A revolutionary technique to get and close more sales.The concept you are about to learn was borne out of the desire to not be treated like a salesperson. That was the seed of the idea. But now this concept has gone on to spur a best-selling book, revolutionize sales methods for multibillion-dollar conglomerates, as well as catapult one-person army companies to double-digit sales in
a single year. It's called...
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Cold-Calling 101 Who should you be calling and what should you expect from them?
Thinking of just picking up the phone and dialing an executive to drum up some new business? Not so fast. You need a game plan. Here's how to develop one.No one really likes the idea of being on the giving or receiving end of cold calls. The name alone is enough to give you chills. Maybe that's why some refer to the practice by the more euphemistic term "prospecting." "There's the old adage that 90 percent of people hate cold-calling and the other 10 percent are lying," says Brian
Carroll, CEO of InTouch Inc., and author of the book, Lead Generation for the Complex Sale. However, even in today's business world, picking up the phone remains one of the best ways to reach an organization's senior executives. A 2007 survey by MarketingSherpa, a research firm that tracks what works in the marketing profession, found
that only...
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How to Close a Sale Just closing the sale is not enough in today's environment, you need more to thirve.
Here are some strategies to help create a win-win business relationship of customer satisfaction and longevity.The drive to close a sale is portrayed in Glengarry Glen Ross, the David Mamet play turned into an Oscar-winning 1992 film, as the ultimate end-all in a Chicago real estate office. "A-B-C," says Blake, the ruthless businessman played by Alec Baldwin in the film, who is sent to shake up the sales staff by holding a sales contest in
which the winner receives a Cadillac and the loser gets fired. "Always be closing." These days, many salespeople have come to think of "the close" a little differently. The goal is not so much to sell anything just for the sake of making a sale. The goal is to book sales that truly help satisfy a customer, and that create a
mutually-beneficial, long-term relationship. "The 'close' of the sale is usually described as...
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When it comes to presenting, does practice make perfect? In a word, no.
Practice makes permanent. Your goal should be to practice perfectly, not just practice. The more you do something, the more comfortable it feels - whether right or wrong. So, we need to do it right when we practice our presentations. Knowing a subject doesn't guarantee presentation success. The ability to articulate the message and connect
with audience members is what counts - and perfect practice can make this happen...
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Some goofs turn out to be funny-later, at least to the audience.
Before a gathering of gregarious sales reps, I was trying to make the point that business communications are much less formal now than in past decades. "For example," I elaborated, "when you are introduced to someone, you rarely respond, 'How do you do?' Instead, you say something like, 'Hello' or 'Nice to meet you.'" Continuing this line of
reasoning, I asked the group, "And when was the last time your family dressed formally to sit down at the dinner table together? Our family doesn't dress for dinner." One rep raised his hand and asked excitedly, "May we come?" The audience roared with laughter; leaving me...
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Trouble can sneak up on the best presenters-just ask Steve Jobs about his Wi-Fi connection at Monday's iPhone 4 announcement.
But you can use strategies to mitigate PPT meltdowns and awkward silences, says presentation expert and The Presentation Secrets of Steve Jobs author Carmine Gallo. Here are his expert tips...
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With an average CMO tenure of 21 months - and growing shorter -incumbent congressmen have a better chance of keeping their jobs than the average CMO.
CMOs in the past were typically lumped into one of two categories: creative or numbers people. This is an antiquated notion that is best left behind. Relevant CMOs needs to be equally at
home and adept in both the creative and analytics arenas. Here are four qualities that future CMOs need to have to remain relevant and effective in the increasingly complex marketing landscape:...
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Are you feeling down these days? Does it seem as if everybody is saying you are wrong and they are right-like when your customers are screaming about your bad service?
Maybe even your relationship with your significant other is going south-and, of course, it's your fault. So just what is going on? Well, if you're like most people, you live in a world where blame often happens in a systematic and predictable way. People simply have a tendency to believe the fault lies with someone else-and that someone else
can be you. Of course, the process can work in the opposite direction, too... as when you are always right and someone else is wrong. To answer this (and better diagnose what's really going on), we offer you a handy idea called the fundamental attribution error, or FAE for short. Also known as correspondence bias or...
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Recently, the AP Stylebook updated its guidelines to reflect the evolution of social media: For example, "fan," "friend," and "follow" can all be used both as nouns and as verbs.
A decade ago, those words might have sounded completely foreign if used as they are today. The widespread adoption of the Internet has forever changed the way we communicate as brands, companies, and people. In the age of social media, it's no longer just about communicating; it's also about interacting. Most marketers are eager to achieve
a level of engagement with current and prospective customers, but the majority stop dead in their tracks when they consider this question: Where am I going to find the time to develop all the content necessary to do it? I am going to let you in on a little secret:...
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I've just completed another MarketingSherpa Email Essentials Workshop Training session, and have another quick tale from the road.
In the recent Workshop in Atlanta, one attendee submitted the URL of his email sign-up page for a critique, but said that he wasn't submitting a welcome message because he didn't believe
there was one. Lo and behold, when I signed up for his email list I received a welcome message. I then understood why he didn't realize it existed - it was utterly forgettable. There are so
many things that a welcome message can and should be; so many ways it can get the email relationship off on the right foot. We critiqued this welcome message during the workshop; I look forward
to seeing the marketer implement the ideas we discussed to make it more effective. Do you know if a welcome message is sent to new subscribers to your email list? If it is, do you know what it
says? Whether it's text or HTML? Who to contact if you need to update or change it? I'm often surprised at how many marketers overlook this critical aspect of a new email relationship. Here are a
few tips on welcome messages (just a small taste of...
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Are You a Social Networking Mutant? There is a mental difference in how non-tech generations see the world compared to tech generations. Which side are you on?
If you're between the ages of 20 and 60, chances are you're a hybrid human, when it comes to social networking.
Have you ever tried to get an older person to use Facebook? We bought my grandmother an iPad for her 98th birthday last week. Tellingly, she was able to use it very quickly and easily. She immediately started reading and sending e-mails, and playing some of the games we installed. She loves the iPad. Facebook? Not so much. The Facebook
account we set up for her was actively ignored. She hates Facebook. How can that be? Facebook is easy enough to use, and the payoff is enormous -- keeping in touch with her extensive network of family and friends. I've noticed the same phenomenon with...
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