January, 2016

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3 Facts About Your Prospect That Will Change The Way You Sell

MTD Sales Training

“But I sell a great product Sean, why won’t they buy?” It’s a question I get asked a lot! Many salespeople think that just having a great product is good enough – that it will sell itself but in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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FORRESTER: Financial Services Innovation Requires Digital Tech, Matchmaking, and Discipline

Planview

Banking is an old business. But in the past year, the rapid adoption of financial services innovation technology has catapulted banking, insurance, and financial leaders into the now. In fact, researchers are saying that 2016 is set to be a year of massive disruption for this sector, as leaders search for new ways to approach business, serve customers, and defend their positions in the market.

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Steer Clear of These Prospects!

Engage Selling

In the past, we’ve discussed difficult and unprofitable clients that you should fire immediately. Now, to save you even more time, money and energy (and frustrations!), I’d like to share with you certain prospect types that you should disqualify. There’s a certain level of excitement that comes with connecting with a new prospect that is (seemingly) interested in […].

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How to Achieve the Win-Win Result in Sales

Sales Gravy

In any business, a Win/Win actually means that a salesperson helped the customer select exactly what’s right for them, for example the right color, the right equipment, the right look, the right feel, and of course, at the right price – everything th

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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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The 3 Main Components That Drive Customer Loyalty

MTD Sales Training

Most companies agree that loyal customers are the lifeblood of their business. Clients who return continuously to restock or re-purchase make it easy for companies to provide service and back-up. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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The Sales Force Awakens

MTD Sales Training

I hope you had a fantastic Christmas and welcome to 2016! If you’re like me, I have been champing at the bit to get back! Working in sales can take its toll over the year so I always use the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Grow Like Flo in 2016: Taking the Lead from Progressive’s Crowdsourced Innovation Program

Planview

Here are a few things the team at Progressive is really, really good at: (1) creating one of the most iconic brand mascots to ever hit the insurance scene; (2) leading the charge in industry breakthroughs, like data-driven driving services; (3) developing awesome new products, services, and processes with crowdsourced innovation. And that’s exactly what they’re doing with Edison, Progressive’s internal innovation program that uses its employees’ collective genius to shape

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Your Greatest Leverage Tool in Sales

Engage Selling

It bothers me. No, it drives me crazy. What, you ask? Picture this, a sales organization delivers great service and great results. In fact, their client base is absolutely thrilled with the entire process of working with this particular organization. Yet, the organization does nothing to leverage this success. Their prospects don’t know about it, perhaps individuals […].

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13 Important Facts About Your Customers

Engage Selling

It’s one thing to provide a great product or service, but unfortunately, that’s where the experience stops for many people. Sales is all about truly understanding your clients’ needs and issues. Their experience with you should not end immediately after their signature is on paper. The way I see it, all customers want the same […].

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Are You Making Your First Impression Count?

Engage Selling

You only have a few seconds to make a positive first impression on someone. Let’s face it – within moments of meeting another person we have often already determined whether or not we want to work with them. Here are, what I believe to be, extremely simple steps to creating trust upon meeting someone new: […].

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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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Garbage in Garbage Stays.

Engage Selling

It’s common for people think “garbage in garbage out.” However, in sales the opposite is true; garbage in garbage stays! In other words, if you keep making tragic mistakes in managing your team and your territories you will produce a garbage year. So, while it’s common at the start of the year to create your […].

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What’s Your Point of Focus?

Engage Selling

Wow. We are officially in 2016. You’re hearing me talk a lot about activities and tips for starting 2016 on the right foot. This is a deliberate attempt to help you focus on getting ahead and making the upcoming year your most successful to date. If you’re reading this blog and taking the time to increase your […].

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Set Your Own Minimum Profit per Client

Engage Selling

Supermodel Linda Evangelista famously said that she would “not roll out of bed in the morning for less than ten thousand dollars.” It was a smart business move on her part. Ten thousand dollars was her minimum profit per shoot. Your Sales Radar must also have a minimum profit, a minimum profit per client. This […].

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How to Raise Your Prices Without Getting Burned

Engage Selling

Are you considering raising your prices in 2016? Many salespeople look at raising prices with a grain of salt, a double-edged sword if you will. <– Click To Tweet On one hand, raising prices means more earnings and greater profits. On the other hand, it could upset or scare away your current client base. Price […].

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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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The Best Way to Onboard a New Rep | Sales Tips

Engage Selling

How can you meet the challenge of cutting the time it takes to onboard a new client? You might be surprised by the answer. Pick up your copy of Nonstop Sales Boom! Sales organizations all over the world are using this comprehensive guide to maximize their sales results.

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Stop Cold Calling and Start Doing This | Sales Tips

Engage Selling

When it comes to cold calling, the hunters have become the hunted! Learn what I mean in this week’s video sales tip! Get your copy of Nonstop Sales Boom for more in-depth sales strategies to take your organization’s sales to new heights.

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3 Quick Tips On Making Notes During Your Sales Call

MTD Sales Training

One of my sales trainers had an interesting discussion with a sales team recently, where the team were seeking advice on how they could make their sales records less over-whelming. No-one had ever given them recommendations on how to make notes. The question has rarely come up, but it’s worth asking. Should you make notes on everything that has been covered in the meeting?

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3 Useful Hints For Leaving Your Prospect A Voicemail

MTD Sales Training

Do you get tired of phoning clients and, instead of getting through, get their voicemail? Yes, it can be frustrating, can’t it? And when you have dozens of them in your weekly call cycle, it can be demoralising and make you wonder if it’s all worth it. So what should you do when you get through to voicemail? To leave a message or not; that is the question.

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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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Have You Abandoned Your Top Performers? | Sales Tips

Engage Selling

Don’t put all your focus on fixing poor performers. You top selling salespeople need attention too! Have you picked up your copy of Nonstop Sales Boom? Get top sales strategies to get your team selling to maximum potential.

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Use These Sales Success Avenues

Engage Selling

How discoverable are you to new clients and prospects? In this day and age, you need multiple avenues to expand your outreach. It’s no longer good enough to simply pick up the phone or send emails. You require a fusion of different approaches that are executed consistently to create growth in your business. <– Click […].

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3 Great Reads That Will Elevate You To Sales Excellence

MTD Sales Training

I’m often asked by salespeople and sales managers about how they can develop their skills on a regular and consistent basis, and the obvious answer is to learn from experts and people who have been there and done that’. But it’s easier said than done. A quick search on Amazon shows over 300,000 books just on the subject of sales. When you widen your search to include CDs, DVDs, videos and the like, the number climbs to over 1.6 million.

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The Surprising Way to Speed Up Sales | Sales Tips

Engage Selling

Want to close deals faster? Apply the insights I share in this week’s video sales tip! And for more in-depth sales strategies to create sales success, get your copy of Nonstop Sales Boom!

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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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Top 10 Innovation Links for the Week of 1.15.16

Planview

Welcome to Spigit’s weekly roundup of innovation links, where we feature a carefully curated selection of our favorite content on innovation, crowdsourcing, and more from around the web. Here are 10 new discoveries from this past week. 1. How David Bowie’s Continual Innovation and Rebranding is an Inspiration for the Business World. Who it’s from: Wales Online.

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Top 10 Innovation Links for the Week of 1.8.16

Planview

Happy New Year, readers! Welcome to the first 2016 weekly roundup of innovation links, where we feature a carefully curated selection of our favorite content on innovation, crowdsourcing, and more from around the web. Here are this week’s top 10 new discoveries. 1. A New Blueprint for Collaborative Innovation. Who it’s from: Doug Collins. The skinny: Chief innovation officers, leaders of innovation programs, and people who seek transformative change for their organizations should definit

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Top 10 Innovation Links for the Week of 1.22.16

Planview

Welcome to Spigit’s weekly roundup of innovation links, where we feature a carefully curated selection of our favorite content on innovation, crowdsourcing, and more from around the web. Here are 10 new discoveries from this past week. 1.Waze is Driving Into City Hall. Who it’s from: Fast Company. The skinny: In just a few years, Waze has gone from small startup to one of the world’s most popular navigation apps.

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CTO James Gardner: “Innovation is an Optional Activity”

Planview

Spigit’s Chief Technology Officer, James Gardner, is no stranger to innovation. He’s been there and done that in a number of ways and with a variety of tools. But if his start in financial services taught him anything, it’s that crowdsourcing innovation — at major healthcare institutions, financial services providers, and even automobile manufacturers — is the most effective way to discover new ideas and make them a reality.

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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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Tools Don't Make the Salesperson - Sales Training Does

Sales Gravy

With social platforms so comfortable for millenials, leaders are assuming that their new hires are equipped to go forth and “social sell.

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Customer Loyalty: I Gotta Guy

Sales Gravy

The relationship you want with your clients sounds like, “I gotta guy,” or the female version thereof.

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