The Sales Heretic
MAY 16, 2012
I registered to attend an upcoming trade show, so naturally I’ve been deluged with postcards and letters from exhibitors beseeching me to visit their booth. Most of the messages have been along the lines of “Come learn all about our super-cool, revolutionary, state-of-the-art, game-changing, mega-awesome product or service.” News Flash: I don’t care about your product or [.].
MTD Sales Training
MAY 21, 2012
Successful sales management requires a plethora of skills, techniques, leadership abilities, motivational cleverness and teaching expertise. Indeed, to be a good sales manager you must do a lot of things right. However, to be unsuccessful in the role of leading a sales team, you need only do a few things wrong. Quick and to the point, here are three sales management DON’Ts you need to avoid. #1 – Fail to Recognise Work Ethic and Effort.
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The Pipeline
MAY 25, 2012
Many sales people, managers and sales leaders spend a lot of time and energy worrying about “buyers’ objections”; making this even a worse problem, is the fact that much of that time and energy is spent on trying to avoid “buyers’ objections” Realistically however, there is only one way to avoid objections, it works every time, with the only side effect being a lack of revenue; the secret is to stop interacting with the market.
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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.
Steven Rosen
MAY 20, 2012
Leadership is about giving your people both the direction and latitude to achieve the objective. Steven Rosen , Performance Coach.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
MAY 14, 2012
Technology connects us to the outside world, but what about connecting to the world right in front of us? Take a look around you. How many people are on their mobile phones talking, walking, reading, surfing, emailing, or texting? How many people are multitasking on their phones as they walk down the street, across the street, or driving. (Read, “ The Multitasking Myth: Are You a Culprit?
MTD Sales Training
MAY 24, 2012
Having the right mindset during the close is far more important than any super-sales technique, closing gimmick or pricing strategy. You can have all of the best words and closes, but if your potential commission is at the forefront of your thoughts, you are dead. Your Mind is on the Money. Once the prospect feels that your interest in the buying decision rest largely on the fact that you NEED the sale, it is all over.
The Pipeline
MAY 23, 2012
For maximum impact, sellers need to focus on changing and improving elements of their sale that they need to execute day in and day out. All too many sales people fixate on unimportant elements of their sales, costing them time, sales, and stress. Does not need to be that way, after all, you’ll need you health to spend your hard earned commissions.
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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
MAY 22, 2012
The Fearless Sales Leader . Success can be defined as achieving an objective or goal. In our industry, sales leaders are accountable for achieving the company’s sales objectives and sales objectives equal success. As part of their role, sales leaders set the direction, create the culture, hire, develop and retain top sales professionals all with the goal of creating an environment that facilitates success.
The Sales Heretic
MAY 30, 2012
PowerPoint is a terrific sales tool. But like any tool, it can be dangerous if misused. Used poorly, a PowerPoint presentation can damage your credibility, undermine prospects’ confidence in you and hurt your sales efforts. To prevent death by PowerPoint, avoid these common mistakes: 1. Unreadable Slides If your prospects can’t read your slides, they’re worthless.
Sales and Marketing Management
MAY 24, 2012
Issue Date: 2012-05-01. Author: By Dave Stein, CEO and Founder, ES Research Group, Inc. Teaser: It makes little sense to spend the time and money training and developing your sales team when the people in whom you are investing do not have the capability for sustainable improvement. It makes little sense to spend the time and money training and developing your sales team when the people in whom you are investing do not have the capability for sustainable improvement.
MTD Sales Training
MAY 11, 2012
How do you get prospects to return your calls? Of course, it seems impossible to get a return call from leaving a message on a cold call. However, sales people also have problems getting calls returned from warm calls, or referrals given by satisfied customers. So, what is it that you have to do in [.
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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.
The Pipeline
MAY 11, 2012
There a host of things you can focus on to master to improve your sales execution and results, but none more than the need to master time. We all start with 24 hours at the start of the day, and how we use it will determine our success more than anything else. I have never heard a sales person, no matter how good, tell me they have run out skills, but at one point they have all run out of time.
No More Cold Calling
MAY 10, 2012
Sometimes all it takes to seal the sales deal is a live conversation. Not email, not a text: a phone call. Email thread after email thread…and nothing gets settled. One Friday afternoon I decided to take action, pick up the phone, and call three people. All three had been emailing back and forth with me, and still there were loose ends. I reached all three.
The Sales Heretic
MAY 8, 2012
You asked someone to connect with you on LinkedIn and they agreed. Great! So… what do you do next? How do you begin to build a relationship virtually? Listen to my appearance on Breakthrough Business Strategies Radio with special guest host Stephanie Calahan. In this eight-minute segment, I share nine tactics you can use to turn LinkedIn connections into actual [.].
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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
MAY 7, 2012
I’ve been a part of many sales teams in my career, and over and over I’ve noticed five common afflictions that affect them, each of which reduces morale and sales performance. They can be found to some degree in most almost every organization. Smart management teams are aware of these afflictions and work to avoid their potentially destructive impact.
The Pipeline
MAY 14, 2012
One common objection sales people face when making prospecting calls, is when the potentially prospect says “now is not the right time” While timing is important, and understanding how specific triggers can help improve your timing, the fact remains that perfecting your timing will only help you in a very (very very) small way, in a very narrow part of you potential prospect segment.
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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.
No More Cold Calling
MAY 31, 2012
Your customers will tell you why. Just ask. Referrals are built on trusted relationships. Who better to refer you to a qualified prospect than your current clients who have received a measurable ROI from your offering? My take: Your current clients are your #1 untapped source of referrals. No other business-development strategy delivers the high double-digit results that referrals provide.
Understanding the Sales Force
MAY 24, 2012
Understanding the Sales Force by Dave Kurlan As evidenced by one of my book titles, Baseline Selling , I have frequently borrowed from Baseball when the analogy is more useful than the sales message. Although the following stories may appear to be about my son and/or his baseball team, they are actually about coaching and adapting. Baseball - I brought my son to the batting cage to work out a swing flaw after his line drives had become weak ground balls.
Sales and Marketing Management
MAY 4, 2012
E-mail has changed the world of marketing forever. Like any new business tool, however, there are traps that have already caught even the best e-mail marketers. Learn how to avoid three of the biggest ones.
MTD Sales Training
MAY 7, 2012
Ok, when the sales person started with your firm, you thought that he or she was a prodigy. You then invested the time and money to get the sales rookie up to speed. You eventually established difficult, yet achievable goals and quotas. A Big Deal Finally, the sales person began to hit the mark. The [.
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.
The Pipeline
MAY 4, 2012
As good as a qualification process is, none are perfect, and as a result, we do at times end up in meetings that could have waited or completely passed on. Many sales people bitch and moan about the lost time, and while that may feel good it doesn’t change things. But there are steps you an take to make some of these meetings have value to you moving forward, it comes down to what you can learn and apply back into the way you sell based on everything you professionally experience.
Bernadette McClelland
MAY 6, 2012
'What do Buyers want from Salespeople? If you consider a buyer may get around thirty cold calls a week from different suppliers, then that equates to around two full days a week. So how do they sort the wheat from the chaff? They want the complex made simple even if it boils down to such things as understanding compliance issues and safety regulations, especially in today’s litigious world.
No More Cold Calling
MAY 3, 2012
Get rid of that dreaded first date. A colleague told me that’s what referrals are all about; we skip over that uncomfortable first date, and get personal and down to business. If you’ve dated in the age of the Internet, it probably went something like this: Before you went out on a date, you emailed back and forth, exchanged photos online, learned about each other’s interests, and then decided to talk on the phone.
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