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?
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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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.
BrainShark
SEPTEMBER 9, 2009
ot taking advantage of Brainshark's completion criteria? Why not?!
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.
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The ROI Guy
SEPTEMBER 14, 2009
Biz Tech Magazine profiled five technologies which could help provide quick payback and significant ROI. [link] To help demonstrate the value of one of these, datacenter virtualization, the magazine featured two ROI tools from Alinean. Their advice, IT decision makers don’t have to crunch the numbers on their own and can use ROI / TCO calculators from Alinean to help produce credible business cases.
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
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.
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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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.
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? Youre delivering your content and next thing you know, youre at a total loss for what to say next.
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.
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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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.
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.
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 [.].
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.
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?
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.
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
SalesGrail
SEPTEMBER 25, 2009
In sales, email is a powerful tool that can open doors or get them slammed shut in your face – metaphorically speaking. Written correctly, your conversion rates will skyrocket. Written poorly, you’ll fumble along wondering why no one responds to you or why they don’t respond the way you want. There are several sales techniques [.].
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Sales Gravy
SEPTEMBER 25, 2009
People want to know that you are passionate about your vision. If you arent passionate about it, then why should they be? Your vision must be passionately compelling.
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.
Sales Gravy
SEPTEMBER 23, 2009
Im a passionate believer in alternate ways of prospecting, especially when youve got a big region youre attempting to cover and youre strapped with a large number to sell.
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 youll 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 dont have to build a strong connection with them while presenting.
Sales Gravy
SEPTEMBER 23, 2009
Well I dont know about you, but for a Top producer, chasing and following up with 20 non-buyers is too demoralizing to go through.
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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