August, 2009

article thumbnail

How to Build Relevant Rapport

Sales Gravy

Remember, your prospects have a need they are looking to you to help them fulfill, and the more they feel you understand their needs and can help them, the more likely it is they will do business with you. So, how do you build relevant rapport?

40
article thumbnail

What are People Saying About YOU Online?

Sales Gravy

Before anyone purchases something of significant value these days, they scour the Internet for information about the product, the company, the competitors and yes, THE SALES PERSON. That's You! Don't believe it?

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

article thumbnail

Position Yourself as a Leader

Sales Gravy

What is a leader? Leaders are people who empower others to do seemingly impossible things, whether individually or as part of a group. They help people see issues and opportunities they would not normally see themselves.

40
article thumbnail

Why Customer Service Destroys Salespeople

Sales Gravy

Selling is about digging in and working with customers to help them see needs they didnÂ’t realize they had. ItÂ’s about helping customers see how the solution for which they are looking can be found in what you are offering.

40
article thumbnail

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.

article thumbnail

Breaking Out of Phone Mail Jail

Sales Gravy

THE PROBLEM “I’m sorry, I’m out of my office. Would you please leave your name and number and I’ll return your call as soon as I can.” How many of us are still waiting for our reply?

40
article thumbnail

Accentuate the Positive

Sales Gravy

Who wants to hear one more example of what they've been doing wrong? It's stressful for you and your customers when you focus only on the negative outcomes of what you're doing.

40

More Trending

article thumbnail

Albert Einstein?s Theory Of Selling

Sales Gravy

How do you show your customers you appreciate them? Lunches are fine, but everyone does them. What else could you do that sets you apart that also builds rapport with your customers?

40
article thumbnail

Danger Signals and Warning Signs

Sales Gravy

Having difficulty making call objectives for a sales call is a sign youÂ’re in trouble. Your job is to bring value to your customers. Another greeting by a smiling face is not a source of value.

Sales 40
article thumbnail

The Biggest Myth in Sales

Sales Gravy

Enter with an open mind, ready to hear what your customer has to say about his business and job. Even though we know what we want to say in our selling message, we have to be flexible and respond to what our customers tell us.

Sales 40
article thumbnail

Beware of Hiring Your Competitor's Sales People

Sales Gravy

When did the competition begin building a better sales organization than your company? Before you harvest their crop, consider these five myths when hiring your competitor's sales people.

Sales 40
article thumbnail

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

article thumbnail

Sales Manager: Job Title or Specialized Skill

Sales Gravy

Every company thinks they are in an industry that is so unique and has so many nuances that the hire must have industry background. This is a scary approach! If that's the feeling in the company, there is a much bigger issue that they face.

article thumbnail

When Sales Training Isn?t Working

Sales Gravy

Executives and sales managers often lament that while they can quickly tell us how much theyÂ’ve spent on training their sellers in a given quarter or year, pointing to actual behavior changes and sales increases is not always as easy.

article thumbnail

A Distinction Shared by None

Sales Gravy

I was overly confident that all thinking people would make the same decisions as me. But, the truth is that people's experiences and values are the lenses through which they view life and it makes their perspective a distinction shared by none.

article thumbnail

Bitter Medicine

Sales Gravy

Sales can be a cruel teacher. But, if you present yourself as a business person who is there to serve and ask all the right questions you will learn what you need to do in order to earn the business for next time.

Sales 40
article thumbnail

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.

article thumbnail

How to Set SMART Goals

Sales Gravy

So many people still ask me what the secret to successful goal setting is, so I thought IÂ’d share with you one of the basic principles of goal setting. The most effective way to set goals is to start by using the SMART principles of goal setting.

40
article thumbnail

5 Ways To Capitalize On the Economic Recovery

Sales Gravy

The economy doesn't have a mind of its own - it has our mind. By concentrating on the recovery already taking place, you'll increase it. Start today.

40
article thumbnail

The Art of Motivating Salespeople

Sales Gravy

While money is certainly an important ingredient in any incentive program, it should by no means be the only tool in a manager's motivational toolbox.

article thumbnail

Stay in the Game

Sales Gravy

One of the biggest mistakes sales professionals make is to start strong but finish weak or halt their efforts. Stay in the game by demonstrating your value.

Sales 40
article thumbnail

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.

article thumbnail

5 Ways to Sound More Natural on the Phone

Sales Gravy

If what you sell for a living means you have to pick up the phone – either to set appointments, call prospects back, return calls to clients, etc.

40
article thumbnail

Are You A Sales Professional? Really?

Sales Gravy

As a true Sales Professional you have to approach your career just like the professional athlete does.

Sales 40
article thumbnail

Robotic Selling

Sales Gravy

Normal 0. false false false. EN-US X-NONE X-NONE.

40
article thumbnail

Take Their Breath Away - Book Review

Sales Gravy

40
article thumbnail

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.

article thumbnail

The Buyer?s Score Card

Sales Gravy

40
article thumbnail

It?s About Time

Sales Gravy

40