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How to Connect with the C-level Executive
Tim Askew, CEO of Corporate Rain International, offers advice on selling to top-level executives. Among his tips: keep it simple, focus on how you ...
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Virtual Trade Shows
Russ Rothstein, CEO of Sales Spider, explains how virtual trade shows can help companies grow sales and extend their reach, while saving time and ...
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How to Manage Customer Experience
Steve Daines, vice president at RightNow, explains how the CRM provider strives to deliver superior, ongoing customer service to its clients, even after implementation.
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Sales Performance Management Strategies
Laura Roach, leader of sales performance strategies at Xactly, explains why she's so passionate about SPM Center of Excellence -- an online community that ...
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High-Performance Telesales for Enterprise Technology
Mari Anne Vanella-Wright, founder and CEO of the Vanella Group and author of 42 Rules of Cold Calling Executives," explains her method for netting ...
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The Formula for Executive-Level Cold Calling
Mari Anne Vanella-Wright, author of "42 Rules of Cold Calling Executives," offers some tips on how to get better results doing business over the ...
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The Instant Answer Guide to Business Writing
Deborah Dumaine, CEO of Better Communications, discusses the aspects of a winning PowerPoint presentation. She says presenters need to strike a balance between data ...
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Enhancing Your Personal Brand: You Are What You Write
Deborah Dumaine, CEO of Better Communications and author of Write to the Top: Writing for Corporate Success, discusses how writing can make or break ...
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Adapting to the World of Selling
Massood Zarrabian, CEO of Outstart, says the Internet has taken away much opportunity for salespeople to set themselves apart. Information that used to be ...
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How To Grow Sales Talent
Tough times mean looking internally to grow your sales team. Nancy Martini, president and CEO of PI Worldwide, suggests tailoring the coaching and motivation ...
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Be Smart at the Start
How do you fill your sales funnel with high-quality leads, especially during a recession? Paul Staelin, co-founder of Birst, advises analyzing your own data ...
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Finding Better Lead Information on the Web
Michael Souza, VP of sales at Zoom Info, explains how the company gathers and organizes information from business websites to make it easy to ...
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Secrets to Sales Innovation
David DiStefano, CEO of Richardson, explains that the best way to get salespeople to be innovative is to simply empower them to do so. ...
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How to Sell Value
Julie Thomas, CEO of ValueVision Associates and author of Value Selling, explains what it means to sell on value, not price. Thomas says salespeople ...
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Execution in Selling
Brett Wallace, the director of new business at Forrester Research, outlines the keys to success in sales: keeping a tight daily schedule, eliminating distractions, ...
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What is Sales 2.0?
Brett Wallace, the sales leader of new business at Forrester Research, says "Sales 2.0" is about leveraging technology to improve the sales process. He ...
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Sales Mastery
Mastering sales is a lifelong learning process, according to Barry Trailer of CSO Insights. In order to get to the mastery stage, you need ...
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Five Secrets of Making a Sale
Deborah Dumaine, CEO of Better Communications and author of Write to the Top: Writing for Corporate Success, shares her writing strategies for making a ...
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Responding to the Digital Customer
Dave Elkington, CEO of InsideSales.com, says the Internet has changed the role of salespeople from prospectors to educators, and they have hours -- not ...
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The Secret to Retaining Sales People
Sanford Brown, chief sales officer at Heartland Payment Systems, outlines his companys strategy for keeping good employees. This includes having a rigorous orientation process, ...
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The Formula for Executive-Level Cold Calling
Mari Anne Vanella-Wright, author of "42 Rules of Cold Calling Executives," offers some tips on how to get better results doing business over the phone. She explains why it's smart to use a script and how to troubleshoot your calling.
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Sales Performance Management Strategies
Laura Roach, leader of sales performance strategies at Xactly, explains why she's so passionate about SPM Center of Excellence -- an online community that offers a forum for sharing best practices and research.
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Write a Great Elevator Speech
Your dream client is standing next to you in the elevator. How can you use the next few minutes to sell him your idea or company? Ira Koretsky, CEO of Business Storytellers, has written "elevator speeches" for Charles Schwab and Warner Bros. Here he shows you how to craft a killer 30-second sales pitch.
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Enhancing Your Personal Brand: You Are What You Write
Deborah Dumaine, CEO of Better Communications and author of Write to the Top: Writing for Corporate Success, discusses how writing can make or break a sale.
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How to Sell Value
Julie Thomas, CEO of ValueVision Associates and author of Value Selling, explains what it means to sell on value, not price. Thomas says salespeople need to understand what each customer considers a "good value" so they can play back their solution in that context.
-
How to Manage Customer Experience
Steve Daines, vice president at RightNow, explains how the CRM provider strives to deliver superior, ongoing customer service to its clients, even after implementation.
-
Be Smart at the Start
How do you fill your sales funnel with high-quality leads, especially during a recession? Paul Staelin, co-founder of Birst, advises analyzing your own data and taking a close look at average sales cycles, deal sizes and close rates.
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The Power of Posture
Bad posture can cause pain, sap your energy, and portray you as having low self esteem. Learn tips from a professional trainer on how to assume an active posture to look and feel strong and assertive.
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High-Performance Telesales for Enterprise Technology
Mari Anne Vanella-Wright, founder and CEO of the Vanella Group and author of 42 Rules of Cold Calling Executives," explains her method for netting new accounts.
-
How To Grow Sales Talent
Tough times mean looking internally to grow your sales team. Nancy Martini, president and CEO of PI Worldwide, suggests tailoring the coaching and motivation to each members way of learning.
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Making a Persuasive Sales Presentation
Terri Sjodin, principal of Sjodin Communications and author of "The New Sales Speak," shows how to avoid the top mistakes salespeople make during presentations.
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Secrets to Sales Innovation
David DiStefano, CEO of Richardson, explains that the best way to get salespeople to be innovative is to simply empower them to do so. By asking all employees for ideas and allowing them to take risks, you can create an atmosphere than encourages outside-the-box thinking.
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Five Secrets of Making a Sale
Deborah Dumaine, CEO of Better Communications and author of Write to the Top: Writing for Corporate Success, shares her writing strategies for making a sale when no one is buying.
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Why the Sales Funnel is Outdated
Mark Sellers, author of "The Funnel Principle," explains how the traditional sales funnel is flawed and should be replaced by what he calls the "BuyCycle Funnel."
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The Instant Answer Guide to Business Writing
Deborah Dumaine, CEO of Better Communications, discusses the aspects of a winning PowerPoint presentation. She says presenters need to strike a balance between data and the sales message.
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Sales Mastery
Mastering sales is a lifelong learning process, according to Barry Trailer of CSO Insights. In order to get to the mastery stage, you need a coach and lots of practice.
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Tips for Effective Presentations
Joe Gillio, Marketing Manager of Casio, gives tips for creating a presentation that will hold your audiences attention. One of the biggest mistakes, he says, is reading from your slides: know your material.
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Integrating Sales With Marketing
Joan Kratz, senior vice president of marketing at Premiere Global, discusses how to manage people and technology to align sales and marketing teams with the goal of improving the overall sales process.
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Inverting the Sales Funnel
Ron Hubsher, CEO of the Sales Optimization Group, defines the sales funneland then explains why he thinks its a complete myth. Following the traditional view of the sales funnel, he says, can lead to a lot of bad choices. By putting in a little extra thought, you can invert your funnel to create quality opportunities instead of quantity.
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Adapting to the World of Selling
Massood Zarrabian, CEO of Outstart, says the Internet has taken away much opportunity for salespeople to set themselves apart. Information that used to be confidential is now available to everyone. He discusses how salespeople can adapt to this changing landscape and how they should deal with informed buyers.
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1
jtaggartaz
Buy Cycle Funnel
I listened to all three segments on Buy Cycle vs. Sales Funnel. Although I have not read the book yet, many of the points made in the video, especially in videos 1 & 2, are very similar to the Target Account Selling approach from the TAS group. The various customer milestones he references (i.e. problem/pain, funding, who has the buying power, decision-making power, etc.) are quite analgous to TAS which has been around for probably close to a decade (and the associated tools continue to get updated/refined but the core principles remain intact).
If anyone has read this new book and is also familar with TAS, I would be interested in reading your thoughts as well. Maybe there are some new points in this book that were not explained in the video or maybe it really is a lot like TAS.
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