The Sales Heretic
MARCH 28, 2012
When it comes to making a buying decision, prospects have a lot on their minds. Whether they’re consumers or business buyers, they have a lot of fears, concerns and doubts. And as long as those uncertainties remain unresolved, they’re going to be hesitant to buy. The challenge is, prospects don’t always voice their fears and doubts. [.].
MTD Sales Training
MARCH 8, 2012
While setting appointments on the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available to the astute sales person. However, in most sales processes, cold or warm, you still have to make a call.
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Steven Rosen
MARCH 23, 2012
Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers can make all types of blunders. Do You Want To Increase Sales Performance? Transforming your sales managers from good to great coaches can have a dramatic impact on sales.
No More Cold Calling
MARCH 29, 2012
T echnology is helpful, but the personal delivers. Here’s how not to use LinkedIn for your business-development. LinkedIn is a terrific sales tool. We learn about a prospect’s current business, where they used to work, where they went to school, their interests, travels, and how we’re connected. Leverage Your Business Development. LinkedIn is one way to connect, and selling is about connections.
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 Pipeline
MARCH 19, 2012
While we talk about “a sales cycle”, but the reality is that a sales person could in fact have multiple cycles unfolding at the same time, all different in length. Based on your offering there could be different elements that come into play, different product lines, software vs. professional services, as an example. On the other hand, the zone ( active, passive or status quo ), the buyer has a direct influence on the length of the sales cycle as well; those actively engaged in the ma
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The Sales Heretic
MARCH 20, 2012
By guest blogger Mary Kelly, Ph.D. By better managing your time, you can free up 30 minutes every day while increasing your productivity at work, working more effectively, and decreasing your stress level. Being Busy Doesn’t Mean You Are Being Effective You may be busy, but are you really getting work done? Are you effective? Are you accomplishing? [.].
MTD Sales Training
MARCH 19, 2012
As a sales manager, director or otherwise, frontline supervisor of a sales team, you have many challenges. Motivating the crew to do their best is usually the primary goal and the area where most sales managers spend their time. However, in motivating the team, it is easy to overlook the individual sales person. After a [.
Steven Rosen
MARCH 29, 2012
In 2004 the Harvard Business Review, reported that Executive Coaching is a $1 billion industry. In certain countries as much as 88% of Companies use coaching. A few years later, it seems that it’s not slowing down any time soon. So what’s driving this growth? Results. Plain and simple. The case for executive coaching is that it’s working.
No More Cold Calling
MARCH 8, 2012
In an era powered by technology, connecting with the person still matters. Perhaps you remember Edward R. Murrow and the show, “ Person to Person ”. The Private Lives of Public People. Beginning in 1953, the Person to Person program developed out of “Edward R. Murrow’s belief that human beings are innately curious. That curiosity was intense regarding the private lives of public people, or visiting the extraordinary in the most ordinary environment—the home.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Sales and Marketing Management
MARCH 3, 2012
Meetings as a business tool get a bad rap, and it’s often a manager’s fault. When meetings become routine, participants stop preparing for them and they become lifeless and ineffective. But meetings matter because most relationship building and decision making still gets conducted face to face.
The Sales Hunter
MARCH 2, 2012
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
The Sales Heretic
MARCH 7, 2012
Do you wonder whether you’re charging enough? Are you afraid you’re charging too much? Are you reluctant to raise your prices but quick to offer a discount? If so, you’re like most people. You want to charge a fair price for your products and services. But just how much profit is fair?! Listen to my appearance on [.].
MTD Sales Training
MARCH 7, 2012
Invariably, as a professional sales person, you will run across that prospective customer who is only concerned with the price. I am talking about that buyer who can only see how much the product or service costs and nothing else, including quality, service, longevity, reputation, or even the value of YOU. This prospect usually leaves you with only two options: 1.
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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.
Steven Rosen
MARCH 26, 2012
Sales leaders need to remember that they too, must regularly upgrade their leadership skills. There are two critical areas that will help you pump up your leadership quotient. The most effective ways are by networking with a peer who faces similar challenges and utilising an executive coach. As a former sales executive I always understood the importance of investing in my own development and the advantages of networking, and yet I always found myself too busy to do either.
No More Cold Calling
MARCH 1, 2012
Juggling many activities decreases your productivity by 25 percent. I slip into multitask mode when I know I shouldn’t. I check email when I’m on a call, should be writing, on my phone (not, of course, while I’m driving). Are you a multitasking culprit? . Tony Schwartz, president and CEO of The Energy Project, wrote a great blog in the Harvard Business Review’s HBR Blog Network: Four Destructive Myths Most Companies Still Live By.
Bernadette McClelland
MARCH 25, 2012
'Sales People And The Law of Consistency. As mentioned, the law of consistency states that the strongest force in the human personality is the need to remain consistent with how we define ourselves. It doesn’t matter what mask we put on to the outside world, it will never be our true identity until we believe it. Until we embody it so that it becomes part of us on all levels seamlessly and effortlessly.
The Pipeline
MARCH 5, 2012
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
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MTD Sales Training
MARCH 9, 2012
We have all heard the phrases; an order taker or a sales person. However, what does that mean and what is the difference between the two? Take a look at this analogy… The Eagle and the Vulture The difference between a professional sales person and an order taker is similar to the difference between a [.
Steven Rosen
MARCH 24, 2012
The new trend in executive development is coaching. Why? “ Executive Coaching is the fastest growing phenomenon today” So what is Executive Coaching? Executive coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Executive coaches lead their clients towards the fulfillment of specific professional goals.
Understanding the Sales Force
MARCH 5, 2012
Understanding the Sales Force by Dave Kurlan He has been a client of Objective Management Group (OMG) for over 20 years. He had a license to use OMG's Sales Candidate Assessments and, as most clients do, had renewed it each year. When we met for breakfast recently, he told me that he had a new VP of Sales and would not be renewing his license this year.
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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.
Jeffrey Gitomer
MARCH 7, 2012
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Make More Sales By Avoiding These Common Blunders. Gitomer | March 7, 2012 | Leave a Comment. Tweet Share I’m about to share common mistakes that salespeople make. You make them, too. I am listing as many as possible so you can pick out the ones that apply to you specifically.
The Pipeline
MARCH 2, 2012
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
The Sales Hunter
MARCH 31, 2012
Where are you getting your prospecting sales leads? And are you concerned about quantity or quality? Too many salespeople seem to believe in simply getting as many leads as possible. This might be true if you sell a low-cost, frequently-purchased good or service. The reality is most salespeople do not sell in this arena. I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity.
MTD Sales Training
MARCH 23, 2012
“I want to think about…” may be the most popular objection in the world, and still causes many sales people a lot of grief and substantial income. The reason behind the objection is usually that the sales interaction did not successfully inspire a sense of urgency in the prospect. As I have said before, you [.
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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.
Sales 2.0
MARCH 4, 2012
I keep reading this one: “buyers complete 75% of their sales cycle on the web before ever talking to a sales person” But just over the last few weeks of selling for our Internet start up I’ve found several examples where taking this data is best ignored. I’ve been on a wide-ranging mission to get into new accounts – most of them in the Fortune 1000.
Understanding the Sales Force
MARCH 2, 2012
Understanding the Sales Force by Dave Kurlan Someone over at Focus.com posted the question, "Are you already behind on your 2012 sales goals?". One responses was another question, " What are some different ways you keep morale high when the team is behind on goals?". I responded to this question with the following answer: "I don't expect many to agree with this answer and my opinion can't be changed.
No More Cold Calling
MARCH 8, 2012
Watch Joanne’s interview with Kevin Gaither, CEO and Founder of Inside Sales Recruiting.
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