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Scoop.it!
Equip your salespeople to credibly and confidently go toe-to-toe with any CXO through business acumen training and role-playing exercises. 
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Scoop.it!
Many misguided pundits have suggested that our prospects and clients don’t really need us anymore—that the automation of selling has made salespeople irrelevant. Don’t believe the hype! Our customers no longer need us to walk them through the ins and outs of our products. But they can still benefit from...
Sean Goldie's insight:
"They don’t know what they need from us, or how to get it most efficiently and cost-effectively. " so true!
Scoop.it!
What are False Positives? As a term often used in the medical community, a False Positive is defined in the Medical Dictionary as, ‘A result that indicates that a given condition is present when it...
Scoop.it!
With sales cycles getting longer and prospects engaging with salespeople later, it is important to put yourself in front of your prospects as early as possible. Social media is the perfect venue to accomplish this. Engaging with social media is a fine balance. Come on too strong with a sales...
Scoop.it!
No matter how long you've been in sales, these 20 sales statistics will change the way you sell. Discover little-known facts about top performers and learn h...
Sean Goldie's insight:
Always interesting!
Scoop.it!
You’re the sort of person who is full of good ideas. Some of them could save your company a great deal of money. Others would save valuable time. But does anyone ever listen to you? If only they would. Next time you have one of your light-bulb moments, here are...
Sean Goldie's insight:
Always Innovate!
Scoop.it!
The Creative Momentum provides custom websites that by far, stand out from the rest of the competitors.
Sean Goldie's insight:
Solution Selling vs Insight- a good, quick read!
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“ Infographic: A Field Guide to Navigating Social Media by Douglas Karr on Marketing Technology Blog”
Via Thomas Faltin
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Having trouble capturing your prospects’ attention or getting your foot in the door? Sales expert Jeff Hoffman says the solution is to take a less-is-more approach with a 15-second sales pitch. Via denbro
Sean Goldie's insight:
Cold Calling is not Cold selling, disarm and engaging is the goal!
denbro's curator insight,
February 9, 2014 5:14 PM
Good three tips on how to improve cold calling results. After you lead the call off by focusing on the customer (a step that should always come first in any sales call), it’s time to tell the prospect a little bit about yourself. Tell the customer who you are and which company you work for, but make sure that the language you use ties back to the sales trigger you mentioned in the first step.
The second step should serve as a connection between you or your company, and the prospect or their company. But whatever you say about yourself there should be fewer syllables than what you said about the customer. You want to almost make half of this 15-second message about the customer.
The third step is to finish with a compelling statement and a request that's easy for the prospect to do.
Scoop.it!
At the beginning of this month, I decided that I was going to take a different approach to New Years Resolutions.
Scoop.it!
Take a good look at that picture because that's what a doomed sales rep looks like. It's the old dog (who could actually be quite young) but still refuses to learn a new trick.
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Scoop.it!
Microsoft Excel makes it easy for anyone to do the kind of number crunching once reserved for accountants and statisticians. But the world’s best-selling spreadsheet software has also contributed to the proliferation of bad math.
Sean Goldie's insight:
An oldie but goodie...why would you every do your expense report this way???
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When is the last time you took a moment to look at your business and KISS it? K.I.S.S. is not the rock band from the 70's (and yes, I was a member of the KISS
Sean Goldie's insight:
A great refresher as we move into our 4th quarter!
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The Challenger Sale Choreography If you are familiar with the Challenger Sale, you will quickly recognize the six components of the Challenger Choreography described as follows: 1. The Warmer 2. The Reframe 3. Via Jeff Michaels
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Selling isn't about the numbers, the dollars, or quota. It's about heart, do you know why?
Sean Goldie's insight:
Back to the basics!
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One key way to sell more is to understand the buying mode of the decision maker and then catalog it in an iPad app such as FatStax. This app integrates with Salesforce, to provide the right information on that call. Here are the three main buying modes: 1. Status Quo:...
Sean Goldie's insight:
Help set their buying vision and your odds of winning the sale are 74%!
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Boost your bottom line by handing over the keys to your administrative work to someone else.
Sean Goldie's insight:
You should definitely delegate #2 to Concur!
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A primer on Challenger/Insight selling based on the July/August 2012 issue of HBR and the Challenger Sale book by Matthew Dixon and Brent Adamson of the CEB.
Sean Goldie's insight:
This is a great overview if you are looking to move from solution selling to insight selling!
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Comparing sales enablement to race car drivers and their pit crew-- aligning marketing and sales in your organization
Sean Goldie's insight:
love the comparison!
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How marketing can enable and support sales through pipeline acceleration programs: rapid entry, intra-pipeline and last mile.
Scoop.it!
Informative infographic showing the impact of social media on purchase behavior. Though based on consumer decisions there is an important take-away for B2B marketers in terms of social media's ability to not only influence the buying journey but also the shorter time to buy. What's also interesting is the importance of Youtube almost tied witH Facebook and LinkedIn in terms of influence. Via denbro
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Sometimes the most obvious is ignored especially when it comes to sales and overall business growth. The focus becomes so much on the desired results the
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This is a MUST read, so simple but so often overlooked!