2012

Applying Sales 2.0 in Real Life

Sales 2.0

Every now and then I like to go check my own view of the world by talking to smart people who are out there actually selling. This week is one of those weeks. I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0

Jigsaw 398

The Biggest Mistake a Marketing Leader Can Make in 2013

Sales Benchmark Index

SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Greg tells CMO’s that “The pressure is on”. CEO’s are paying more attention to marketing’s contribution and are holding them accountable for revenue generation.”.

Sales Boxing Day

The Pipeline

There numerous histories and origins attributed to Boxing Day, so it’s only proper that we add to tradition from a sales point of view.

How To 334

3 Smart Ways to Close Deals in Your Sales Pipeline

Score More Sales

A corporate salesperson was telling me about his pipeline, and explaining all of the opportunities that were stalled. Nearly every one had what he thought were insurmountable problems. He was perplexed, frustrated, and in his mind, his career at a new company would be short-lived.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

12 Ways To Increase Your Sales In 2013

MTD Sales Training

With the year-end fast approaching and 2013 looming on the horizon I wanted to share with you my top tips for increasing your sales in the new year. There are certain things you should be focusing on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 328

More Trending

Are Your Sales Suffering from Lag Time ?

Bernadette McClelland

Are Your Sales Suffering from Lag Time ? We have all heard the phrase ‘what you focus on is what you get’. Using the well worn metaphor of the red car….

Effective Sales Coaching Practices – Part 2

Steven Rosen

What do the best sales coaches do? In this article we want to further explore what effective sales coaching looks like. As I previously discussed in Part 1 of Effective Sales Coaching Practices , the goal of coaching is to help the individual improve their performance and reach their true potential.

6 Reasons Why Selling on Price Does Not Work

The Sales Hunter

For some reason salespeople always think if they can just lower their price, they can increase their number of sales. In theory it sounds great. Sure seems like a basic economic equation. The problem is that in the vast majority of situations, it simply does not work. Here are 6 reasons why: 1.

The Politics of Sales and Selling

Anthony Cole Training

For years we - Anthony Cole Training Group - have taught and instructed our clients about sales and selling.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

PowerViews with Rich Vancil: Marketing Ops, Sales Ops & Mashups

Pointclear

My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies.

What do you Know about your Prospect?

Sales 2.0

Here’s another case where sales people need to take a concept further than their marketing colleagues (last time as we going on about using Sales 2.0 tools in general). This post is about knowing about your prospect.

4 Buyer Trends That Will Shake Marketing in 2013

Sales Benchmark Index

If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing.

Trends 338

The Value of Cross Referrals – Sales eXchange 158

The Pipeline

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

3 Smart Ways to Close Deals in Your Sales Pipeline

Score More Sales

A corporate salesperson was telling me about his pipeline, and explaining all of the opportunities that were stalled. Nearly every one had what he thought were insurmountable problems. He was perplexed, frustrated, and in his mind, his career at a new company would be short-lived.

How To Get The Money Off Your Mind When Closing The Sale

MTD Sales Training

Having the right mindset during the close is far more important than any super-sales technique, closing gimmick or pricing strategy. You can have all of the best words and closes, but if your potential commission is at the forefront of your thoughts, you are dead. Your Mind is on the Money.

The Lost Secret of Leadership

Jeffrey Gitomer

Tweet If you’re looking for some magic formula—some wisdom of the ages—some quote from someone that ties it all together, that’s not the secret. The lost secret of leadership is found in one word: Encouragement.

Is it time to think in opposites?

Bernadette McClelland

Is it time to think in opposites? Counterintuitive Selling. I have the privilege of working closely with a pretty cool guy by the name of Nils Vesk who is all about thinking differently. He’s into innovation and has written a great book “Ideas with Legs” which is well worth reading.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Are Your Sales Managers out Coaching?

Steven Rosen

As the head of sales you know that the primary role of the sales managers is to coach and develop their sales team. In fact you believe that great coaching will be a key driver in helping you achieve your sales goals. Your sales managers all think that they are doing a great job coaching.

Salespeople Who Give Discounts are Not Salespeople

The Sales Hunter

It’s time for me to rant about salespeople and discounts. When a salesperson offers a customer a discount, what they’re saying is they have not been able to do a good enough of a job demonstrating value to the customer.

Prepare to Succeed in Sales, Sales Management, Business

Anthony Cole Training

Are you prepared to succeed today in Sales, Sales Management, Business and Life? As I am asking you that question I am forced to answer it for myself as well.

B2B Lead Generation: Are You Killing the Golden Goose?

Pointclear

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. There are plenty of expressions or proverbs you hear every day that are familiar and understood (such as “a penny saved is a penny earned”).

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Social Selling – This Could Take a While

Sales 2.0

A few things happened to me this week that remind me how long It can take for new sales techniques to be adopted – and become a habit with sales people.

The 6 Worst Decisions Sales Leaders Make

Sales Benchmark Index

“With every mistake and failure, not only mine, but of those around me, I learned what not to do.” – Mark Cuban. As we conduct research across 19 different industries, patterns emerge. Over time, we see trends - some good, some unfortunate. Think of this article as a holiday gift.

Forget The Revenue

The Pipeline

By the time you know if you had made your quarter or year, it is too late. If you made it great, if you didn’t, too bad, it’s too late to do anything about it.

5 Tips for Lead Nurturing to Grow Your Sales Funnel ? Score More.

Score More Sales

As a seller you are working hard to create a full pipeline (funnel) and now that you have all of these companies and some actual sales opportunities on your radar, how will you bring them to closure? Here are 5

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

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.

The Value Of Brands In Social Media

Jeffrey Gitomer

Tweet By Mitch Joel , President of Twist Image – an award-winning Digital Marketing and Communications agency. What if we started with business… how would we do? How badly do people want to be connected with brands?

When the answers are in our questions

Bernadette McClelland

When the answers are in our questions. “Why don’t you live with your Dad anymore?” ” my son Matthew asked a few years ago. ”Cos Mum and Dad fight too much” came the other little voice.