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Lead Generation

Sales Persuasion

‘Mentalist,’ according to Gilian Gork, is a marketing term. A mentalist is anyone who does something for the mind. It involves a lot of psychology, reading and influencing people, and nonverbal communication. There is no course or a formal degree to be qualified as a mentalist, and the skills a ...

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The Different Shades of Sales

Today I want to write my personal story. I think that every sales interaction that takes place, and every sales process that leads to a successful conclusion, is always based on an individual story. It is a process between two parties, and the right interaction between them. Sales coaches talk ...

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Salespeople: Turn Your Thinking Around

Salespeople Should Turn Their Thinking Around A New Salesperson Let me tell you a story that highlights the importance of turning your thinking around. I was a new salesperson visiting a potential customer. The visit wasn’t going well at all. I was still unfamiliar my product, and this customer was ...

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Shame on Wells Fargo: A Lesson in Sales Ethics

On April 20, 2018 the Consumer Financial Protection Bureau (CFPB) and Office of the Comptroller of the Currency imposed a $ 1 billion fine on Wells Fargo a variety of abuses perpetrated against consumers of its auto loan and mortgage products. Among Wells Fargo’s offenses: deceptively getting 570,000 clients to sign up for ...

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Sales Playbooks

In this expert sales interview, learn about:High Payoff Activities and how to use themWhat top earners use to close more High Payoff Activities (HPA) Daly introduces the idea of “high payoff activities,” or HPA. Each individual has 168 hours per week. However, some people are using their 168 hours better ...

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The Effective Win-Loss Analysis

Selling teams often struggle with analyzing enterprise wins and losses. Human nature in sales, of course, typically motivates rapid movement to the next deal and hopefully, the next win. But hope, as we all know, is not a strategy. But the most important reason that effective win-loss analysis rarely happens, ...

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Sales – The New Normal

Ryan Hogarth, The New Normal In every industry, and in every aspect of life, there is a constant ‘new normal.’ We are living in a period of prolonged transition. The new normal is change. As we get used to something, so it changes again. This creates a dynamic where we ...

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Sales People: Appoint Yourself Head of Changes

If you’re in sales and hear that you must be ’ready to embrace changes’ and you think ‘Oh! Again?’ you’re not alone, and it only gets worse. See why and how sales people can break habits most effectively and handle new demands and opportunities in your sales job. “Change is the ...

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Creating Compelling Sales Stories

According to research from International Data Corporation, 75% of CFOs and CIOs at global organizations say that they have trouble using data to make decisions. One reason for this challenge is that while data is readily available, it is often lacking context; this is where the skill of storytelling helps ...

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