MTD Sales Training
JUNE 8, 2012
You had a great month! You closed a ton of sales, including that big one that you had been working on forever. However, shortly after the euphoria of “Sales Person of the Month” awards and a huge paycheck begin to wear off, a horrible reality sets in. You look up and realise that your pipeline is completely dry. You have little or no fresh leads, no appointments, and no proposals in the mix, nothing.
Jeffrey Gitomer
JUNE 16, 2012
Tweet Are you trying to figure out some manipulative way of closing the sale or asking for the sale? Or worse, are you wondering when the best time to close is? Hers’s another question for you – Is it more powerful for you to ask for the sale or for the customer to ask, “When can we get started?” There are 9.5 key areas where value can be perceived.
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Engage Selling
JUNE 13, 2012
Today I share the downfalls salespeople make when dealing with difficult clients including; over communicating, thanking them for their openness, and offering them a resolution. Today I share the downfalls salespeople make when dealing with difficult clients including; over communicating, thanking them for their openness, and offering them a resolution.
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
JUNE 26, 2012
Tweet In this month’s issue of Top Sales Associates Magazine , I had the great pleasure of being interviewed by Linda Richardson. You may recognize her name as the Founder and Chairwoman of Richardson , the global sales performance company. Linda built her company into an international power-house having trained over two million sales professionals to date.
Sales Gravy
JUNE 28, 2012
Are Your Prospects Reluctant to Respond?I get a lot of requests for voicemail scripts and email scripts that work. Seems as if prospects still arent returning calls and everyone seems to be reluctant to return emails as well.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Jeffrey Gitomer
JUNE 20, 2012
Tweet REALITY : Too many of your emails are never opened. Too many of your emails never get responses. Too few opens and responses means your personal brand is weak. You can allow these realities to hold you and your sales back, or you can do something about it! RESOLVE: Start sending emails that rock, instead of emails that suck (like the ones you’ve been sending)!
Engage Selling
JUNE 5, 2012
Email Marketing Rule #1 – At the very least, make your email look like it should be legitimate and not spam. Here’s a clue: Emails with “Dear %EMAIL%” as the subject line do not look legitimate nor add to your credibility as a real person with a real product. Enough said.
SBI
JUNE 5, 2012
Tweet The ultimate, and certainly the most desirable goal for any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You know the feeling. You hang up the phone from a sales call, pumped with turbo-infused adrenalin, giving yourself a mental high-five, feeling like you ‘nailed-it.’ Your confidence is soaring and you are positive the prospect is feeling the same sense of excitement.
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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
Sales Gravy
JUNE 29, 2012
When leaders show up for and participate in training classes, it ups the ante and makes the session even more important to participants. It communicates a this is important and Im taking it seriously message.
MTD Sales Training
JUNE 1, 2012
Two minutes into the sales interaction, the prospect is demanding to know the price. You do what you can do avoid divulging the price too soon, but the prospect insists. If you sell a product or service were you must put together a quote, and it will take time to do so, that helps. However, when you have exhausted the usual options and answers and the prospect remains adamant on knowing the costs right away, here a few tips you might try.
Jeffrey Gitomer
JUNE 11, 2012
Tweet 2012 is the Year of the Webinar. I want to invite you to sign up. When you do, you’ll not only have access to each upcoming live webinar, but you’ll also be able to watch all the previous recorded webinars that you missed. It’s a lot of value. And it’s meant for you. To sign up, click on the image below: Learn more about it by watching the video below: Want a better idea of what the webinars are like?
Engage Selling
JUNE 12, 2012
On my tri p to New York late last month, I had the opportunity to visit a restaurant that I’ve been waiting to go to for ages… Marc Forgione. I’d seen him on the television show “Next Iron Chef” where chefs battle each other to see who will survive to the end. It takes skill, drive and determination to make it through this crucible and he showed all those attributes in spades.
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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.
SBI
JUNE 19, 2012
Tweet Through the course of my professional endeavors, I am quite privileged to meet and interact with executives from an extensive array of companies, comprising all stages and strategies of development. They are all experiencing just as broad a spectrum of success, and at everymeasurable or quantifiable degree. Some great, some not so great, and some not even close.Obviously, it is during the interactions with those who would like to boost that level of success from the wrong end of the charts
Sales Gravy
JUNE 25, 2012
Selecting the right SWAG for your booth (or selecting not to provide any premiums at all) can be tough, but hopefully by identifying and explaining these seven categories, you will be better informed and equipped to make the right decision before you
MTD Sales Training
JUNE 27, 2012
Once in a while, (and it really should be just once in a while,) there comes the time when you absolutely have to lower your price to close the sale. While this may seem like a simple and easy operation, it is something that sales people mess up all the time. Done correctly, a “small price drop” can indeed help close the sale. However, done incorrectly, the smallest price decrease can cost you the sale, the trust of the buyer, many other sales and possibly your reputation in the industry.
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.
MTD Sales Training
JUNE 28, 2012
There are a million tips all over the world on what to do to help you close the sale. You can find all sorts of tips, tricks, and magical scripts, as well as a bunch of pat answers to objections. In addition, in some places, like here at MTD Sales Training, you will find some very sophisticated and powerful closing processes that will help you be more successful.
MTD Sales Training
JUNE 7, 2012
You constantly hear about all of the great and positive things you can do to conduct a successful sales meeting and all of the inspirational tips and motivational tricks you can use to help encourage and train a sales team. However, for every positive action that can inspire, there is an equal and opposite negative action that can destroy any hopes of having a successful sales meeting.
MTD Sales Training
JUNE 20, 2012
You may have heard of the dreaded “Fear of Rejection,” or “Phone Phobia.” Those dreaded mental and psychological blocks that hamper and even destroy sales success. To have a fear or apprehension of rejection is actually a very natural human reaction. However, as a sales professional, you do not have the luxury of succumbing to this normal human emotion.
MTD Sales Training
JUNE 12, 2012
A great sales meeting can uplift the sales team, create sales momentum and stimulate teamwork and unity. While creating a good sales meeting is not easy, it is quite simple. Integrate the following three key ingredients, and you will have better success in your sales meetings! #1: Educate. Uncover Problems and Pain. Just as when dealing with prospects, with your sales team, you need to unearth their problems, even when they are unaware that they have any.
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.
MTD Sales Training
JUNE 19, 2012
I still get numerous questions regarding what to say, or how to transition from the sales presentation to the sales close. Questions on WHEN to begin to close as well as exactly HOW to start the closing process still inundate my inbox. Of course, I believe that there is NO transition, and in fact, the entire sales interaction is one continuous closing effort; seamlessly moving from one stage of the sales process to another.
MTD Sales Training
JUNE 26, 2012
You know the drill: you do a great sales interaction, cover as many objections as possible before they arise, ask for the order , and then continue to ask for the order. One of the oldest idealisms in professional selling is that you cannot take “No” for an answer. And it is true, that as a professional sales person, you have to learn to deal with negative buying decisions and learn to turn some of them around into positive buyer agreements.
MTD Sales Training
JUNE 14, 2012
Most of us work so hard and are so serious about our profession, that I thought, every once in a while, I’ll take a short break from the norm, and expose a bit of the lighter side of our business. Watch for a few short Water Cooler Stories every now and then, beginning with this one. Handling the Abusive Prospect. If you have been in the world of professional sales for any length of time, then you have probably run into the impossible, insulting, horrible prospect.
MTD Sales Training
JUNE 6, 2012
More and more companies are electing to employ their own in-house telesales staff to set appointments for the field sales teams. With fierce competition, a recovering economy and fuel prices at all-time highs, this only makes sense. The question that arises though is how do you compensate this inside sales team? I can tell you that the most obvious answer is usually the worst one.
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 13, 2012
First, I want you to understand the philosophy of this concept. When you do not close the sale, the fact is that you have failed. If you believe in your heart that the prospect would be better off by owning what you sell, then if they do not buy, they have to be worse off. The prospect is going to suffer, pay more, lose more, save less, or in some way, pay the price for not buying your product or service, and it is YOUR fault.
Engage Selling
JUNE 8, 2012
Selling at the enterprise level is different compared to other levels. The rules governing enterprise sales today have changed…dramatically and you need to be prepared to think like a business person — not just a sales person. Take the sales quiz and see what that entails!
Engage Selling
JUNE 11, 2012
Here I share three key considerations when going through the sales process. They include: talking less and listening more, do what you said you were going to do and making sure you actually care about your buyer. Here I share three key considerations when going through the sales process. They include: talking less and listening more, do what you said you were going to do and making sure you actually care about your buyer.
Engage Selling
JUNE 18, 2012
Salespeople must have to have a strong personal rapport with their clients. At the same time, your clients must build rapport with multiple team members inside your company. Customer advisory panels are a great way to make your clients feel happy and invested in the welfare of their own future. Salespeople must have to have a strong personal rapport with their clients.
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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