Steven Rosen
JUNE 26, 2012
What do the best sales coaches do? In this article we want to further explore what effective sales coaching looks like. As I previously discussed in Part 1 of Effective Sales Coaching Practices , the goal of coaching is to help the individual improve their performance and reach their true potential. In our business, that means being the best sales rep they can be.
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The Sales Heretic
JUNE 11, 2012
Twitter—like other social media sites—has enormous potential as a sales tool. The micro-blogging service gives you a direct, unfiltered communication channel with both prospects and existing customers. It’s unlimited PR in 140 characters or less. To maximize Twitter’s effectiveness, however, you need a following. And to develop a following, you need to post content (“tweets”) that [.].
Bernadette McClelland
JUNE 11, 2012
'Ask Me. Tell Me. Show Me. In walking into a white goods shop recently, the sales person asked if we needed any assistance and when I mentioned I wanted to buy a blender he took me to the aisle, chose one off the shelf because the others were too expensive (his belief!) and proceeded to tell, tell, tell us about it. The thing is, it isn’t just retail salespeople who do this.
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 Pipeline
JUNE 11, 2012
Quality execution, that is demonstrating your craft, and demonstrating your willingness to make the effort to do it in a quality way, to sell better, is often the last and best differentiator. In a world where products and solutions are all but the same, quality execution above all in selling is not only intelligent, but profitable. While many sellers seek out new ways to do old things (prospecting and selling), rather than seeking out better and more quality execution of the sales.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Steven Rosen
JUNE 11, 2012
All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the. unreachable dream? The first place to start is by looking at your sales people and discerning why they are not performing. Often, companies will invest in sales rep training , CRM systems and buy new toys in an effort to improve sales rep performance.
The Sales Heretic
JUNE 19, 2012
Hannibal Lecter would have made a great salesperson. And by that, I don’t mean that he’d eat the competition for lunch. The cannibalistic psychiatrist in The Silence of the Lambs understood that people’s actions are a result of their motivation. And he was an expert at divining human motivation, as evidenced in a pivotal scene in [.].
No More Cold Calling
JUNE 7, 2012
Put pen to paper: a thank you goes a long way. I’m on a “Get Personal” kick. Relationships, personal connections, and follow up power your referral network. When you build your business through referrals, you get the meeting at the level that counts. No time wasted, no frustration. I’m also on a reading kick—to check out the communication connection landscape, and get a reality check.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
The Pipeline
JUNE 8, 2012
No this isn’t about metrics, this is not about steps you can take as a manager, no, it’s much more cynical and entertaining than that. It is about a game that sales people and managers can play while presenting or watching a peer present is a selling situation. It is about measuring how many times a sales person will say “right?” looking for agreement from the potential buyer.
MTD Sales Training
JUNE 21, 2012
Whether closing a direct sale or just setting appointments over the telephone , cold calling can be tough. In a cold call , you have but a precious few seconds to establish enough trust and rapport to get the prospect to allow the call to continue. In the first three seconds, the prospect forms a mental imagine of you, your surroundings and appearance.
Sales and Marketing Management
JUNE 24, 2012
Issue Date: 2012-06-25. Author: Janet C. Jessen. Teaser: In far too many companies the marketing function has been misunderstood, minimized or marginalized. Marketing communications and sales literature are important, but they’re only part of a much larger picture. In far too many companies the marketing function has been misunderstood, minimized or marginalized.
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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.
The Sales Heretic
JUNE 27, 2012
You hear it again and again: “In sales, it’s important to ask good questions.” The problem is, nobody ever tells you exactly what those questions are. As a result, too many salespeople, business owners and professionals ask bad questions. Questions that can make your job more difficult and even cost you the sale. If you’d like to [.].
No More Cold Calling
JUNE 28, 2012
Referrals are the secret to B2B sales: Get the meeting at the level that counts. “Face to Face in a Sales 2.0 World”—that’s how I met Todd McCormick at the Fall 2011 Sales 2.0 conference. Not only did I love the title of his presentation, but when Todd talked about the importance of personal connections and the power of looking someone in the eye, he had my attention.
The Pipeline
JUNE 1, 2012
Let’s take it as a given that all good sales people suffer some form of ADD, if you want to debate that, feel free to give me a call, but there is no denying that we bounce around like so many balls on a pinball table. But Sales ADD, like cholesterol, come in two forms, good and bad, the question is which do you have, and how is it impacting you and your success.
MTD Sales Training
JUNE 1, 2012
Two minutes into the sales interaction, the prospect is demanding to know the price. You do what you can do avoid divulging the price too soon, but the prospect insists. If you sell a product or service were you must put together a quote, and it will take time to do so, that helps. However, when you have exhausted the usual options and answers and the prospect remains adamant on knowing the costs right away, here a few tips you might try.
Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester
Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!
Sales and Marketing Management
JUNE 17, 2012
Issue Date: 2012-05-01. Author: SMM. Teaser: Mike Figliuolo is on a crusade to wipe away unproductive phrases and words that get in the way of being an authentic leader. Mike Figliuolo is on a crusade to wipe away unproductive phrases and words that get in the way of being an authentic leader.
Pointclear
JUNE 28, 2012
My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. Rich earned his MBA from Harvard Business School, and he’s twice been named to BtoB Magazine’s Top 100 Most Influential people.
The Sales Hunter
JUNE 27, 2012
Surprising to me is the number of times I hear salespeople and others use these lines or other similar lines. When I hear somebody say either of these, I can’t help but think if what they’ve been telling me up to now has been a lie. Allowing the customer to have confidence is a requirement if we expect to close a sale. This means our words, our actions and our entire demeanor have to be geared toward giving them confidence.
Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com
Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.
The Pipeline
JUNE 6, 2012
Had an interesting discussion with at a reseller conference I presented at earlier this week, with Jason Stitt, a VP of Sales at a local technology firm, dealing with sales activity. We talked about the level of activity, the timing of the activity, and of course the quality of activity; mostly how these factored in prospecting and driving new revenue.
MTD Sales Training
JUNE 27, 2012
Once in a while, (and it really should be just once in a while,) there comes the time when you absolutely have to lower your price to close the sale. While this may seem like a simple and easy operation, it is something that sales people mess up all the time. Done correctly, a “small price drop” can indeed help close the sale. However, done incorrectly, the smallest price decrease can cost you the sale, the trust of the buyer, many other sales and possibly your reputation in the industry.
Sales and Marketing Management
JUNE 3, 2012
Issue Date: 2012-05-01. Author: SMM. Teaser: Nancy Martini, President and CEO of PI Worldwide, a Boston-based management consulting company, explains why increased sales can be found at the intersection of behaviorial science and improved skills assessment. Nancy Martini, President and CEO of PI Worldwide, a Boston-based management consulting company, explains why increased sales can be found at the intersection of behaviorial science and improved skills assessment.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
Understanding the Sales Force
JUNE 20, 2012
Understanding the Sales Force by Dave Kurlan So much is written about consultative selling and the huge part it plays in the world of modern sales. However, talking about consultative selling and actually selling consultatively are two entirely different things. Actual consultative selling requires that salespeople ask good, tough, timely questions, and when appropriate, challenge and push-back.
The Sales Hunter
JUNE 15, 2012
Do you want a sure-fire way to set yourself apart from the competition while prospecting? Use a link to a news story from a website. “What?” you may be asking. “How do I do that and does it work?” You bet it does. I use it all the time in my own business. Here’s how: Find an on-line news link that your prospect or person with whom you want to network would find of value — and you send them the link.
The Pipeline
JUNE 4, 2012
I am very concerned when I hear capable sales people tell me that they set out to be a consolation prize when they engage with a potential buyer. Worse, I feel downright scared when I hear sales experts encourage sales people to set out and settle for being a consolation prize, rather than encouraging them to win. Here is the problem, when speaking with potential prospects who tell you “we are all set”, or “thanks we are happy with our current provider”.
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