MTD Sales Training
JUNE 30, 2015
We’ve always been told that questions are the holy grail of the salesperson’s quest to achieve results, as they uncover valuable nuggets of information that may be hidden in a customer’s mental. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
JUNE 18, 2015
Get creative. That’s my advice for any business owner or sales leader about to embark on a new phase of recruiting. Far too many leaders stick to the same old, same old when it comes to their recruitment process and trying to find great talent to join their team. It’s surprising to see how many […].
SBI
JUNE 23, 2015
Most principles used in B2B selling today have been in place since the late nineteenth century and coincide with the rise of large mass manufacturing firms. National Cash Register, Westinghouse Electric and others created large, organized sales forces and with them, standardized sales and sales management techniques. It was innovation in technology that drove innovation in sales.
Sales Gravy
JUNE 17, 2015
If your product or service is out of a prospects budget, or if they feel its too expensive, then it doesnt matter how much value you give it they arent going to buy from you.
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.
MTD Sales Training
JUNE 25, 2015
I remember meeting a salesperson in my office who presented me with a product that would hopefully deal with some challenges we were having at the time. The product was quicker, more efficient and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
JUNE 5, 2015
I heard you loud and clear. Sometimes, you can’t get out to personally deliver your proposals. Here’s a solution. Don’t miss our upcoming webinar where we’ll learn top sales insights from Tim Welch, Managing Director at Grand & Toy.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
JUNE 11, 2015
I have a question for you. Do you really know where your revenue comes from? Most businesses can probably answer that question pretty quickly. It’s obvious, right? Not so fast. Recently, we’ve been involved in a very large sales reorganization. There are three sales teams, a channel sales team, a field sales team and an inside sales […].
Engage Selling
JUNE 25, 2015
When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details. They practice their pitch, and at times have a lengthy speech rehearsed. While preparation is never a bad thing, […].
Engage Selling
JUNE 10, 2015
How well aligned are your sales and marketing departments? In today’s podcast I’ll discuss the importance them working together and how it benefits both groups as well as the company as a whole. How well aligned are your sales and marketing departments? In today’s podcast I’ll discuss the importance them working together and how it benefits both groups as well as the company as a whole.
Engage Selling
JUNE 17, 2015
Today I’ll speak on new technology and how chosing the right tools can help you improve your work as a sales leader. At the same time, be prepared that I also advocate jettisoning those old technologies that are not serving you well anymore. Today I’ll speak on new technology and how chosing the right tools can help you improve your work as a sales leader.
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
Engage Selling
JUNE 23, 2015
There is a real art when it comes to hiring. Have you noticed how some people simply know the best candidates to hire for their business? They hardly ever screw up when it comes to recruiting, and as a result, they attract and retain top sellers who perform and achieve great long-term results. Don’t leave your […].
Engage Selling
JUNE 19, 2015
There’s a lot of talk in sales these days around the millennial generation. Are they really jumping from one job to another? Can you make this generation profitable? For timeless strategies that increase sales, regardless of the generation, pick up your copy of Nonstop Sales Boom!
Engage Selling
JUNE 26, 2015
It still happens…a lot. You know, that never ending list of “amazing” features that some salespeople still feel the need to waste their buyers’ time with? Overselling is an extremely risky and dangerous approach. It might initially seem like a great idea to list off any and every feature your product may offer, but doing so […].
Engage Selling
JUNE 24, 2015
This month award goes to the Hyatt at Vineyard Creek in Santa Rosa who has a breakfast ordering system that is second to none is stupidity, You choose your selections and place it on the door like another hotel. The hanger specifically reads to place it outsider before 2am You are invited to chose a […].
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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.
Engage Selling
JUNE 26, 2015
Are you doing enough to attract and retain top talent from the millennial generation? Get your copy of Nonstop Sales Boom and learn how to motivate your employees, regardless of their generation!
Engage Selling
JUNE 16, 2015
“Colleen – how can I get more referrals?” This is an important question, and one I get asked quite frequently. If you’re not taking advantage of referrals in your business, you are leaving (lots of) money on the table. Referrals are, simply put, critical for any business looking to grow and expand. A referred prospect is […].
Engage Selling
JUNE 30, 2015
Engage Selling is a proud sponsor of Leon Brown, world champion powerlifter. He stopped by for a visit last week, to show us his medals, talk about the world records he recently set and to share his experiences at the world championship in Helsinki earlier this month. Here is what I learned from him that is also […].
Engage Selling
JUNE 12, 2015
I get it. You need to hire a new sales leader and the stakes are high. Be sure your next candidate possesses these special requirements. Don’t miss our upcoming webinar where we’ll learn top sales insights from Tim Welch, Managing Director at Grand & Toy.
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.
Engage Selling
JUNE 4, 2015
In the hotel business you have three moments to create a positive service experience for your customer. When the customer enters your hotel, during their stay, and when they are leaving. Let’s examine some recent negative experiences of mine and consider what could be done differently. The Hilton shuttle has standing room only on the way in […].
Engage Selling
JUNE 9, 2015
Relationship building…the cornerstone of our profession. Your success depends largely on your likability and your ability to create a positive experience for your customers. <– Click To Tweet Both are key to creating, developing and maintaining your business relationships. How are you doing in these departments? Regardless of your current success in these areas, I’ve […].
Engage Selling
JUNE 2, 2015
Is your business experiencing wild swings in revenue? This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues. What?! Let me explain. Every time you close a sale you should be adding three to four more leads to your pipeline. When you’re concentrating too much on […].
Engage Selling
JUNE 24, 2015
Not all technology should be implemented all the time! In today’s podcast I’ll share three points to consider when faced with the choice of introducing new technology into your sales process. Not all technology should be implemented all the time! In today’s podcast I’ll share three points to consider when faced with the choice of introducing new technology into your sales process.
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.
Engage Selling
JUNE 3, 2015
Are sales and marketing different the same or complementary? Today I’ll explain the difference between the two, the importance of each and their unique roles in growing your revenue. Are sales and marketing different the same or complementary? Today I’ll explain the difference between the two, the importance of each and their unique roles in growing your revenue.
Engage Selling
JUNE 13, 2015
For the most part I have had nothing but extraordinary service while in the UK. These hotel and taxi practices are not difficult to replicate nor are they expensive to implement. They will encourage repeat business and increase profits from referrals. Why aren't more service providers catering to customers in this way?
MTD Sales Training
JUNE 11, 2015
I’ll admit it. I’m a sucker for motivation. Whatever I can get to drive me forward and help me achieve my goals is like gold dust, as it overcomes all the negativity that we often experience. Sometimes, we come across a piece of literature or a video or CD that stops us in our tracks and helps us achieve. I came across this video and just had to share it with you.
MTD Sales Training
JUNE 9, 2015
It’s not easy being in sales these days. All the pressures of hitting targets, completing your sales plans , competitive activity…it can sometimes feel as if it’s all too much. Many salespeople heap more pressure on themselves by making mistakes that actually attract objections from prospects and customers. The prospect may really want the product or service you can provide… then you make an error that immediately causes them to stop and wonder if you are the right provider.
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?
MTD Sales Training
JUNE 4, 2015
We often hear sales managers talk about their salespeople’s performance and how they can manage it effectively. They talk of motivation and engagement and how they can keep their people performing at the top of their game. There are effectively three different levels of performance and they can be categorised as follows: Being ‘in the groove’ . This old expression means doing something easily or well, performing excellently, or being attuned to something, as in ‘I didn’t have a good first quarte
MTD Sales Training
JUNE 2, 2015
We often conjecture at what great salespeople do to create the status of being ‘great’. If, however, we were to study those people who are not so good, we can actually identify habits that act as warnings for us and enable us to avoid those activities that take us in a wrong direction. One dictionary defines ‘trait’ as ‘a distinguishing characteristic or quality, especially of one’s personal nature’.
SBI
JUNE 3, 2015
Summer is the time for people to catch up on their reading and to compile their favorites into “Summer Reading Lists.” I personally like a variety of business, sales, design, and psychology (neuro-science particularly) books and have a stack of recent reads and another stack of books on my to-read list. However, instead of writing a summary of my summer must-reads, I will do something a little different.
SBI
JUNE 18, 2015
CRM as a strategic advantage. Implementing CRM across any sales organization is a big deal. If you’ve gone through it, you probably started with a lengthy needs-analysis and followed it up with a good amount of vendor research. No doubt, you developed high expectations for your implementation by the time you were ready. What were they? Were you expecting to have a great deal more insight into your sales pipeline?
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.
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