No More Cold Calling

JULY 16, 2014

Eye contact can make or break your sales effectiveness. Look Over Here”—summarizes both the key benefits of eye contact, and the serious consequences of not looking at other people: Studies show that newborns, even with their blurry infant vision, instinctively lock eyes with their caregivers. Look Your Clients in the Eye Already.

Journal 247

Journal Cold Calling Social Media Conference 247

Sales and Marketing Management

JUNE 19, 2018

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” Look no further than a recent DiscoverOrg study on buyer personas. Such a negative viewpoint only fosters a feeling of distrust for sales experts, making it tough to close deals and garner referrals.

Referrals 219

Referrals Journal Buyer Persona Study 219

SalesFuel

NOVEMBER 20, 2024

Have you ever tried role-playing sales? Research reveals role-playing in sales is effective Various stats support role-playing’s effectiveness. Pitch Monster reports that sellers who role-play as part of their training can improve sales performance by up to 30%. The first he recommends is the “triad sales role-play.”

Outsourcing Services 52

Outsourcing Services Hiring Exercises Journal 52

Sales and Marketing Management

JANUARY 3, 2018

Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers. the sales manager?—?to

Journal 180

Journal Study Comparison Territories 180

Sales and Marketing Management

SEPTEMBER 13, 2017

In a study of 89 companies, the biggest difference between the groups with superior profit and sales and the laggards was agreement with the statement, “strategic planning in our enterprise has led to an improved competitive position.” There are three C’s to setting strong strategic direction for your business: clear, cut and concise.

Journal 237

Journal Margin Exercises Groups 237

HeavyHitter Sales

JUNE 19, 2012

I’ve written extensively about how the successful salesperson’s mind thinks and processes language in my recent books Heavy Hitter Sales Psychology and Heavy Hitter Sales Linguistics.   However, an MIT study found that this ability is an inherited specialized trait that is not linked to a person’s IQ in general.

Chemicals 162

Chemicals Journal Face-to-face Penetration 162

Sales and Marketing Management

JUNE 10, 2019

A study appearing in the February 2018 edition of the Journal of Business & Industrial Marketing was the first to prove its relevance in a B2B setting and provide a preliminary model for achieving the SRP with business customers (“The Service Recovery Paradox in B2B Relationships,” Hübner, et al). The importance of a good apology.

Loyalty 234

Loyalty Remedy Journal Study 234

The Sales Hunter

JUNE 2, 2012

You find yourself suddenly in a sales negotiation and the only thing you know to do is to let the other person go first. There’s a great article in the Wall Street Journal by Jason Gay that does a phenomenal job of pointing out how the strategy works. Copyright 2012, Mark Hunter “The Sales Hunter.”

Negotiation 174

Negotiation Journal Case Study Strategy 174

Increase Sales

NOVEMBER 12, 2016

Your sustainable sales success can be directly traced back to how much people trust you. If salespeople do not invest in their own professional development, how can they confidently display expertise and trust when talking to sales leads. Sustainable sales success is possible. People buy from people they know and trust.

Real Estate 156

Real Estate Journal Loyalty Facebook 156

Sales and Marketing Management

JUNE 14, 2020

The Wall Street Journal reports that Skift Inc., Jonathan Webb, vice president of sales and marketing at KI, a Wisconsin-based office furniture and design company, says millennial and Gen Z workers value the community and collaboration that come with a common office space. Sales reps are ideally suited to work from home.

Tools 194

Tools Journal Hiring Travel 194

No More Cold Calling

APRIL 8, 2014

The Silicon Valley Business Journal headline—“Apple files ‘transparent texting’ patent to make walking while texting safer”—would have been laughable, had it not been so appalling. That number has doubled each year since 2006, according to a study by Ohio State University. Apple wants to make it safer to walk while texting.

Face-to-face 205

Face-to-face Journal Sports Cold Calling 205

No More Cold Calling

JULY 16, 2014

Eye contact can make or break your sales effectiveness. Look Over Here”—summarizes both the key benefits of eye contact, and the serious consequences of not looking at other people: Studies show that newborns, even with their blurry infant vision, instinctively lock eyes with their caregivers. Look Your Clients in the Eye Already.

Journal 180

Journal Cold Calling Social Media Small Business 180

SalesFuel

JANUARY 30, 2025

Among sales rep skills, a strong memory is a powerful asset that pays rewards time and again. Longhand Note-Taking is a Recommended Sales Rep Skill Jeff Haden contributed his thoughts to an Inc.com article that explored ways to improve memory, recall and retention. Good B2B sales reps learn; great B2B sales reps RETAIN!

Hiring 59

Hiring Retention Journal Proposal 59

SalesFuel

OCTOBER 10, 2024

It’s true for exercise, lifestyle habits and even retaining valuable sales intelligence. Sales Intelligence is Easily Retained Using Popular Neuroscience Techniques Rapid learning techniques have been touted to generations of students to help retain information. Change up the way you study.

Sage 103

Sage Hiring Journal Distribution 103

Jeffrey Gitomer

JANUARY 6, 2012

Actually I started studying sales in 1972. And made sales for 35 years. I just loved sales and wanted to be the best salesman in the world. When the opportunity to write about sales appeared, I jumped on it. I subscribed to the local business journal. Get Sales Blog Updates. Sales Management.

Hiring 226

Hiring Social Media Loyalty Journal 226

Sales and Marketing Management

APRIL 7, 2019

Author: David Sill In August 2017, the DiscoverOrg sales team was working at top speed, well aware that Q4 was right around the corner, when our CEO announced the acquisition of a formidable competitor, RainKing. A sort of panic set in: this meant merging two sales teams that had been accustomed to going head to head. It isn’t easy.

Hiring 176

Hiring Pivotal Scale Journal 176

Pointclear

OCTOBER 24, 2011

In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Zoominfo

MAY 23, 2019

On the ZoomInfo blog we often discuss the use of data in sales, marketing, and recruiting. Large companies have the means to fund complex research studies, run advanced data analysis, or partner with other companies, while smaller organizations are often left to gather and analyze data on their own. Simple enough, right?

Data 188

Data Strategy Survey Retail 188

Alice Heiman

OCTOBER 6, 2021

On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Chris Cabrera, CEO of Xactly , which provides automated compensation for large sales teams. Chris’ life revolved around sales prior to becoming a CEO and it prepared him for starting his own company. . 7:00] Sales journey to CEO. [11:55] Show Links.

Journal 136

Journal Compensation Incentives Incentive 136

Zoominfo

APRIL 16, 2018

If you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales.

Journal 171

Journal Case Study Influencer Sports 171

Zoominfo

MAY 16, 2018

Neil is a New York Times best-selling author, a leading online influencer, and he’s earned recognition from Forbes, The Wall Street Journal, and Entrepreneur Magazine among many other leading publications. All are supported by case studies and evidence proven to make you a better content creator. Continue reading. Continue reading.

Google Analytics 244

Google Analytics Top of Funnel Google Promotion 244

Selling Essentials RapidLearning Center

NOVEMBER 13, 2024

Multiple studies have shown that concessions offered by one party tend to be seen as trivial or even underhanded by the other party – even when those concessions are in fact significant and offered in good faith. Soviet study. Studies show that people put a higher value on what they can’t get than what they can.

Buyer 52

Buyer Proposal Study Journal 52

Hubspot Sales

JUNE 2, 2022

Productivity is the lifeblood of a high-performing sales team — the key factor that separates truly exceptional teams from their "middle of the road" counterparts. Well, the study says the answer will probably fall on your HR department. So, what does that mean for you as a sales leader? But how do you get there?

Research 130

Research Journal Maximizer Compensation 130

Distribution Pricing Journal

OCTOBER 19, 2023

has joined the editorial board of The Distribution Pricing Journal. He has a unique perspective on the power of data in the distribution industry having served many roles in his career from sales rep to corporate leader to profit consultant and company founder. Tony Pericle is a well-known innovator, thought leader and author.

Journal 52

Journal Distribution Margin Case Study 52

The Brooks Group

OCTOBER 31, 2018

At The Brooks Group, we train sales professionals to use a 3-deep questioning strategy during conversations with prospects and customers. The strategy (which we’ll outline below) allows a sales rep to uncover the wants and needs of the buyer—and even the unstated emotions that will ultimately impact purchasing decisions. face speed?dating

Study 66

Study Buyer Face-to-face Journal 66

Nimble - Sales

AUGUST 20, 2020

In this webinar, Nimble CEO Jon Ferrara is joined by hall-of-fame nominated marketer and Wall Street Journal cartoonist Stu Heinecke. This ongoing series of influencer webinars is intended to help you become better, smarter, and faster. The post How to Land That Make-or-Break Meeting and Achieve Massive ROI appeared first on Nimble Blog.

ROI 138

ROI Meeting Journal Webinar Metrics 138

Vengreso

JANUARY 9, 2025

Sales contests are a powerful tool to boost motivation, improve performance, and increase revenue. However, designing a sales contest or sales game that delivers tangible results requires careful planning and execution from your sales enablement team. But what exactly is the endgame?

Incentives 65

Incentives Incentive How To Sales Qualified Lead 65

Sales Training Connection

OCTOBER 1, 2012

Physicians – and other medical staff – report that clinical studies in peer reviewed journals and evidence-based medicine are increasingly important in making decisions. So, today’s medical device sales reps must become skilled in selling with clinical data. Then share the reasons for the study (e.g., Silver wants it.”

Health Care 94

Health Care Data Journal Study 94

Hubspot Sales

JUNE 21, 2018

It takes grit to be in sales. A 2006 study showed that regular physical exercise led to increases in willpower and self-regulatory behavior. Greg Fung , a HubSpot sales rep, keeps a list of wins and losses in an Evernote document that he refers to when he’s having a bad day. Optimize your alarm. Start with "Why". Make your bed.

Motivation 145

Motivation Exercises Journal Energy 145

Smooth Sale

FEBRUARY 12, 2025

Career progression may be greatly aided by using accessible tools, such as leadership development courses, mentorship programs, and trade journals. Furthermore, employing structured resources such as the informative SACE study guide can offer insightful information about curriculum planning, assessment techniques, and teaching best practices.

Strategy 97

Strategy Education Influencer Hiring 97

Force Management

SEPTEMBER 16, 2021

Consider a strategic sales initiative that not only uplifts employee skill sets but also their engagement, or commitment to solving customer problems and getting results. A Gallup study recently cited in this Wall Street Journal article showed replacing an employee can cost twice as much as the annual salary.

Retention 81

Retention Journal Salary Revenue 81

Sales Hacker

DECEMBER 17, 2021

According to a study by Harvard, “expressing gratitude helps people feel positive emotions, relish good experiences, improve their health, deal with adversity, and build strong relationships.” . Keeping a gratitude journal, practicing meditation, or praying are other ways one can show appreciation.

Top of Funnel 133

Top of Funnel Referrals Remedy Sales Qualified Lead 133

Zoominfo

SEPTEMBER 17, 2018

This podcast shares the latest tools, techniques, and strategies to help you generate online leads, sales, and build engagement. It focuses on content marketing, brand journalism, public relations, the media, and advertising. The duo shares cutting-edge strategies on acquiring leads and sales for your business through paid traffic.

Paid Content 252

Paid Content Marketing Social Media Top of Funnel 252

Hubspot Sales

MARCH 15, 2021

That offers a new dimension of sophistication to your pricing strategy — allowing you to make the most out of your sales efforts. Consider this study from William Poundstone's Priceless: The Myth of Fair Value (and How to Take Advantage of It). But the study didn't end there. Going that road can seriously stifle sales.

Margin 133

Margin Remedy Lead Rank Lead Scoring 133

Partners in Excellence

AUGUST 15, 2022

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” ” It’s a follow on to many of the discussions about “Do sales managers need sales experience?” Those who read, study, and learn obsessively. How would customers respond to the same question?

Sales Enablement 132

Sales Enablement Hiring Engineering Scale 132

Allego

OCTOBER 22, 2021

“You can even take marketing and sales out of the equation and, I know it sounds trite to say, put the customer at the center.”. This may seem like an unconventional comment coming from the Chief Strategy Officer at Corporate Visions, a company that—at its core—provides sales and marketing training.

Hiring 126

Hiring Marketing Buyer Persona Journal 126

Sales and Marketing Management

JUNE 22, 2020

As Square co-founder Jim McKelvey explained to The Wall Street Journal, “We have a lot of tools that a lot of people need. The more integrated accounting, finance, production, sales and service data, the better the pipeline, backlog, order, margin and revenue decisions every business will be able to make,” he writes for Forbes.com.

Margin 194

Margin Discount Airlines Incentives 194