Expert insights. Personalized for you.
It does not take long to open a sales call , but how you start often determines how you finish. So a good place to start at getting opening right is exposing these dubious practices. The key to opening is not about “breaking the ice.” Opening Sales Statements. MORE
Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ. MORE
To tell you the truth, I’ve had those points. Roughly three years ago, I gave birth to my wonderful son. That was a beautiful time, but not for my company, which had shrunk down to zero. I almost quit my business; I was ready to. I want to know your story. MORE
Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. My original copy of How to Work a Room has sticky notes all over it. Susan and I have become good friends over the years, and I continue to learn from her. MORE
Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. But, even as the B2B sales process becomes increasingly digital, face-to-face meetings still provide certain benefits that no technology can replicate. MORE
An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Happily, there are some simple cold calling techniques you as an introvert can use to become much more comfortable, move past your fear and enjoy the positive results you want. MORE
Field reps have one major advantage over inside reps: their ability to establish relationships with prospects. It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen. MORE
While it’s important to know what to talk about, it’s also important to consider how we interact with others. This is especially important when we engage in a face-to-face conversation with someone. We tend to like people who are like us. MORE
First, there are not an infinite number of questions that you are likely to be asked so planned, short answers for two or three key questions you might hear before visiting a customer’s site. Elevator Speech. MORE
Over the years we’ve had the opportunity to observed hundreds of sales reps making sales calls and have isolated four traps they tend to fall into when asking questions : Interrogating the customer. The simplest way to avoid this trap is not to ask too many yes-no type questions. MORE
Though virtual marketing has changed the game dramatically with the rise of social media, it can’t fully replace the value of face-to-face marketing. In today’s digital age, there is one thing technology can’t replace: personal communication. Merchandising MORE
Delivering bad news to customers – not something that makes a salesperson’s day. But it would be unrealistic to think that it is not part of the job. Regardless of how bad the bad news – part of becoming a top sales performer is learning how to deliver bad news skillfully. MORE
Susan RoAne is The Mingling Maven®, and my go-to person for tips on networking and building strong connections. Read Susan’s story and learn how to show up and make it count! “In Many of the attendees were uncomfortable with the prospect of meeting the face-to-face mandate. MORE
They can learn about a product’s functionality, quality, and pricing before they even go to your web site, let alone talk to a salesperson. Well, one thing we know for sure is when buyers change how they buy; it’s a good idea for salespeople to rethink how they sell. MORE
The only way to know the answer to these questions is to ask them. Don't be afraid to get a little bit personal with your meetings, because that’s your edge against your competition. You wouldn’t want to date someone who makes you feel less. MORE
But there is a little more to the story. To gain some insights about these considerations we can turn to the art of “writing” for two lessons on crafting opening statements. Some writers overload an opening passage to excite the reader. Opening sales statements. MORE
Conducting business face to face through in person meetings still tops using technology according to 2011 survey published in the October 2011 edition of The Wire from AirPlus. Yes it is good to see a face through the use of technology based applications like Skype.com. MORE
As it stands, face-to-face instructor-led training still remains the gold standard for developing employees and achieving lasting performance lift and training ROI. In this post we’ll cover exactly what face-to-face instructor-led training is, and when it’s the best option. MORE
But there is a little more to the story. To gain some insights about these considerations we can turn to the art of “writing” for two lessons on crafting opening statements. Some writers overload an opening passage to excite the reader. MORE
Recently we had a sales training project where we had the opportunity to observe a 50 rep sales team making a series of sales calls. Pre-call planning is important and the first step is to set an objective for the call that makes sense. Sales Tip. MORE
But from time to time even the best fall prey to the linguistic seduction of jargon. If you turn to our friends at Webster, the short definition of jargon is – “incoherent speech – gibberish.” They don’t know your language and frankly, don’t care to learn it. Sales Tip. MORE
I want to talk about making connections. Thanks to LinkedIn, Facebook; and friends and clients, meeting new people and connecting with them is easy as pie. Remember, genuine connections and relationship-building comes smoothly and easily in face-to-face interactions. MORE
There is so much that will change but understanding their value will be a key consideration that corporations need in order to ensure the level of commitment to exhiTrade shows in the future will be unlike anything we have encountered in the past. MORE
In this age of high tech where social media has become the way to conduct business, many still fail to recognize the importance of face to face interactions and how they increase sales. A new survey by Economist Intelligence Unit, sponsored by Cisco, entitled Business Leaders’ Views on Interaction revealed the importance of face to face interactions specific to communications and other business leadership concerns. MORE
To help ease this sudden transition into the remote work world, here are some tips from our experts on how to stay in touch with clients and prospects. For many sales managers and account executives, working from home is a brand-new concept. MORE
Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ. MORE
Questions designed to solicit an explicit answer from the customer. Questions designed to encourage the customer to talk and or for you to develop understanding. I think that sums up our first topic, can we move on to …?”. Sales Tips. MORE
Sales training programs usually spend time introducing models for handling objections and drilling sales reps on ways to handle the most common ones heard in their sale. In addition to objections sales reps also face tough questions from customers who are simply skeptical. MORE
You’re on the way to the sales meeting with a prospect or client and you’re stuck in a jam. You frantically make calls to the client apologising for the delay as the sat nav screams at you that your life is inexorably ebbing away while you sit there. MORE
If salespeople are going to bring value, new ideas, and insight to customers, they must understand the business issues and the challenges their customers face. Asking questions leads to more memorable interactions. Asking questions in sales calls. MORE
Your dance is your face to face sales script. However at the end, we all have several face to face sales scripts because our dancing partners are always changing. The we are sent to another center of influence with just a tad more leverage. MORE
Teaser: The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important. The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important. MORE
I love how I can use my smartphone or laptop to get on a Zoom or Skype meeting. Despite this, though, I’m still a huge believer of face-to-face interactions. As I’m writing this, I’m on my way to attend meetings out in Vancouver and to do some amazing things. MORE
This might be the new way to work, but it has its disadvantages. To learn why you should network and meet face-to-face whenever possible, check out these 15 statistics. 41% of networkers want to network more frequently but don’t have enough time. MORE
The challenge of negotiating online is trying to generate rapport Image Credit: Monito – Money Transfer. When we enter into a negotiation, we are facing a number of different challenges. However, we are still going to have to find a way to build a sense of rapport with them. MORE
10 tips to win the sales call execution challenge. As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. MORE
When you are sitting with a prospect it's much easier to read their body language. You can see the look on their face when they're confused about something you said. You can see the delight when you hit a hot button for them. You can read the shifts MORE
When it comes to weaving a persuasive sales narrative, there is no shortage of advice. The folks at the Harvard Business School and Stanford jointly conducted a series of imaginative studies that added a new twist to this key to success. Sales people and the power of potential. MORE
We’ve heard lots of reasons posited like: “this product is great – it will sell itself if I just talk about …” or “my customers tell me they want to know everything about our new …” or “ if I am talking I know the customer will forget about hat objection.” Pre-Call Planning. MORE
Face-to-face Related Topics KO Advantage Group
MAY 20, 2019
I love how I can use my smartphone or laptop to get on a Zoom or Skype meeting. Despite this, though, I’m still a huge believer of face-to-face interactions. As I’m writing this, I’m on my way to attend meetings out in Vancouver and to do some amazing things.
MTD Sales Training
MARCH 23, 2016
You’re on the way to the sales meeting with a prospect or client and you’re stuck in a jam. You frantically make calls to the client apologising for the delay as the sat nav screams at you that your life is inexorably ebbing away while you sit there.
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No More Cold Calling
MARCH 24, 2015
Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. My original copy of How to Work a Room has sticky notes all over it. Susan and I have become good friends over the years, and I continue to learn from her.
Increase Sales
DECEMBER 18, 2013
Your dance is your face to face sales script. However at the end, we all have several face to face sales scripts because our dancing partners are always changing. The we are sent to another center of influence with just a tad more leverage.
Speaker: Bryan Naas, Director of Sales Enablement, Lessonly
Just like training and practice is the cornerstone of any top athlete or artist, the same is true in the workplace. But in the world of sales, practice is often restricted to conference room role-playing and in-person scenarios. Join Bryan Naas, Sales Enablement Director at Lessonly, to learn the tactics you can use to make digital practice a part of the fabric of your teams’ daily schedules.
Sales and Marketing Management
JUNE 1, 2015
Teaser: The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important. The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important.
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No More Cold Calling
NOVEMBER 26, 2012
Susan RoAne is The Mingling Maven®, and my go-to person for tips on networking and building strong connections. Read Susan’s story and learn how to show up and make it count! “In Many of the attendees were uncomfortable with the prospect of meeting the face-to-face mandate.
The Center for Sales Strategy
MARCH 16, 2020
To help ease this sudden transition into the remote work world, here are some tips from our experts on how to stay in touch with clients and prospects. For many sales managers and account executives, working from home is a brand-new concept.
Hubspot Sales
NOVEMBER 7, 2017
This might be the new way to work, but it has its disadvantages. To learn why you should network and meet face-to-face whenever possible, check out these 15 statistics. 41% of networkers want to network more frequently but don’t have enough time.
Zoominfo
OCTOBER 30, 2018
Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. But, even as the B2B sales process becomes increasingly digital, face-to-face meetings still provide certain benefits that no technology can replicate.
Hyper-Connected Selling
MAY 24, 2016
While it’s important to know what to talk about, it’s also important to consider how we interact with others. This is especially important when we engage in a face-to-face conversation with someone. We tend to like people who are like us.
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Increase Sales
JANUARY 10, 2012
Conducting business face to face through in person meetings still tops using technology according to 2011 survey published in the October 2011 edition of The Wire from AirPlus. Yes it is good to see a face through the use of technology based applications like Skype.com.
The Brooks Group
MAY 2, 2019
As it stands, face-to-face instructor-led training still remains the gold standard for developing employees and achieving lasting performance lift and training ROI. In this post we’ll cover exactly what face-to-face instructor-led training is, and when it’s the best option.
Repsly
JULY 6, 2017
Though virtual marketing has changed the game dramatically with the rise of social media, it can’t fully replace the value of face-to-face marketing. In today’s digital age, there is one thing technology can’t replace: personal communication. Merchandising
Green Lead's B2B
SEPTEMBER 9, 2019
Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ.
Hubspot Sales
SEPTEMBER 17, 2019
Field reps have one major advantage over inside reps: their ability to establish relationships with prospects. It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen.
KO Advantage Group
MAY 28, 2019
I want to talk about making connections. Thanks to LinkedIn, Facebook; and friends and clients, meeting new people and connecting with them is easy as pie. Remember, genuine connections and relationship-building comes smoothly and easily in face-to-face interactions.
KO Advantage Group
JUNE 11, 2019
The only way to know the answer to these questions is to ask them. Don't be afraid to get a little bit personal with your meetings, because that’s your edge against your competition. You wouldn’t want to date someone who makes you feel less.
KO Advantage Group
JUNE 4, 2019
To tell you the truth, I’ve had those points. Roughly three years ago, I gave birth to my wonderful son. That was a beautiful time, but not for my company, which had shrunk down to zero. I almost quit my business; I was ready to. I want to know your story.
The Accidental Negotiator
FEBRUARY 28, 2020
The challenge of negotiating online is trying to generate rapport Image Credit: Monito – Money Transfer. When we enter into a negotiation, we are facing a number of different challenges. However, we are still going to have to find a way to build a sense of rapport with them.
Sales Gravy
JANUARY 2, 2013
There is so much that will change but understanding their value will be a key consideration that corporations need in order to ensure the level of commitment to exhiTrade shows in the future will be unlike anything we have encountered in the past.
Green Lead's B2B
APRIL 21, 2011
Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ.
Sales Training Connection
APRIL 6, 2015
First, there are not an infinite number of questions that you are likely to be asked so planned, short answers for two or three key questions you might hear before visiting a customer’s site. Elevator Speech.
Sales Training Connection
FEBRUARY 21, 2014
Delivering bad news to customers – not something that makes a salesperson’s day. But it would be unrealistic to think that it is not part of the job. Regardless of how bad the bad news – part of becoming a top sales performer is learning how to deliver bad news skillfully.
Sales Training Connection
FEBRUARY 18, 2013
But there is a little more to the story. To gain some insights about these considerations we can turn to the art of “writing” for two lessons on crafting opening statements. Some writers overload an opening passage to excite the reader. Opening sales statements.
Sales Training Connection
JUNE 15, 2012
Over the years we’ve had the opportunity to observed hundreds of sales reps making sales calls and have isolated four traps they tend to fall into when asking questions : Interrogating the customer. The simplest way to avoid this trap is not to ask too many yes-no type questions.
Sales Training Connection
JANUARY 31, 2014
10 tips to win the sales call execution challenge. As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals.
Sales Training Connection
NOVEMBER 18, 2013
It does not take long to open a sales call , but how you start often determines how you finish. So a good place to start at getting opening right is exposing these dubious practices. The key to opening is not about “breaking the ice.” Opening Sales Statements.
Sales Training Connection
JANUARY 22, 2014
But there is a little more to the story. To gain some insights about these considerations we can turn to the art of “writing” for two lessons on crafting opening statements. Some writers overload an opening passage to excite the reader.
Sales Training Connection
JUNE 29, 2012
We’ve heard lots of reasons posited like: “this product is great – it will sell itself if I just talk about …” or “my customers tell me they want to know everything about our new …” or “ if I am talking I know the customer will forget about hat objection.” Pre-Call Planning.
Sales Training Connection
OCTOBER 21, 2014
They can learn about a product’s functionality, quality, and pricing before they even go to your web site, let alone talk to a salesperson. Well, one thing we know for sure is when buyers change how they buy; it’s a good idea for salespeople to rethink how they sell.
Sales Training Connection
SEPTEMBER 27, 2013
If salespeople are going to bring value, new ideas, and insight to customers, they must understand the business issues and the challenges their customers face. Asking questions leads to more memorable interactions. Asking questions in sales calls.
Sales Training Connection
MAY 21, 2012
Questions designed to solicit an explicit answer from the customer. Questions designed to encourage the customer to talk and or for you to develop understanding. I think that sums up our first topic, can we move on to …?”. Sales Tips.
Sales Training Connection
AUGUST 15, 2012
Recently we had a sales training project where we had the opportunity to observe a 50 rep sales team making a series of sales calls. Pre-call planning is important and the first step is to set an objective for the call that makes sense. Sales Tip.
Sales Training Connection
OCTOBER 12, 2012
But from time to time even the best fall prey to the linguistic seduction of jargon. If you turn to our friends at Webster, the short definition of jargon is – “incoherent speech – gibberish.” They don’t know your language and frankly, don’t care to learn it. Sales Tip.
The Science and Art of Selling
APRIL 21, 2015
An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Happily, there are some simple cold calling techniques you as an introvert can use to become much more comfortable, move past your fear and enjoy the positive results you want.
Sales Training Connection
AUGUST 1, 2012
Sales training programs usually spend time introducing models for handling objections and drilling sales reps on ways to handle the most common ones heard in their sale. In addition to objections sales reps also face tough questions from customers who are simply skeptical.
Sales Training Connection
OCTOBER 22, 2012
When it comes to weaving a persuasive sales narrative, there is no shortage of advice. The folks at the Harvard Business School and Stanford jointly conducted a series of imaginative studies that added a new twist to this key to success. Sales people and the power of potential.
Sales Gravy
DECEMBER 26, 2008
When you are sitting with a prospect it's much easier to read their body language. You can see the look on their face when they're confused about something you said. You can see the delight when you hit a hot button for them. You can read the shifts
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