HeavyHitter Sales
APRIL 16, 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
APRIL 28, 2009
“I know how to interview. I’ve been doing it for years.” I hear this from practically every manager or HR executive I’ve ever had the privilege of coaching or training. And today, when speaking to one of my favorite clients, a VP of HR, this statement was echoed once again. And it’s not like these managers or those responsible for making a hiring decision are doing it all wrong.
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Sales Gravy
APRIL 30, 2009
Before you can enroll someone in purchasing the desired state/benefits you can deliver on, there has to be enough pain or discomfort in their present state that would motivate them enough to take action and want to make a change.
The Ultimate Sales Executive Resource
APRIL 23, 2009
in this down economy. On April 30, 2009, I will hold a webinar over at the Top Sales Experts entitled “Where is your revenue Growth to come from?”. Having lived almost an equal amount of years in the corporate strategy sphere as I live now in the Sales Consulting, Teaching and Coaching world, I have helped many Sales Executives and Managers to get more clarity on their Sales Growth Strategies.
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.
Sales Training Advice
APRIL 12, 2009
Master sales people understand that we sell different levels of products and services, and they regularly talk with customers about their needs that go beyond just product and price. “We need two cases of widgets.” Here’s how the average salesperson responds to that request. “I have them in stock. It’ll be $300 each case.” Ah, but the superstars have a different approach. “OK.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SalesGrail
APRIL 28, 2009
Here’s a sales tip that will help you respond better to the all-too-familiar question - can I get a discount? The natural response may be to inquire as to the buyer’s price expectations (e.g., what did you have in mind or what price works for you?) The reality is that if you want to keep control of [.].
Keith Rosen
APRIL 17, 2009
Concerned about how to find new and profitable prospects to develop and maintain your customer base? Then stop stressing over how to do it and attend this live, 60-minute Audio Conference that I’m delivering in two weeks and learn how to cold call and prospect like a sales champion. Below are the details. TITLE : Win More Prospects Today: Dramatically Increase Your Selling Opportunities to Boost Your Sales.
Sales Gravy
APRIL 30, 2009
If you sell in the same manner as you buy, you are instilling your beliefs onto the other people. Since every persons beliefs and buying habits are different, every prospect processes information differently.
The Ultimate Sales Executive Resource
APRIL 16, 2009
Yes, but not in the form we know and practice selling today. This is one of my takeaways from the round table discussion between Nigel Edelshain, Jonathan Farrington, Jill Konrath, Linda Richardson and Dave Stein over at the Top Sales Experts. Especially “order takers” and 'glib talkers” will have a bleak future according to Jonathan Farrington. Intelligent strategic orchestrators and business advisors looking to develop long term allies however will have a bright future according to him.
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Keith Rosen
APRIL 10, 2009
Important webinar below for any business owner, executive and sales manager who’s top priority is to retain customers and bring in more business and more sales today. The Sales Leadership Imperative! Webinar for Sales Managers Who Need To Get Their Sales Team Selling More Today. DATE : Thursday, April 23, 2009. TIME : 1:00 PM - 1:45 PM Eastern Standard Time.
Keith Rosen
APRIL 6, 2009
Top 10 Biggest Recession Winners. IBIS World Announces Industries To Perform Best in 2009. The recession is crippling businesses across the nation, but several industries will remain unscathed by the current economic strife, according to recent Recession Updates published by industry research firm IBIS World. As one of the nation’s most respected independent publishers of business intelligence research reports, IBIS World today announced the top 10 industries expected to have the largest r
Sales Gravy
APRIL 26, 2009
To me, the professor's question should have been met with a roomful of raised arms. The obvious truth is that most college students are immoral at least some of the time.
Sales Gravy
APRIL 26, 2009
We lived on eastern Long Island - an area known for duck farms (thus, the manure) and potatoes. We lived about a mile from a small potato farm. One day my Dad arrived home with several burlap sacks and commanded his workers to the car.
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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.
Sales Gravy
APRIL 23, 2009
One of my clients analyzed their sales figures and discovered that more than 80 percent of their revenues were generated by fewer than 20 percent of their customers.
The Ultimate Sales Executive Resource
APRIL 10, 2009
Dave Stein published a report on this question, warning that the importance of social media in B2B selling situations should not be over-hyped. According to this report, good use of methodologies and CRM systems are still more important for successful B2B selling. You can imagine, that this conclusion did not sit well with the social media fans. They used the tools they believe in (e.g. twitter and blogs) to make their opposition to be known loud and clear.
Sales Gravy
APRIL 8, 2009
Avoid using the phrase, "I'd like you to meet." If you say, "Ms. Senior Person, I'd like you to meet Ms. Junior Person", you have actually reversed the order and you have introduced the more important person to the less important person.
Sales Gravy
APRIL 8, 2009
The same overall rules apply to women's work attire as apply to men's. Business clothing is not a reflection of the latest fashion trend. A woman should be noticed for who she is and her professional skills rather than for what she wears.
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Sales Gravy
APRIL 6, 2009
In business you always introduce less important people to more important people. The way to do this is to say the name of the more important person first, followed by the words "I'd like to introduce." and then give the other person's name.
The Ultimate Sales Executive Resource
APRIL 2, 2009
for the popularity of your blog? The short answer from recent own experience is: I could not find any evidence. I have neglected my blog recently and not published a new post for more than a month. I just did not have the bandwidth because of customer work and the time it took writing an Executive Briefing Paper on Sales 2.0. I probably also suffered somewhat from writer's block.
SalesGrail
APRIL 25, 2009
While we can list hundreds of sales techniques, unless you have the willingness and drive to learn and challenge yourself – they won’t mean much. In short, it’s up to you! The brief video below has been described as “THE BEST EVER,” “AWESOME,” “INCREDIBLE, POWERFUL, MOVING” It’s been around for awhile now, but always worth [.].
SalesGrail
APRIL 22, 2009
So you are ¾ of the way through the month and not even at 50% of your sales quota. What do you do? Let’s start with what you don’t do. It’s the most basic principal of sales training which so many sales people forget - don’t give up. Part of your job as a sales person, [.].
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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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