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

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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.”.

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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.

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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.

Sales Enablement: What It Is, What It Isn't, and Where It's Going

Speaker: Roderick Jefferson, Chief Executive Officer

The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.

3 Detrimental Sales Management Mistakes

MTD Sales Training

Successful sales management requires a plethora of skills, techniques, leadership abilities, motivational cleverness and teaching expertise. Indeed, to be a good sales manager you must do a lot of things right.

More Trending

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.

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

Pointclear

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

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.

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.

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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 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.

Sales Training Playbook by Lessonl

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

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.

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.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

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”).

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.

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.

Why Fear is Stifling the Careers of Sales VPs

Sales Benchmark Index

Fear is preventing you from reaching your goals. As a VP of Sales, your fear of failure is holding you back. You have sales productivity problems that are causing you to miss the number. Will you get a leg up on your peers if you solve the problem?

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Deals Have Momentum

Sales 2.0

photo by Loco Steve. Deals rarely slow down then close. Deals that close have momentum. The pace of the communication accelerates as you get near closing. The prospect has questions. They are about to make a commitment. As they draw closer to making that commitment questions crop up in their mind.

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

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.