2011

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Here Are The Dumbest Questions Salespeople Ask ? And Why.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Here Are The Dumbest Questions Salespeople Ask — And Why They’re Dumb. Gitomer | April 21, 2011 | 8 Comments. Tweet Share Sales Truth: Salespeople become known by the questions they ask. Knowing this truth, you’d think all salespeople would ask smart questions.

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How to Say 'Sorry' to an Angry Customer

Sales and Marketing Management

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.

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The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

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.

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United Nations Bans Fruitcake

The Sales Heretic

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 [.].

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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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10 Important Tips On Your Professional Appearance

MTD Sales Training

It is true, that you never get a second chance to make a first impression. As a sales professional, it is imperative that the first impression the prospect gets of you be a good one, and it starts with your appearance. However, here are 10 subtle, seemingly small items concerning your appearance that many sales people overlook. Keep these things in mind as they are easy to forget and take for granted. 1.

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5 of the BEST Sales Tips Ever | Sales Motivation and Sales Training

The Sales Hunter

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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Five Reasons Your Lead Generation Campaigns May Not Be Working

Pointclear

Today's guest blogger, Craig Rosenberg, is Vice President, Focus Expert Network at Focus , a company whose mission is to make business expertise available to everyone. Craig works with business and industry experts to cultivate the Focus.com network. For the past 11 years, I have been advising organizations on how to plan and execute their b2b lead generation campaigns.

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The Language of Emotional Intelligence in Sales

Increase Sales

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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Heavy Hitter Sales Blog: Personality Study of 1000 Top Salespeople.

HeavyHitter Sales

Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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5 Ways Companies Fail Their Sales Teams

A Sales Guy

Sales people are gladiators. They are independent fighters for the company, expected to fight the fight with whatever tools they have. Like gladiators, sales people are expected to win. There are no excuses for losing. They are expected to be gritty, resourceful, creative and driven. Sales people, like gladiators, are expected to just get it done. This independent, capable, accomplished, solo sales warrior ideal, however romantic, is a common notion.

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10.5 Attitude Buster Remedies | Sales Training | Leadership.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 10.5 Attitude Buster Remedies. Gitomer | August 15, 2011 | 1 Comment. Tweet Share Once you discover what your attitude is, or isn’t, you’ll have a starting point and an understanding of how to move forward. Here is a list of attitude busters, with actions (remedies) you can take to overcome them: 1.

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When "Value" Means What It Says

Sales and Marketing Management

By MICHAEL LEIMBACH. A recent conversation with a VP of sales highlighted the frustrations of many sales professionals in this weak economy. “How do we gain the attention of customers when they are being flooded with calls from so many sales reps?” he asked. “How do we differentiate ourselves enough that they want to talk to us and not feel they are getting the same story they hear from every other company?

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The Pipeline ? Selling to Mr Know-it-all

The Pipeline

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.

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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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31 Things Buyers Don’t Want

The Sales Heretic

In sales training, we often spend a lot of time discussing what prospects and customers want. However, there are a lot of things that buyers don’t want, and being aware of these can be equally important to your sales. Because the things buyers don’t want are what keep them from buying, or at least buying from [.].

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3 Deadly Sales Management Mistakes

MTD Sales Training

You can find a ton of tips and tricks on what to do to motivate and build a sales team. However, there are a few things you should not do. The loyalty and dedication your sales team has in following you, is fragile and it does not take much to lose their respect. Below are three sales management blunders that you must avoid. #1. Criticise in Public.

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Why Companies Hate Sales People Who Cold Call

No More Cold Calling

Guest Blog by Kelley Robertson. The 6 reasons you should change your cold calling sales behavior. Bring up the subject of cold calling with a group of sales people and you are assured of a lively conversation as they lament about the challenges associated with this task. There is no question that it is difficult to connect with the right person in a company.

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18 Phone Sales Skills Tips You Can Use Right Now | Sales.

The Sales Hunter

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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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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The Power of the Human Voice in Lead Qualification & Lead Nurturing

Pointclear

In a recent conversation on marketing approaches, friend and colleague Elizabeth Fairleigh, thE Connection , shared an interesting comment: “I was thinking about outbound telephone calls and why they are relevant today. It’s because there’s something about a human being’s voice that is powerful and personal—a welcomed experience in today’s hyper-digital market.

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Behind, With or Ahead of the Social Marketing Flow

Increase Sales

Credit www.sxc.hu. To go beyond just surviving to actually thriving in today’s global market place suggest you may need to determine if you are behind, with or ahead of the social marketing flow. A recent survey by Chief Marketer indicated from 2010 to 2011 the integration of social marketing campaigns into the overall marketing had increased from 64% in 2010 to 73% in 2011.

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Heavy Hitter Sales Blog: If Sigmund Freud Was Your Sales Manager

HeavyHitter Sales

Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

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Top Sales Books To Read in 2012

Fill the Funnel

© MASP - Fotolia.com. My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. While the title says “Sales Books” I encourage marketing pros, business executives and entrepreneurs that need to win the support and dollars from others to read these books as well.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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To Become A Master Salesperson, Master NON Selling Skills.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. To Become A Master Salesperson, Master NON Selling Skills. Gitomer | August 23, 2011 | 3 Comments. Tweet Share Everyone talks about “how to sell” Not me. I stress “why they buy,” or “how to get people to buy.” It’s a much more powerful success model.

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Why Do YOU hate Calls from Salespeople?

SBI

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.

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The Pipeline ? Your Stress Matters

The Pipeline

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.

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Looking For Ideas In All The Wrong Places

Partners in Excellence

Top performers–whether they are individual contributors, managers, or executives are always looking for new ideas. They are driven for improvement and innovation. But too often, our efforts are stymied. It’s hard to improve or innovate. Often, I think it’s a result of looking in the wrong places. When I get into discussions about this with people, I pose the question, “Where do you look for new ideas?

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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The Proper Way To Reduce Your Price During The Close….But Only If You Have To!

MTD Sales Training

Offering a discount to help motivate the prospect can often be a powerful inducement to close a few more sales. However, dropping your price in the wrong way will cost you a ton of lost sales, it will reduce your margins to nothing and in addition you could lose the prospect’s trust and respect and possibly damage the credibility of your company. .

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You’re the Missing Link in Your Sales Success

No More Cold Calling

Make a direct connection with your referral network. It makes all the difference. When salespeople receive a referral, their close rate exceeds 50 percent (clients tell me typically 70 percent or higher). Leads from other, less-direct sources have a 1 to 3 percent close rate. “Personal” Pushes Sales to Success. The definition of a referral is a personal introduction.

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Top 5 Sales Motivation Tips | Sales Motivation and Sales Training

The Sales Hunter

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.