 227

No More Cold Calling

JULY 5, 2012

For anyone in sales, for anyone who wants to connect with a sales prospect, for anyone anywhere, nothing replaces a personal conversation. My “Get Personal” series (check out my blog posts from the last couple of months ) lives on as others reflect my points of view. I was particularly impressed with Sherry Turkle’s article in The New York Times, “ The Flight From Conversation ,” about the power of personal connection.

Facebook 205

Facebook Study Conversion Meeting 205

Sales and Marketing Management

JULY 5, 2012

Issue Date: 2012-07-06. Author: Jason Wells. Teaser: Your social media efforts and Google page rankings are producing more website visits, which generates more phone calls. So why aren’t your sales numbers up? Here are some key reasons why your marketing success and your sales results don’t align. Your social media efforts and Google page rankings are producing more website visits, which generates more phone calls.

Social Media 204

Social Media Marketing Google Media 204

Anthony Cole Training

JULY 3, 2012

I am currently conducting a poll on Linkedin. I'd like to gather some data from those in sales executive positions as to "why" people fail to meet expectations. Here is the link: Linkedin Poll. The other thing I wanted to share about sales success is my informal polling over the last 20 years of conducting sales training and sales management development classes and workshops.

eBook 186

eBook LinkedIn Groups Positioning 186

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Sales

The Pipeline

JULY 2, 2012

We all know the challenge price presents in today’s B2B selling environment. We all love to talk ‘value’, but often fail to define to ourselves before we engage with a buyer; then fail to define it with/for our buyers, and leave them wanting once “we’ve delivered our value proposition” Our job as sales people is not to propose value, but to deliver it, and ensure that we and our companies are fully compensated for that value, which once again takes us back p

Proposal 227

Proposal Negotiation Compensation Buyer 227

Score More Sales

JULY 5, 2012

We have talked already about how many professional sales people slow it down during the summer months. If you are a professional seller, you will know right away if I am talking about YOU or about one of your colleagues – you know what I mean, right? It is rampant in our companies. When the boss is away……… I used to goof off quite a bit.

Hotels 181

Hotels Education Call-back Channels 181

Sales and Marketing Management

JULY 1, 2012

Issue Date: 2012-07-02. Author: Kevin McArdle. Teaser: The era of the "hard sell" is gone, but there is one great lesson we can learn from the high-pressure salesmen of the past: they understood the value of contrast. It's one of the most important tools you can use in your sales process. The era of the "hard sell" is gone, but there is one great lesson we can learn from the high-pressure salesmen of the past: they understood the value of contrast.

Tools 197

Tools Sales Process Sales 197

The Sales Hunter

JULY 3, 2012

If your customer or prospect can’t understand your phone number, why would you expect them to return the phone call? Make it easy for people. Leave your phone number twice on every voicemail, and when you say it, say it slowly to allow people to remember it. This sounds simple, but it still seems to trip up far too many salespeople. Salespeople are quick to assume that just because they have in their phone on speed dial the number of their key account contacts, that the contacts have done

Account 181

Account Prospecting Motivation Course 181

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Jeffrey Gitomer

JULY 5, 2012

Tweet Summer is HOT! Make your sales hot too. Grab my Webinar Sizzlin Summer Special while your competition is losing ground on vacation. Two Webinars – “Presentation Domination” & “If you want to Sell, Show don’t Tell” Two Wednesdays – July 25 and August 1 ( Spaces are limited - Don’t Wait!). One Price – $49.

Webinar Metrics 146

Webinar Metrics Competition Social Media How To 146

Increase Sales

JULY 1, 2012

It’s not about me! It’s not about my products. It’s not about my services. It’s not about my experience. It’s not about me. It’s not about the quality of the fact finding questions I ask. It’s not about how many people I know. It’s not about how my sales training coaching is the best. It’s not about me.

Facebook 164

Facebook Coaching Training Sales 164

Sales and Marketing Management

JULY 1, 2012

Issue Date: 2012-07-01. Author: Bill Catlette. Teaser: Bill Catlette and Richard Hadden emerged on the employee engagement scene in 1998 as the “cow guys” after the publication of their book, “Contented Cows Give Better Milk: The Plain Truth About Employee Relations and Your Bottom Line.” Fourteen years later, they’re still crusading for building better workplaces.

Relationals 120

Relationals Company 120

The Sales Hunter

JULY 2, 2012

Salesforce, ACT!, Goldmine and every other CRM (Customer Relationship Management) system out there sucks! The reason is simple — far too many salespeople either blame their CRM system for being so complicated that it prevents them from doing what they need to be doing. Or they use the lack of a CRM system as an excuse for not doing anything. It’s time to quit passing the buck!

System 175

System CRM GoldMine Prospecting 175

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.

Retail

SBI Growth

JULY 4, 2012

Sales 267

Sales 267

Increase Sales

JULY 3, 2012

Credit www.sxc.hu. Are you ready to: Start each day with consistent optimism? Be proactive in all interactions? Smile before someone smiles to you? Invest 12 minutes each day to reflect upon what happened or did not happen? Check your schedule each night before leaving your desk or mobile device? Call a not so close acquaintance just to say Hi and get to know him or her just a tad better?

Exercises 140

Exercises Trends Facebook Course 140

A Sales Guy

JULY 6, 2012

I talked about “bad data” in the pipeline the other day. You can see the post here. Today I’m going to talk about the lack of close dates or inaccurate close dates. Technically speaking you could say the lack of close dates or inaccurate close dates IS bad data and you’d be right. That being said, the lack of close dates or inaccurate close dates in the CRM is far more destructive than the other types of bad data and therefore I felt it deserved it’s own break dow

Pipeline 111

Pipeline Closing CRM Forecasting 111

The Sales Hunter

JULY 6, 2012

It’s as if there is a game of hide and seek sometimes with prospects. When you want prospects, they can’t be found, and then at other times, when business is good, new prospects are falling out of the sky. I know it’s crazy, and yes, there are a lot of theories as to why this is the case. Sometimes it can simply be the economy, the seasonality of a product or service or a change with a competitor.

Prospecting 171

Prospecting Motivation ACT Objections 171

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.

Cold Calling

SBI Growth

JULY 6, 2012

Sales Management 257

Sales Management Sales 257

Increase Sales

JULY 6, 2012

What would happen if you as that crazy busy small business owner or C-Suite executive would rethink your organization’s culture when it comes to this very vivid mental image of The Heart of Sales? Credit www.sxc.hu. Consider for a moment, the human heart with its four chambers and multiple values. Then step back again and think about the purpose of this magnificent internal organ whose role is to bathe every tissue and organ in life sustaining blood that provides oxygen and nutrients while

Small Business 139

Small Business Small Business Coaching ACT 139

A Sales Guy

JULY 2, 2012

This is a follow up to my post last week on moving things through the pipeline. You can read it here. Keeping deals and opportunities moving through the pipeline is one of the most critical parts of a sales leaders job. Sales teams have hundreds of active and inactive deals in the pipeline at any giving time. Making sure the deals that are real get closed and the deals that won’t get out of the way is critical.

Pipeline 111

Pipeline Data CRM Engineering 111

The Sales Hunter

JULY 4, 2012

If you’re a citizen of the United States of America, congratulations! Isn’t it wonderful to live in such a great country? Our freedom was paid for by the blood and sweat of thousands who have gone before us. It’s the freedom they fought for and continue to fight for that allows us to chase our dreams in business. Some people would argue we as a country have already seen our best days… that they are behind us.

Motivation 162

Motivation Positioning Sales 162

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?

Marketing

SBI Growth

JULY 3, 2012

Sales Management 257

Sales Management Sales 257

Increase Sales

JULY 2, 2012

Credit www.sxc.hu. After being in the small business world for quite a while, I am still amazed by the sales professionals who confuse having sales confidence with being just plain cocky. Maybe this is a vestige of the Dirty Harry movies (“Make my day”), but there appears to be a trend where those involved in sales training to small business coaching have adopted a just plain cocky attitude and somewhere believe this is a substitution for sales confidence.

Small Business 138

Small Business Small Business Comparison Coaching 138

Sales Training Connection

JULY 2, 2012

Sales Tip. More sales teams are adopting the idea that formulating account strategies is a worthwhile undertaking. That’s the good news. The bad news is too often this idea is viewed as a once in a year activity. Strategy plans are created, entered into a CRM system, and that is the end of that. It’s June. We’re halfway through the year. Hopefully you have been revisiting those plans as the months have gone by.

Account 93

Account Strategy CRM System 93