MTD Sales Training

SEPTEMBER 18, 2012

In today’s world of e-prospecting, social media marketing, texting and sophisticated electronic communication, it seems picking up the telephone is becoming a lost art. Although we all know that no matter how the future continues to unfold, the telephone will always be an integral part of sales success. The problem I have found is that in the wake of all the new avenues of approach, sales people are quick to believe that picking up the telephone, be it warm or cold calling, is no longer effectiv

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Cold Calling Telemarketing Face-to-face Social Media 291

SBI Growth

SEPTEMBER 18, 2012

CMO’s are tasked with driving customer acquisition. As next year’s new plans take shape, the VP of Sales will be leaning on CMO's for more leads. What channel of Demand Generation can yield the highest return and sustained success? The answer is Search Engine Optimization (SEO). Getting the most out of SEO is low-hanging fruit to drive qualified leads into the top of the funnel.

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Top of Funnel Lead Rank Lead Scoring Funnel 276

Understanding the Sales Force

SEPTEMBER 18, 2012

Understanding the Sales Force by Dave Kurlan When I first began to evangelize the importance of sales force evaluations and sales candidate assessments in the early 90's, no other assessment company was focused on the sales force or developing a sales specific (built for rather than modified for the sales force) assessment. Twenty-two years later, my message has been so well received that it has spawned a sales assessment industry.

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Revenue Hiring Licensing Decision Maker 193

The Sales Hunter

SEPTEMBER 18, 2012

If you have followed this blog for even a short time, you know how I feel about sales motivation. No one can motivate another person. A sales manager or a colleague can certainly help create an environment where sales motivation can thrive, but ultimately each person is responsible for their own attitude… their own momentum… their own motivation.

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Jeffrey Gitomer

SEPTEMBER 18, 2012

Tweet Here’s the mind-set needed for generating power statements: . Don’t sell drill bits. Sell the perfectly smooth holes they create. Don’t sell printing. Sell the brochures that will reflect your prospect’s image and impact her sales. Don’t sell cars. Sell the prestige and status you’ll have, or the smooth ride. Don’t sell insurance. Sell safe, financially-secure families protected from tragedy.

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Insurance Insurance Resources Sales 183

Increase Sales

SEPTEMBER 18, 2012

Today during a masterminding session, the facilitator posed this question: “ What motivates you to get up every day, to attend this 8am event twice a month, to do what you need to do for your business and yourself?” Credit www.sxc.hu. In this group, there were 7 small business owners and professional executives in attendance of which 6 were men and I alas was the only woman.

Motivation 145

Motivation Real Estate Small Business Small Business 145

SBI

SEPTEMBER 18, 2012

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. Salespeople are brilliant, if not downright masterminds, when it comes to skillfully managing hundreds of tasks and responsibilities in a given time frame. It’s not that you can actually execute hundreds of tasks in a day’s agenda, but if sales is your passion and profession, you are undeniably an expert at managing the precise allocation of time and resources across that number of tasks.

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Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

Fill the Funnel

SEPTEMBER 18, 2012

Google+ Hangouts – What do they do and how do I participate? That has become a common question from live audiences that I am speaking with. While Google recently announced that there are over 400 million Google+ users , it is still one of the least understood web tools on the planet. In this post, I will provide a basic introduction to one of the more interesting features – Google+ Hangouts.

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Google Trade Show Ideal Customer Profile Top of Funnel 115

Your Sales Management Guru

SEPTEMBER 18, 2012

Sales Leadership: The Need for Fresh Air. Last Tuesday around 10pm I had just gotten back to my home from a neighborhood activity, sitting down on my porch, turning on the TV to catch the last news of the day, I checked my phone for email. This is not an unusual practice for me as our client base can be in multiple time zones around the world; the issue was I had 2 from a sales manager from the Eastern Time Zone that had come in after 9pm.

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Sales Leadership Hiring Face-to-face Energy 65

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

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BrainShark

SEPTEMBER 18, 2012

Testimonials and case studies are essential content for your website. Prospects want to know who relies on your offerings, how they use them and why, and success stories told from the point of view of the customer give you unparalleled credibility.

Examples 48

Examples Case Study Customer Study 48

Jonathan Farrington

SEPTEMBER 18, 2012

Jeb Blount, CEO of SalesGravy.com , interviewed me recently, and I thought I would share the conversation with you. Jeb Blount : Welcome Jonathan, thank you for taking time to speak with me today. So, how did you get started in sales? Jonathan Farrington : Having finally convinced my father that I was not, under any circumstances, going into the family farming business after university, we agreed on a compromise, and I began training to become a Chartered Surveyor, working for a local estate age

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Face-to-face Real Estate Fashion Groups 41

Sales Gravy

SEPTEMBER 18, 2012

Sales isn’t rocket science, but it is a science and to excel at it, you need to study it inside and out.

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Objections Study Sales 40

SalesGrail

SEPTEMBER 18, 2012

Quick and dirty sales tips that make a difference in your monthly numbers… Know your product and service. Know your CRM and all your tools – be the expert in your field. Plan your month, plan your day, plan each call. Create urgency, and respond to every lead promptly. Engage your prospects in conversation. Drive [.].

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CRM Tools Sales Conversion 29

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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.

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