June, 2014

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Consultative Selling – The Hardest and Easiest Way to Make Sales

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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How a Marathon Runner’s Mind-Set Can Improve Your Sales

MTD Sales Training

'I’m always interested in what makes a person successful in their area of responsibility. In order to be successful, the key has to be how they think about things. Success for many people can be. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 118
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Trending Sources

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Are You Missing the “Network” Opportunity?

SBI Growth

'I recently read a great article from Reid Hoffman, the founder of LinkedIn. The main theme was asking if you were “Network Literate” As a Marketing Leader, you may think you are a master of the domain. But are you really? Be brutally honest with yourself. Are you just reading the latest trends and handing tactics to the team to execute?

Media 104
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Maximizing Sales Call Efficiency

Engage Selling

'Cold calling can be tough for salespeople to master. The rejection, the awkwardness, and the flat out rudeness turn many people off from truly trying to create success with their sales calls. However, if you follow a few steps, you’ll be sure to get the most out of your calls and maximize your chances for […].

Sales 86
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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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Guess What Dad… I’m Going Into Sales!

SBI

'I graduated from Arizona State University in 3 years with honors. I don’t say that to brag, but to put the following paragraph in context. When I announced to my dad that I was going “into sales” I could detect an ounce (more like a pound) of concern. Why on earth would I go to all that effort to earn a business degree at warp speed and with summa cum laude recognition and then waste it on a career as a salesperson.

Sales 55
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Your Habits Can Be Powerful

Sales Gravy

The brain cannot tell the difference between a good habit and a bad one. Therefore habits are as much of a curse as they are a benefit, and habits merge without our permission.

40

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Steal My Cold Calling Script – Responding To “I’m Not Interested”

MTD Sales Training

'Cold calling is still an effective method of business development – if done correctly! Too many sales people try to bulldozer their way to making appointments or try to wear down the prospect with. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 113
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17 Simple Questions to Assess a New Sales Team

SBI Growth

'Every successful sales leader eventually gets a task so big he doesn’t know where to start. The biggest mountain for me was always the “new assignment.” Three times it happened because of acquisitions, and twice because of promotions. Each time, I got the same directive: decide who to keep. Decide who to remove. Immediately.

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Stepping Up Your Game

Engage Selling

'The best salespeople are constantly looking for ways to improve. They are not staying static for extended periods of time because, let’s face it, if you’re not moving forward – you’re moving backwards! There’s almost nothing better than reaching (or exceeding) all of your sales goals for the year. A certain feeling of accomplishment is […].

Sales 86
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Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

SBI

'Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. This week I interview Duncan Lennox, CEO and Co-Founder of Qstream. Nancy: What does Qstream do?

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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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What Leads to Ineffective Sales Coaching and Poor Win Rates?

Sales Gravy

For years, most sales organizations have a self-concept that “we are customer-focused.” But in practice, the tools many of them have been using are built around their sales process.

Sales 40
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5 Sales Tips To Cash In On

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.

Sales 122
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7 Must Read Articles To Help You Build Value In Your Interactions

MTD Sales Training

'Value… What is it and how do you build it? Earlier on in the week I wrote about how to gain an insight into your buyers mind so you can appreciate what value is. And in response to that blog post I. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Are You in Demand? 5 Ways to Stand Out on Linkedin

SBI Growth

'Are you in demand? Do people seek you out? Do they feel it is important to be in your network? If not, you are falling off pace in this new social world we live in.

Media 106
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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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Beware Of The Oversell

Engage Selling

'Ever watch a deal crumble away from you? In this podcast I share tips to avoid this from happening by avoiding the trap of overselling and losing business. Ever watch a deal crumble away from you? In this podcast I share tips to avoid this from happening by avoiding the trap of overselling and losing business. Podcast Series: The Sales Leader 3D Sales Training System closing Colleen Francis Engage Selling Solutions Lead Up!

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98% of Potential Prospects from this One Group are Hiding in Plain Site

SBI

'Much has been said of late about the 98% of website visitors who are thought to be anonymous—that is, they’ve come to your site and you don’t know who they are. They are hiding in plain sight. They arrived as a result of long hours and countless dollars of marketing devoted to various, successful, lead gen tactics including SEO and SEM. Granted, not all 98% of those hard won visitors are prospects.

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What's Resiliency Got to Do With Employee Engagement?

Sales Gravy

Characteristics of a resilient, sustainable business include leadership that understands the difference between working "for" and working "with" their employees. Learn why by reading this article.

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3.5 Ways to Make Twitter Part of Your Social Sales Strategy

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.

Media 113
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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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Buyers Don’t Buy What You Sell….Buyers Buy What Will Change Their Future

MTD Sales Training

'In many salespeople’s minds, the most important thing they need to improve is their product knowledge. They think that if they have an in-depth knowledge of everything their product does, they will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 105
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What Should Your Sales Data Strategy Look Like?

SBI Growth

'When it comes to data, a Sales Ops leader typically asks 3 questions: How do we gather all the data? How to do we draw critical insights from the data? How do we share and present the data?

Sales 98
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The Power of Alignment

Engage Selling

'As the world changes at an increasingly rapid rate, the sales industry has no choice but to adapt and change as well. If you’ve been in sales long enough, you may remember a time when feature and benefit selling was a great way to create success with your sales endeavors. However, in today’s market, feature […].

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How Chaos and a Fallible Sense of Truth Impact Sales Opportunities

SBI

'I know of no salesperson who doesn’t feel overwhelmed with everything they have to manage. There’s too much to remember and the sheer amount of product, industry, competitive and prospect information salespeople must deal with is exploding (it’s enough to make our brains implode.) Then there’s the fact that information changes. So you have to keep learning and expanding your knowledge in your already crowded brain.

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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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Make Cold Calling Fun in 3 Easy Steps

Sales Gravy

While ultimately nothing beats proper preparation and relentless practice, creating a fun environment for the difficult task of cold calling will certainly have a net positive effect.

40
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10.5 Rules At the Core of Your Sales Ability

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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We’re Consistently Underwhelmed & Your Prospects Are Begging For This…

MTD Sales Training

'I’m going to go out on a limb here but I bet you’re hardly every “wowed” nowadays. As a nation we’re consistently underwhelmed. What do I mean by this? Well… We’re consistently underwhelmed by the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 101
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Is Your Talent Hurting Your Sales Initiatives?

SBI Growth

'Every so often a Sales Ops leader needs a gut check. We typically focus on optimizing processes that will drive revenue. Automation and technology makes tracking and adopting initiatives easier. But Year over Year growth is stagnant. Nothing we do from our office is making an impact. It might be time to assess the skills of your sales team.

Sales 98
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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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The Dangers of Autoresponders

Engage Selling

'In today’s fast paced, automated world, it’s quite common to send an email out and receive an instantaneous reply from an autoresponder. Don’t get me wrong, if used effectively, autoresponders are great at providing your client with prompt communication. However, they can also be genuinely perceived as “cold” if you aren’t careful with your automated […].

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Guess What Dad… I’m Going Into Sales!

SBI

'I graduated from Arizona State University in 3 years with honors. I don’t say that to brag, but to put the following paragraph in context. When I announced to my dad that I was going “into sales” I could detect an ounce (more like a pound) of concern. Why on earth would I go to all that effort to earn a business degree at warp speed and with summa cum laude recognition and then waste it on a career as a salesperson.

Sales 37
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The 6 Strengths of Great Sales Managers

Sales Gravy

Great sales managers are worth their weight in gold. They work hard to build great teams and they win the respect of their people. By understanding what great managers actually do to make them great, you, too, can achieve greatness.

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How’s Your Life Doing?

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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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.