Sales 2.0

SEPTEMBER 15, 2022

I agree with Zvi Band the author of the book Success is in your Sphere that “relationships are our most important asset”. The book presents a framework for building relationships called “CAPITAL”. If you want a method for developing new habits, I recommend reading the book The One Thing and learning about the “66-day challenge.”.

Fashion 195

Fashion Networking Facebook Follow-up 195

Sales 2.0

AUGUST 29, 2022

I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”. A key insight in the book for me has to do with the nitty-gritty of asking the right questions to coach someone, to help them think through their situation and find solutions.

Sales Management 195

Sales Management Face-to-face Proposal Promotion 195

Sales 2.0

AUGUST 29, 2022

I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”. A key insight in the book for me has to do with the nitty-gritty of asking the right questions to coach someone, to help them think through their situation and find solutions.

Sales Management 39

Sales Management Face-to-face Proposal Promotion 39

Mr. Inside Sales

SEPTEMBER 2, 2023

As some of you know, today, September 5 th , my new book, The Owner’s Manual to Life: Simple Strategies to Worry Less and Enjoy Life More has been released! In this book, I’ve collected 100 of my favorite quotes and I write a brief, two-page essay on how to get the most from the wisdom the quotes contain. You can order your copy here.

Face-to-face 44

Face-to-face How To Gatekeeper Licensing 44

Sales 2.0

AUGUST 22, 2022

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. The second book I’m covering is No Forms. Latané’s book covers an area of marketing that I have long wondered about: Should you “gate” or should you not “gate” your content?

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

Understanding the Sales Force

NOVEMBER 29, 2023

Using email to book new meetings sounds awesome. Using email to book new meetings sounds awesome. Image copyright 123RF The post My Latest on Using Email to Book New Meetings appeared first on Kurlan & Associates, Inc. Unfortunately, it isn’t because it simply does not work effectively. What will you do?

Meeting 207

Meeting Cold Calling Inbound Outbound 207

No More Cold Calling

JUNE 27, 2024

This month, in celebration of 28 years of referral selling, both my books are on Kindle for $1.99 So, this book discusses how and when to rely on technology, and when to step away from the computer and make a human connection. My Kindle books are here and are available in countries around the world. each until July 4, 2024.

Referrals 156

Referrals Cold Calling Social Media Sales Qualified Lead 156

No More Cold Calling

SEPTEMBER 14, 2023

Business book testimonials are all the same. They tell you how a book is a must-read, packed with powerful strategies. I often wonder if the testimonial writer actually read the book. I’m not going to tell you any of that about Buyer First: Grow Your Business with Collaborative Selling , a new book by Carole Mahoney.

Buyer 177

Buyer Strategy Cold Calling How To 177

Bernadette McClelland

NOVEMBER 13, 2022

I guess name swapping may not be a part of their repertoire, although they did ask for ‘Alice’ They also asked me if I had heard of the Book of Mormon. I couldn’t help myself and asked them if they had seen the Book of Morman. They looked at each other and shook their heads. They did not. The reason I changed my mind?

Face-to-face 83

Face-to-face Cold Calling Energy Relationals 83

Understanding the Sales Force

APRIL 13, 2021

Even in a book called, A Year of Playing Catch. Tom Schaff was nice enough to send me a copy of this book and there was the inspiration, right there on page 128. Why would someone from the world of sales care about a page out of a baseball book? You can find inspiration anywhere. I'll give you fourteen really good reasons.

How To 334

How To Sales Motivation 334

No More Cold Calling

JUNE 10, 2021

By 2002-2003, people were continually asking if I had a book. I considered writing a book, but every author I knew said it was a grueling experience. But I began interviewing people whose business was helping authors with their books. He accepted my book, and I got an advance. Why would I want that? None felt right.

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

Understanding the Sales Force

JANUARY 28, 2021

In 2005 I took my passion for sales development and my passion for baseball and married them together to write the best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Today, fifteen years later, that book is still #15 on Amazon.

Strategy 358

Strategy Twitter Course Video 358

The Pipeline

MARCH 31, 2020

As I mentioned yesterday, I am going to point you to two great books coming just at a crucial time. When you buy the book , you will get links to additional resources, such as a sales effectiveness calculator, process tool, and more, at no charge. By Tibor Shanto. Turn your sales technology into your servant, not your master.

Call-back 279

Call-back ROI Sales Coaching Sales Enablement 279

Understanding the Sales Force

MARCH 20, 2024

My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling. Cold-Case Christianity is a book by J. It will be worth it! Warner Wallace where he used his skills as a cold-case homicide detective to examine the claims in the Gospels in the New Testament.

Sales Process 348

Sales Process Sales Methodology Decision Maker Pipeline 348

No More Cold Calling

MAY 28, 2020

This was even the premise of my second book, Pick Up the Damn Phone!: I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. You’ve heard the same message from me throughout this century: Salespeople have become overly reliant on technology to do their jobs.

Referrals 391

Referrals Cold Calling Social Media Social Selling 391

No More Cold Calling

FEBRUARY 13, 2020

An executive reads the latest book and declares the precepts in the book are the company’s new strategy. Employees ignore these flash-in-the-pan announcements, because they know another new book and strategy will come along soon. It’s your company’s strategy for attracting customers. Not much has changed over the years.

Webinar Metrics 339

Webinar Metrics Strategy Cold Calling Customer 339

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. I wrote my second book— Pick Up the Damn Phone!: That’s why I’m offering the Kindle version of my book , Pick Up the Damn Phone! , It’s the sales conversations book that will teach you everything you need to know. Now, About This Book.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

The Pipeline

FEBRUARY 8, 2022

While it is true that you can’t judge a book by its cover, the title can be a great clue. The book is a great blend of practical steps, shaped by three decades of experience. The book offers an easy to follow road map to habits and traits Glenn has honed during his career. Let me know what you thought.

Pipeline 339

Pipeline Call-back Follow-up Quota 339

No More Cold Calling

MARCH 25, 2021

She took it upon herself to create this resource for women in sales, and she continued to let us know about the huge number of people who downloaded the book and whose sales lives we impacted. I don’t recall if we were the only women in the room, but I do know we were the only attendees with a book on sales.

Hiring 379

Hiring eBook Cold Calling Scale 379

Bernadette McClelland

DECEMBER 27, 2018

Maybe we raise a glass or two and valiantly declare to those around us how we are going to solve the world’s problems, shove the job, write a book, pop the question or that this will be the year we’ll own our own metaphorical mountain. Book your Conference or Sales Kick Off Meeting today! , hat tip the year that was. Here’s the truth.

Comparison 363

Comparison Discount Conference Energy 363

No More Cold Calling

MARCH 12, 2020

I published my second book— Pick Up the Damn Phone!— The subtitle of my book says it all: “How People, Not Technology, Seal the Deal.”. Digital communication works wonders for many aspects of our lives—making dinner reservations, scheduling appointments, ordering products or meals online, booking travel, confirming meetings, etc.

Cold Calling 64

Cold Calling Sales Qualified Lead Travel Leads 64

SBI Growth

JULY 15, 2024

Dr. Robert Cialdini , a renowned psychologist, emphasizes the principle of liking in his influential book, " Influence: The Psychology of Persuasion. " The classic sales maxim, "People buy from people they like," is supported by extensive behavioral science research.

Buyer 296

Buyer Maximizer Influencer Research 296

The Pipeline

SEPTEMBER 7, 2021

Don’t say “I am hoping we may book a time to meet.” I am call specifically to set a time, book an appointment, schedule a meeting, but none of the softy stuff. So, when you ask for the appointment, ask with pride and confidence. Or “I was wondering if we can meet?” No, you were not wondering or hoping, you want it, so say it. “I

Cold Calling 355

Cold Calling Call-back Prospecting Meeting 355

Anthony Cole Training

DECEMBER 21, 2023

I am enjoying reading the book Selling to the C-Suite by Nicholas A.C. The book is an excellent summary of how selling to C-Suite executives is so dramatically different from selling in the lower levels of a company. Read and Stephen J.

Sales 258

Sales Company Banking Sales Coaching 258

Steven Rosen

SEPTEMBER 26, 2021

You can read a leadership book or take a leadership course. The word inspiration comes from the Latin word, and I never know if I get it right, spirare, I might have gotten it wrong, which means to breathe to live. I have found that there are many ways to keep oneself motivated. Make sure you take care of yourself.

Motivation 392

Motivation Sales Management Exercises Energy 392

Understanding the Sales Force

FEBRUARY 22, 2023

meetings booked per week! There are two ironic byproducts of the inbound phenomenon: Account executives who benefit from the appointment setting provided by BDRs not only don't prospect; they don't know how! Most BDRs are atrocious at making outbound calls, sending emails and LinkedIn reach outs, and following up on inbound leads.

Top of Funnel 409

Top of Funnel Positioning Scale Inbound 409

SBI Growth

APRIL 6, 2022

Sales bookings are the starting point for predictable and sustained revenue performance, thus, having a consistent forecasting and pipeline process allows executives to adequately drive business objectives aligned to revenue growth targets. Q1 is over and a strong indication of how the remainder of 2022 will unfold.

Forecasting 317

Forecasting Pipeline Objections Revenue 317

No More Cold Calling

MARCH 31, 2020

Ram Charan , author of 25 books and consultant to CEOs, said that many years ago, but it’s even more relevant now. I published my second book— Pick Up the Damn Phone! —in The subtitle of my book says it all: “How People, Not Technology, Seal the Deal.” When the economy slows, the pace of decision making must pick up.

Referrals 326

Referrals Cold Calling How To Call-back 326

No More Cold Calling

NOVEMBER 23, 2021

Julie Hansen’s new book, Look Me in the Eye: Using Video to Build Relationships with Customers, Partners and Teams , is here for you to devour. And her book brilliantly translates that expertise for salespeople. I’ve been working virtually for years, but boy, I learned a ton from Julie’s book, including the art of “smeaking.”

Video 289

Video Cold Calling Exercises Conference 289

The Pipeline

MAY 11, 2020

You may have caught my review of his new book last week hear on The Pipeline, and now you have a chance to hear Jeff expand on a number of points from the book. I have been looking forward to airing this episode, Jeff brings a no-nonsense approach to prospecting and sales.

Pipeline 283

Pipeline Prospecting Sales How To 283

Sales 2.0

MAY 1, 2020

Take a look at Stu Heinecke’s books on this. Conference commandoing : Keith Ferrazzi has a great chapter in his book “ Never Eat Alone ” about how to make conferences uber-effective. Creative mailings, cartoons, swords: There’s plenty of evidence out there to say “multidimensional” mailings can work.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Anthony Cole Training

AUGUST 23, 2024

Giving credit where credit is due, The Psychology of Selling is a well-regarded book by legendary sales professional Brian Tracy that should certainly be on every salesperson’s list of must-reads. All salespeople and their managers want to understand the psychology of selling and in fact, is it a highly searched phrase on google.

Google 277

Google Sales Training 277

No More Cold Calling

MARCH 1, 2020

An executive reads the latest book and declares the precepts in the book are the company’s new strategy. Employees ignore these flash-in-the-pan announcements, because they know another new book and strategy will come along soon. It’s your company’s strategy for attracting customers. Not much has changed over the years.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

Score More Sales

DECEMBER 27, 2022

I met him when he was writing his first book, “How to Get a Meeting with Anyone” as I was asked to and was able to share one of my own strategies for getting my foot in a prospect’s door. I am fortunate to know best-selling author and “Father of Contact Marketing” Stu Heinecke.

How To 297

How To Meeting Strategy Marketing 297

The Pipeline

AUGUST 23, 2021

Shawn’s published two books, The Unstoppable Organization and Operational Empowerment , and his insights can frequently be found online in publications such as Fast Company and INC magazine. Shawn is driven by a passion to help business owners, executives and leaders accelerate their sales results.

Company 314

Company Sales Prospecting 314

Bernadette McClelland

JULY 5, 2022

So aesthetics aside, let me dive a little deeper for you because it is a book that MUST be on your bookshelf if you are any type of self-respecting business leader or boots-on-the-ground, bag-carrying, zoom-hybrid seller wanting to market themselves in a very noisy world. I wrote: . Secondly, your words are amazing. ” . Beautiful. ??

Guarantee 284

Guarantee Strategy Journal Lead Rank 284