MTD Sales Training

JANUARY 26, 2012

Listening skills… Every sales manager and director tells you how important they are but do they actually tell you how to improve them! As sales people elevate their sales skills in other areas, often the area of listening begins to suffer, and usually it is the more experienced pros who are the biggest culprits. There are reasons that listening skills deteriorate over time in the sales business and below are the main three.

Sales 121

Sales Sales Training Sales Management Management 121

Jeffrey Gitomer

JANUARY 3, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Referrals – Best Way To Get Is To Give. Gitomer | January 3, 2012 | Leave a Comment. Tweet Share You don’t ask for referrals, you earn referrals: Looking for more tips like this? Click here. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->.

Leadership 91

Leadership Media Sales Training Sales 91

Engage Selling

JANUARY 30, 2012

Sales managers often encounter cases where a sales rep is in a slump and needs help. One-size-fits all solutions don’t work. Instead, try one of the following field-tested ideas. Reconnect to plan. Review goals and have your team recommit to an action plan you’d set earlier, or create a new one together. Get back to basics. Mastering the fundamentals is an ongoing process and it’s often where you’ll discover gaps in a rep’s knowledge.

Sales Management 80

Sales Management Management Sales 80

Sales Gravy

JANUARY 18, 2012

Whatever you're selling, you should be asking for the premium membership, the biggest bulk quantity, the policy with all the bells and whistles, etc. Even if you don't get it, you'll often get a lot more than you would have if you started lower.

Sales 40

Sales 40

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

SBI

JANUARY 16, 2012

It’s hard to get an appointment with qualified prospects. And when you do get a hard earned appointment, you don’t want to waste the opportunity. I get that. But if I’m the prospect, I don’t want to hear everything there is to know about your product or your company during our first meeting. I don’t want you to give me every little detail.

Meetings 39

Meetings Sales 39

MTD Sales Training

JANUARY 6, 2012

Every sales person knows that today’s modern buyer has had enough of the old smile-and-dial cold calling methods of the past. However, as mentioned in, “4 Reasons Why Prospects Fear Cold Calls,” most buyers still seem to harbour fear and animosity toward receiving a telephone solicitation call. Many feel a cold call… #1. Is an invasion of their privacy. #2.

e-Learning 116

e-Learning Sales Training Sales Communication 116

MTD Sales Training

JANUARY 12, 2012

In this age of economic problems, strained budgets , reduced revenue and increased competition; companies the world over are doing what is necessary to survive. Often this includes reducing expenses, and rightly so. However, there is one area where reducing expenditures can cause more harm than good. In fact, you may think about increasing your budget in the area of Sales Support.

Sales 113

Sales Sales Training Sales Management Management 113

MTD Sales Training

JANUARY 20, 2012

Due to circumstances well beyond your control, the new software version upgrade will not ship as promised. The sales team has anxious clients waiting for the upgrade, in addition to many prospects who are interested in seeing the new version. Moreover, the delay means that regular monthly maintenance fees are suspended and the sales team will not receive their monthly residual commissions!

Sales 113

Sales Meetings Software Software 113

MTD Sales Training

JANUARY 11, 2012

It’s only normal and human for family problems, health concerns, financial issues and even the state of the ozone layer to sometimes flood your brain and distract you from optimum performance. You may have also found that simply to, “Put such thoughts out of your mind…” is much easier said than done! One way to deal with distractions that hamper sales success is to work.

Decision-making 113

Decision-making Sales Training Sales 113

MTD Sales Training

JANUARY 30, 2012

Many sales people ask if they should buy the product or use the service that they sell. My answer is also a question in, “Do you truly believe in what you sell?” I will make this short and sweet: “If you qualify as a prospect for what you sell, then the first sale you should make should be to yourself.”. I want to stress, that the prerequisite is that you must be able be a qualified prospect for the product or service.

Sales Training 111

Sales Training Digitalization Sales Sales Management 111

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

B2B

MTD Sales Training

JANUARY 5, 2012

We have heard for years about how much today’s consumer detests receiving the dreaded cold-call. We all know that cold calling has become increasingly difficult and the modern-day buyer has become more evasive, defensive, suspicious and even hostile towards getting a telephone solicitation call. As a result, there are tons of training and tips on how to handle such obstacles as well as many alterative prospecting avenues.

Decision-making 110

Decision-making Sales Training Sales 110

MTD Sales Training

JANUARY 31, 2012

Your LinkedIn “teaser” is the short header section which appears at the top of your profile on the site, and includes your picture, name, profession, location, industry and most recent status update. It’s known as the “teaser” because it’s the only section of your LinkedIn profile which shows up when you appear in the platform’s search results and when you contribute to a discussion in one of your LinkedIn groups.

Marketing 110

Marketing Management Sales Media 110

MTD Sales Training

JANUARY 23, 2012

Whenever the idea of a planned presentation comes up, usually the first thing sales people think about is a “canned script.” In a canned script, I am referring to the old-fashioned, smile-and-dial era, word-for-word, rehearsed, “ Pitch.” Such was a primary tool of sales people, in particular telemarketers, years ago. Alternatively, we had the opposite of the canned spiel with the show up and throw up method, where sales people just walked in and did whatever they thought came natural.

Sales 108

Sales Sales Training 108

MTD Sales Training

JANUARY 18, 2012

You made the initial contact through LinkedIn. You then directed the prospect to your company website for additional information. You emailed more documentation and now it is time to call to set an appointment. Fear begins to set in. Will you face a strong gatekeeper screen? Will the prospect have time to talk? Will your voice present the wrong image and ruin the sales process?

e-Learning 108

e-Learning Sales Training Communication Meetings 108

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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Meetings

MTD Sales Training

JANUARY 13, 2012

Practice, practice, practice because practice makes perfect! While that age-old sentiment is nice, it is not true. Practice does not make perfect. Only Perfect practice makes perfect. I ask sales people if they routinely practice their presentation and often I get the response, “Oh, I have been doing this for years. I got it.” Or, “I’ve done this presentation so many times, I can do it in my sleep.”.

Sales 107

Sales Sales Training Sales Management Meetings 107

MTD Sales Training

JANUARY 16, 2012

“Find the prospect’s hot buttons!” “ Push their hot buttons !” We’ve heard these thoughts before; but what do they mean? Is it to say that as a sales person you should try to discover your prospect’s primary areas of interest? How do you push those so-called buttons anyway? How do these hot buttons help you close sales? Exactly what is a Hot Button?

Negotiation 106

Negotiation Decision-making Sales Training Sales 106

MTD Sales Training

JANUARY 25, 2012

Every sales person knows that to set yourself apart from your competition is a vital component of your sales process. Although you may get many chances to do this during the sales process, the best time to differentiate yourself is in the very beginning. Here are three powerful ways to help you eliminate your competition so they could ultimately respond with “You had me at hello!

Sales Training 106

Sales Training Sales Account Management Management 106

MTD Sales Training

JANUARY 17, 2012

According to the latest facts and figures released, Facebook is now used by every 1 in 13 people on earth, and with over 50% of these logging on every day, the ability for prospecting and connecting with your followers through this platform is at an all-time high. As a sales professional or business owner you would probably love to be doing more prospecting on Facebook and be able to utilise this platform to the best of its abilities – but as with most social media sites, this can be very

Management 102

Management Media Marketing Sales 102

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Sales

MTD Sales Training

JANUARY 10, 2012

When the Google.com domain first went online in 1997, few could have guessed it would soon become the massive online entity that it is today. With over 620 million visitors to the site every day, who produce more than 87 billion worldwide searches every month, Google should be considered any business’ first point of call when it comes to building a successful online presence.

Management 102

Management Marketing Sales Sales Training 102

MTD Sales Training

JANUARY 14, 2012

Hi all, It’s MTD’s Marketing Manager Louise here today. I thought I’d take over the Sales Blog today as I have some interesting news about MTD Sales Training’s MD Sean McPheat. Sean has been named as one of the Top 25 Sales Influencers For 2012 , which he is obviously very excited to know. The article has been produced by OpenView Labs, who have detailed their list of top influential sales leaders on the Web today – and Sean has been named as one the most powerful thought leaders in the wo

Sales Training 100

Sales Training Sales Sales Management Marketing 100

Jeffrey Gitomer

JANUARY 6, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Every Great Salesperson Was Once a Beginner. Gitomer | January 6, 2012 | Leave a Comment. Tweet Share Every great salesperson was once a beginner. “That’s easy for you to say! You’re already a great salesman and a successful author and speaker,” someone yelled from the audience as I was answering a question about how to brand yourself and position yourself to create the law of attraction.

Leadership 90

Leadership Media Sales Leadership Sales Management 90

Jeffrey Gitomer

JANUARY 10, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Why did the last five prospects say no? Gitomer | January 10, 2012 | 1 Comment. Tweet Share Most of the time when a prospect says “no” salespeople accept it and leave. Most of the time when a prospect tells you why they say no, they’re not telling the truth.

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Leadership Sales Media Sales Training 87

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

Supply Chain

MTD Sales Training

JANUARY 24, 2012

So how exactly do you prospect on LinkedIn ? Most sales professionals and business owners are only aware of their first degree connections. These are the people that you probably already knew before LinkedIn; friends, colleagues, people you have worked with in the past etc. But these connections might not be potential prospects for you, so how can you get to the key decision makers who you really want to engage with?

Decision-making 85

Decision-making Sales Management Management Meetings 85

Jeffrey Gitomer

JANUARY 24, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Drain Your Brain At The End of The Day. Gitomer | January 24, 2012 | Leave a Comment. Tweet Share “I couldn’t sleep at all last night.” That’s the first line of the 1958 song, “Tossin’ and Turnin’” by Bobby Lewis and one of the biggest laments among salespeople (and regular people).

Leadership 73

Leadership Media Sales Sales Training 73

Jeffrey Gitomer

JANUARY 12, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Get Your Cup of Sales Every Tuesday Morning. Gitomer | January 12, 2012 | Leave a Comment. Tweet Share Sales Caffeine is 10 years old. Sales Caffeine is recognized and has won awards for design and distribution. And Sales Caffeine is for you…at no charge. Yup, it’s free!

Leadership 71

Leadership Media Sales Sales Training 71

Jeffrey Gitomer

JANUARY 17, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What Happened Last Year? And What’s the Goal for Next Year? Gitomer | January 17, 2012 | Leave a Comment. Tweet Share It’s interesting to me that at the end of the year, people are always interested in your biggest success, or your biggest failure, in the year that’s ending.

Leadership 71

Leadership Media Sales Training Sales Management 71

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

Sales

Jeffrey Gitomer

JANUARY 31, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 2012: The Year of The Webinar. Gitomer | January 31, 2012 | Leave a Comment. Tweet Share 2012 is the Year of the Webinar. I’m offering 12 Webinars every 3 weeks with Live Q&A sessions after each event. Maintain your momentum throughout the new year with timely insight at a steal of a value!

Leadership 67

Leadership Media Sales Training Sales Management 67

Jeffrey Gitomer

JANUARY 18, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Join Me In Greenville, SC on January 25 & 26 | Market Dominance Sales Seminar. Gitomer | January 18, 2012 | Leave a Comment. Tweet Share Have you signed up for my upcoming seminar in Greenville, SC yet? Join me on January 25 & 26 for my Market Dominance Sales Seminar.

Marketing 61

Marketing Leadership Media Sales Leadership 61

MTD Sales Training

JANUARY 4, 2012

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. 1. Recession Or Not, It’s Going To Be Like This For A Long Time. Whether you think we’re coming out of the recession or not, business has changed for a long time to come. You’ve got to accept that no-one is going to wave a magic wand and open the flood gates of spending again so if you’re waiting for that moment then you’ll b

Negotiation 59

Negotiation Sales Internet Innovation 59

MTD Sales Training

JANUARY 3, 2012

As 2012 dawns I have been thinking a great deal about how best to consolidate and optimise your social media efforts for the year ahead, and I have been researching some fantastic online tools which can help you to easily manage and increase your level of social media activity to continuously provide reliable leads and boost sales. Twitter has grown significantly over the last year to become one of the most powerful social media platforms out there, and considering that Twitter users are now ave

Media 54

Media Management Marketing Sales 54

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.

Negotiation