INDUSTRY INSIGHTS YOUR PEERS ARE READING
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
by Marcia Gauger Conducting concise skill-building activities at sales meetings (whether online or face-to-face) is a terrific way to enhance abilities and share best practices. Consider assigning responsibility to a different salesperson for each meeting. Focusing on one skill set at a time gives salespeople the opportunity to reflect on and integrate skills into the upcoming week. Ask them to write a recent objection on the card. MORE
Inside sellers should perform essentially the same role as field sellers, the only difference being the inside sales team does not visit customers or prospects face to face. 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
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
Customers want fresh ideas and creative insights to address their needs that are both new and challenging. Increasingly customers want sales reps to be an advisor they can trust, not simply a product facilitator. This illustrates a desire to talk. Sales Chitchat. 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
Social media has expanded the business orbit from the small business owners to super larger organizations. This past week I had an opportunity to speak with a new LinkedIn connection, Mike Muhney , the inventor of ACTs customer relationship management system. ” This program is a software application for iPhones and iPads that is, in my opinion, akin to ACTS on wireless rocket boosters. One quick example that comes to mind is Matt Drudge and his Drudge Report. 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
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
The sales team has been selling face-to-face in nearly 100% of their accounts – at the detriment of a bloated CAC (Cost of Customer Acquisition). As their L&D team puts it “we’re spending thousands to make thousands from many of our customers – it’s counter-productive”. 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
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
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
When talking about sales skills, the first thing that comes to mind for many is asking questions. This necessitates the sales person not only hearing what the customer says but actually listening to what’s been said. Sometimes it is important to turn up the volume. MORE
There are many ways to prospect and talk to customers, given the variety of mediums that advances in technology have given to the world. The market expects you to come see them face-to-face, the market expects you to call them on the phone and the market expects you to only enter in through a referral. You can't refer to the market as a general entity, as it is Learn More. 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
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
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
When It Comes To Making Presentations, We All Need to be “Seekers!”. Yes, I know that due to huge technological advances in the field of video conferencing etc. Presentations allow us to : • Influence a group of important people. A Seeker looks for opportunities to speak. 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
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
Making “plenty” of face-to-face calls. Some sellers wonder why they miss sales goals on a regular basis even though they are busy as a bee. Presenting and closing “plenty” of proposals. Conducting “plenty” of post-sale follow-up tasks. 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
With more business conducted across online communication platforms and more sales teams operating in a virtual environment, many sales managers question how proficient they can be at coaching their team at a distance—especially if they have never been shown how to do so effectively. Now, I’m certainly not disputing the value of coaching someone face to face and the additional things that can be observed when doing so. MORE
Face-to-face Related Topics 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.
Increase Sales
MAY 10, 2012
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.
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.
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.
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.
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.
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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.
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
Sales Training Connection
NOVEMBER 4, 2015
Customers want fresh ideas and creative insights to address their needs that are both new and challenging. Increasingly customers want sales reps to be an advisor they can trust, not simply a product facilitator. This illustrates a desire to talk. Sales Chitchat.
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.
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.
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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
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
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
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.
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 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.
SalesGravy
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.
Sales Training Connection
JULY 27, 2012
When talking about sales skills, the first thing that comes to mind for many is asking questions. This necessitates the sales person not only hearing what the customer says but actually listening to what’s been said. Sometimes it is important to turn up the volume.
Keith Rosen
AUGUST 24, 2010
With more business conducted across online communication platforms and more sales teams operating in a virtual environment, many sales managers question how proficient they can be at coaching their team at a distance—especially if they have never been shown how to do so effectively. Now, I’m certainly not disputing the value of coaching someone face to face and the additional things that can be observed when doing so.
SalesGravy
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
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.
Increase Sales
JANUARY 13, 2012
Social media has expanded the business orbit from the small business owners to super larger organizations. This past week I had an opportunity to speak with a new LinkedIn connection, Mike Muhney , the inventor of ACTs customer relationship management system. ” This program is a software application for iPhones and iPads that is, in my opinion, akin to ACTS on wireless rocket boosters. One quick example that comes to mind is Matt Drudge and his Drudge Report.
Sales Tips & Techniques
MARCH 20, 2012
There are many ways to prospect and talk to customers, given the variety of mediums that advances in technology have given to the world. The market expects you to come see them face-to-face, the market expects you to call them on the phone and the market expects you to only enter in through a referral. You can't refer to the market as a general entity, as it is Learn More.
The Science and Art of Selling
MAY 5, 2014
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.
The Science and Art of Selling
MARCH 11, 2013
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.
The Sales Association
MARCH 10, 2011
by Marcia Gauger Conducting concise skill-building activities at sales meetings (whether online or face-to-face) is a terrific way to enhance abilities and share best practices. Consider assigning responsibility to a different salesperson for each meeting. Focusing on one skill set at a time gives salespeople the opportunity to reflect on and integrate skills into the upcoming week. Ask them to write a recent objection on the card.
Jonathan Farrington
OCTOBER 25, 2011
When It Comes To Making Presentations, We All Need to be “Seekers!”. Yes, I know that due to huge technological advances in the field of video conferencing etc. Presentations allow us to : • Influence a group of important people. A Seeker looks for opportunities to speak.
Sales Benchmark Index
JUNE 2, 2018
Inside sellers should perform essentially the same role as field sellers, the only difference being the inside sales team does not visit customers or prospects face to face.
SalesforLife
NOVEMBER 2, 2018
The sales team has been selling face-to-face in nearly 100% of their accounts – at the detriment of a bloated CAC (Cost of Customer Acquisition). As their L&D team puts it “we’re spending thousands to make thousands from many of our customers – it’s counter-productive”.
The Center for Sales Strategy
SEPTEMBER 17, 2018
Making “plenty” of face-to-face calls. Some sellers wonder why they miss sales goals on a regular basis even though they are busy as a bee. Presenting and closing “plenty” of proposals. Conducting “plenty” of post-sale follow-up tasks.
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