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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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. [.].

The TOP 6.5 Referral EARNING Strategies

Jeffrey Gitomer

Tweet Here are the TOP 6.5 referral EARNING strategies: 1. Deliver memorable service. It’s simple. Be friendly and helpful, and give positive response. Be available. Make it easy to do business with you and anyone else in your company 24/7/365. Be a consistent value provider.

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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In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

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.

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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….

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.

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.

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.”.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

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.

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.

The Twelve Social Media Days of Christmas

The Sales Heretic

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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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.

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.

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.

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.

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.

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.

Zig Ziglar's Legacy to the Sales World

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Zig died today at the age of 86. Seth Godin memorialized him here. I wrote about our chance meeting here 6 years ago. I want to talk about Zig's life and his sales and selling impact.

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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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.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

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.

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! ]].

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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?

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.

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

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?

Effective Sales Coaching Practices – Part 1

Steven Rosen

Most sales leaders would agree that effective sales coaching has a positive impact on a sales rep performance and sales.

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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