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Demands on sales knowledge is higher than ever. Are you ready? A recent post in the The Sales 2.0 Advocate summarized a new e-book, The Art of Social Sales E-Book: Sales 2.0 Strategies in 5 Industries, which includes insights from Paul Greenberg and other sales experts. The book discusses how customers expect their sales person to know what [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...] The follow up call is usually the most important, and the most difficult, call in the sales cycle. Without an organized plan of attack it is easy to lose the interest of the prospect even if they were very responsive during the initial cold call. In an article written by Jim Domanski, president of Teleconcepts Consulting, [more...] Are you looking for ideas to make quota in 2011? The author of this blog just finished the book. Shift: Harnessing Trigger Events that Turn Prospects into Customers. Great book and important content too. My knock of most sales training is it is based on a false assumption – that you already have a prospect with pain. [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...] Here are some quick tips to help your team win more sales opportunities in 2011. Just in case they raised your quotas. Pre-Call Research The Selling Power blog is awesome and we love it. So when we saw this old classic by Gerhard. You can read the original post here and we appreciate the opportunity to share your wisdom. Thanks Gerhard. _________________________________________________________________ When I ask VPs of sales why their salespeople spend less time with their customers year after year, they [more...] We believe today sales and marketing alignment is more important than ever. It’s not easy to do, but the payoff is huge. So when we found this article at Selling Power, we thought it would be great for our readers and fans. You can find the original article at Selling Power here. ___________________________________________ In August of 2010, Aberdeen surveyed [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. |
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