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

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?

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).

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.

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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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.

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.

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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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.

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.

GDPR: The Good, the Bad, and the Grey

Sales Hacker

With the Equifax disaster in the news and the ongoing revelations of the breadth of the leak, we may even see similar regulations in the US. The General Data Privacy Regulation (GDPR) was a key component that was highlighted in Sales Hacker’s sales trends and predictions for 2018.

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.

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 .

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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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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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.

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.

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.

CPQ and the Digitalization of Selling

Cincom Smart Selling

It’s not just for reveling ross and upselling opportunities. Configure Price and Quotation (CPQ) software is front and center in the digitalization of the selling and buying processes. Even though the selling transaction has undergone considerable disruption, for too many people, perceptions about selling remain unchanged. It is amazing that so many myths and stereotypes about selling and about sales people still resonate with so many folks.

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.

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!

Your Greatest Sales Tool (It’s Not What You Think…)

SalesProInsider

Ho hum, you might be thinking…this is not a big revelation. What do you need to accomplish in your sales efforts? What about in your home? Office? Whatever you want to “get done” will be easier if you have the right tools.

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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.

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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“Your Details Are Safe With Us” – If You Register With Facebook or HubSpot, Apparently Not!

Jonathan Farrington

” “Facebook” he repeated, rather impatiently “We are a social media site” Well that was a revelation, at last I discovered who Facebook are! At first glance, you might be anticipating a personal rant, but do read on, because this is a cautionary tale for anyone considering registering for any event online – no matter how prestigious or successful the hosting company might be.

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.

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 .

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.

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.

“….Must Have Previous SaaS Sales Experience”

Partners in Excellence

Yet the principles of ABM/ABS/ABE have existed for years, yet the SaaS world seem to be reveling in their discovery. I was speaking to a colleague the other day, he was looking for a job. He was a very successful salesperson, unhappy in his current role. He commented, “What’s all of this stuff about ‘SaaS?’ ’ All the jobs require SaaS sales experience.”

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.

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.

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.

“Just the facts, Ma’am…”

Partners in Excellence

Many marketers, sellers, content advocates revel in letting customers self educate on the web, thinking buying is just about getting the facts, evaluating the alternatives, and making a rational decision. The phrase, “Just the facts, Ma’am, ” is attributed to Detective Sergeant Joe Friday (played by Jack Webb) in the series, Dragnet. Search YouTube or some of the TV Classics channels for episodes.

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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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.

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.

Should a CEO Lead the Sales Team? The Good, the Bad, and the Surprising

Hubspot Sales

It was a revelation that, “ We can be doing even better. ”. I’m a high school and college dropout.

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.