Sales and Marketing Management

JANUARY 7, 2019

When we think of sales training, the first thing that usually comes to mind is a series of workshops - usually instructor-led and evangelically-delivered – designed to hone performance in time management, listening and communication, objection handling, closing, and so on. What would you include? Conclusion.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Partners in Excellence

MARCH 4, 2024

He’s so creative in his selling approaches, looking at very large deals and developing strategic partnerships with customers all around the world. Hi Dave, I got into selling almost by chance… As a young man, all I ever wanted to be was an Army Officer like my grandfather. After two years of partying – they kicked me out.

Cold Calling 73

Cold Calling Travel Call-back Up-Sell 73

Julie Hanson

MARCH 11, 2021

Researchers identified four main causes, one being: *Excessive amounts of close-up eye contact is highly intense. While I don’t disagree with the study’s overall conclusion, I do disagree with the advice springing up around it suggesting people should REDUCE their level of eye contact on video calls. Selling on Video.

Video 139

Video Face-to-face Study Up-Sell 139

No More Cold Calling

OCTOBER 31, 2019

When Amy referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be. She sells with confidence. Here’s what I’ve learned about selling from some top women leaders. Register NOW for Last-of-the-Year Referral Selling Virtual Workshop.

Referrals 136

Referrals Sales Qualified Lead Face-to-face Cold Calling 136

Sales Hacker

JUNE 7, 2021

What are the characteristics of organizations that are likely to make them a good fit for the products and solutions your company sells? For example, a minimum number of maintenance technicians would be critical if you sell a field service app. Organizations’ qualifying characteristics. Persona insights and intelligence.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Engage Selling

SEPTEMBER 29, 2016

This month I spent a day working with a group of world-class data visualization architects. Who even knew there was such a profession! Nor that the best in the world were based in Toronto. Ironically, being Canadian, I have very … Read More »

Groups 48

Groups Data Customer Service Up-Sell 48

Partners in Excellence

MARCH 22, 2024

Preface : Orrin Broberg has such a diverse and fascinating background in selling. His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. ” How I Ended Up in Sales – And Why it Worked I never wanted to be in sales. I loved it.

Hiring 73

Hiring Retail Engineering Call-back 73

BuzzBoard

MARCH 28, 2024

Lastly, the follow-ups and closing the sale come in. A well-executed sales process involves several stages: identification, approach, presentation, handling of objections, deal closure, and follow-up. Post-sale, an effective follow-up routine is crucial for maintaining client satisfaction and paving the way for long-term relationships.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

The Pipeline

FEBRUARY 21, 2012

Sign up for our Email Newsletter. Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. As you may have noticed over to the right, we are presenting the Proactive Prospecting Workshop in Toronto/Markham, scheduled for April 13.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. You need to be found, yes; but you also need to show up as someone who is valuable to the prospect when they have found you. Then, start sending useful and up-to-date material to people you know will find it valuable.

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

SalesProInsider

MAY 20, 2020

It’s estimated that 90% of sales conversations are happening virtually these days and that though skepticism remains, many people, more than 50% believe that this mode of selling is as effective as our old practices. That though many people have been thrust into a virtual selling environment, it is effective. Free Training Workshop.

Face-to-face 118

Face-to-face Travel Video Buyer 118

Hubspot Sales

FEBRUARY 19, 2024

Even better, you can do this bodyweight exercise wherever there’s a floor, making it an easy way to break up a sedentary workday. A 2-day workshop offered by Primal Play brings in ~$663 per participant. Rent out yoga/dance studios or other community spaces, and offer private bookings for birthday parties or corporate events.

Trends 89

Trends Fashion Exercises Sports 89

MEDDIC

MARCH 28, 2024

By taking the time for a comprehensive review, reflection, and refinement process, you’ll gain valuable insights and set yourself up for a more productive and successful quarter. Consider the potential for upselling, cross-selling, and long-term customer retention for recurring revenue streams.

Enterprise 52

Enterprise Enterprise Account B2B 52

Julie Hanson

DECEMBER 10, 2020

It’s your selling on-video superpower. If you’re out of practice or find you “think” you’re smiling and you’re not, you likely need to warm-up your facial muscles and re-connect to how you feel about what you’re sharing and why it matters. Want more help Selling on Video? . *

Video 120

Video Face-to-face Up-Sell Conversion 120

Adaptive Business Services

JUNE 2, 2021

This is pretty easy to understand if your perception is that CRM will, at best, inhibit your selling. An Implementation Workshop addressing the following should be performed to define how Nimble will be set up and configured for your business. Understand that the configuration defined during the Workshop is not “set in stone”.

CRM 96

CRM Decision Maker Salary Commission 96

No More Cold Calling

MAY 2, 2019

They never took the time to learn how to sell. They didn’t learn how to sell in their previous roles. Selling isn’t in their lexicon. Still don’t think it’s important to learn how to sell? I set up my table with handouts, worksheets, and books. Was anyone going to come and learn how to sell by referral?

Small Business 316

Small Business Small Business Referrals Hiring 316

Increase Sales

JULY 26, 2017

Social selling appears to have taken the spray and pray sales approach to tsunami proportions. These salespeople and probably some are marketing people spray these sales pitches all over the place through social selling and then pray something will eventually stick. The Power of Social Selling. My early bird price was $445.

Social Selling 145

Social Selling Direct Mail Retention Facebook 145

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. We know they’re having fun, but how are they learning and preparing for a successful new selling year? The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar.

InsideView 223

InsideView Scale Exercises Call-back 223

SalesProInsider

JUNE 15, 2020

?Forget high pressure scare tactics in your selling efforts. The good news is that with the information I’ll share in this month’s powerful, and FREE, virtual workshop can increase your conversion rate, close more business, and win more clients. In this 50-minute workshop, I’ll cover: ?Two

Closing 62

Closing Selling Skills Follow-up Buyer 62

Product Management University

MARCH 23, 2023

If you’re a pre-sales solution consultant or sales engineer, falling into the trap of telling vs selling can happen before you even know it, even though your intentions are always on the mark to start the demo. Selling Demos The selling demo on the other hand, is an exercise in customer value themes and storytelling.

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

Babette Ten Haken

JUNE 30, 2020

If you are selling or engineering or managing a product the market is absolutely demanding (think toilet paper), then you probably do not need to tell stories at all. However, if you sell, engineer, or manage complex solutions for complex problems, then hit or miss stories are not credible to clients. Now let’s face it. Consistently.

Engineering 136

Engineering Face-to-face Retention Strategy 136

Anthony Iannarino

JANUARY 21, 2020

Elite ticket holders attend workshops delivered by Amy Franko, Kenyetta Gordon, Kendra Lee, Jeff Bajorek, Larry Levine, James Muir, Brynne Tillman, and Bernadette McClelland. Jeb Blount, Mark Hunter, Victor Antonio, will also provide workshops. I do something different each year, and I am working on this year’s workshop now.

Conference 104

Conference Outbound Lead Generation Networking 104

Rob Jolles

APRIL 5, 2024

I can practically hear the uproar: “Rob, you are a sell out!” “Rob, you are telling me to befriend and form alliances with someone I don’t necessarily like?” Yes, that is exactly what I’m saying, and no, I’m not a sell out. I vote for the second option and it isn’t even close. So, there’s two ways to view this week’s BlArticle ™.

Call-back 52

Call-back Hiring Guarantee Proposal 52

Shari Levitin

FEBRUARY 26, 2020

To sell more tickets, we’d have to remove the tables, eliminating our classroom style set up. We sell these tickets out every year, and every year people plead with us in the week leading up to the event for a ticket. It looks like we have filled up the Elite Friday tickets.

Outbound 87

Outbound Conference Lead Rank Travel 87

Julie Hanson

DECEMBER 20, 2020

Be prepared: “We started every practice with that warm-up … We knew that sh*t like it was second nature. No star would ever walk into an audition without knowing their lines or being warmed up. Once the camera is on, the professional actor knows that their every move is being evaluated – there is no time to ramp up!

ACT 168

ACT Video Film Call-back 168

Babette Ten Haken

MAY 21, 2020

What is novel about this post-sale scenario, to you, is that now you have to sell virtually. Instead of moaning about selling virtually, take the time to identify the mission-critical (think: all of them) folks responsible for the post-sale care and feeding of your clients. Click here and set up a 15-minute complementary conversation.

Revelation 141

Revelation Face-to-face Retention Distribution 141

Sales Excellence

MAY 10, 2016

Denver, CO, USA –May 10, 2016 – Sales Excellence International, a premier global sales training and consulting organization, today announced the launch of its new virtual workshops available through Sales Excellence University. For more information about Sales Excellence virtual workshops please visit www.salesexcellence.com/virtualworkshops.

Training 20

Training Face-to-face Distribution Travel 20

Allego

DECEMBER 13, 2023

The event includes 70 workshops across 15 different content learning tracks, plus dozens of micro-learning labs. Learning tracks include Customer Engagement & Selling in a Matrix Environment, Instructional Design & Delivery, and Virtual Learning, Tools, Techniques & Technologies.

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

SalesProInsider

JULY 22, 2020

In this episode of Virtual Selling Concrete Results, I’m covering a very important topic in our sales conversations: the information exchange that needs to happen. Or even just “Shut up!” This applies on both the selling and buying side. Free Training Workshop. or “Pause and Listen.” Watch the replay.

Conversion 119

Conversion Strategy Travel Energy 119

Shari Levitin

FEBRUARY 26, 2020

He asked me, “What are you willing to give up in order to reach your goal?” To sell more tickets, we’d have to remove the tables, eliminating our classroom style set up. We sell these tickets out every year, and every year people plead with us in the week leading up to the event for a ticket.

Outbound 93

Outbound Conference Lead Rank Travel 93

Babette Ten Haken

JUNE 23, 2020

Contact me and set up a complementary 15-minute discovery call. Spieling one-size-fits-all, blah-blah-blah selling stories. Engage me to present one of my One Millimeter Mindset speaking programs, workshops, coaching and mastermind groups. What worked yesterday may be too tired out to work well, today and tomorrow.

Networking 141

Networking Call-back Intent Coaching 141

SalesProInsider

JUNE 25, 2020

When buyers show up virtually – they are trained to be more passive and “watch” what is going on the screen. Using the tips from the previous episodes on virtual selling, make sure you are prepared to engage early. Free Training Workshop. Forget high pressure scare tactics in your selling efforts. JUNE 19 @ 10:30 a.m.

Conversion 118

Conversion Strategy Face-to-face B2C 118

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. The market is evolving faster than ever, and sales reps need high-quality ongoing training to keep up. From workshops to full-fledged programs, ASLAN offers a wide variety of options.

Training 92

Training Lead Rank Hiring Course 92

Partners in Excellence

MARCH 24, 2022

Too often, I get asked to do a different version of the same speech, or a different version of the same workshop, or to write about the same issue, trying to get a new twist or slightly different approach. My dream is that we, as a professional community, solve these current issues of marketing, selling, value creation.

Face-to-face 110

Face-to-face Engineering Up-Sell Consumer 110

SalesProInsider

JANUARY 8, 2020

While my tips are about how you can be more productive in your selling efforts…I learn so much about being a good seller from the situations I have as a buyer. In buying new cell phones recently, I visited a national mobile carrier who seemed to put up every barrier possible for me to actually purchase two cell phones. Register Now.

Retail 99

Retail Buyer Objections Sales Process 99

BuzzBoard

MARCH 4, 2024

The digital space can often come across as aloof, stirring up fears about the ability to form substantial connections online. Online workshops, webinars, or even employing experts to train teams can make a significant difference. Vote Up +0 Vote Down -0 You already voted! Lastly, remember to keep learning and adapting.

Small Business 52

Small Business Small Business Marketing Webinar Metrics 52

Rob Jolles

MAY 19, 2023

When Covid reared its ugly head, I was less than enthusiastic when customers began to inquire about my ability to conduct virtual workshops. You can’t have an impact on people and how they do their jobs through workshop deliveries conducted virtually! The follow-up is usually where a company will fail in its implementation.

Follow-up 52

Follow-up Training Video Face-to-face 52