HeavyHitter Sales
JULY 4, 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
JULY 20, 2009
Do you know what your people are doing in the field? Really? Are you sure? In my experience, unless managers are in the field observing and listening to what their people are doing, they have no clue. Sure, you can guess and hypothesize as to why, for example, some of the salespeople on your team aren’t making quota or selling more. But when managers finally take the time to observe their people in the trenches, the real truth is (sometimes painfully) apparent.
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BrainShark
JULY 23, 2009
elow is a wonderful presentation created by Nancy Duarte of Duarte Design. It appears in her slide:ology blog and the reason I share it is because it lives and breathes best practices.
Sales Gravy
JULY 19, 2009
When you convince yourself that you are so busy, you wont focus on the most important task at hand such as working your business growth action plan. The activity of the moment will keep you in a very reactive state instead of a proactive one.
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 ROI Guy
JULY 15, 2009
Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Wednesday, July 15, 2009 VMware launches Realized ROI toolkit, powered by Alinean Provides quantifiable proof to customers of the realized ROI from prior VMware deployments.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
HeavyHitter Sales
JULY 15, 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
JULY 24, 2009
During a recent interview, I was asked, “What does the future hold for the work force, especially for salespeople? How will the salesperson of tomorrow change or be different to adapt to the times?” Of course, my visceral reaction was to come up with something so transformational and insightful that it would reshape the landscape of professional selling and salesmanship.
BrainShark
JULY 24, 2009
Last night American Express (NYSE:AXP) reported (during their quarterly earnings call) a record corporate travel decline of 42%. This was well below analysts' expectations of 20-30% decline. Further, The Q2 corporate travel data also marks the fourth consecutive quarterly deceleration.
Sales Gravy
JULY 19, 2009
Have you ever considered that a single staple may be keeping you from your goal to increase sales? If you are curious and truly want to reap the rewards of all your hard efforts, then read on.
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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.
The ROI Guy
JULY 13, 2009
A featured resource for Microsoft channel partners, the toolkit developed by Alinean helps partners determine the business case for launching new Microsoft based practices. Microsoft channel partners can use the new Partner Profitability tool to assess the potential revenue, investment, costs and margin of driving new practices with Microsoft based technology.
SalesGrail
JULY 29, 2009
While we often want to use sales techniques that are quick and easy, persistence is a critical and all too often forgotten sales skill. The frustrating part of it, of course, is that we often don’t know when the pay off is - we have to learn to trust the sales process. In other words, some days, weeks, months we’re [.].
HeavyHitter Sales
JULY 20, 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
JULY 23, 2009
Listen to the podcast here. There are several common themes I’ve noticed as to why coaching initiatives fail within organizations today. When companies attempt to upgrade their culture, generate more positive results and improve the attitude, performance and productivity of their people by launching a coaching initiative without truly recognizing the changes that must occur beforehand to ensure there’s a strong foundation that is ready to support it, their coaching efforts will be ma
Advertiser: ZoomInfo
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.
Keith Rosen
JULY 22, 2009
Listen to the podcast here. In this podcast interview I did with eyesonsales.com, I share some very tactical insights regarding some of the inherent challenges that managers need to overcome when coaching their salespeople and what they can do to better coach their team to sell more today. I also address how to best handle underperforming salespeople and the power of effective observation techniques when observing your people in the field or on the phone, whether they are delivering presentation
Keith Rosen
JULY 10, 2009
Listen to this podcast here. If you want your team to sell more, the driving question every manager needs to ask themselves is, “What am I doing each day to make my salespeople even more valuable and effective so that we can better retain and acquire new customers?” So, what are you doing to develop the skills and competencies that would enable you to get your salespeople to become sales champions?
Sales Gravy
JULY 19, 2009
The slowing of the economy coupled with a now official bear market has many in business and especially in sales feeling these affects. Is it possible your frustration or rage may be showing? Road rage is pretty common to most people.
Sales Gravy
JULY 17, 2009
As a salesperson, you can craft vivid stories that help the listener (a.k.a., buyer) relate to what you do even before they share with you their issues.
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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.
Sales Gravy
JULY 17, 2009
Years ago, Marcel Proust wrote: "The real voyage of discovery consists not in seeking new landscapes, but in having new eyes." How do you view yourself as a salesperson? What would happen if you changed that perspective?
Sales Gravy
JULY 13, 2009
To earn (notice I wrote earn and not close or make) a sale, begins with your ability to find and then nurture relationships. In today's market place, this is called relationship selling.
Sales Gravy
JULY 13, 2009
How many times have you experienced this scenario what I call the good, the bad and the ugly of sales? Be honest.
The ROI Guy
JULY 13, 2009
The program integrates the Microsoft Assessment and Planning Toolkit with Alinean ROI analysis for the first asset and configuration based ROI analysis of server virtualization. Microsoft's Assessment and Planning Toolkit (MAP) can be used by organizations to monitor and assess servers for virtualization. Discovering server assets and then monitoring utilization, the real world performance information is used to help IT teams assess the best potential candidates for virtualization, and determine
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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 Gravy
JULY 11, 2009
Over the years I have learned that the sooner price is discussed in a conversation, the more of a focal point it becomes.
Sales Gravy
JULY 3, 2009
In my 11 years of providing sales training courses and tools for successful sales and service, I have been on the receiving end of a LOT of bad attempts to network.
Sales Gravy
JULY 3, 2009
A study done by Marketing Metrics shows that we have a 20-40% chance of re-engaging a former customer vs. a 5-20% chance of turning a new prospect into a customer! Why is now a good time to focus on former customers?
Sales Gravy
JULY 3, 2009
Despite the advice given by so many trainers that being liked by prospects is the key to sales success and to strong client relationships, the fact is that being liked by prospects and clients is well down the list of characteristics necessary to est
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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 Gravy
JULY 3, 2009
So, what is the most effective way to sell a pencil? Well, first lets look at how most sales reps go about doing it. When Im interviewing sales reps I love using this technique.
SalesGrail
JULY 24, 2009
While good sales techniques and skills are important, sales presentation training starts with an unshakable belief in your product. No matter how good you are, if you’re not a believer in what you sell neither will your prospects. There’s no way around it and no way to hide it. Your true feelings will come out in your [.].
SalesGrail
JULY 22, 2009
A critical aspect of good telephone sales skills is to know how to use voice mail. Use it wrong and you will lose more sales than you can shake a stick at. Here’s a brief overview of the when, how, and why of voice mail. When do you leave a voice mail? How many do you [.].
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