Closing Bigger

AUGUST 30, 2015

In order to win in today’s sales environment you need to stay ahead of your competitors and in-sync with your customers. Sales skills, training and strategy play a huge role in your success BUT for most people being tied up in a classroom or conference is too time consuming. My goal was to make to create a world class sales course that was accessible and affordable to individual sales people, sales leaders, entrepreneurs and anyone else who wants to learn about selling.

Relationship building 145

Relationship building Sales Drivers/motivators Clients 145

A Sales Guy

SEPTEMBER 1, 2015

I was talking to a young entrepreneur earlier today. We were talking about the progress she was making in her business. She’s killing it. Her most recent “big” win was a deal with the Red Sox. This girl is smart, driven and a hustler, and she’s done amazing things in a tough retail business. As we were talking, I couldn’t help but notice a very common theme in her dialog.

Retail 134

Retail Customers 134

The Sales Hunter

SEPTEMBER 4, 2015

I admit I have the best job a person could ever ask for. What I do, I don’t call work. It’s just plain fun, and the reason why is I enjoy helping people. Every time I get done speaking, whether it be in front of a crowd of thousands or a group of 10, […].

Sell 104

Sell Drivers/motivators Sales 104

Understanding the Sales Force

SEPTEMBER 3, 2015

Earlier this week I received this inquiry form from our "Ask a Sales Expert" page: I am currently conducting a Research Project at school on the 5 step sales process. i am focusing on: (1) prospecting, (2) the initial appointment, (3) the presentation of the product, (4) the followup of objections or changes to offer (5) the close of sale. I am researching which one of the above steps is off greatest consequence/ importance to a company and why?

Process 97

Process Appointment Sales Closing 97

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Follow-up

Partners in Excellence

SEPTEMBER 2, 2015

Thousands of posts are written about value propositions and value creation. By now, most people tend to say value is defined by the customer, though most implementations seem to be driven by what we think the customer should value. There’s also a lot written about differentiation, creating superior value, and exceeding customer expectations. There also seems to be a “silver bullet” aspect to value propositions and creation.

Manufacturing 93

Manufacturing Process Customers Promote 93

A Sales Guy

AUGUST 31, 2015

As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. If social selling works, you don’t want to miss this killer social selling event. I’ll be breaking from the pack and talking about social learning and how you can use social to increase your knowledge base around your customers, your competitors, the industry, your business acume

Up-sell 116

Up-sell Gaming Sell Quota 116

Engage Selling

SEPTEMBER 1, 2015

Did you just do a double take? Stop trying to close sales…isn’t that counter-productive to our sales success? You heard me right. Salespeople should not be attempting to “close” sales with clients. It’s all in the definition. Closing is something you do to a person. While it may just be a term, the language is completely […].

Closing 92

Closing Sales Clients Product 92

Partners in Excellence

AUGUST 31, 2015

The other day I was speaking to a large group of sales people. Many were very new to sales, they had been selling for only a few years. During the conversation, one person asked how she should progress in her career. She and several others related they were looking for new jobs. They saw opportunities to move to new challenges, increase their compensation, move higher in the food chain.

Territory 92

Territory Quota Pipeline B2B 92

A Sales Guy

SEPTEMBER 1, 2015

I was talking to a young entrepreneur earlier today. We were talking about the progress she was making in her business. She’s killing it. Her most recent “big” win was a deal with the Red Sox. This girl is smart, driven and a hustler, and she’s done amazing things in a tough retail business. As we were talking, I couldn’t help but notice a very common theme in her dialog.

Retail 108

Retail Customers 108

The Sales Hunter

AUGUST 30, 2015

Are you aiming for greatness? Or are you settling for average? I meet too many salespeople who are content to be average, when they really have it in them to excel beyond that mark. This week, do what you can to push yourself toward greatness. Little steps count in building momentum. Check out the video […].

Drivers/motivators 98

Drivers/motivators Meeting Sales Consult 98

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

Understanding the Sales Force

SEPTEMBER 2, 2015

One of our two Boston sports radio stations rehired the veteran professional sportscasters who were fired over the last few years. Why? They are great at what they do and ratings suffered while the station featured younger, less expensive talent, that simply couldn't keep their listeners tuned in. Everything old is new again. In mid-August I hosted approximately 20 veteran sales experts at our office in the Boston area.

Gaming 92

Gaming Sports Sales Presentation 92

Partners in Excellence

SEPTEMBER 4, 2015

Hopefully, there is an enterprising entrepreneur who will read this post and do something about a challenge I have–I think virtually all of us have. It’s the issue of “Who should I be talking to?” No, I don’t mean in a deal cycle–we’re always concerned with are we talking to the right people, the decision-maker, influencers, recommenders, and so forth.

Clients 91

Clients Contact Appointment Prospecting 91

Engage Selling

SEPTEMBER 4, 2015

Do not underestimate the power of bringing your team together and sharing successes. Get your copy of Nonstop Sales Boom and outline sales boosting strategies at your next team meeting!

Sales 90

Sales Meeting Clients Pipeline 90

The Sales Hunter

SEPTEMBER 1, 2015

I get asked this question a lot, and my immediate response each time is by asking the other person how often they contact prospects now. Recently, while working with a large company and their sales team, this question came up. The response not just from one person, but the vast majority, was “about once […].

Contact 93

Contact Prospecting Sales Sell 93

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

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Hubspot

AUGUST 31, 2015

If you're reading this, you probably have an email address (or two, or three.). In fact, you've probably been sending and receiving emails for years, and you've definitely received some questionable deliveries in your inbox. Whether they were unexpected, uninformative, or had a subject line tHaT wAs fOrmAtTeD liKe tHiS, we bet you didn't hesitate to direct them towards the trash, right?

Campaign 78

Campaign Retail Promote Follow-up 78

A Sales Guy

AUGUST 31, 2015

As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. If social selling works, then you don’t want to miss this killer social selling event. I’ll be breaking from the pack and talking about social learning and how you can use social to increase your knowledge base around your customers, your competitors, the industry, your business

Up-sell 62

Up-sell Gaming Sell Quota 62

Engage Selling

SEPTEMBER 3, 2015

Is your team easy to work with? Let’s face it. Even if you provide an excellent product or service, but your team is simply a pain to work with, you will have a hard time creating repeat customers…or any customers at all! There are certain skills that I believe need to be outlined by every CEO […].

Sales 90

Sales Service Product Customers 90

The Sales Hunter

AUGUST 29, 2015

…NOT a presentation. Great salespeople do not rely on a canned presentation. Instead, they build strong conversations focused on the customer’s needs. You can strengthen your dialogue abilities, and you will see how little you even want to use your canned presentation. Check out the below video to see what I mean: (And if […].

Presentation 85

Presentation Sales Conversion Customers 85

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Pipeline

Hubspot

SEPTEMBER 2, 2015

For a marketer, it’s exciting to see your company grow and transcend the borders of your home country. On the flip side, international expansion can make your job significantly more complex. Should your international goals vary from your regular goals? How will you handle international communication? What about prioritizing markets? Who comes first?

Growth 77

Growth Territory Campaign Referrals 77

SalesLoft

SEPTEMBER 3, 2015

If you’re headed to Dreamforce in a few weeks, then it’s time to gear up and prepare to set a ton of qualified demos on the event floor at Moscone. With a conference of this magnitude, you’re about to be in the same arena as all of your most ideal clients — IN PERSON. It’s the perfect opportunity to meet these folks and make lasting prospect connections.

Tradeshows 52

Tradeshows Appointment Meeting Consult 52

Engage Selling

SEPTEMBER 2, 2015

Today I’ll share the four steps to finding the best inside or internal referrals. Today I’ll share the four steps to finding the best inside or internal referrals.

Referrals 89

Referrals Sales 89

The Sales Hunter

SEPTEMBER 3, 2015

Are you going to Dreamforce this month? I would love to meet you! We have a great opportunity to connect at a Happy Hour event on September 16 from 6:30 pm to 9:00 pm. No cost to attend this event, so go ahead and sign up at this link! And don’t forget to […].

Meeting 84

Meeting Drivers/motivators Sell Sales 84

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Campaign

Hubspot

SEPTEMBER 4, 2015

According to Internet Live Stats , there are over one billion websites in the entire world. And by the time you finish reading this post, there will be even more. With so many websites in existence, what makes the good ones stand out? As inbound marketers, we often jump to SEO, social media, or the quality of content published. But there are actually quite a few other things to consider when judging the success of a website.

Retail 75

Retail Education Gaming Engineering 75

SalesLoft

SEPTEMBER 2, 2015

It’s the little things in life that count the most — a phrase we’ve all heard and know. It’s the idea that tiny moments that seem insignificant can add up in a big way in the grand scheme of things. But how does this cliche relate to sales? A better question is: How does it not relate to sales? From spending just a few moments personalize an email, prospect new clients, or simply handwrite a card to a client — it’s the tiniest efforts that add up to giant rewards.

Quota 52

Quota Sales Clients Promote 52

Closing Bigger

AUGUST 30, 2015

In order to win in today’s sales environment you need to stay ahead of your competitors and in-sync with your customers. Sales skills, training and strategy play a huge role in your success BUT for most people being tied up in a classroom or conference is too time consuming. My goal was to make to create a world class sales course that was accessible and affordable to individual sales people, sales leaders, entrepreneurs and anyone else who wants to learn about selling.

Relationship building 52

Relationship building Sales Clients Drivers/motivators 52

The Sales Hunter

SEPTEMBER 3, 2015

Ah, the blame game. It never ends, just like the merry-go-round that spins round and round. The only thing that seems to change are the kids on the ride. Gee, sure sounds like a lot of Sales and Marketing Departments. The question “who is to blame for bad leads” seems to get asked anytime […].

Gaming 82

Gaming Sales Lead generation Prospecting 82

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Retail

Hubspot

SEPTEMBER 2, 2015

You know what gets discouraging? Sending out emails, but not receiving any responses. At all. So how do you send a networking email that people will actually respond to? Writing an effective networking email that gets results takes more effort than simply typing up a few sentences in a "compose" window. Brian Balfour , VP of Growth for Sidekick, receives hundreds of networking emails, but he responds to only a fifth of them.

Networking 73

Networking Process Presentation Growth 73

SalesLoft

SEPTEMBER 1, 2015

(And These Researchers Tell All). This post was originally published on Salesforce.com. Back in the day, when a new sales rep hit the desk, they were assigned an office line, handed a rolodex, and told to start dialing. There was no Gmail or Outlook account setup. No LinkedIn update. No Salesforce integration. But in today’s SaaS industry, a typical first week on the job for a new sales development rep runs the gamut of onboarding sessions for half a dozen different technology platforms.

Technology 52

Technology Technology CRM Sales 52

Closing Bigger

AUGUST 30, 2015

In order to win in today’s sales environment you need to stay ahead of your competitors and in-sync with your customers. Sales skills, training and strategy play a huge role in your success BUT for most people being tied up in a classroom or conference is too time consuming. My goal was to make to create a world class sales course that was accessible and affordable to individual sales people, sales leaders, entrepreneurs and anyone else who wants to learn about selling.

Relationship building 52

Relationship building Sales Drivers/motivators Clients 52

Sales Gravy

AUGUST 31, 2015

The difference between a good headline and a feeble headline is success or failure. It doesn't matter how good your advertisement is if it doesn't get read.

Promote 40

Promote 40

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Service