HeavyHitter Sales

SEPTEMBER 29, 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?

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Penetration Jigsaw Webinar Metrics Decision Maker 60

Keith Rosen

SEPTEMBER 1, 2009

In my last blog and podcast, I need to rethink a critical caveat to the last bullet in the blog which was: How a manager can assess whether or not a person is, in fact coachable and when their coaching simply may not work. Ahh, the ongoing joy of lifelong learning! That is, the more I train and coach, the more I learn. And one powerful insight has surfaced, especially as I continue to deliver more international training.

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Coaching How To Training Compensation 59

Markempa - Inside Sales

SEPTEMBER 25, 2009

I was surprised to find out that my 14-year-old daughter searched YouTube for any mention of her dear old dad. She stumbled across a video that included a recent mention of my book, Lead Generation for the Complex Sale. (Isn’t it just amazing how easy it is in today’s world for our children to get the goods on their parents?) The video turned out to be pretty interesting.

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Cold Calling Lead Generation Fashion Demand Generation 52

Paul Cherry's Top Sales Techniques

SEPTEMBER 25, 2009

More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

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Strategy Nonprofit Guarantee Pharmaceuticals 45

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Trends

Sales Gravy

SEPTEMBER 30, 2009

One simple phrase can strike fear into the hearts and minds of professionals around the world: “Public Speaking.” Imagine you just found out that you have to deliver a presentation to a group of managers.

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Groups 40

BrainShark

SEPTEMBER 9, 2009

ot taking advantage of Brainshark's completion criteria? Why not?!

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Keith Rosen

SEPTEMBER 22, 2009

First, I want to thank all the partners who supported this book event. Your support is deeply appreciated. The good news, Coaching Salespeople Into Champions sells out on Amazon & breaks a new sales record, becoming the #1 Best Selling Sales Management Book last week. The bad news, they sold out of stock. The good news, the book supply has since been replenished and as such, I wanted to extend this book event for another 72 Hours to those people who wanted to order the book but emailed me a

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Coaching Sales Talent Motivation Sales Coaching 48

Markempa - Inside Sales

SEPTEMBER 10, 2009

Need to improve your teleprospecting efforts? Check out my guest post for ZoomInfo, a blog that offers advice on all aspects of sales and marketing. The site features industry news, analysis, and surveys. And, from time to time they let folks like me put in my two cents worth. I was happy to contribute with “7 prospecting rules that produce leads.” I agreed to contribute to ZoomInfo with this topic because I believe very strongly in the power of the phone.

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Lead Scoring Lead Rank Leads Marketing Qualified Lead 52

Paul Cherry's Top Sales Techniques

SEPTEMBER 17, 2009

More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

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Guarantee Strategy Pharmaceuticals Networking 40

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Sales Management

Sales Gravy

SEPTEMBER 30, 2009

Have you ever been in the middle of a presentation when all of a sudden your mind goes completely blank? You’re delivering your content and next thing you know, you’re at a total loss for what to say next.

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The ROI Guy

SEPTEMBER 1, 2009

This week I have the pleasure of being in San Fransisco to launch an update to our already popular ROI / TCO tool for VMware. Proving the value of virtualization remains extremely important in order to get more of the datacenter virtualized, and prove the value of new projects such as virtualizing desktops. VMware continues their best practices in providing customers with credible / conservative return on investment analysis of virtualization with the new VMware ROI / Tool developed by Alinean.

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ROI Tools Analysis Research 40

SalesGrail

SEPTEMBER 20, 2009

Lately, we’ve been talking a lot about sales presentation skills. This is a great topic and an area where we sales people can always improve. While we often think of PowerPoint and “decks”, or presenting in front of a group of prospects, sometimes the most basic tools get overlooked. Your main method of communication to [.].

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Closing Groups Sales Tools 24

Keith Rosen

SEPTEMBER 16, 2009

72 HOUR EVENT : To win more sales today, you need to play by the new rules. Click Here To Learn More About This Book and Special Event. Maria was a new sales manager hired by Media Pros, Inc., a sports management consulting firm. She was recently introduced to the coaching model at a seminar for senior managers in her company. Maria went back to her team pumped up and ready to begin implementing some of the coaching methods.

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Green Lead's B2B

SEPTEMBER 30, 2009

This past week was the first in a series of two great conferences, the MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco. Next week, Oct. 5 and 6, will be the Boston summit. Find me there and say hello. We published the Top 20 tweets of each day of the conference here: MarketingSherpa Marketing Summit, Top 20 Posts from Day 1 MarketingSherpa Marketing Summit, Top 20 Posts from Day 2.

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Social Media Lead Gen Lead Scoring Lead Rank 20

LeveragePoint

SEPTEMBER 22, 2009

Software-as-a-Service (SaaS) and more generally cloud computing are now widely accepted as a perfectly viable IT strategy for large and small enterprises alike. There are even services companies focused on accelerating the adoption of cloud computing, such as Appirio. The implicit assumption is that SaaS delivers a compelling value proposition. In this post, we illustrate a value model for a particular SaaS solution, LeveragePoint for Value Management.

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Lead Rank Lead Scoring Collateral Margin 20

Sales Gravy

SEPTEMBER 30, 2009

Since leaving the industry, I have learned that having a well established professional network of executives was critical to building my business and a great way to ensure career security.

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HeavyHitter Sales

SEPTEMBER 1, 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?

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Health Care Penetration Decision Maker Government 68

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Hiring

SalesGrail

SEPTEMBER 15, 2009

I was on a sales call the other day and within two minutes of describing the benefits of my company’s services, the client turned me down flat. I was tempted to cut my losses and move on, but a very important thing happened – my prospect kept talking. There are lots of telephone sales tips [.].

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Conversion Benefit Sales Prospecting 22

Keith Rosen

SEPTEMBER 14, 2009

72 HOUR BOOK EVENT ! Click here for more information and start winning more sales today. There are three areas in which managers constantly struggle. The first is deciding who to hire and where to find good talent. The second is deciding who to coach, how to coach and who to support when performance has dipped and the third is determining who to let go and when to do it.

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Hiring Coaching Resources Consumer 48

Green Lead's B2B

SEPTEMBER 23, 2009

RoyHP : Collaborate with Data Analysts: 4 Strategies to Improve Relationships with IT [link] MarketingSherpa. mvolpe : "design your website first for search engines" use the free tool [link] to check how you are doing #sherpab2b09. NetSuite_Mei : Focus on providing valuable content on your website to drive traffic #sherpab2b09. mvolpe : I agree!! "you can make your website as pretty as you want, but if search engines don't list you, no one finds it" #sherpab2b09. ajdun : Jaren Green: "Not everyo

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Lead Scoring Lead Rank Top of Funnel Marketing 20

Sales Gravy

SEPTEMBER 25, 2009

It's been said that a recession is a reallocation of money from the scared to the bold. The reaction of many people to a crisis is to hunker down, play defense, and protect what they've got. They're scared.

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Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

Sales Gravy

SEPTEMBER 23, 2009

I’m a passionate believer in alternate ways of prospecting, especially when you’ve got a big region you’re attempting to cover and you’re strapped with a large number to sell.

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Cold Calling Prospecting Leads Marketing Qualified Lead 40

Sales Gravy

SEPTEMBER 23, 2009

As the economic downturn continues, so do budget cuts and time constraints. In situations like this, it is always difficult to get new recommendations approved. Chances are you’ll have to pitch your recommendation to someone who is pinching pennies.

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Sales Gravy

SEPTEMBER 23, 2009

You may assume that because the information you deliver is routine, or because you work with the people in your audience, that you don’t have to build a strong connection with them while presenting.

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Sales Gravy

SEPTEMBER 18, 2009

The truth is that financial presentations can be exciting and eye-opening if you prepare your content correctly. When you use the following tools for presenting financial information, you make it easy for people to leave your meeting saying, “Wow.

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Tools Meeting 40

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

Sales Gravy

SEPTEMBER 15, 2009

You have to figure out how each prospective buyer prefers to be approached…Do they want to skip the small-talk and get right into the details? Or, do they want to “shoot the breeze” a while first? Are they assertive or passive?

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Sales Gravy

SEPTEMBER 15, 2009

I was among fifty unsuspecting passengers who boarded a small commuter plane bound for Cincinnati where many of us had connecting flights. We had one of those infamous "on time" departures.

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Sales Gravy

SEPTEMBER 9, 2009

When I conduct workshops on building a sales metric management system, the first metric that the group usually mentions for inclusion is revenue. Revenue is not a metric. It is a result. There is nothing that sales managers can do to address revenue.

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