Experiential Selling is What Leads to Buyer “Aha Revelations” – An SSTools Classic

Smart Selling Tools

I think of these as “Aha Revelations.” revelations. revelation as a result of an emotional engagement triggered by firsthand experience and investigation. revelations represent the inspirational flash when the customer “gets it.” revelations are not really associated with logic. revelations by asking key questions. revelations? revelations.

Opening new doors for Salesmate users: Updates & new features revelation

Salesmate

The post Opening new doors for Salesmate users: Updates & new features revelation appeared first on Salesmate. As a part of Salesmate June Updates, we have made several developments in our existing features purely based on the feedback received from you. Also, there are some exciting new features we are launching today. But first, let’s check out the updates we have made in the current features. Filters in Team Inbox.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Revelations On Main Stage Speaking

Factor 8

The post Revelations On Main Stage Speaking appeared first on Factor 8. Ever wondered what it’s like under the big spotlight of a mainstage? Most of my career I dreamed of being the “big shot” on stage speaking at a conference of […]. LB's Commentary

Are You Passing this Simple Relevancy Test in B2B Sales?

Anthony Iannarino

Sales b2b How to win your dream client RevelanceFor a very long time, salespeople have been taught to start sales presentations with their company’s story as a way to gain credibility with their prospective clients. Most of the slide decks provided by marketing departments and sales enablement start the conversation with information about the company, believing the contacts have to decide what company they are going to select as a partner.

The Labour Of Sales

The Pipeline

A simple but important point for those not in sales to understand, and those in sales to revel in. By Tibor Shanto - tibor.shanto@sellbetter.ca . Being that it is Labour Day both in the USA and Canada, the last long weekend of the summer, I thought I would keep things simple, and to one point.

SalesTech Game Changers Magazine 4th Edition

Smart Selling Tools

a newly introduced element or factor that changes an existing situation or activity in a significant way: “The revelation has been called a game changer in the world of data protection as regulators seek to raise awareness about how to secure information.”. SalesTech Game Changers 4th Digital Magazine: 5 Executives Tell us How Their Solution Changes the Game for Sales. game changer. Definition of game changer. :a

Learning From Failure

Partners in Excellence

By ignoring our failures, reveling only on our success, we miss opportunity. None of us like to admit failure, we tend to want to celebrate our successes. We have a mindset that says, “Do more of what causes you to succeed!” ” I suppose it’s human nature to accentuate the positive, but I think it limits us, individually and organizationally. Success is not the strict opposite of failure.

Happy 5th Anniversary, Top Sales Experts!

No More Cold Calling

I love to celebrate birthdays and anniversaries (after all, we work so hard, and it feels great to revel in the good things in life). Our friends at Top Sales Experts are celebrating their 5th anniversary, and it’s my pleasure to toast the global sales community’s publication, Top Sales World. I’m a regular contributor to Top Sales World, and am on the cover of this month’s issue. That’s me in red–my favorite color. Thanks, Jonathan!).

What Happened Last Year? And What's the Goal for the New Year?

Jeffrey Gitomer

It's okay to celebrate achievement and revel in victory, but that's just a reflection of where you are at this moment. It's interesting to me that at the end of the year, people are always interested in your biggest success, or your biggest failure, in the year that's ending. They also want to know what you have resolved to do new and better next year. Everyone wants you to write down your goals, your plans, your dreams, or, in the short term, your New Year's resolutions.

You Can’t “Just Call It In” To Win In Cold Calling

The Pipeline

They see success, revel in it, and take their foot off the gas and their eyes off the ball. By Tibor Shanto - tibor.shanto@sellbetter.ca . Having trained hundreds of sales people in effective telephone prospecting, I have witnessed a number of recurring patterns which impact success, both negatively and positively. One key to success is being present and in the call, not “just calling it in”.

The Difference Between Sales Pros and Amateurs – Is The Silence

The Pipeline

Watch effective sales people conduct a sales interview, and what you’ll see is that they not only talk less, but revel in the silence. By Tibor Shanto – tibor.shanto@sellbetter.ca . Everyone knows that the prospect should be doing most of the talking during a sales call. Knowing it and doing it, well you know. That is one of the big challenges in sales, everyone knows what they have to do, but do they do it?

College Football Wagering and What It Has to Do with Sales

Braveheart Sales

While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me.

Sage 52

Give Up The Snooze Button of Sales – Sales eXchange 228

The Pipeline

Successful people attack their tasks, devouring those they don’t like, and reveling in the ones they do, but key is they do, and do to the max. By Tibor Shanto - tibor.shanto@sellbetter.ca. I recently read a couple of pieces about common habits and traits of successful CEO’s, two that struck me most were that they plan in advance, and when it comes time to act they maximize that time to execute fully.

Do You Have Voices in Your Head?

The Sales Hunter

” This revelation was coming from a veteran! Over lunch recently, the topic turned to the voices we have in our head and how sometimes the voices are telling us negative things. What made this discussion interesting was who I was having lunch with. I was having lunch with one of the most successful salespeople I have ever met. The person is a rock star in sales — not just for a year or two but over decades.

Making It Safe To Succeed

Partners in Excellence

We seem to have a culture that revels in failure–that is encouraging people to experiment, learn, innovate, and grow through “making it safe to fail.” Recently, I wrote, “ Making It Safe To Fail, Hogwash! ” It was a rant about the social psycho-babble around failure. ” Yet, we never talk about the concept of “making it safe to succeed.” ” Some might think it’s the other side of the same coin.

Just Because Buying Is “Chaotic,” Doesn’t Mean It’s What Customers Want!

Partners in Excellence

” Some marketing and sales enablement people are reveling in the new content challenge, thinking, they have to provide content and related support for every one of these points in the buyer journey. As we increasingly understand the “Chaotic Buying Journey,” as illustrated by the great work done by my friends at Gartner; marketing and sales people are struggling with, “How do we respond?”

Reinventing Selling!

Partners in Excellence

We revel in the number of meetings we can have every day as being something that can dramatically drive performance (Every time I hear about this, I reflect on the work of SDRs over the past years, thinking, “Why do we think all this is new?

Einstein Selling – The Most Popular Form Of B2B Selling Today

The Pipeline

I enjoyed the presentation, very credible, and in expected fashion, it started out with a big bold revelation to engage the audience. Tibor Shanto – tibor.shanto@sellbetter.ca. Earlier this year I attended an interesting presentation examining barriers to sales people “hitting” quota, personally I like to exceed quota, but I can understand why for many “hitting” it is a great objective.

B2B 170

Sales Heroics Are Actually Sales Failures!

Partners in Excellence

All of us revel in stories of the deal where we took dramatic actions and ultimately won–hopefully not by discounting. We get an Adrenalin rush in talking about this things that we did to pull the opportunity from the ashes and into the victory column. When we get together with our colleagues, over beer, we seek to outdo each other in stories about our heroics. I’d be less than honest, if I didn’t admit to doing the same.

How To Know If You Are A Story Teller or A Story Seller

Bernadette McClelland

This is an area that salespeople revel in. My friend and storytelling expert, Yamini Naidu, relates a task she was asked to do by her teacher whilst at school. The task was to write a story that made sense using only ten words, and each word could only be made up of two letters. They struggled, then the teacher went to the board and wrote the following: The story read, ‘if it is to be it is up to me’.

4 Buyer Trends That Will Shake Marketing in 2013

Sales Benchmark Index

If you have not performed such an audit before, I can guarantee you it will be a revelation to you. 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. For CMO’s today, staying abreast of shifts in behaviors associated with content consumption and purchase decisions is becoming job one.

Trends 260

Aligning Customer Objections to the Buying Process

Sales Benchmark Index

Don’t get me wrong, I revel in an easy solution. Fix your sales problem in 5 easy steps – sounds great, doesn’t it? Formulaic approaches such as this are very tempting. Furthermore, they align with our fast food, quick fix mentality. Seem too good to be true? That’s because it is. Unfortunately, most quick fixes are band-aids as opposed to real solutions. One of the biggest problems for sales reps is customer objections.

From snowball to iceberg

Lessonly

They show someone having a revelation and—like magic!—changing I used to wonder why my personal revelations didn’t translate into similar magic. Revelations influence my snowball. In You Are What You Love , James K. Lacy asks us to imagine a snowball sitting atop an iceberg. The snowball represents our conscious reasoning. When we learn something new, it goes into our snowball. The iceberg represents our intuitive, emotional processes.

2 Ways to Dominate 2014 on Your Current Budget

Sales Benchmark Index

Revelations and epiphanies that seem so promising to start. We’ve all had moments where we get great business ideas. You see visions of making your 2013 and 2014 sales number. These are ideas that will change the course of the organization. They’ll undoubtedly yield success. Then reality hits. You don’t have the budget you need. These big picture projects cost money in addition to your existing budget. If you’re like most VP-Sales, this is money you most likely don’t have.

Salary 218

Stop Heroic Sales Efforts!

Partners in Excellence

They’re something to behold and, for a few moments, to revel in. You and your colleagues, often, revel in stories about the “one that didn’t get away,” for some time. We’ve each seen Heroic Sales Efforts.

Do You Have A Practice Sales Culture?

Pipeliner

This isn’t a new revelation. When you observe a successful sales organization or salesperson, it’s easy to assume they’ve always operated at a high level of sales mastery. They open up sales conversations with ease and grace. Thoughtful and provocative sales conversations seem to happen without effort. Asking for the business is easy and, in many cases, the prospect takes the lead in ‘closing the deal’ because of the salesperson’s mastery. These sales organizations make sales look easy.

The Truth About Sales People #4 - They Don't Prospect Very Well

Anthony Cole Training

I know this is not a great revelation, and you are probably wondering why I would even add this to the list of truths about sales people. Sales people have to prospect! At least that was the case in 1983 when I was selling Nautilus exercise equipment, and it still is today even as president of Anthony Cole Training Group. Honestly, I have to say I''m confused by this.

What You Need to Know About the Challenger Sales Model

Corporate Visions

Written in 2009, Moore’s provocative methodology was a startling revelation for many companies who were desperately trying to understand how to salvage their business during the “Great Recession.” The post What You Need to Know About the Challenger Sales Model by Anton Rius appeared first on Corporate Visions. Challenging buyers to disrupt their status quo, change, and choose you.

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. Those days are long gone, customers are self educating on the web. They no longer have to rely on sales people for that information. Unfortunately, too many sales people are stuck in the past.

3 Ways to improve Your Customer Retention Scorecard

One Millimeter Mindset

Your clients have a revelation for you. Do you have a customer retention scorecard? You know what I am talking about. Any of the plethora of scoring systems which measure customer satisfaction and loyalty. Chances are, your organization already has a scorecard or two. And your own performance is measured and compared with the ratings customers provide on a quarterly basis. Do you know which factors these scorecards measure? Do management and leadership address these factors with you?

A List of the Best Prospecting Strategies

Anthony Iannarino

You help them see something that they couldn’t previously, or you show it to them in a higher resolution, reveling something helpful to their future. You know how important it is that you acquire meetings with your prospective clients. You are also acutely aware that getting a meeting is rarely easy, and it is something that takes time and an effective approach.

Reading is Fundamental to Attitude Self-Awareness

Jeffrey Gitomer

Revel” and “lament” are choices. Tweet. You can start by reading and studying these four books: Think and Grow Rich by Napoleon Hill. How to Win Friends & Influence People by Dale Carnegie. How to Stop Worrying and Start Living by Dale Carnegie. The Power of Positive Thinking by Norman Vincent Peale. I read two pages from a positive book every day. I’ve been doing 15 minutes a day of “attitude reading” for 30 years. I don’t know if it’s working yet.

Is Your Company Arrogant?

Score More Sales

Sometimes a very subtle thing can hint to a bigger revelation if you just ask a couple extra questions. It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. He went on to talk about how many companies are doing the same things over and over – not changing on behalf of our ever-changing customers.

20.5 Attitude Gems For You To Read And Study | Jeffrey Gitomer.

Jeffrey Gitomer

Revel” and “lament” are choices. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Attitude Gems For You To Read And Study. Gitomer | November 15, 2011 | Leave a Comment. Tweet Share Here are 20.5

Study 262

Why the Strategic Planning Process Needs to Be Changed for Sustainable Business Growth – Part 1

Increase Sales

This revelation hit me when I realized that the majority of my clients cannot answer these 3 questions: Do you know how the company makes money with 100% clarity and certainty? Having engaged in strategic planning processes with many clients, there were always gaps. I chocked this up to the client not doing what he or she said. Yet, something told me that I was missing something.

Are You Getting the Most Out of Your Sales Data?

Pipeliner

Finally, you must hire sales teams that appreciate and revel in data collection and management. The sales department sits at the center of a company’s ability to generate revenue and grow. Small and medium-sized businesses depend critically on their sales departments in order to compete against the competition. With competition being so fierce these days, SMEs must use all the best available tools and strategies.

Soccer and Messi, Basketball and LeBron, How One is Like Sales and The Other Isn’t

A Sales Guy

One of the surprising revelations of this book was the weak link, strong link theory. There is a book called The Numbers Game; Why Everything You Know About Soccer is Wrong. It was written by Chris Anderson and David Sally. Think Moneyball for soccer. If you’re a soccer fan, you may have heard of it. If you’re Malcolm Gladwell fan and have been listening to his new podcast, it may ring a bell, because he references it in the My Hundred Million episode.

Decision Intelligence Selling: Transform Your Sales Team for the Future

Sales Hacker

That was extraordinary — a revelation for him and a confirmation for us. Sales is the somewhat dark art of convincing people to buy stuff. I hope that rubbed you the wrong way. Maybe you almost jumped out of your seat to write a strongly worded comment about why that’s wrong.

The Sales Revenue Formula: How to Use It and Why It Matters

Hubspot Sales

I’ll refer back to the absolutely mind-blowing revelation I bravely and boldly shared at the beginning of the article — businesses want to make money. I’m going to say something that isn’t going to come as a surprise to anyone. I think it’s pretty blunt and noncontroversial, and I promise I’m going somewhere with it. Here it is … businesses want to make money. That’s more or less why they sell goods and services or even exist in the first place.

Don’t Forget Your Old Tech Tools – Skype Is Alive and Well

Fill the Funnel

One of the most surprising revelations to me was the quality of the video and audio from one of the participants from an Android smartphone. I have just published an updated 34-page Skype Jump-Start Guide for Business that is available as a free download. You get the guide and a 3 page cheat-sheet to keep handy while you dust off your Skype skills. I hope you discover, or as in my case re-discover the ease of use and benefits of this grandfather of the tools world.

Skype 93