HeavyHitter Sales
NOVEMBER 10, 2009
Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?
Keith Rosen
NOVEMBER 23, 2009
Do you manage your time as diligently as you manage your money? Do you have a consistent, weekly routine that you follow from the time you wake up in the morning up until the time you end your day, [whether that’s when you end your work day or go to sleep] that contains the specific, measurable activities and tasks you engage in that move you closer to your goals, while keeping your life in a happy balance?
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BrainShark
NOVEMBER 25, 2009
I'm seeing a fair amount of presentations on myBrainshark without any voiceover. While many of them have some excellent graphics and good points to make, there's no getting around the fact that they would be more engaging and memorable if they had a good voiceover with them.
The Ultimate Sales Executive Resource
NOVEMBER 23, 2009
Changed customer behavior and increased negotiation power of the customer induced by technology together with the tough economic conditions create the conditions for a perfect storm that hardly can be weathered by sales management with tried and trusted old tactics. The book “Rethinking Sales Management” by Beth Rogers is,as the subtitle suggests, “a practical guide for practitioners” how to become more strategic to cope with the challenges of these new normal times.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
The ROI Guy
NOVEMBER 19, 2009
Alinean and sales and marketing consultancy Sirius Decisions just wrapped up an important new webinar for marketers - B-to-B Marketing in a Buyer-Driven World. The webinar introduces new and important research on buying cycles and how changing requirements require new marketing models and tools to effectively reach frugal and empowered buyers. View the recorded webinar at: https://alinean.webex.com/alinean/lsr.php?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Green Lead's B2B
NOVEMBER 17, 2009
How many business cards do you have laying around in one of the current states? 1. On your desktop in a pile 2. Wrapped in a rubber band 3. In a ziplock bag 4. Distributed in the inside pockets of four blazers 5. In the bottom of your computer bag If you answer is more than 10 cards, then you have leads laying around that are going untapped. Green Leads has just introduced a new complementary service where the sales reps we support from our appointment setting clients can have up to 100 business
Keith Rosen
NOVEMBER 30, 2009
D.T. Suzuki (Daisetsu Teitaro Suzuki, October 18, 1870 – July 12, 1966) was a Japanese author of books and essays on Buddhism, Zen and Shin that were instrumental in spreading interest in both Zen and Shin (and Far Eastern philosophy in general) to the West. There is a Zen story he tells that captures the attitude of mindfulness with respect to living in the present and living in a state of gratitude.
BrainShark
NOVEMBER 24, 2009
It's a pretty typical use case. You have a piece of content that you want others in your organization to use. Perhaps you want to allow them to make it their own, by adding a welcome slide or by closing the presentation with their contact information.
The Ultimate Sales Executive Resource
NOVEMBER 8, 2009
It depends on who is delivering it when in the customer buying cycle. Early in the buying cycle, marketing and sales can use generic statements. Later in the buying cycle, salespeople must be able to articulate very specific statements, tailored to the individual customer, demonstrating specific value to the customer as well as superiority and differentiation against the competition.
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The ROI Guy
NOVEMBER 17, 2009
According to BtoB's "2010 Outlook: Marketing Priorities and Plans" survey of 376 b-to-b marketers, almost 40% say they plan to boost their marketing budgets in 2010 , and only 13% plan on cuts. This, compared to 57% who said they were cutting their budgets in 2009. Of most importance ito marketers is generating revenue, and participants see lead capture as thier number one initiative according to the survey, particularly increases in on-line spending.
Sales Gravy
NOVEMBER 17, 2009
It's easy to let your sales pitch get tired. To sell today, you need to perform at your peak. It's time to ditch that worn out opening; get rid of that boring laundry list of features and benefits; and punch up that same old close.
Green Lead's B2B
NOVEMBER 19, 2009
About 18 months ago, Green Leads embarked on an aggressive plan to increase our inbound marketing activity. We focused first on content and blogging and then decided to dig deeper into SEO best practices. Along the way we started drinking some Orange Kool-Aid in the form of Hubspot's inbound marketing educational materials. We weren't looking for a content management system at the time, but they had so many valuable pieces of content on their site that we soon became Hubspot junkies without even
Keith Rosen
NOVEMBER 24, 2009
Many of us consider learning the act of acquiring new information. The fact is, learning happens every moment of our lives. It isn’t just about assimilating knowledge but recognizing the lesson in every experience, even the value in every message that each person shares with us, growing from it and moving onto a more productive path. While we draw into our life that which we need to learn, we often resist the lessons in front of us, since we may associate “learning the lesson”
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
BrainShark
NOVEMBER 23, 2009
As a follow up to a prior feature on United Healthcare's post, 2009 H1N1 Flu (Swine Fl
The Ultimate Sales Executive Resource
NOVEMBER 5, 2009
Over at construction management degrees Elizabeth Johnson has published a list of the Top 100 Blogs to Boost your Sales Skills. As this blog is included in this list (No. 60), I have invited her to write a guest article to give us some insights on what it takes to be successful as a Sales Managers for construction projects. A sales manager has various responsibilities, not the least of which involves being responsible for managing an entire team of sales representatives and others.
The ROI Guy
NOVEMBER 12, 2009
To coincide with the launch of Windows Azure Platform at Microsoft's PDC conference in Los Angeles, Alinean has been researching weather this new Cloud Computing platform from Microsoft can deliver tangible benefits and a solid return on investment (ROI). Interviewing several early adoptors of Windows Azure worldwide revealed not surprisingly that the Windows Azure Platform can help organizations reduce capital investment requirements, and drive operational cost savings in managing and supportin
Sales Gravy
NOVEMBER 17, 2009
Millions are spent on advertising and marketing yet some companies don't realize that most sales transactions of any size result from human contact. While the first company avoided the cost of answering their phones, the second got my business.
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
Green Lead's B2B
NOVEMBER 4, 2009
Today's B2B University, sponsored by Silverpop, was a great turnout. My estimate was 150 or so. Great networking and information sharing. Glad to have met everyone I met. If we didn't meet but you wanted to.shoot me a message. During the session (despite the wireless being up and down all afternoon) I collected what I thought were the top 20 tweets from the crowd: Chris_Snell : Rnd.2 Mike @damphoux (sorry!
Keith Rosen
NOVEMBER 12, 2009
Landslide.com recently recorded a video for a series with the theme: “Respect sales.” The idea is to show how sometimes people think salespeople have it easy – they get to travel, play golf, go on dinner outings etc. but the reality is far different. So, what actually happens when a salesperson takes a prospect out on the golf course?
BrainShark
NOVEMBER 19, 2009
By now we've all heard the adage that "Content is King", but at Brainshark we know that engaging, impactful DELIVERY of content is the true power behind the throne.
The Ultimate Sales Executive Resource
NOVEMBER 3, 2009
So many people start a business, buy a franchise or an existing business with no previous sales experience. Add to that the fact that they don’t realize they’ll have to sell and you have a situation where they struggle to succeed. Lemonade Stand Simple, Accelerate Your Business Growth by business development coach Diane Helbig is a straightforward, common sense guide through the sales process.
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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.
The ROI Guy
NOVEMBER 12, 2009
According to the latest Enterprise IT Services Survey by Forrester Research, buyers of IT services are taking a variety of measures to get more value for the money spent on IT services. The survey of more than 900 IT executives and technology decision makers in North America and Europe reveals that unlike the last recession where most IT services irms experienced growth, most respondents indicated that they will be spending less with consultants and managed service providers, and that pressure t
Sales Gravy
NOVEMBER 17, 2009
Whether in a face-to-face meeting or over the phone, the salesperson must take the time to engage the customer early on. The key with the early questions is to not blatantly ask, What other products or services would you be interested in?
Green Lead's B2B
NOVEMBER 29, 2009
I recently was asked to participate in Ambal Balakrishnan's ( @ambal ) ebook, to be published at year'd end and then available from her blog, Connect the Docs. She asked a bunch of B2B marketing experts for their predictions for 2010. Being one of those tweeps who always barks by mid-January that "if I see one more predictions blog article, I'll puke," I chuckled as I sat down to write.
Keith Rosen
NOVEMBER 10, 2009
Follow me on Twitter here. “Should I be tweeting, Keith?” This question comes up more and more when speaking with clients. Since there are several factors to consider when answering this, my response to this question are additional exploratory questions that guide a conversation to help individuals and companies determine whether it makes sense for them to become part of the Twitter universe or, twitterverse, which according to the urban dictionary is defined as, “The cyberspac
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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.
BrainShark
NOVEMBER 17, 2009
Ok. Tooting the Brainshark horn for just a moment rather than our valuable expert community.
SalesGrail
NOVEMBER 29, 2009
Sales presentation skills are often confused with polished sales techniques that highlight the features and benefits of a product. While a polished approach is nice, a simple approach is better. No matter how many features, benefits, statistics, and numbers you present to a client, few will actually stick. There’s an easier way. Recently I was [.].
BrainShark
NOVEMBER 15, 2009
We're geared up to deliver a great product release on Saturday November 21. With new features making it easy to personalize content and manage communication preferences, we're certain you'll find something you need!
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