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?

InsideSales.com CEO Dave Elkington Reveals the Power of Prescriptive Analytics

The Sales Insider

InsideSales.com CEO Dave Elkington delivered a powerful revelation about the future of data-driven sales during his presentation at Dreamforce on Monday.

Trending Sources

The Stupidest Sales Call Ever… Kill the Monster While It’s Small


At least two of the attendees started taking notes after this revelation. Editor’s note: This blog post is part of our ongoing series of True Sales Tales. This post is an excerpt from the new book of sales worst practices: Sales Insanity: 20 True Stories of Epic Sales Blunders. Some Context.

How to Maximize Employee Commitment to Accelerate Sales Growth

The Sales Insider

This myth-busting revelation was delivered by Under the [.]. Companies roll out strategies into the marketplace every day. Yet most strategies don’t actually work because even the smartest companies subscribe to the myth that a strategy has to be planned well to be successful.

Why the World’s Leading Companies Are Quickly Adopting Sales Acceleration Technology

The Sales Insider

That was the mind-blowing revelation delivered by InsideSales.com CEO Dave Elkington in his opening keynote at IS Accelerate ’15 on Wednesday morning. Did you know that most sales teams spend 25 percent of their effort chasing terrible leads that have little to no chance of ever closing?

Busted: 7 Ludicrous Myths About Customer Trust

The 1to1 Media Blog

Thanks to Wikileaks, NSA revelations, and a host of questionable policies, it''s no wonder that trust in government is at an all-time low.

Lesson in Leadership I Learnt While Teaching My Son Math

Mukesh Gupta

This was a revelation to me and totally changed how I teach my son now. The Situation: I have a 12 year old son and it is my responsibility to teach him Math at home.

The 5 Immutable Laws of Selling

Smart Selling Tools

The straightforward and bold-faced revelation in the heading of this article will stand as a commandment in its own right. Tweet Our world, along with the entire cosmos in which we reside, is governed by what we understand as the laws of physics.

The Rise - and Flutter - of the Chief Customer Officer

The 1to1 Media Blog

This revelation is prompting a growing number of companies to establish a Chief Customer Officer (CCO) role and bring a more unified approach to customer centricity. Corporate leaders are beginning to recognize that the lines have blurred between the brand and the customer experience. According to The 2014 CCO Study conducted by the Chief Customer Officer Council, 22 percent of Fortune 100 companies have adopted the role.

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.

Cold Calling, Alive And Kicking!

Partners in Excellence

We revel in cold calling because it produces results. Cold calling is alive—at least when you look at the number of posts proclaiming its death. Also, judging by the number of “cold calls” I get every day.

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.

Will You Be Disintermediated

The Sales Blog

There is such a thing as the coming onslaught of AI, but before you cower or revel in the notion of a world where there is no need for salespeople, you must understand our economy. Despite what you have heard, all salespeople are not going to disappear due to artificial intelligence. That concept is being thrown around a lot right now – often by people afraid of selling or totally ignorant of what sales really is.

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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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 .

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.

Questioning Questions

Sharon Drew Morgan

They’re certainly not designed to lead Responders through to real change or accurate revelations. Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers.

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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.

Of Course Sales Is About Relationships!

Partners in Excellence

Let’s stop reveling in the past as a way to sell what we have now. I am fuming at one of the most amazingly naive posts about “the Death Of Sales.” ” Ironically it’s written by a sales leader at one of the leading Marketing and Sales Automation company.

Chally on Challenger – “Defining sales role requirements is not as simple as comparing apples to oranges!”

Jonathan Farrington

Chally have just published an excellent new whitepaper, which opines about Challenger Selling : “It’s not wrong … it’s just not new, complete, or transformational.” ” Here is an opening extract: Salespeople with the “ Right Stuff ” Holds the Key to a Strong Competitive Position.

My Clients Made Me Do It-Web Tools For Everyone

Fill the Funnel

I had a significant revelation occur about 2 months ago, triggered by one of my consulting clients when he asked me this question: “Why don’t you offer all of the your custom-built web tools and training you give to me as a part of our consulting agreement to the public?”

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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.

Six Mobile Apps for Igniting Sales

Smart Selling Tools

Managers will rejoice at the reduction in expense management paperwork and revel in the assurance that expenses are tracking with plan. Mobile reps have unique challenges. They can’t just head to the nearest file cabinet, or walk down the hall when they need to find something or someone.

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.

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.

5 Ways Improv Can Improve Your Sales Game

Modern B2B Sales

Author: Chris Gillespie Improv is a form of comedy that revels in off-the-cuff honesty.

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Understanding Customer Needs

Partners in Excellence

” We all want those conversations, we revel in them. I was listening to a “discovery call.” ” It wasn’t much different than any other discovery call I’ve listened to. The sales person was asking the customer about their needs.

The right and wrong way to use controversy in subject lines

Ian Brodie

What was the great revelation about social media not working? That was the stunning revelation. A couple of years ago a load of emails dropped in my inbox proclaiming “Social Media Doesn’t Work” It was one of those big product launches.

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 .

11 Words to Avoid Using on Social Media and What to Say Instead

Vertical Response

If you’ve made a funny comment, or posted something amusing, let your readers decide so, and allow them to reply with their revelations of laughter. Coming up with original or catchy wording for your social posts is important if you want to stand out in the busy social media sphere.

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.

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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Doing More By Doing Less

Partners in Excellence

We revel in getting fractions of percentages of those people who actually have a need to buy, qualifying them and loading our pipelines. It’s awfully crowded in the digital marketing/social selling world. Getting “heard” is increasingly difficult.

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!

Conscious Millionaire Podcast

Selling to the Point

Jeffrey relates his personal story about how he came upon this revelation. This podcast talks about the role that conscious awareness plays in performance improvement.

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.

The right and wrong way to use controversy in subject lines

Ian Brodie

What was the great revelation about social media not working? That was the stunning revelation. A couple of years ago a load of emails dropped in my inbox proclaiming “Social Media Doesn’t Work” It was one of those big product launches.

WebMD And The 57%

Partners in Excellence

Marketers revel in the opportunity to create ever so much more content, to engage influencers talking about our products and services, run webinars and other programs to help our customer self diagnose. As happens from time to time, I had been feeling a little off for a few weeks.

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.

Sales People, We Have A PR Problem

Partners in Excellence

Then there’s that commission thing… Brian, and many like him are opposed to commission, but still revel in bonus programs. Sales people, we have a PR problem, … it’s Real,…… and we probably deserve it, … and we need to do something about it.

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