MTD Sales Training

DECEMBER 19, 2011

You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. However, does such a rule or concept still have merit, especially in dealing with today’s modern and educated buyer? Since today’s prospect has instant access to a ton of information about what you sell before you even show up, and they are so short on time; does it still make sense t

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Decision-making Sales Training Sales Management Sales 118

Jeffrey Gitomer

DECEMBER 9, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Will Next Year Be THE Year Of Rebound? Gitomer | December 9, 2011 | Leave a Comment. Tweet Share The days of waiting to see what will happen, waiting to see when things will return to “normal,” and waiting for a sure sign of recovery are over. You cannot afford to wait any longer.

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Leadership Media Sales Training Sales Leadership 80

SBI

DECEMBER 21, 2011

If you’re a manager, there’s no doubt you measure reps’ performance to some extent, by the number of cold calls they make. We expect reps to barrel ahead and blast through the barriers. No excuses. But you know it can be difficult. The beginning of a new year is a great time to think about the steps you can take to make their job easier.

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Brainstorming Meetings Management Sales 53

Sales Gravy

DECEMBER 29, 2011

You've heard Albert Einstein's famous definition of insanity: doing the same thing over and over again and expecting different results. Here's my corollary: Focus on new ideas and actions and expect better results.

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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.

Engage Selling

DECEMBER 26, 2011

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MTD Sales Training

DECEMBER 20, 2011

Techy Tuesdays takes the reins of the MTD Sales Blog once again this week as we steer you towards a brighter future in the online world. Last week I showed you some great uses of the LinkedIn Answers platform when looking to test your marketing strategies and generate ideas for new content, and this week I thought I’d give you some top tips for creating a successful LinkedIn Company Page.

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Marketing Sales Internet Media 118

MTD Sales Training

DECEMBER 28, 2011

In the recent post, “Are You Really Asking For The Order?” I talked about how many sales people suffer with using weak, fearful closes that do not actually ask for the order. A few of them are: 1. Waiting for the prospect to take the initiative and ask for the sale. 2. Asking the prospect what they think. 3. Using some inducement with the hopes the prospect will initiate the sale.

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Logistics Decision-making Sales Software 111

MTD Sales Training

DECEMBER 13, 2011

Introducing Techy Tuesdays! Every Tuesday from now on I will be taking over the MTD Sales Training blog with a quick fix of interesting and innovative updates from the technological world which will help you to generate real leads and boost your sales pipeline. For those who don’t already know, I’m Louise, Sean’s Marketing Manager, and I am really looking forward to bringing you some top tips on how to prospect, network and engage with your clients via the digital world.

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Internet Media Sales Training Innovation 109

MTD Sales Training

DECEMBER 14, 2011

While a good sales meeting can invigorate sales people and increase revenue, a poor sales meeting will cost you more than you can calculate. Incredibly, many sales managers take the structure of a sales meeting for granted. It is the old, “If it’s not broke don’t fix it…” attitude. However, here are three basic things to understand about sales meetings: 1.

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MTD Sales Training

DECEMBER 12, 2011

In the recent post, “Can You Sell ANYTHING to ANYONE?” I highlighted that many sales people believe that it is possible to become so good in the practice, art or science of selling that one can close every prospect for any product. Could a sales person get to the point to be able to sell anything to anyone by becoming an expert in prospecting, asking questions, persuasion and closing skills?

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Manufacturing Decision-making Sales Training Communication 102

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

DECEMBER 9, 2011

Is it true that the best sales people can sell anything to anyone? Are you one of those rare few in the world of professional selling that has the ability to sell virtually any product to any prospect? You have heard those old sentiments before, “I can sell ice cubes to Eskimos…” or “That guy can sell prescription eyeglasses to a blind man.”. In the 60s, 70s, and early 80s, many sales people prided themselves in the (imagined) ability to turn every prospect into a customer regardless of th

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Sales Training Sales Meetings 99

MTD Sales Training

DECEMBER 6, 2011

Since the launch of my bestselling book eselling® I’ve been inundated with keynote speaking requests on the subject and also for in-house training. One of the most popular elements of eselling® has been how to use LinkedIn for prospecting, networking and how to identify sales opportunities. So we’ve designed a special course around just that: . ** LinkedIn For Sales Professionals **.

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Sales Sales Training 96

MTD Sales Training

DECEMBER 5, 2011

With competition becoming fiercer, the economy sending fuel prices through the roof and buyers becoming more reluctant to telephone sales calls , more firms are choosing to employ their own in-house telesales staff to set appointments for the field sales teams. The immediate question that arises is what and how do you pay this inside sales force? Commission on the Sale.

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Sales Training Sales Management Sales Management 93

MTD Sales Training

DECEMBER 7, 2011

In the recent post, “How to Compensate A Telesales Staff To Set Appointments,” I explained some of the major problems that arise when you choose to compensate telesales representatives (TSRs) with commissions on closed sales. . Problems When Paying TSRs on Closed Sales. The TSR begins to look for sales rather than just set good appointments. The TSR looks for the easy lay down sale and fails to set appointments with otherwise good qualified prospects.

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Sales Training Sales Management Sales Management 91

Advertisement

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

DECEMBER 8, 2011

It’s that wonderful time of the year again! Unfortunately, for many professional sales people, this otherwise joyous and happy time spells a predictable period of slowed sales and reduced income caused by an age-old seasonal objection. “It all looks very good, but I think I will wait until after Christmas…”. “We are going to hold off until the beginning of the New Year…”.

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Sales Training Sales 85

Jeffrey Gitomer

DECEMBER 30, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Is it what’s WRONG with these kids? or what’s RIGHT with these kids? Gitomer | December 30, 2011 | Leave a Comment. Tweet Share Kids! I don’t know what’s wrong with these kids today! Kids! Who can understand anything they say? Kids! They a disobedient, disrespectful oafs!

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Leadership Media Government Internet 80

Jeffrey Gitomer

DECEMBER 28, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. It’s that time of year: “Call me back after the holidays.” Gitomer | December 28, 2011 | Leave a Comment. Tweet Share Call me after the holidays is not an objection. It’s worse. It’s a stall. Stalls are twice as bad as objections. When you get a stall, you have to somehow dance around it, and then you still must find the real objection before you can proceed: What tactic will you

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Leadership Media Sales Training Sales Management 79

Jeffrey Gitomer

DECEMBER 16, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The 100-year path to a sale is over: Road Closed. Gitomer | December 16, 2011 | 1 Comment. Tweet Share We are in the year 2011 and it’s amazing to me that people are still cold calling, leaving voicemails, asking for appointments, and, in general, trying to pull out their Felix the Cat tricks that were dead and gone the moment the Internet reached awareness.

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Internet Media Leadership Sales 77

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

Jeffrey Gitomer

DECEMBER 6, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Have You Signed Up For My Webinar Bootcamp Yet? Gitomer | December 6, 2011 | Leave a Comment. Tweet Share Have you taken time to sign up for my webinar bootcamp yet? Between December 12th and 16th I am going to give 5 webinars that are going to rocket you into 2012 because it’s information you can use.

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Leadership Media Sales Training Sales Management 76

Jeffrey Gitomer

DECEMBER 21, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What You Need To Be Doing This Holiday Season. Gitomer | December 22, 2011 | Leave a Comment. Tweet Share Here’s what you need to be doing this holiday season. These are my personal recommendations for maximum holiday enjoyment, both in business and with family: Do not use auto-reply telling people you’re out of the office for the holidays.

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Media Leadership Sales Training Meetings 68

Jeffrey Gitomer

DECEMBER 14, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. You Can Still Sign Up For My Webinar Bootcamp! Gitomer | December 14, 2011 | Leave a Comment. Tweet Share You can still sign up for my webinar bootcamp! Click on # JGBootcamp to see what you’ve been missing. Here is the topic today, and for the rest of the week: Wednesday – Create a Killer Personal Brand, It’s not who you know, it’s who knows you.

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Media Leadership Sales Training Sales Management 59

Sales Gravy

DECEMBER 28, 2011

Sales Motivation for the New Year Never confuse "contentment" with "being at peace" they are enemies - Michael Pedone This Christmas I received Tim Tebow’s book, “Through My Eyes” as a gift.

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Sales 40

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

Sales Gravy

DECEMBER 16, 2011

A top closer knows that any prospect who isn't willing to make a commitment of either time, or of taking a specific action or agreeing to some other part of a sales process (sitting through a demo, etc.

Sales 40

Sales 40

Sales Gravy

DECEMBER 12, 2011

If you pay attention to the details and make every effort to see that your clients have a pleasant experience, they will assume that you will handle their business the same way. Before long you could have them eating out of your hand.

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Profitability 40

Sales Gravy

DECEMBER 12, 2011

Take a moment to think about any behaviors you may have overlooked in the past with fresh eyes and imagine how your staff may react in the moment while representing your company in public (as well as how they might like to react if they weren’t censo

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Sales Gravy

DECEMBER 6, 2011

When small businesses that function in both a local to a global market can succinctly state “what” they do, they will stand out in the crowd, be the “red jacket,” as I have come to say. Their response to the “what do you do?

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Small Business Marketing 40

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

Sales Gravy

DECEMBER 6, 2011

The problem with many sales managers is that they aren’t expected to get on the phone and sell. And the problem with that is how can they teach and coach something they aren’t doing themselves (or worse, that they can’t do)?

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Sales Management Management Sales 40

Sales Gravy

DECEMBER 1, 2011

People are in "holiday mode" and many businesses are in a holding pattern, waiting for budgets to be released in the New Year. These ideas should give you enough to keep you busy in December and spring-loaded for a fast start in January.

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Sales 40

Sales Gravy

DECEMBER 26, 2011

Could you use a few more referrals? "Go the extra mile" when providing service and turn the customers you serve into advocates to help you promote your business.

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Sales Gravy

DECEMBER 27, 2011

Unless you are replying to a message marked urgent, there is no need to send an instant response. Your e-mail is a representation of you personally and professionally.

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Profitability 40

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