October, 2014

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What makes referrals happen? Your actions, NOT your ask!

Jeffrey Gitomer

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. Networking Sales Uncategorized 21.

Sales 134
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The 8 Essential Skills You Need To Become A Perfect Listener

MTD Sales Training

'We have spoken many times about the key skills required to become an expert salesperson, and we always keep coming back to the specific skill of being able to listen effectively. Listening is a skill. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Trending Sources

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Separate Yourself From The Rest!

Engage Selling

'What are you currently doing to separate yourself from other salespeople? I don’t recommend locking yourself in a room and working through your days without any interaction with your colleagues, but I do recommend taking steps to truly differentiate yourself and stand out from the pack. If you want to be the best, you must […].

Sales 92
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Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

SBI

'That’s me with Sassy. What do Hillary Clinton, Bruno Mars, Arianna Huffington, and Eckhart Tolle, have in common? They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. “Event” is perhaps not the right word to use. Dreamforce is the world’s largest gathering of Salesforce users, practitioners, and evangelists.

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2024, The Year of the Customer

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.

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3 Tips on Emotional Intelligence (Sales)

Sales Gravy

Many salespeople need to develop an emotional intelligence skill called reality testing. This is the ability to see things as they are rather than how you would like them to be.

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Develop Market and Leadership Team Alignment for 2015

Geehan Group

The leadership teams of many B2B companies are beset with conflict. Often, this conflict is based in competing executive opinions about how to best move the company ahead. These conflicting opinions can blind them to external developments that could have a powerful affect on the company and its markets. • Rogue ideas. • Resist change. • “Not-invented-here” mindset.

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5 Essential Steps To Eliminate Fear When Selling

MTD Sales Training

'Fear is one of the most debilitating emotions a human being can experience. It can stop you emotionally and physically from carrying out even mundane tasks, depending on the level of fear. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 115
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Pick Up The Pen!

Engage Selling

'Believe it or not, the answer to more sales could be as simple as picking up a pen. That’s right, you may simply need to write a letter to a prospect or a decision maker in order to get a response. What I’ve been noticing about the top sellers and sales teams is that they […].

Sales 88
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Sellers and Marketers Overcoming the Status Quo

SBI

' . Last week, on the heels of Dreamforce, I traveled to Las Vegas to attend CEB’s annual Sales and Marketing Summit in Las Vegas. CEB is a $900M, member-based advisory company offering 50 different memberships aligned to functional and leadership roles like Finance, Human Resources, and Information Technology. In the Sales and marketing world, CEB is perhaps best known as the place where Matthew Dixon and Brent Adamson, co-authors of the Challenger Sale ™, have hung their hats for a collective

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One of the Scariest Things About Sales

Sales Gravy

In selling your solutions, partners we can sell productivity enhancements, business efficiency and you can sell cost effectiveness. And if you do it right you can sell BOTH at the same time!

Sales 40
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How to Stay Competitive in the Evolving State of Martech

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

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How To Take Effective Notes During A Client Meeting

MTD Sales Training

'Many salespeople ask us about the best way to broach the subject of taking notes in a client meeting. Some actually state they’re worried about asking or simply taking out their notebooks because it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meetings 113
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The 5 Stages Of The Customer’s Decision Making Process

MTD Sales Training

'When people make decisions, they have a shift of perspective. That is, they stop wondering about the choices they can make and now start to live with the consequences of that decision. The word comes. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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How To Overcome The Prospect Who Needs To ‘Cut Costs’

MTD Sales Training

'When negotiating with a client recently, I noticed she was often coming back to the issue of pricing for our services, trying to get me to reduce the fees for some specific services we were offering. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Looking At Sales Success From A Different Perspective

MTD Sales Training

'One of my team has been running a successful sales programme for a large international client and, during one of our recent meetings; he mentioned how the client’s sales teams have been intrigued by. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 105
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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7 Ways To Destroy The Relationship With Your Client

MTD Sales Training

'Customers often judge us by the quality of the back-up service we offer. If everything goes well before we actually start working with them, they may see fit to buy our products and services. The. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Happy Birthday, Gitomer Certified Advisor Program!

Jeffrey Gitomer

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

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10 Ways To Secure Commitment From Your Customer

MTD Sales Training

'Closing is seen as the holy grail of any sales interaction. It gets the order, or at least progresses the sale onto the next level. Securing some form of commitment from someone is a great feeling, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 101
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Here Is One Interesting Way To Deal With An Objection…

MTD Sales Training

'Often in a meeting, you’ll get to the point where the prospect brings up an objection. This is the point where the disadvantages of your solution or concerns they have about it outweigh the benefits. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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How to Leverage Intent Data for Better Outcomes

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.

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Would You Employ Any Of Lord Sugar’s Apprentices?

MTD Sales Training

'Yes, it’s excruciating, painful and hilarious. But it’s also a great study programme for those of us interested in the psychology of the fame-seeker. And the interest is shaken, stirred and served up. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 95
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How To Guarantee Your Audience Will Sit Up And Take Notice

MTD Sales Training

'Once in a while, I come across a film or video that makes an impression on me and I say to myself that I have to let as many people as possible see it. This particular short film amused and intrigued. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 91
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Why The Lowest Cost Can Sometimes Be The Riskiest Option

MTD Sales Training

'We all know that when you buy a cheap solution, you are also losing something that paying extra would bring for you. But many people buy cheap because they don’t see the worth of paying extra. A. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 89
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The Biggest Sales Mistake

Engage Selling

'You’ve observed others making mistakes and you’ve probably made a few yourself. Salespeople are often highly susceptible to embracing processes that hurt their sales long-term. They often make decisions which seem like a good idea in the moment, but cause massive complications in the future. However, the biggest error that a salesperson can make is selling to […].

Sales 88
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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

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.

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Surround Yourself With Success

Engage Selling

'Do you want to be successful? Alright – that was obviously a rhetorical question. Since I know you want to be successful, it’s imperative that you surround yourself with success. You’re probably familiar with the following quote: “You are the average of the five people you spend the most time with.” If you want to […].

Sales 85
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Make Yourself Interesting!

Engage Selling

'It goes without saying, but the more interesting you are, the more clients and prospects will want to engage with you. To be clear, being interesting doesn’t simply mean having the best stories on a Monday morning after a busy weekend. But, you don’t have to start jumping out of airplanes or start setting world […].

Sales 84
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Preventing Sales Whiplash: How Marketers Can Help Drive the Sales Boom

Engage Selling

'Big thanks to Marketing Thought Leadership and Linda Popky for having me on their podcast. I discuss Nonstop Sales Boom and why even top performing organizations have boom and bust cycles in their sales forces. I also talk about understanding the four stages of sales engagement and how they can help break the cycle. Click here to listen […].

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Expanding Your Sales Force – The Pre-Steps

Engage Selling

'Don’t rush into interviewing and hiring! Success starts with planning in advance. In today’s podcast I share the six steps you MUST take before hiring a sales team. Don’t rush into interviewing and hiring! Success starts with planning in advance. In today’s podcast I share the six steps you MUST take before hiring a sales team. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!

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The Truth About Sales Agility: Separating Fact From Fiction

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?

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Quotas and Measurement

Engage Selling

'One thing Zig Ziglar and I agree on, his famous quote “Most sales people aim at nothing at hit it with surprising accuracy”. Hitting nothing (or just poor performance is often linked to poor target setting and unclear goals. Today I’ll explain why NOT setting your targets correctly will ensure your team will NOT perform […]. One thing Zig Ziglar and I agree on, his famous quote “Most sales people aim at nothing at hit it with surprising accuracy”.

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An Easier Approach to Social Media

Engage Selling

'There are still many sales leaders, sellers and companies that are not embracing social media. At this point in 2014, social media has been integrated heavily into our personal and professional lives. It’s no longer a “nice thing to have” but rather a necessity to reach maximum success with your sales. Here are a few […].

Media 82
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Top Performance: A Reminder

Engage Selling

'The smartest sales people are discriminating: They target only their ideal buyer They protect their time and discriminate against time sucking activities They sell only to the best buyers and discriminate against unprofitable opportunities They network with only the best buyer and influencers for their target market Sales is not a free country. You don’t […].

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Break Out Of The Slump!

Engage Selling

'Have you noticed a recent downward trend in your sales? Has one bad month turned into two, three or four more in a row? Do you feel as though strategies that were once efficient and successful are now yielding poor results? Let’s face it – sales results can sometimes fluctuate due to external factors. While […].

Sales 78
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Negotiate Larger Deals More Quickly

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.