Sales Gravy

APRIL 26, 2009

To me, the professor's question should have been met with a roomful of raised arms. The obvious truth is that most college students are immoral at least some of the time.

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Sales Gravy

MARCH 30, 2009

Dean's company, high tech privately owned, sees their revenues growing this year by 20%+ and they project to hit upwards of $300M. How is that possible in a down market?

Marketing 40

Marketing 40

Sales Gravy

JANUARY 12, 2009

By gaining a working understanding of nonverbal communication, you will be able to reduce sales pressure, build rapport quickly and dramatically increase your sales effectiveness!

Communication 40

Communication Sales 40

Sales Gravy

DECEMBER 16, 2009

Ironically, when corporations bring me in to speak at conventions on how to boost customer retention, I often find that there’s been little or no professional training for employees about personal image.

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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.

Sales Gravy

DECEMBER 16, 2009

Rather than describing yourself in terms of a generic label, you can instead refer to the ultimate benefit that you deliver. If you sell liability insurance for example, you could describe your service in terms of reducing risk for business owners.

Insurance 40

Insurance 40

Sales Gravy

DECEMBER 14, 2009

For years I’ve warned companies that this day would come. It had to. It was inevitable. The price of labor, raw materials, and overhead was going up. Eventually, those increases would have to be reflected in the price of goods and services.

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Sales Gravy

DECEMBER 14, 2009

I am not offering specific steps a salesperson can do to alter a customer's behavior. Rather, I'd like to focus on the steps a salesperson must take in how they view their role in the sales equation.

Sales 40

Sales 40

Sales Gravy

DECEMBER 14, 2009

There is absolutely no substitute for a positive first impression. Research clearly indicates that we decide in the first few minutes whether we like someone or not. Yes, we also judge a book by its cover too.

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Sales Gravy

DECEMBER 14, 2009

Ask direct, specific questions that require your prospect to either commit to what’s next, or that get your prospect to reveal that the sale might not go through (I know you hate to hear that, but it’s better to find out sooner rather than later).

Sales 40

Sales 40

Sales Gravy

DECEMBER 14, 2009

Body language, vocal pattern and vocal pitch principles apply to the negotiation phase of the sales process as well. Conveying a negative message during negotiations could kill a perfectly good deal!

Negotiation 40

Negotiation Sales 40

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

Sales Gravy

DECEMBER 9, 2009

As the economy struggles and household incomes fall, “mompreneurs” are picking up the slack. How can these busy, busy women win the constant battle for time? It’s all about making connections—and here are a few tips on doing just that.

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Sales Gravy

DECEMBER 4, 2009

Most of us are easily sidetracked by distractions disguised as work activities. When we have a clear understanding of where each activity fits into our priority hierarchy we know which to do first, second and third.

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Sales Gravy

DECEMBER 4, 2009

Discuss preferential treatment with the TCO suppliers. Purging high cost suppliers saves money. We thus have an economic motive to increase our spend with a low cost supplier. What’s in it for them?

Suppliers 40

Suppliers 40

Sales Gravy

DECEMBER 1, 2009

Undoubtedly, the business owner is always the best sales person. It is very difficult to find a sales person who is as knowledgeable, passionate, and emotionally invested in your business as you are.

Sales 40

Sales 40

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

Sales Gravy

DECEMBER 1, 2009

I also believe that we all have choices in selecting those that are closest to us – our circle of influence. This applies to the business environment as well. We are extensions of our clients, and they are extensions of us.

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Sales Gravy

DECEMBER 1, 2009

I personally believe that the process of holding a core group of people responsible for revenue generation to grow an organization is antiquated. Instead, accountability should be pervasive throughout the organization.

Sales 40

Sales Organization 40

Sales Gravy

FEBRUARY 7, 2009

Here’s the secret to boosting your confidence today; make confidence a choice. Wait, I know what you may be thinking; it sounds too easy. It has to be more difficult than this.

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Sales Gravy

NOVEMBER 17, 2009

It's easy to let your sales pitch get tired. To sell today, you need to perform at your peak. It's time to ditch that worn out opening; get rid of that boring laundry list of features and benefits; and punch up that same old close.

Sales 40

Sales 40

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

Sales Gravy

NOVEMBER 17, 2009

Millions are spent on advertising and marketing yet some companies don't realize that most sales transactions of any size result from human contact. While the first company avoided the cost of answering their phones, the second got my business.

Advertising 40

Advertising Marketing Sales 40

Sales Gravy

NOVEMBER 17, 2009

Whether in a face-to-face meeting or over the phone, the salesperson must take the time to engage the customer early on. The key with the early questions is to not blatantly ask, “What other products or services would you be interested in?

Profitability 40

Profitability Meetings 40

Sales Gravy

NOVEMBER 16, 2009

Mister Rapid Fire never heard of the 80-20 rule where the prospect does 80 percent of the talking and the salesperson 20 percent. Frankly, I think the rule, while a good guideline, is a bit difficult to observe especially on a first call.

Sales 40

Sales 40

Sales Gravy

NOVEMBER 11, 2009

Many people use LinkedIn as a way to get introduced to others through their network. There is another way to use LinkedIn. And that's to use it as a "people finder" It's just another way to leverage this powerful tool.

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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

NOVEMBER 11, 2009

"Then under what circumstances would you define yourself as a failure? I don't mean a failure at life but let's say that you consistently fail to achieve the goals you've established for your physical fitness.

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Sales Gravy

NOVEMBER 11, 2009

Here's something to consider: The next time you have to make a presentation in front of a panel, prepare the content as usual and then set it aside. Spend time practicing the dynamics of making the presentation.

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Sales Gravy

NOVEMBER 4, 2009

For those of you who have either met me or watched me present a speech - you know I'm a little crazy and I absolutely shoot from the hip. Hey - I can admit it. Now I have made some mistakes with this over the years.

Sales 40

Sales 40

Sales Gravy

NOVEMBER 5, 2009

Recently a client called me and said, "Kim, my customers aren't taking me seriously on the phone or in person." My eyebrows went up. Then she said, "I've reviewed everything.my sales materials, my eye contact, handshake.

Sales 40

Sales 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

NOVEMBER 5, 2009

If your salespeople are really looking for the six-figure (and potentially seven-figure) sale, have them read the company's quarterly Earnings Transcripts (if the company is public). Every quarter, public U.S.

Shareholders 40

Shareholders Sales 40

Sales Gravy

NOVEMBER 4, 2009

Imagine having prospects coming to you rather than you chasing them. It can be done if you have the right social media strategy when using this tool. This is marketing's job, right? Wrong! It is a co-shared responsibility.

Media 40

Media Sales Marketing 40

Sales Gravy

NOVEMBER 3, 2009

Being a new business owner is a lot like skydiving in the sense that you are taking calculated risks daily that run you through a flurry of emotions before landing on the ground or getting to the outcome.

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Sales Gravy

NOVEMBER 3, 2009

Unlike many sales people, panhandlers do not spend time trying to figure out who to call and who not to call. They don’t pretend to be clairvoyant and be able to divine if someone is a buyer or not just by looking at their business cards or faces.

Sales 40

Sales 40

Advertisement

Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver.

Value Proposition