Sales Gravy
AUGUST 25, 2009
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?
Sales Gravy
AUGUST 24, 2009
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?
Sales Gravy
AUGUST 21, 2009
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.
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Sales Gravy
AUGUST 21, 2009
Selling is about digging in and working with customers to help them see needs they didnt realize they had. Its about helping customers see how the solution for which they are looking can be found in what you are offering.
Sales Gravy
AUGUST 21, 2009
As a true Sales Professional you have to approach your career just like the professional athlete does.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sales Gravy
AUGUST 19, 2009
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?
Sales Gravy
AUGUST 19, 2009
THE PROBLEM Im sorry, Im out of my office. Would you please leave your name and number and Ill return your call as soon as I can. How many of us are still waiting for our reply?
Sales Gravy
AUGUST 19, 2009
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.
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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 Gravy
AUGUST 17, 2009
Having difficulty making call objectives for a sales call is a sign youre in trouble. Your job is to bring value to your customers. Another greeting by a smiling face is not a source of value.
Sales Gravy
AUGUST 14, 2009
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.
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
AUGUST 13, 2009
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 Gravy
AUGUST 13, 2009
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.
Sales Gravy
AUGUST 11, 2009
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.
Sales Gravy
AUGUST 11, 2009
Executives and sales managers often lament that while they can quickly tell us how much theyve spent on training their sellers in a given quarter or year, pointing to actual behavior changes and sales increases is not always as easy.
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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.
Sales Gravy
AUGUST 11, 2009
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 Gravy
AUGUST 11, 2009
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.
Sales Gravy
AUGUST 11, 2009
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 Gravy
AUGUST 10, 2009
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.
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 Gravy
AUGUST 10, 2009
So many people still ask me what the secret to successful goal setting is, so I thought Id 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.
Sales Gravy
AUGUST 10, 2009
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.
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