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 Four Spheres of Sales Awareness

Bernadette McClelland

The Four Spheres of Sales Awareness. From a global and industry perspective all the way to a local and individual perspective there are four spheres of sales awareness.

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Why Your Candy Dish is Killing Your Trade Show Sales

The Sales Heretic

“When I attend a trade show, I only stop at booths that have candy dishes. Because, if you have candy, you must be a terrific company. And the greater the variety of candy you have, the more likely I am to buy your product or service.” This sentiment has never been expressed by anyone, ever. [.].

Deceptive Marketing (Why the Computer World has a Terrible Reputation for Honesty) by Anthony Bondi

Increase Sales

A long time ago I was entirely against computers. I did not like them, I did not want to use them, I could care less to purchase one and communicate via telephone wire to people I couldn’t see face to face. Something about the whole ordeal seemed sketchy to me and ate away at me.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

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Asking questions – four traps to avoid

Sales Training Connection

Asking questions. The research has consistently shown that in successful calls the buyer talks more than the seller and the seller ask more questions. Because of these findings, asking questions is recognized as a fundamental sales skill.

Caliper vs OMG - Which Sales Candidate Assessment Wins?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper.

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.

Sell More and Serve More with Upsells and Cross-sells

Jeffrey Gitomer

Tweet By Lisa Sasevich , known by many as the Queen of Sales Conversion. One of the reasons I’m known as the Queen of Sales Conversion is because I’m always showing you how to cash in on the low hanging fruit in your business.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Are you into Mastery?

Sales 2.0

Just been listening to Daniel Pink’s book Drive. Drive is about what motivates us. One of the key motivators Pink talks about is the pursuit of mastery. Of course that made me think about mastery in sales. Pink describes research about how people view intelligence.

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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.

The Twelve Social Media Days of Christmas

The Sales Heretic

Wanting to Be Heard, Sales and Emotional Intelligence

Increase Sales

In sales so many potential customers or prospects are in the “wanting to be heard” behavior. Their desire to want someone to hear them probably exceeds their need of waiting to be heard. Credit www-sxc.hu.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

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.

The 2013 Referral Selling Masters Program: Join the Top 10, Double Your Sales

No More Cold Calling


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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Storytelling – another best practice for sales success

Sales Training Connection

Storytelling. Much has been written about the importance of storytelling to sales success – including eight tips for storytelling we posted in an earlier blog on Sales Training Connection.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Caliper versus OMG - Which Sales Candidate Assessment Wins?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. Yesterday I received two assessments for the same candidate; one from Objective Management Group (OMG) and one from Caliper. Not being one to ever pass up opportunities like this I, conducted the following comparison.

Read this before your next meeting

Sales and Marketing

Meetings as a business tool get a bad rap, and it’s often a manager’s fault. When meetings become routine, participants stop preparing for them and they become lifeless and ineffective.

Upcoming Webinar, PROVE IT: Testimonials that Sell

Jeffrey Gitomer

Tweet When you say something about yourself, it’s bragging. When other people say it about you, it’s proof. That is the essence of the testimonial. In this brand new webinar you’ll learn: How to create powerful testimonials. Why video is the new testimonial format.

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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.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

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….

Why You Should Quit

The Sales Heretic

Virtually every personal development “guru” and business “expert” extolls the value of persistence and perseverance. Quitting is considered the ultimate sin. Phooey. Quitting is valuable. Important. Even crucial to your success, both in sales and in life. If your sales, your career, your project, your relationship isn’t where you’d like it to be, your best course of action [.]. Sales business company customer perseverance persistence product quit quitting success vendor

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Sales Leadership Is for the Lion Hearted

Increase Sales

Is your sales leadership team one of being “Lion Hearted Full” or “Lion Hearted Empty?” ” Credit www.sxc.hu. What I mean is do you and your sales people demonstrate both of these two words: Lion? Heart?

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.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

How to Get Your Prospects to Call You Back

No More Cold Calling

It’s not a sales secret: when you receive a referral, you’ll always connect. This blog headline, “How to Get Your Prospects to Call You Back,” nearly sent me screaming out of my office. Why even ask this question? Getting prospects to call you back is deceptively simple.

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.

Sales managers … don’t forget about trust

Sales Training Connection

Sales managers - building trust. It is difficult to overstate the importance of the front-line sales manager. Front-line management is the pivotal job for creating a great sales team. It is also a job that is increasingly complex and demanding.

10 Sales Competencies of Steve Jobs

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I read the Steve Jobs biography and although he was a very talented designer, innovator and inventor, it was clear to everyone who worked with him, and even to Jobs himself at the end of his life, that he was an a **e. A simply horrible human being.

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.