ConversionXL
NOVEMBER 28, 2011
People hardly buy anything without seeing it. Usually they also want to touch it, hold it and take it for a spin. You really can’t do those things online (unless it’s web based software). So to compensate for all of that, you need to work twice as hard to make your products come alive via excellent photography and graphics. I know of a guy selling construction hardware online.
A Sales Guy
NOVEMBER 14, 2011
crit-i-cal: -involving skillful judgment as to truth, merit, etc.; judicial: a critical analysis . Are you critical of your customers and prospects? Do you skillfully judge them? Do you critique their environment, their choices, their current solutions, their approach? You should, it’s the only way to make a difference. Being critical or critiquing your customers and prospects allows opportunities to be found, problems to be uncovered, waste to be spotted, growth to be identified, etc.
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Partners in Excellence
NOVEMBER 2, 2011
So this is what’s happening this morning. I start the morning looking at email. Craig Rosenberg of Focus.com has posed an interesting question: “Isn’t sending an unsolicited email to someone the same thing as cold-calling them?” There’s an interesting discussion with thoughtful responses from people I respect. The responses are trending to “Yes it is the same, and it’s bad practice.” Hmm, interesting… I keep going through my email.
The Sales Hunter
NOVEMBER 22, 2011
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
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Score More Sales
NOVEMBER 22, 2011
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Let’s All Champion Sales Resources! Sellers, See This. by Lori Richardson on November 22, 2011. There are three reasons you, as a seller, sales leader, or C-level executive should know about the Top Sales Awards voting process that is going on now. This is the second year of the awards, put on by the JF Corporation.
Pointclear
NOVEMBER 29, 2011
I am deeply honored to be selected as a finalist in two categories for the 2011 Top Sales & Marketing Awards. Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools. " target="_blank">.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
NOVEMBER 17, 2011
A great excerpt from the book The Challenger Sale : This is a great story and is exactly how people should approach selling. When I was an individual contributor, this is exactly what got my blood flowing and got me pumped up. This is the compelling element of sales for me. It’s where the challenge lies. The senior member of the company’s sales leadership team told us the story of a rep who was struggling to gain traction with a prospective customer.
Partners in Excellence
NOVEMBER 30, 2011
That’s what I hear from lot’s of sales people—not in the meetings, but when we’re having a cup of coffee or a quiet one on one. To a large degree, I agree with them–but for completely different reasons. Too often, sales processes are designed, implemented, and mandated from the top down. The sales process is put in place to respond to management’s (legitimate) need to understand the state of the business—whether it’s a deal or an opportunity.
The Sales Hunter
NOVEMBER 29, 2011
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
Score More Sales
NOVEMBER 1, 2011
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Sales: It Takes Work to Be Mediocre. by Lori Richardson on November 1, 2011. Why not excel if it takes the same amount of energy to be average? OK, so it takes a bit more than average to be exemplary in your inside sales position, or your outbound sales position.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
Pointclear
NOVEMBER 7, 2011
At first glance, the idea of outsourcing strategic account management may seem absurd. After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. So how could it make sense to use outside resources to engage with target companies this valuable? The line of thinking goes something like this: “Outside resources cannot possibly understand what our sales reps and account managers know about o
ConversionXL
NOVEMBER 7, 2011
People judge books by the cover and other people by their looks. Take a look at these 2 men: Now answer these questions (you can’t choose “neither”): Which one would you rather ask investment advice from? Which one would you rather have babysit your children? Which one would you rather have cook your dinner? … and so on. You don’t know anything about these men.
A Sales Guy
NOVEMBER 7, 2011
I’ve worn pink ski goggles for over 7 years now. Why? I thought the pink was really frickin’ cool. How many men do you know wear pink ski goggles? Based on my statistically inaccurate poll, taken from the ski lifts every year the answer is; -Men over 30: zero. -Men (Boys) under 30 a few hundred and the number seems to be increasing year over year.
Partners in Excellence
NOVEMBER 7, 2011
“Selling has changed more in the past 3 years than in it’s cumulative history.” states Dave Stein of ESResearch. I couldn’t agree more, but would tinker with that a little, “Buying has changed more in the past 3 years than in the cumulative history of buying.” While it may seem a small point, I think it may more clearly illustrate the problem I think is happening in sales.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
The Sales Hunter
NOVEMBER 26, 2011
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
Hubspot
NOVEMBER 4, 2011
With more than 800 million users, Facebook is a major player in the world of social networking. Businesses looking to market using Facebook have one major tool at their disposal: the Facebook Page. Facebook Pages were specifically engineered for businesses. These pages provide a public home on Facebook for a business, and they allow businesses to publish content and receive comments and feedback from fans and customers.
Pointclear
NOVEMBER 10, 2011
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Andy Rooney, probably the best known commentator of his time, who at 92 years passed too soon on November 4 th , said, “I've learned. that opportunities are never lost; someone will take the ones you miss.
ConversionXL
NOVEMBER 16, 2011
You have an opt-in form on your site and somebody filled it in. Hooray! You just gained another subscriber on their way to read your content and buy your stuff. Or did you… A large part of your visitors that complete signup forms WILL NOT actively consume your offer. They might download the pdf document, video or audio file you provide – but often they won’t actually go through it.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
A Sales Guy
NOVEMBER 27, 2011
The average person correlates hard with like. If it’s hard it’s not something to like. This is an unfortunate correlation. Hard means it’s new, different, unfamiliar, outside of our comfort zone. When things get hard it means we are growing. When things become hard, that’s when the learning begins. If it’s not hard, there is no learning.
Partners in Excellence
NOVEMBER 1, 2011
Do you have a plan? Do you have a plan for winning this deal? Do you know the key activities you must execute to win the deal? Do these activities align with the customer’s buying process? Do these activities align with your selling process? Do these activities align with the target decision date? Do you know who is inovled in the decision, their priorities, concerns, attitudes and role in the decision?
The Sales Hunter
NOVEMBER 19, 2011
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
Hubspot
NOVEMBER 3, 2011
We humans are visual creatures, and sometimes the best way for us to learn or understand a new concept is to actually see it. After all, that's why they say, "a picture is worth a thousand words," right? So if humans love visuals, why not leverage that fact on your blog and in other content creation? Here are six great ways to make your inbound marketing content more visual. 6 Creative Ways to Improve Content With Visuals. 1.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Score More Sales
NOVEMBER 14, 2011
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Review of SNAP Selling Author and B2B Sales Trainer Jill Konrath Live. by Lori Richardson on November 14, 2011. It was a lucky double stroke of good fortune recently that sales thought leader Jill Konrath would be coming to town and that I was not on the road myself.
ConversionXL
NOVEMBER 30, 2011
I read more than most people, on average 2-3 business books per month. That adds up to a lot of books over the years. I am very picky. Before deciding to read a book, I do a ton of research, review reading and other due diligence. I don’t read cheesy business motivational books. My last years favorite was Rework (if you haven’t read it yet, do it).
A Sales Guy
NOVEMBER 15, 2011
I’m in Santa Monica today for a Sales 2.0, Social and Mobile conference. It kicked off last night with a VIP reception. The reception talked about the challenges and opportunities for todays sales managers. As you can imagine, much of the conversation evolved around social media and the changes sales leaders are facing today. Frost and Sullivan was one of the panelists and provided some interesting stats outlining sales leadership challenges and opportunities.
Partners in Excellence
NOVEMBER 15, 2011
The other day, someone called me. He wanted to pick my brain (feeble pickings) for some ideas and ask for some help. I was delighted with the call, both because he’s a prospect, and it was ego gratifying to be asked for the advice. But the call ended up being a waste of time–mine and the prospect’s. See, the problem was the multitasking being done by the prospect.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
The Sales Hunter
NOVEMBER 22, 2011
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
Hubspot
NOVEMBER 29, 2011
So you want more Twitter followers, eh? You want to increase your 'likes' on your Facebook business page ? Social media sites make great tools to engage prospects and customers as well as share content and messages about your brand. Since as a marketer, you're primarily using these tools for promotional purposes, you need to make sure you're attracting new fans and followers through content and campaigns that will attract the types of prospects your brand wants; followers that may be interested
Score More Sales
NOVEMBER 11, 2011
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Business Tribute to Veterans, Social Entrepreneurs, and Non-Profits Helping Others. by Lori Richardson on November 11, 2011. All of us at Score More Sales wish to thank veterans of all eras for everything. My dad was a WWII Navy veteran and also served in the Korean War.
Closing Bigger
NOVEMBER 17, 2011
Many people ask us how to do this. Here’s the answer: The post How to Make a Facebook Like Box appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence.
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