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By Jon Baer (bio and contact info at end of post.) Getting qualified visitors to your website is only half the battle. The other half of the equation is converting those visitors into qualified leads. To earn a positive return on your website investment and to support your sales team, you [more...] Do you differentiate between prospects or do you generalize to try and save time? Each prospect you are targeting has different pain points, and a key to sales is to delve deeper into each prospects precise problems. Don’t generalize these points by just saying they are working to improve the “efficiency” of their solution. What [more...] Kevin Temple is a top sales expert and a good friend of the blog author. You can visit Kevin at http://www.enterprise-selling.com Since the economy has been poor, we thought this particularly apropos. We hope you enjoy it. Don’t forget – How to Get Prospects to Choose You: Using trust, triggers and technology to drive better meetings Wednesday, [more...] One of the biggest challenges in sales in the lengthening sales cycle. Customers are reluctant to make decisions. So let’s use some tips from Jill Konrath’s great book SNAP Selling to learn how to shorten sales cycles in 2011. Simplify – Make your messaging really simple and customer centric. I was talking to a salesperson over [more...] How quickly you respond to trigger events goes a long way to determining your success. Events happening at your prospective buyers is the ultimate door-opener. iSell now delivers trigger events in your territory, right in your inbox. A sample is below. Wouldn’t this info be invaluable when you come in in the morning? Trigger Summary… FORM 8-K: COURIER FILES CURRENT [more...] Jill Konrath is one of our favorites. You can contact her at Phone: 651.429.1922 Let’s Connect! Facebook: jillkonrath Ho ho ho! Yes, I have another great sales resource for you from Silvia Quintanilla, Chief Sales Detective from Industry Gems Sales Intelligence. Best Companies To Sell to in 2011 If you’re looking to [more...] Sorry, dear readers, but I’m on a bit of a rant. If I see one more boring PowerPoint presentation, I’m going to vomit! Let’s keep this really simple. What should be in a PowerPoint presentation? Few words — if you have more than 8 words on your slide — kill it. We’re delighted to report that this article was our most popular article of 2010. Congratulations, Art. (This article originally appeared in the book, Top Dog Sales Secrets, and is shared with permission.) Also, regarding point 1 – Do Get Information First, that iSell by OneSource is THE revolutionary sales tool – providing deep insights and trigger [more...] What’s a Lead? Really? If you are like most salespeople, you think “The leads Marketing gives me are crap.” You’d be right. They are crap – for most companies. So what do we do about it? (This is a key skill of the blog author.) With MarketingSherpa finding 8 out of 10 companies say the lack of quality [more...] Dave Stein of ESR recently had a good blog post on Four Sales Effectiveness Predictions for 2011. Click the link to go to the original entry or simply read it below. ___________________________________________________________ I was recently a guest presenter, along with Greg Brush of InsideView, on a webinar hosted by The TAS Group. I talked about ESR’s predictions for [more...] |
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