Sales and Marketing Management
DECEMBER 8, 2011
By BILL ROSENTHAL. You just got word that a customer’s angry. The shipment was late or there’s a pricing error on the invoice. Or maybe there’s a quality glitch. Whatever the problem, you have to apologize.
The Sales Heretic
DECEMBER 22, 2011
Just in time for the holidays, the United Nations has voted in favor of a major human rights initiative—to ban the manufacture, distribution and sale of fruitcake. “Those who question the value of the United Nations need look no further than this action to see the critical role it can play in bringing diverse countries together [.].
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MTD Sales Training
DECEMBER 19, 2011
You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. However, does such a rule or concept still have merit, especially in dealing with today’s modern and educated buyer? Since today’s prospect has instant access to a ton of information about what you sell before you even show up, and they are so short on time; does it still make sense t
The Sales Hunter
DECEMBER 6, 2011
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.
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
No More Cold Calling
DECEMBER 8, 2011
Solid, smart sales are focused on our clients’ pain points, not on the tech demo. Why is it the one of the first things we hear from a software salesperson is “I’d love to give you a demo”? Of course you would. You want to show me your cool technology with all the bells and whistles. Bells and Whistles and Disinterest. You haven’t even taken the time or shown interest in my business challenges.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Bernadette McClelland
DECEMBER 11, 2011
'The Sales Flavoured Hero’s Journey. All of us – whether we are in the top echelon of corporate , manage a business unit or sell within a business , all of us, without exception, are on our own Hero’s Journey as we become genuine trusted advisors. The Hero’s Journey is a clear structure you would recognise from blockbuster epics that include The Matrix, The Wizard of Oz and Star Wars where the hero leaves their ordinary world, gets called to a new world, is tested, sl
The Sales Heretic
DECEMBER 14, 2011
In sales training, we often spend a lot of time discussing what prospects and customers want. However, there are a lot of things that buyers don’t want, and being aware of these can be equally important to your sales. Because the things buyers don’t want are what keep them from buying, or at least buying from [.].
MTD Sales Training
DECEMBER 20, 2011
Techy Tuesdays takes the reins of the MTD Sales Blog once again this week as we steer you towards a brighter future in the online world. Last week I showed you some great uses of the LinkedIn Answers platform when looking to test your marketing strategies and generate ideas for new content, and this week I thought I’d give you some top tips for creating a successful LinkedIn Company Page.
The Sales Hunter
DECEMBER 3, 2011
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.
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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.
Sales and Marketing Management
DECEMBER 2, 2011
By JOHN GOLDEN. While most sales organizations subscribe to the concept of being buyer-focused, particularly in the complex sale, it has always been accompanied by the belief that a seller can bring value to a customer at many different junctures during a sales cycle, which in turn relies on the salesperson gaining access to the buyer at these various junctures.
The Pipeline
DECEMBER 16, 2011
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.
Bernadette McClelland
DECEMBER 3, 2011
'Do You Have the Weight of Your Words on Your Shoulder? Some words are plain heavy and other words are literally light. All words have poundage especially when you become aware that the words you use are what you will, in reality, experience. Sound a bit ‘out there?’ Not really. For example, if you were to continually refer to yourself, let’s say for argument’s sake, as desperate – “I’m desperate to get some business”, then you will experience R
No More Cold Calling
DECEMBER 15, 2011
In an era of wrecked public faith in business and economic stability, salespeople need to deliver on trustworthiness every single day. How many times have you heard the phrase, “Trust me.”? Uh, huh. Sure. Some people engender trust immediately. Most don’t. Those who do have a special way about them: they exude self-confidence, and they connect and contribute.
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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.
MTD Sales Training
DECEMBER 22, 2011
Failing to Ask For the Sale. A problem that many sales people have is that they do not properly ask for the order. They do not clearly ask the prospect to make a decision. Now before you say, “Oh, I don’t have that problem…” you may want to read on. Below are three ways of NOT asking for the sale, followed by three ways of really asking for the sale.
The Sales Hunter
DECEMBER 2, 2011
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.
Sales and Marketing Management
DECEMBER 16, 2011
By GRANDE LUM. Many managers think their sales teams need help building their negotiation skills but can’t articulate why. Most salespeople possess some level of intuitive negotiating skills, but many lack the discipline necessary to simultaneously sell and negotiate. The result can be less value for the company and bonus dollars for them.
The Pipeline
DECEMBER 12, 2011
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.
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.
Jeffrey Gitomer
DECEMBER 9, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Will Next Year Be THE Year Of Rebound? Gitomer | December 9, 2011 | Leave a Comment. Tweet Share The days of waiting to see what will happen, waiting to see when things will return to “normal,” and waiting for a sure sign of recovery are over. You cannot afford to wait any longer.
No More Cold Calling
DECEMBER 29, 2011
Giving thanks for taking the time to connect—the old-fashioned way. I know it’s PC to be green. We all want to protect our environment, and a decrease in paper consumption is always a good thing. But I’ll be honest: I do love receiving a paper card in my real-life mailbox. Life Is High Touch. Thank you for all of your heartfelt holiday messages. Special thanks to those of you who took the time to buy a card, write your message in the card, stamp the card, and mail it.
MTD Sales Training
DECEMBER 28, 2011
In the recent post, “Are You Really Asking For The Order?” I talked about how many sales people suffer with using weak, fearful closes that do not actually ask for the order. A few of them are: 1. Waiting for the prospect to take the initiative and ask for the sale. 2. Asking the prospect what they think. 3. Using some inducement with the hopes the prospect will initiate the sale.
The Sales Hunter
DECEMBER 27, 2011
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.
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!
Sales 2.0
DECEMBER 29, 2011
From my research and analysis of thousands of prospecting calls, I’ve found the three biggest factors that super-charge your chances of getting into a busy prospect’s office are: Prospect profile: who to call. Triggers events: when to call. Relationships: how to use your relationships to get in by referral or affinity. But at the end of the day if I had to take only one of these to a desert island, I would take relationships.
The Pipeline
DECEMBER 19, 2011
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.
Jeffrey Gitomer
DECEMBER 30, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Is it what’s WRONG with these kids? or what’s RIGHT with these kids? Gitomer | December 30, 2011 | Leave a Comment. Tweet Share Kids! I don’t know what’s wrong with these kids today! Kids! Who can understand anything they say? Kids! They a disobedient, disrespectful oafs!
Steven Rosen
DECEMBER 15, 2011
Once upon a time, all sales managers were sales people. Most sales reps are type “A” personalities; they are driven and competitive. These are good solid traits that will help them succeed in the field. So it’s not surprising that when I sit down with sales managers to discuss their goals for the next year, one of the most common themes is to be the #1 region/area in the country.
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.
MTD Sales Training
DECEMBER 13, 2011
Introducing Techy Tuesdays! Every Tuesday from now on I will be taking over the MTD Sales Training blog with a quick fix of interesting and innovative updates from the technological world which will help you to generate real leads and boost your sales pipeline. For those who don’t already know, I’m Louise, Sean’s Marketing Manager, and I am really looking forward to bringing you some top tips on how to prospect, network and engage with your clients via the digital world.
The Sales Hunter
DECEMBER 27, 2011
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.
Sales and Marketing Management
DECEMBER 23, 2011
By GRANDE LUM. Many managers think their sales team needs help building negotiation skills but they can’t articulate why. In this second part of a two-part article, Grande Lum, the founder of the sales consulting firm Accordence, summarizes the final four factors (out of a total of nine) that can help sales managers determine if and where negotiation improvements can be made.
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