Closing Bigger

JANUARY 13, 2009

I have been using the Sales Style Indicator from the Consulting Resource Group in my seminars and have also managed to set up a considerable network of HR, sales and recruitment professionals that now also use the tool. Although there is no “ideal style” for a sales professional across the board, in specific types of selling such as retail auto sales or certain types of medical products that some personality styles do seem to succeed with less resistance.

Territory 52

Territory Retail Drivers/motivators Sales 52

Sales Gravy

JANUARY 24, 2009

A Top 20% closer is an expert at asking questions, layering those questions, questioning the red flags, etc., and at the end of a prospecting call or presentation, they call can tell you exactly where the prospect stands.

Prospecting 40

Prospecting Presentation 40

Closing Bigger

JANUARY 12, 2009

I recently received a copy of Five Minutes with VITO. I had already read “Selling to VITO” several years ago and often suggest that sales professionals who want to close big deals read it. VITO stands for Very Important Top Officer and is in my opinion your most important prospect and target market. This most recent iteration of Anthony Parinello’s sales classic, now co-authored with David Mattson of Sandler Training is a timely, to the point and inspiring read.

Account management 52

Account management Closing Prospecting Meeting 52

Closing Bigger

JANUARY 29, 2009

This is a question that I get a lot. I look at a sales professional’s prospect list and pipeline and it looks full. Then we begin to ask questions about what criteria has been used to qualify them for our time and energy through-out the sales process. We often find many un-profitable prospects on the list. Symvolli has done a great podcast on this topic as well (I listened to it and thought I’d post a response via podcast).

Prospecting 40

Prospecting Pipeline Quota Sales 40

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Sales

Closing Bigger

JANUARY 27, 2009

I asked the question today on Twitter today: What do you think about Social Media Phobia? What are executives and business owners afraid of? I had some great responses from people online via Twitter. GusF @ shanegibson I think the big fear is that they have to interact. Also once they say something it’s out there, no turning back. 11 minutes ago from TwitterFox in reply to shanegibson. eagranieyuh @ shanegibson It’s a paradigm shift – you can’t control the message anymore

Technology 40

Technology Technology Start-ups Closing 40

Closing Bigger

JANUARY 22, 2009

On todays podcast we have Mike Desjardins , Driver of Virtus Inc. talking about “Leading in Turbulent Times.” This discussion took us on a path to discussing everything from Authentic Leadership to Leading Millenials and several key steps CEO’s and organizational leaders need to take to succeed. About Mike Desjardins: Mike is a graduate of UBC’s Sauder School of Business with a specialization in Marketing.

Drivers/motivators 40

Drivers/motivators Manufacturing Networking Growth 40

Sales Gravy

JANUARY 21, 2009

Cold calling today is direct, targeted and above all it’s a communication skill. Those who disparage cold calling are totally missing the point.

Cold Call 40

Cold Call Referrals Networking 40

Sales Gravy

JANUARY 21, 2009

Let’s face it: no manager wants to face the unpleasant possibility of letting a member of their sales team go — but knowing how to leverage your talent pool and keep it fresh is critical to the ultimate goal of maximizing overall effectiveness and ma

Sales 40

Sales 40

Closing Bigger

JANUARY 18, 2009

Authors of the Book Work the Pond Darcy Rezac, Gayle Hallgren-Rezac and Judy Thomson put out a weekly networking tip. Periodically I will be posting their tips. If you haven’t picked up a copy of Work the Pond yet I strongly suggest you do, it’s on the top of my books to read list for sales people and professionals of any discipline. Here’s the tip for this week: RSVP Like You Mean It.

Networking 40

Networking Sales 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!

Prospecting 40

Prospecting Sales 40

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

Sales Gravy

JANUARY 12, 2009

If you truly believe your product or service is the best money can buy and you care about your clients and their friends, you're doing them a disservice when you don't implement this lead generation system of asking for referrals.

Lead generation 40

Lead generation Referrals Clients Service 40

Sales Gravy

JANUARY 6, 2009

Many of us take great pride in having developed our business to the point we no longer have to be hunters, constantly prospecting for new business, turning over ever rock, looking behind every tree, spending countless hours cold calling and roaming t

Cold Call 40

Cold Call Prospecting 40

Sales Gravy

JANUARY 6, 2009

Sales managers are facing a set of challenges that they've never experienced before. They think their team is focused on generating sales, but they are completely distracted.

Sales 40

Sales 40

Sales Gravy

JANUARY 6, 2009

In the real world, passively waiting for clients to court you and give you business is a sale strategy doomed for failure.

Clients 40

Clients Service Product Sales 40

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Sales

Closing Bigger

JANUARY 29, 2009

Today’s podcast is an interview with Sarah Villeneuve Bundy Co-Founder of 49 Above Marketing a multilingual full service internet marketing firm with clients in Canada, USA and numerous other countries. Sarah was on the show today to share with us how to put together a comprehensive sales and recruiting strategy. Some of the tools we discussed were Twitter, SEO (Search Engine Optimization) PPC ( pay-per-click campaigns ), blogging, and the power of “ Long-Tail ” keywords in at

Campaign 40

Campaign Engineering Sales Clients 40