Closing Bigger

NOVEMBER 25, 2009

Our book Sociable! has been signed off. Stephen Jagger and I are now waiting on the very first hardcopy. After that’s singed off, you’ll be able to order the book from Amazon.com and CreateSpace.com this coming month. I thought while we all wait I would give you a sneak peek into some of the personalities involved in the book. Sociable! Media Leader #1: Kyle MacDonald ( @oneredpaperclip ): Kyle wrote the foreword of the book.

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B2B Presentation Follow-up Up-sell 52

Sales Gravy

NOVEMBER 17, 2009

It's easy to let your sales pitch get tired. To sell today, you need to perform at your peak. It's time to ditch that worn out opening; get rid of that boring laundry list of features and benefits; and punch up that same old close.

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Pitch Closing Sales Up-sell 40

Closing Bigger

NOVEMBER 25, 2009

Our book Sociable! has been signed off. Stephen Jagger and I are now waiting on the very first hardcopy. After that’s singed off, you’ll be able to order the book from Amazon.com and CreateSpace.com this coming month. I thought while we all wait I would give you a sneak peek into some of the personalities involved in the book. Sociable! Media Leader #1: Kyle MacDonald ( @oneredpaperclip ): Kyle wrote the foreword of the book.

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Presentation Follow-up 52

Sales Gravy

NOVEMBER 17, 2009

Millions are spent on advertising and marketing yet some companies don't realize that most sales transactions of any size result from human contact. While the first company avoided the cost of answering their phones, the second got my business.

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Follow-up

Sales Gravy

NOVEMBER 17, 2009

Whether in a face-to-face meeting or over the phone, the salesperson must take the time to engage the customer early on. The key with the early questions is to not blatantly ask, “What other products or services would you be interested in?

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Sales Gravy

NOVEMBER 16, 2009

Mister Rapid Fire never heard of the 80-20 rule where the prospect does 80 percent of the talking and the salesperson 20 percent. Frankly, I think the rule, while a good guideline, is a bit difficult to observe especially on a first call.

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Closing Bigger

NOVEMBER 13, 2009

I’m doing a seminar on December 2nd in Victoria and December 3rd in Vancouver and thought I would share some of what I will be talking about with you in my podcast. Today’s focus is on how to engage, lead and train Generation Y / Millenials in the workplace. This demographic is much maligned and misunderstood. More information on the seminars here: Seminar Details.

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Technology Technology Presentation B2B 40

Closing Bigger

NOVEMBER 13, 2009

I’m doing a seminar on December 2nd in Victoria and December 3rd in Vancouver and thought I would share some of what I will be talking about with you in my podcast. Today’s focus is on how to engage, lead and train Generation Y / Millenials in the workplace. This demographic is much maligned and misunderstood. More information on the seminars here: Seminar Details.

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Technology Technology Presentation Product 40

Sales Gravy

NOVEMBER 11, 2009

Many people use LinkedIn as a way to get introduced to others through their network. There is another way to use LinkedIn. And that's to use it as a "people finder" It's just another way to leverage this powerful tool.

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Contact Networking 40

Sales Gravy

NOVEMBER 11, 2009

"Then under what circumstances would you define yourself as a failure? I don't mean a failure at life but let's say that you consistently fail to achieve the goals you've established for your physical fitness.

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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

Retail

Sales Gravy

NOVEMBER 11, 2009

Here's something to consider: The next time you have to make a presentation in front of a panel, prepare the content as usual and then set it aside. Spend time practicing the dynamics of making the presentation.

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Presentation 40

Sales Gravy

NOVEMBER 4, 2009

For those of you who have either met me or watched me present a speech - you know I'm a little crazy and I absolutely shoot from the hip. Hey - I can admit it. Now I have made some mistakes with this over the years.

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Sales Gravy

NOVEMBER 5, 2009

Recently a client called me and said, "Kim, my customers aren't taking me seriously on the phone or in person." My eyebrows went up. Then she said, "I've reviewed everything.my sales materials, my eye contact, handshake.

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Sales Gravy

NOVEMBER 5, 2009

If your salespeople are really looking for the six-figure (and potentially seven-figure) sale, have them read the company's quarterly Earnings Transcripts (if the company is public). Every quarter, public U.S.

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Cold Call Presentation Sales 40

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

Promote

Sales Gravy

NOVEMBER 4, 2009

Imagine having prospects coming to you rather than you chasing them. It can be done if you have the right social media strategy when using this tool. This is marketing's job, right? Wrong! It is a co-shared responsibility.

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Sales Gravy

NOVEMBER 3, 2009

Being a new business owner is a lot like skydiving in the sense that you are taking calculated risks daily that run you through a flurry of emotions before landing on the ground or getting to the outcome.

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Sales Gravy

NOVEMBER 3, 2009

Unlike many sales people, panhandlers do not spend time trying to figure out who to call and who not to call. They don’t pretend to be clairvoyant and be able to divine if someone is a buyer or not just by looking at their business cards or faces.

Sales 40

Sales 40

Sales Gravy

NOVEMBER 2, 2009

When you make that initial phone call or in-person door knock, you don't know what you don't know. Who says the greeter is not the CEO, or at least the husband, wife or brother of the CEO?

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Advertisement

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.

Pipeline

Sales Gravy

NOVEMBER 16, 2009

Think about the tremendous advantage you would have as a baseball manager if you knew the opposing team's signals and were able to anticipate their game plan.

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Gaming 40

Sales Gravy

NOVEMBER 4, 2009

Nothing will disqualify you faster than a history of job hopping, or a history of staying at jobs for less than a year.

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Sales Gravy

NOVEMBER 18, 2009

Negotiate 40

Negotiate 40

Sales Gravy

NOVEMBER 16, 2009

Product 40

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Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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