SBI Growth

JUNE 3, 2012

125

125

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.

Sales 115

Sales Decision-making Sales Training Meetings 115

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.

Leadership 89

Leadership Sales Sales Training Sales Leadership 89

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.

Communication 81

Communication Sales Training Sales 81

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

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 53

Sales CRM Organization Management 53

Sales Gravy

JUNE 29, 2012

Japan used the philosophy of TQM and the concept of continuous improvement to set and achieve ambitious national goals.

Management 40

Management 40

MTD Sales Training

JUNE 21, 2012

Whether closing a direct sale or just setting appointments over the telephone , cold calling can be tough. In a cold call , you have but a precious few seconds to establish enough trust and rapport to get the prospect to allow the call to continue. In the first three seconds, the prospect forms a mental imagine of you, your surroundings and appearance.

Sales Training 114

Sales Training Digitalization Sales 114

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)!

Sales 62

Sales Sales Training 62

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.

Marketing 81

Marketing 81

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.

Decision-making 52

Decision-making Software Software Sales 52

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

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 I’m taking it seriously” message.

Sales Training 40

Sales Training Sales Communication 40

SBI Growth

JUNE 11, 2012

Sales 115

Sales 115

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.

Decision-making 114

Decision-making Suppliers Sales Training Sales 114

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?

Sales 59

Sales 59

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

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.

Profitability 80

Profitability Sales 80

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

Value Proposition 49

Value Proposition Sales Meetings Communication 49

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 aren’t returning calls and everyone seems to be reluctant to return emails as well.

Sales 40

Sales 40

SBI Growth

JUNE 19, 2012

Meetings 113

Meetings Sales 113

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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.

Meetings

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.

Advertising 113

Advertising Sales Training Sales Negotiation 113

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.

Decision-making 112

Decision-making Sales Sales Training 112

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.

Meetings 111

Meetings Sales Sales Management Sales Training 111

SBI Growth

JUNE 15, 2012

Management 110

Management 110

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

SBI Growth

JUNE 16, 2012

Sales 110

Sales 110

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.

Sales 110

Sales Sales Training Digitalization 110

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.

Meetings 109

Meetings Logistics Sales Sales Training 109

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.

Advertising 109

Advertising Sales Sales Training 109

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

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.

Sales 108

Sales Decision-making Sales Training 108

SBI Growth

JUNE 28, 2012

Marketing 107

Marketing 107

SBI Growth

JUNE 7, 2012

Sales 107

Sales Sales Management Management 107

SBI Growth

JUNE 1, 2012

Sales 107

Sales 107

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales