Closing Bigger
FEBRUARY 27, 2009
Today’s podcast is about the risks associated with mentoring and coaching. I have personally seen too many people give their power away or get off track from their own personal values by selecting the wrong coach or mentor. This podcast talks about the difference between certification and qualification. It also talks about how we may want to select and mentor or coach in the future.
Sales Gravy
FEBRUARY 7, 2009
Heres the secret to boosting your confidence today; make confidence a choice. Wait, I know what you may be thinking; it sounds too easy. It has to be more difficult than this.
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Closing Bigger
FEBRUARY 26, 2009
I’ve heard many people (including myself) talk about the fact that the rules of business have changed. In sales and marketing this is true. What’s interesting is that the rules of leadership are universal. Offline and online networking and building social capital follow a very similar strategy. Today’s podcast addresses this challenge and opportunity.
Closing Bigger
FEBRUARY 22, 2009
Here’s another great networking tip for the week from Darcy Rezac: No. 265- February 22, 2009 Dive Right In. Let’s talk about the job market in a positive way. Yes, people are losing jobs, but they are also finding new ones, or getting promotions. Here is some excellent advice on one of the first things you should do when you get that new job.
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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.
Closing Bigger
FEBRUARY 11, 2009
– Careers in High-Tech and Web-Based Industries For every successful technology company there are dozens that fail and leave behind an array of lost promises, disappointed investors, and stressed former employees. This sector offers a highly engaging, and potentially lucrative career in sales. With that in mind, we must be willing to ask some hard questions about the company we are going to potentially work with.
Closing Bigger
FEBRUARY 12, 2009
Are you a Thought Leader? An Engaged Participant? Why not find out? This is my “beta” quiz on Social Media Profiles. Fill it out to find out your profile. After you complete it would great if you could share your results by posting them in the comment box below. Please comment and let me know how it could be improved or expanded. Have fun!
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Closing Bigger
FEBRUARY 8, 2009
Why Do People Buy Technology? People and companies do not generally seek out technology; they seek out solutions to their pains or positive emotional states. Technology for the sake of technology is not a great marketing strategy. When our clients purchase from us, they are really buying outcomes, feelings, results, and solutions. Too often those involved in the high-tech sector bury their prospects in endless streams of jargon, highly technical diagrams, and gratuitous numbers of acronyms.
Closing Bigger
FEBRUARY 9, 2009
Last week I attended a great seminar by Peter Legge on Doing Business in Tough Times. It was great to see a business leader like Peter echo what I have been blogging, podcasting and speaking about for the past 6 months. So many people have taken the easy route, stopped following their business plan and started following the news. It’s all about courage and personal responsibility.
Closing Bigger
FEBRUARY 3, 2009
Guest Blog By Bill Gibson bill@kbitraining.com. Top level decision makers are results-orientated. Both tangible results and intangible results appeal to them. When we talk about results we can talk about both tangible and intangible results. Tangible Results. The kind of tangible results that appeal to them are: Raising Revenues: Show them how their overall volume can be increased; in other words, an increase in sales.
Closing Bigger
FEBRUARY 27, 2009
Today’s podcast is about the risks associated with mentoring and coaching. I have personally seen too many people give their power away or get off track from their own personal values by selecting the wrong coach or mentor. This podcast talks about the difference between certification and qualification. It also talks about how we may want to select and mentor or coach in the future.
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
Closing Bigger
FEBRUARY 26, 2009
I’ve heard many people (including myself) talk about the fact that the rules of business have changed. In sales and marketing this is true. What’s interesting is that the rules of leadership are universal. Offline and online networking and building social capital follow a very similar strategy. Today’s podcast addresses this challenge and opportunity.
Closing Bigger
FEBRUARY 26, 2009
I’ve heard many people (including myself) talk about the fact that the rules of business have changed. In sales and marketing this is true. What’s interesting is that the rules of leadership are universal. Offline and online networking and building social capital follow a very similar strategy. Today’s podcast addresses this challenge and opportunity.
Sales Gravy
FEBRUARY 22, 2009
The greatest obstacle in making a purchasing decision is fear. When it comes to selling, you better handle the prospects fear or it will handle you. Fear of making the wrong decision.
Closing Bigger
FEBRUARY 22, 2009
Here’s another great networking tip for the week from Darcy Rezac: No. 265- February 22, 2009. Dive Right In. Let’s talk about the job market in a positive way. Yes, people are losing jobs, but they are also finding new ones, or getting promotions. Here is some excellent advice on one of the first things you should do when you get that new job.
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
Closing Bigger
FEBRUARY 22, 2009
Here’s another great networking tip for the week from Darcy Rezac: No. 265- February 22, 2009. Dive Right In. Let’s talk about the job market in a positive way. Yes, people are losing jobs, but they are also finding new ones, or getting promotions. Here is some excellent advice on one of the first things you should do when you get that new job.
Sales Gravy
FEBRUARY 21, 2009
Last week I overheard three businessmen in a New York restaurant try to out-perform each other with stories of their latest victories. It was painful to watch I can only imagine how small everyone in that conversation must have felt.
Sales Gravy
FEBRUARY 21, 2009
Customers buy when they are ready to buy, not when you are ready to sell. Too many reps throw proposal after proposal out the door and then lose interest in following up because they get distracted chasing a newer opportunity.
Sales Gravy
FEBRUARY 15, 2009
To keep the faith amidst the negative news and uncertainty, each of us is responsible for managing our own mental and emotional state. We need to be on guard for anything that could drag us down.
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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.
Closing Bigger
FEBRUARY 11, 2009
– Careers in High-Tech and Web-Based Industries. For every successful technology company there are dozens that fail and leave behind an array of lost promises, disappointed investors, and stressed former employees. This sector offers a highly engaging, and potentially lucrative career in sales. With that in mind, we must be willing to ask some hard questions about the company we are going to potentially work with.
Closing Bigger
FEBRUARY 12, 2009
Are you a Thought Leader? An Engaged Participant? Why not find out? This is my “beta” quiz on Social Media Profiles. Fill it out to find out your profile. After you complete it would great if you could share your results by posting them in the comment box below. Please comment and let me know how it could be improved or expanded. Have fun!
Closing Bigger
FEBRUARY 11, 2009
Operationalizing your sales process and approach is vital to your sales success both in the short term and the long-term. Anyone can dream up a brilliant idea or strategy, in fact this world is full of great ideas that will never happen. The genius is in the implementation. Following are the five key elements of Operationalizing sales: 1. Tools.
Closing Bigger
FEBRUARY 8, 2009
Why Do People Buy Technology? People and companies do not generally seek out technology; they seek out solutions to their pains or positive emotional states. Technology for the sake of technology is not a great marketing strategy. When our clients purchase from us, they are really buying outcomes, feelings, results, and solutions. Too often those involved in the high-tech sector bury their prospects in endless streams of jargon, highly technical diagrams, and gratuitous numbers of acronyms.
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.
Closing Bigger
FEBRUARY 9, 2009
Last week I attended a great seminar by Peter Legge on Doing Business in Tough Times. It was great to see a business leader like Peter echo what I have been blogging, podcasting and speaking about for the past 6 months. So many people have taken the easy route, stopped following their business plan and started following the news. It’s all about courage and personal responsibility.
Closing Bigger
FEBRUARY 7, 2009
A large complex sales opportunity can be very lucrative and offer great rewards for salespeople who pursue them. With these rewards also come risks because a large investment of our resources over an extended period of time is required for success. This large investment can be in vain if we have not addressed some of the risks associated with large complex deals.
Closing Bigger
FEBRUARY 7, 2009
A large complex sales opportunity can be very lucrative and offer great rewards for salespeople who pursue them. With these rewards also come risks because a large investment of our resources over an extended period of time is required for success. This large investment can be in vain if we have not addressed some of the risks associated with large complex deals.
Closing Bigger
FEBRUARY 7, 2009
Selling Technology. One sector that often comprises both intangible and complex sales is the high-tech sector. Many of the solutions are literally invisible—they run in the background and the majority of people are oblivious that they even exist. Saying that someone is in the high-tech sector or industry is somewhat ambiguous in this era, as most organizations harness technology to make their businesses run.
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
FEBRUARY 7, 2009
Certainly, these are unprecedented times, but fundamentals are fundamentals. When you stray from them, you get into trouble. When in trouble, return to the fundamentals and return to consistent and sustainable sales success.
Sales Gravy
FEBRUARY 7, 2009
Over the years, I've discovered that when sales people tell me that they have prospecting on their "to do" list, what they really are saying is that they intend to prospect.
Closing Bigger
FEBRUARY 2, 2009
Key Skills and Strengths for Selling Intangible Solutions. The following provides a brief overview of some of the skills and strengths needed to be great at selling intangibles. 1) Personal Brand of You. When selling intangible solutions, it really is about credibility and the relationship. Because the solution is intangible, the purchase is largely based upon the believability of the salesperson.
Sales Gravy
FEBRUARY 1, 2009
It's like my friend Jeffrey Gitomer once said, "Your boss can't stop you; your co-workers can't stop you; your territory can't stop you; the economy can't stop you. Only YOU can permanently stop you." (I'm paraphrasing, but that's the gist of it.
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