Leveraging Your Information Advantage

Partners in Excellence

In the “good old days” of selling (if there ever were any), a lot of sales people reveled in their “information advantage.” ” Prospects and customers relied on sales people to educate them on products and solutions. They no longer have to rely on sales people for that information. Unfortunately, too many sales people are stuck in the past. These sales people have lost the ability to create value with their customers.

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.

Salespeople: Educate and Inform!


The best salespeople have become information brokers — communicating by delivering the precise information that buyers need at just the right time and in just the right way. Successful Salespeople Educate and Inform. In the e-marketplace of ideas, successful salespeople educate and inform. Instead you need to deliver the right information to buyers, right at the point when they are most receptive. The post Salespeople: Educate and Inform!

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

eBook 161

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.

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.

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.

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.

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 Tip VIDEO: Ask Short Questions to Get More Information

The Sales Hunter

In this sales tip video, I share how you can get the customer to open up by using what I feel is one of the sales techniques to get the customer talking. The best way to get the customer engaged in the sales process is by asking them short questions.

Video 140

Sales Training Article: Information Overload

Customer Centric Selling

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.”

Sales 133

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.

How Personal Information Leads To A Relationship (And To Sales.

Jeffrey Gitomer

How Personal Information Leads To A Relationship (And To Sales). Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. And, oh yes, lots of sales.).

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.

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.

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.

Sales 41

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.

ACT 100

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.

Sales 144

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.

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? –

ACT 75

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.

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.

Putting Your Best Foot Forward: Using Data Analytics to Inform the RFP Process Before it Even Begins

Sales and Marketing

Author: Jeffrey Weil, General Manager, Upland Qvidian The value of data to proposal and sales teams isn’t a secret – but many of them aren’t using the data provided by proposal automation software to its fullest extent. Teams of all shapes and sizes use data to look back at how a particular request for proposal (RFP) process went; according to a Qvidian-conducted survey of proposal and sales professionals from large U.S.

A Healthcare Information Technology Lead Generation Success Story


billion healthcare information technology company with solutions and services that help physicians, hospitals and health plans operate more efficiently and profitably. Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue. Develop and nurture them toward sales-ready buyer status.

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

Sales 40

What Tech Spending Trends in 2017 Predict for 2018

DiscoverOrg Sales

And with this foreknowledge in hand, sales professionals, marketers, and recruiters can start 2018 by helping buyers solve real, self-identified problems. Note the difference between data security and information security.). Information security. In 2016, on average, 56% of companies across industries were investing in general information security, while the 2017 that average dropped to 46%.

Trends 133

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.

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.

Which of Your CIO Prospects Makes the Most Money?

DiscoverOrg Sales

Unfortunately, while CEOs’ and CFOs’ salaries are almost always disclosed by Fortune 500 companies, a majority do not share this information for their CIOs. Our research experts maintain the most reliably accurate database of IT intelligence available – including CIO information.

The Sales Association: Sales Association Members Earn.

The Sales Association

Sharing best practices in sales and sales management www.salesassociation.org. Sales Association Members Earn Distinguished Consultative Sales Certification (CSC) ™ Normal. Those who earn CSC report increased sales and customer satisfaction. Sales Jobs.

Groups 255

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.

Vendor 172

How Data is Democratizing Growth and Driving Disruption

DiscoverOrg Sales

From high-growth companies MongoDB, Cloudera, Birst, Actifio, and DiscoverOrg, come first-hand insights on finding success through high-quality sales and marketing intelligence. Startups, small businesses, consulting firms, agencies, and even enterprises all benefit from access to more information about their prospects and customers. Sales and marketing professionals should carefully evaluate data accuracy and credibility before investing in a data source.

Data 117

Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg Sales

It’s an amazing time to be a consumer of sales data. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform. In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck, and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing.

Data 106

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.

Sales 40

How Salespeople Thrive in a World of Information Overload


Suddenly, savvy sellers are taking another look at the age old practice of direct sales—and the best are thriving with it. In a world of information overload, where retailers struggle to keep up with e-tailers (who will face their own challenges i

[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.

Transform Hiring with Recruiting-as-a-Service (RaaS)

DiscoverOrg Sales

For example, one of my clients told me that his company was experiencing 70% turnover of new sales executives joining their organization. All I had to do was go into Glassdoor and I quickly learned that their sales leadership was demanding sales techniques from twenty years ago that involved cold canvassing business parks. No wonder new sales executives were quickly disheartened and leaving the company in droves.

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

Sales Tech Game Changers: Why You Should Incorporate Customer Advocacy in Your Sales Cycle

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Ian Levine , Chief Sales and Marketing Officer of RO Innovation.