Sales Gravy
DECEMBER 26, 2008
You need to feed your mind the possibilities and send the right message to your subconscious mind. What seems difficult should be considered easy. What you think you can't do should become something you can do.
Sales Gravy
DECEMBER 26, 2008
When you are sitting with a prospect it's much easier to read their body language. You can see the look on their face when they're confused about something you said. You can see the delight when you hit a hot button for them.
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Sales Gravy
DECEMBER 26, 2008
Selling a price increase in a soft economy is certainly harder than selling one in a booming market. However, as professionals, salespeople need to take the time to know and understand how to sell a price increase in all types of markets.
Sales Gravy
NOVEMBER 29, 2008
WeÂ’ve identified ten common disempowering beliefs that stifle professionals in their efforts to grow their business. We call them bogus beliefs.
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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
NOVEMBER 28, 2008
Whether you're in commission sales or on a salary, your income and career advancement are directly linked to your ability to communicate and persuade. The higher you climb the corporate ladder, the more you will be called upon to speak.
Sales Gravy
NOVEMBER 28, 2008
When I'm driving to an a appointment I'm not listening to the radio, I'm imagining how the sale is going to end up, me closing the sale.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sales Gravy
NOVEMBER 23, 2008
The typical company gives their sales team members less than 50 hours a year in formal training—and the majority of that training isn’t sales training but is rather product training.
Sales Gravy
NOVEMBER 23, 2008
Prospecting by email is very much like prospecting by phone. Your phone call needs to be direct and concise, focused on your prospect and on the value that you represent.
Sales Gravy
NOVEMBER 22, 2008
As a sales professional, you face a dragon when you meet with decision makers in the organizations you prospect and present to.
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
NOVEMBER 17, 2008
"Fake it 'til you make it" may not be the best way to go when you are cold calling. Being genuine and sincere are more likely to gain you the sale. People want to feel like you are truly interested in them. So, keep it real.
Sales Gravy
NOVEMBER 9, 2008
Your belief system, like your computer, doesn't judge or even question what you input; it merely accepts your thoughts as the truth, the whole truth and nothing but the truth. Think thoughts of defeat or failure and you're bound to feel discouraged.
Sales Gravy
NOVEMBER 8, 2008
When you are presented with the threat of a customer moving to another supplier because of a price increase, focus in on the cost of the conversion instead of allowing yourself to panic.
Sales Gravy
NOVEMBER 8, 2008
As a salesperson, you should never allow yourself to get steamrolled into a price increase discussion with a customer that is centered solely on raw costs.
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Sales Gravy
NOVEMBER 8, 2008
Why are we so hung up on price when it comes to selling? It is never solely about price. Certainly, price is a contributing factor, but it is not the factor. People simply do not make important buying decisions based on money.
Sales Gravy
NOVEMBER 8, 2008
For those who continue to wear “networking blinders,” only thinking of how others can help them, they are missing out on many, many opportunities beyond their immediate sphere of influence.
Sales Gravy
NOVEMBER 1, 2008
Recently, a window company rep called me and asked if I was interested in having a free, no-obligation sales call. I explained that we had replaced all our windows five years ago and that I was not interested.
Sales Gravy
NOVEMBER 1, 2008
You cannot allow fear and anxiety about the economy to paralyze you. Instead, focus on what you can accomplish and take steps to do so. Today, more than ever, it is imperative to reach out to new prospects and to existing customers.
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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
OCTOBER 26, 2008
I have just watched a beggar collect at least $5 worth of donations in the last half hour with a sign that says – “I am saving up for a hooker, weed, wine and a steak dinner.
Sales Gravy
OCTOBER 26, 2008
I find it interesting to note that successful people clearly understand the value of a role model and the power of a mentor's guidance.
Sales Gravy
OCTOBER 26, 2008
You know that itÂ’s your personality and message that distinguish you on the phone. But, when you write, you have to be really careful that the words you choose let your personality shine through.
Sales Gravy
OCTOBER 26, 2008
How many times have you experienced or witnessed yourself, sales people, managers and owners looking for miracle cures without taking care of the fundamental basics?
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
OCTOBER 25, 2008
Combining all the keys to success will create a sense of urgency needed for success. Examine the current level of each of the five keys to success in your life and create a personal game plan for successful living.
Sales Gravy
OCTOBER 25, 2008
Whether youÂ’re a manager or a salesperson; donÂ’t rely on the company to provide you with the tools, training, support and coaching you need to succeed in your position and in your career.
Sales Gravy
OCTOBER 25, 2008
{mosimage}Tracy L. TutenÂ’s new book Advertising 2.0 is one of the most comprehensive books I have read on internet based advertising and the implications for B2B and B2C organizations.
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.
Sales Gravy
OCTOBER 24, 2008
When I learned about the process of ‘rewiring your brain’ to make significant and lasting changes in personal results, good things began to happen.
Sales Gravy
OCTOBER 24, 2008
“The smartest thing I can do right now is keep getting better. Improve my training, improve my products, and improve my advertising.
Sales Gravy
OCTOBER 24, 2008
Almost everyone in sales knows the importance of persistence. However, there is a fine line between persistence and stalking.
Sales Gravy
OCTOBER 19, 2008
A customer will move through three stages of the selling process – Character/Trust, Emotion, and Logic. People have to like and trust you, then they allow you to guide them to emotions that eventually combine with logic. Emotion distorts reality.
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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