Statements inform – questions persuade – A sales tip

Sales Training Connection

Sales Tip. Looking back through the history of sales, there has been an over abundance of myths, magic tricks and other forms of ancient folklore that have dominated the landscape. Selling a product is about persuasion – talking about a product is about informing.

Validate Information… Or Pay the Price Later

The Sales Hunter

Any piece of information you receive from or about a customer needs to be validated. No matter how long you have been in sales, you know that bad information can steer you horribly wrong and maybe even cost you sales and professional relationships.

Trending Sources

More Information ? Better Informed

The Pipeline

Last week I got an e-mail from one of the traditional providers in the sales enablement business. It seems they have discovered social media, Sales 2.0, You can tell your friends and family that you are in sales, but if that’s you, you’re an order taker, end of story. Sales 2.0

Understanding the Value of Information

Your Sales Management Guru

Understanding the Value of Information. In the movie Wall Street , character Gordon Gekko stresses the value of information and how to get it. There is incredible value in information – the key is how to get it from a reliable source. Sales Training

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Postwire – Dazzle Your Customers With Information They Need

Fill the Funnel

Relevant, timely information wins business. Communication and information customized to the needs of each prospect/customer is typically a primary factor in winning or losing in sales. Sometimes the information helpful to your customer will come directly from you or your company.

Has “Informed Calling” Replaced “Cold Calling?”

The Sales Hunter

Today’s marketplace might be making cold-calling more difficult, but in so doing, it’s opened up a huge new opportunity — I refer to it as “informed-calling.” Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

The Year of the Expert and The Information Sale

A Sales Guy

I used the phrase, “information sale” in a post a while back. The information sale is the idea that selling happens when the client or prospect is being educated. It’s when the sales person is using information to teach the prospect or customer something they didn’t know. Information selling has been around for a long time. It’s been primarily the secret weapon of the most successful sales people.

Never End a Sales Call With “I’ll Send You Some Information”

The Sales Hunter

This is especially true if it’s you, the salesperson, who has offered the idea up to send the prospect some information. The knowledge the person you’re going to send the information to has the capability to make a decision. ” Sales Motivation Blog.

Research: How Information Influences Price-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled Research: How Sensory Information Influences Price Decisions. The map we use to describe and interpret an experience is based upon one of three channels of information — visual, auditory, and kinesthetic.

Practical Information About Making Sales Today.

Jeffrey Gitomer

Tweet You can measure how much WOW is in your sales effort by looking at the following ten aspects of what makes up WOW: 1. Be totally persistent – To reach the prospect, to get the prospect your information, to get information about the prospect, to appoint the prospect.

Enhance your contact’s profile information with just-one-click!


Our new Enhance icon lets you quickly search for any information, urls and social profiles for your contacts in just-one-click. Quality source: our integration with FullContact means you can be confident that the information is up-to-date and accurate.

Sales Prospecting Using the Informed Calling Method

The Sales Hunter

I have been talking about the informed calling method and why it is so important to your prospecting plan. When you’re using the informed calling method to prospect, be sure the information you’re sharing with the prospect is what they will find of value.

The Inside Scoop: Chipotle’s Big Burrito Breach – Malware with a Side of Chips

DiscoverOrg Sales

Thousands of unsuspecting diners recently received a free side of cyber terror thanks to point-of-sale malware, a malicious software designed to steal customer payment data. Point-of-sale malware – and how to prevent it. It’s been a rough year for Chipotle.

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The Evolving Risks and Roles of CISOs in 2016

DiscoverOrg Sales

Chief Information Security Officers (CISOs) are charged with more responsibility than ever before: Maintaining the enterprise vision, while ensuring technology assets are protected. Many issues that Chief Information Security Officers faced in 2015 will carry into 2016.

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Practical Information About Making Sales Today | Self Test

Jeffrey Gitomer

WOW is sales! WOW separates the sales pro’s from the con’s. WOW is the full measure of your sales power and the way you use it. In sales it all boils down to one word… yes. Tweet Are you using the WOW factor? What is WOW? –

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Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach

DiscoverOrg Sales

Having such sensitive information in the hands of hackers is a terrifying thought, but what makes it worse is that it could have easily been prevented. With the right information in-hand, savvy sales pros and marketers might have seen it coming. But keen sales and marketers can use Scoops to spot patterns that inform the timing of their pitch. Each Scoop contains an important piece of information, including: Decision-maker moves.

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Storify – How To Become The Information Source For Prospects

Fill the Funnel

Every sales speaker and every sales convention is singing the same theme – in order to be effective in gaining new customers and keeping the customers you have you must give them what they need, and that is help. There is a lot of information streaming through the social web. It has been said that content curation is the antidote for information overload. Our customers are swimming in a sea of undifferentiated, unfiltered information.

Sales Training Article: Information Overload

Customer Centric Selling

Customer Information – Why Protection is So Important

The Pipeline

In the sales business, we hold the key to tons of information from customers. While it may be something as simple as their name, address, and phone number, it’s amazing what can be done with that information if it gets in the wrong hands. The Pipeline Guest Post - Megan Totka.

Achieving sales excellence – a story about sweet spots

Sales Training Connection

Sweet spot on gathering information. Achieving sales excellence is not a business as usual challenge. So how does a salesperson engaged in a complex B2B sale know what they need to know and do what they need to do in this business environment? 2014 Sales Momentum, LLC.

Use These 5 Icebreakers To Gain The Most Info From Your Prospect

MTD Sales Training

Prospecting getting the right information from prospects how to break the ice in sales

Stop Using Your Brain as Your CRM

The Sales Hunter

I would be a rich person if I was paid a dollar each time a salesperson told me they don’t enter most information into their CRM system because they have a good memory and can remember. Recording information is essential. Copyright 2013, Mark Hunter “The Sales Hunter.”

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What It Will Take To Be A Success In The Future Of Sales Information Is Power. And Power Means More Sales

Sell More and Work Less

In this podcast I share how companies will regain their power in the sales cycle by controlling the information flow to their prospects. In this podcast I share how companies will regain their power in the sales cycle by controlling the information flow to their prospects. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions information flow Lead Up! Sales Coaching The Sales Leader

Using “Informed Calling” to Turn Sales Prospects Into Customers

The Sales Hunter

Informed-calling” is the prospecting method where in place of making cold-calls, you instead call potential customers with a specific reason based off of something you’re learned about them. Copyright 2013, Mark Hunter “The Sales Hunter.”

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Customers Are Self Educating/Informing, But What Are They Learning?

Partners in Excellence

There is an overhwelming amount of information available on virtually every topic. There’s a lot of data that says customers don’t want to see sales people until later in their buying cycle–presumably the final phases, as they have developed a short list of alternatives. Many think this is wonderful–certainly on the customer side they get to avoid all those terrible sales people. One of the major roles of sales people has been to teach.

The Top Sales Tools of the Year – The Final Cut

Smart Selling Tools

The Top Sales Tools of 2017 Guide: Final Cut is where you’ll find the best sales tech for growing revenue. You’ll find detailed information on top selling tools for: Account-Based Selling. Sales Enablement & Engagement.

IT Staffing Approved Vendor Lists: 4 Things to Remember

DiscoverOrg Sales

The job ads you’ve put out there draw in hundreds of unsolicited calls from staffing firms and recruiters, all with the same sales pitch, quotas, and fees. DiscoverOrg’s IT datasets for sales and marketing have all the info you need to help you get your foot in the door.

[VIDEO] Top Qualities of High-Growth Companies: A Conversation with Henry Schuck

DiscoverOrg Sales

It didn’t really matter how great our sales force integration was, or how great our Marketo integration was, or how much we were cleansing their data. It showed the concrete steps that a sales leader or a marketing leader can put in place to accelerate growth in the years to come. Two: The relationship to the technologies that companies are using to enable and accelerate growth within their sales and marketing teams. Qualities of high-growth sales and marketing teams.

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Selling – An analysis of information deprivation

Sales Training Connection

Selling and information deprivation. CSO Insights published an interesting research report – Leveraging Sales Intelligence to Advance Relationships. Bottom Level – Sales reps don’t really need in-depth information to be successful. Sales Training.

How to Increase Sales with this Question

Increase Sales

Most sales people want to increase sales. Knowledge about the sales lead and the organization is essential. Possibly this is why more than three contacts are necessary to convert the sales lead into a customer. Homework begins with gleaming information from sales conversations with the prospect. This basic information could be annual sales, number of employees to the demographics of organization. The Framing of This Sales Question.

Personal Learning Era Is Upon Us, Really?

Increase Sales

Personal learning and informal learning (learning from others) have always been present with human beings. Social media and the Internet have now become resources for personal learning and break down some of the walls that previously restricted the flow of critical business information.

Great, Previously Unread Sales Research Uncovered

Understanding the Sales Force

Today I'm bringing you some insightful information that was not widely read when it was published back in 2014. Dave Kurlan sales force evaluation sales effectiveness

Top Sales Lead Management Mishaps


Despite this, research shows that sales reps typically do a poor job of managing their leads, at the expense of their company’s revenue potential. Each sales lead management mishap affects your bottomline, so it’s important to address each one.

How To Deliver Bad News To The Sales Team

MTD Sales Training

The sales team has anxious clients waiting for the upgrade, in addition to many prospects who are interested in seeing the new version. Moreover, the delay means that regular monthly maintenance fees are suspended and the sales team will not receive their monthly residual commissions!

The Power of HCM Systems


HR information (28%). Although, HR teams are not typically given priority for technology investment compared with sales and marketing and finance, they tend to lack resources and confidence to deliver effective change.

The Official 2017 List of 21 Sales Core Competencies

Understanding the Sales Force

Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly. Dave Kurlan sales core competencies accurate sales assessment sales statistics OMG Assessment

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Reinforcing Sales Training: Making Sure Representatives Retain Necessary Information

Sales Tips & Techniques

Read full story → Sales ManagementThe idea of reinforcing any type of learning dates back thousands of years, and this practice is still around because it truly works.

The 13 Least Known Sales Technologies


Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Of the sales technologies listed, here are the 13 least known according to participants (in order, starting from the least known). 1) Sales Gamification.

What to Improve Your Sales Skills? Then Go Beyond Most Sales Training

Increase Sales

Most sales training and much of the sales coaching focuses on how to improve sales skills. To reach that next level of sales success may require going beyond current, almost cookie cutter, robotic sales training.

Sales Tech Simplified with @MarkMagnacca: How to Help Reps Become Better at the Bottom Line: Selling

Smart Selling Tools

We call it Sales Tech Simplified. Given the time and money invested in sales training, it’s not a question of insufficient effort or investment. As a veteran sales trainer, I noticed that despite these technological advances, sales training had remained stagnant.