HeavyHitter Sales
AUGUST 6, 2008
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?
Sales Gravy
AUGUST 31, 2008
Todays selling professional requires techniques that help to accentuate and differentiate from others. In a business culture where social networks proliferate the only true network is that built between a client and business professional.
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The Ultimate Sales Executive Resource
AUGUST 30, 2008
when they keep opportunities in their pipeline even if there is little chance that they will ever win them or, even worse, they will never end up as a deal because the customer has no intention to buy in the first place. The observation made by CSO Insights in their SPO Report 2008 about the mediocre forecast accuracy is a flagrant proof of this behavior.
HeavyHitter Sales
AUGUST 19, 2008
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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Sales Gravy
AUGUST 31, 2008
The most vital idea to comprehend about negotiation is its definition. Negotiation is nothing more than an exchange of ideas and values between two or more parties with different interests.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Gravy
AUGUST 30, 2008
Top producers don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity.
Sales Gravy
AUGUST 30, 2008
If the caller feels you are mindlessly working through list of questions without fully paying attention to them or that the questions are for your benefit rather than theirs, you'll lose rapport and credibility.
Sales Gravy
AUGUST 30, 2008
I think it is both healthy and wise for every person to take time out regularly to examine their habits of thought.
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
The Ultimate Sales Executive Resource
AUGUST 28, 2008
Is the method Taiichi Ohno, the pioneer of Toyota's production systems recommended to get to the root cause of a problem. My idea was that this principle could also serve well in sales. Here is an example how it could be used to find out whether there is an opportunity and if it is real and worth while winning. I am aware that good sales people know the power of questioning instead of providing the potential buyer with a laundry list of features and benefits.
The Ultimate Sales Executive Resource
AUGUST 27, 2008
Why do I bother you with a seemingly philosophical question at a time where things get tough and you need to stretch yourself more than ever to make your numbers? Because it is about your people. Your most valuable assets. It is through them that you will get the results. But in tough business conditions managers tend to focus on the results and put people second.
The Ultimate Sales Executive Resource
AUGUST 24, 2008
Wait a minute. The first conference on Sales 2.0 was held less than a year ago in San Fransisco and we are still trying to understand what it is all about. Admitted, the world is moving fast these days, but so fast that, speaking in software terms, we would have had a major release and point releases in just about 10 months? I do not suggest that we have moved that fast.
Sales Gravy
AUGUST 24, 2008
A prospect will call in and start asking questions, and suddenly you've lost all control of the call, you're completely at the mercy of the prospect, and after about 5 minutes, they've drained you of all the information they need and they then leave
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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 Gravy
AUGUST 24, 2008
Success doesnt just happen; it is a culmination of expectations, planning and actions.
Sales Gravy
AUGUST 16, 2008
Greatness, like, many objectives, is in the eye of the beholder. One simple test for greatness is how a company is experienced by its constituents its customers, its associates, its owners, and business partners.
Sales Gravy
AUGUST 16, 2008
A good sales meeting can be a powerful sales tool and can provide valuable training and information that helps everyone perform better.
Sales Gravy
AUGUST 16, 2008
If you struggle with prospects, if they won't talk to you, hang up on you, berate you or otherwise abuse you, the approach you are using does not work. It's time to do something else and that something else is to circle around and go back to basics.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
The Ultimate Sales Executive Resource
AUGUST 15, 2008
In their book “Spitzenleistungen im Vertrieb” (Excellence in Sales). Holger Dannenberg and Dirk Zupancic are telling us that according to a sales excellence study - carried out in 14 countries with 747 companies responding- almost twice as many companies ranked as top sales performers confirm that s ales aspects are integrated in their corporate strategy; compared to the companies considered the lowest sales performers among the responding companies Alignment of corporate and sales strategies se
Sales Gravy
AUGUST 15, 2008
When you recruit the right person you will find that they're self-motivated and eager to train.
Sales Gravy
AUGUST 15, 2008
Whats the first rule of human behavior? People buy from people they like. Help people like you, and your sales pipeline will overflow with opportunity.
Sales Gravy
AUGUST 15, 2008
You can change any business decision by revamping, revisiting, reworking - because anything that is important will be an on-going POLISHING PROCESS. ( Just as in the ring you are always adjusting your strategy.
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Sales Gravy
AUGUST 9, 2008
The morning you wake up with the inspiration to begin a job search is a little scary. There is the factor of the unknown. Yet, you pushed yourself outside of your comfort zone to open the doors to new opportunity.
Sales Gravy
AUGUST 9, 2008
When you find out what their needs are for the 4th quarter, do what you can to capture it in advance - reserve the best spots for them, write up a sample order for them, create a 'pre-order' sale for them - but do everything you can NOW to secure the
Sales Gravy
AUGUST 9, 2008
It takes persistence, hard work, and business savvy to get to decision makers. While this persistence can be aggravating for everyone involved, its work that must be done to make an honest introduction.
Sales Gravy
AUGUST 3, 2008
Our brains seem to have two voices - one that says "Yes, We Can!" and one that predicts doom. Of course, listening to the positive voice is important.
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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.
The Ultimate Sales Executive Resource
AUGUST 1, 2008
While reading “The Definitive Drucker” by Elizabeth Haas Edersheim. I was once again reminded of how advanced Drucker's thinking was and how relevant it is still today. You might remember his quote “ There will always, one can assume, be a need for some selling. But the aim of marketing is to make selling superfluous.”; actually not a very flattering statement for sales people.
The Ultimate Sales Executive Resource
AUGUST 7, 2008
How do I dare say this? I have read the results of Gallup's annual poll about the public opinion on honesty and ethical standards of people in various professions. Should you look at this poll for yourself, you might consider it as not very fair. The poll uses car salesmen as the stereotype representing the sales profession. I see it though rather as an indication of the challenge professional sales people are facing to fight this stereotype and getting through to the prospects or customers.
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