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?

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

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.”.

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 .

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.

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.

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).

3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

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.

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.

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.

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.

Do Our Professional Labels create Positive Customer Experiences?

Babette Ten Haken

Those accomplishments, honors, certifications, academic degrees in which we revel. Are we a bit too devoted to and obsessed by our professional labels? The awards we collect. The Top List of This or That we are on.

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.

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.

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.

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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.

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.

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.

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.

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.

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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.

How Authenticity in Sales Training Is Lost

Increase Sales

This revelation only reaffirmed what I learned from my own personal experiences. Are you a consultative salesperson? Maybe you are a SPIN or Sandler spelling person? Sales training today covers a plethora of sales styles or models.

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.

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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!

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”.

Father’s Day Advice from a Dad and CEO: Your Baby WILL Sleep & Your Outbound Sales Efforts WILL Work

DiscoverOrg Sales

It was a revelation. I celebrated my first Father’s Day as a dad two years ago. My wife and I had our first baby, a beautiful girl – Grace. At that same time in 2016, DiscoverOrg was going through a growth spurt.

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.

Transforming What We Do Is Not Optional!

Partners in Excellence

Yet most executives I speak with are doing nothing to address this, they are reveling in the current success, doing little to prepare for the downturn they agree will happen. Last week, I was sitting in the Gartner Sales and Marketing Conference.

Are You Doing The Work?

Partners in Excellence

We complain about it, we look harried, we feel time pressured, yet we revel in the busyness. We’re all busy. Look at anyone’s calendar, they are filled with meetings.

Top Sales Performers Is What Is New, Really Old?

Increase Sales

Some of the larger accounting to sales training coaching firms conduct extensive behavior research into what makes top sales performers.

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

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Why I’m So Optimistic About The Future Of Selling

Partners in Excellence

Suddenly, I had a revelation (in my terms, a brain fart). But as I came upon this revelation (perhaps, I’ve just been slow to recognize it), I became tremendously excited about the future of our profession. About 3-4 years ago, I was participating in a discussion, at the time hosted by CEB, now Gartner. It was a group of very bright thinkers/practitioners in sales and marketing.

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.

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Complexity Is Just An Excuse

Partners in Excellence

Sometimes, I think we revel in complexity, “Real men (and women) do complex stuff! If you are spending more time in internal discussion, rather than with the customer, solving their problems, then maybe you are, unconsciously reveling in complexity or using it as an excuse.

Salesperson As Entrepreneur

Partners in Excellence

Being an entrepreneur gives one a great source of freedom, great accountability (which great entrepreneurs revel in), and responsibility. When you think about it, sales people have an awesome amount of freedom–but also a huge amount of personal responsibility.

Improve Sales Communication with Images and Video

Fill the Funnel

This is an important revelation to those in sales who need to provide information as compelling and effective as possible. Want to improve sales communication?

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Beware The Rise Of The Instant Expert

Fill the Funnel

The recent Brian Williams revelations are an example that everyone is human, but historically they were considered a reliable and trustworthy source to deliver the facts in a fairly straight-forward manner without hype or puffery.

Avoiding Simple

Partners in Excellence

Simultaneously, we complain about complexity and what it does to our businesses and lives, yet we also revel in it. We revel in complexity because we can escape ownership and accountability.

Our Success Is Based On The Misery Of Our Customers!

Partners in Excellence

So crass as it seems, revel in your customers’ misery and pain. OK, maybe misery is too dramatic, but at its core, unless our customers are “miserable” we will never be successful in selling them.

Missing Your Quota? These 3 Sales Process Tips Will Make You Unstoppable

Sales Hacker

Arguably the most crucial revelation from our data was that simplification is absolutely paramount, no matter what the industry or the geography. Being a good salesperson , or good at selling, is difficult to quantify.

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