tim_bridge

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Are You Making These Common Sales Call Objective Mistakes?

I find that people often have difficulty articulating exactly what they were hoping to accomplish in sales calls and meetings. It’s almost like they …

What's on Your Not-to-Do List?

Why eliminating tasks rather than adding more will make you more successful.<p>You can get more done by doing <i>less</i>.<p>So says real estate investor, trainer, and infomercial pioneer Dean Graziosi, a self-taught guru of success and happiness. I spoke to him recently about life, work, and how to eliminate …

Time Management

3 Secrets to Winning the Long Game in Sales Every Time

It’s hard to play the long game in sales. Especially since it takes many contact points before you may ever sell to a customer or prospect. And, the …

3 Closing Techniques for Your “Non-Urgent” Buyer

<b>By Amy O’Connor</b><p>It’s every salesperson’s worse nightmare – the non-urgent buyer. The buyer who says they are in no rush to make any type of decision. …

How To Win A Difficult Negotiation With "The Steak Clause"

In the 2001 hit movie A Beautiful Mind, we got a peek into the brain of Nobel Prize-winning mathematician John Nash. Brilliant (but also schizophrenic), Nash pioneered a negotiating concept known as the Nash Equilibrium. His insights, in particular about when it pays (or doesn’t) to change course, …

John F. Nash

A Sales Story

One of my clients is two months into their implementation of The Revenue Growth Habit with me, and their sales and customer service staff is …

Thomas Edison

How Account-Based Marketing and Selling via LinkedIn Can Drive Revenue

Many social media and social selling experts say volume is the key to success on social media platforms, including LinkedIn.<p>In an article in Content …

Marketing

LinkedIn: Engagement Comes First - (You're Using it Wrong)

Facebook is for private stuff and LinkedIn for work-related things, right? Wrong – at least partly.<p>It is easy to fall for this, though – because that …

It’s the Attention to Detail that Makes You Look Good

I once received an email thank-you note from a colleague for publicizing a program of his. It was a well-crafted, warm note; it was also, I believe, …

Selling

Why the Best Sales Coaching Happens in Real-Time

In most sales organizations, sales coaching most often falls into two categories: <b>real-time coaching</b> where a manager will sit with a rep and listen to …

UX Design

Traditional Sales vs. Social Sales: How to Keep Your Strategy Fresh

Phone calls and handshake deals still work, but there are other tools you can use now, too.<p>On this episode, Entrepreneur Network partner Mark Fidelman interviews Peoplelinx CEO Kevin O'Nell about how sales strategies have changed over time due to advanced technology. Twenty years ago, relatively …

Sales People Don’t Message, They Have Conversations

I’ve spent the past couple of days at the <b>TOPO Summit</b>. It’s become one of 3 “must attend” conferences I go to every year. All the presenters are rock …

Marketing

What to Do When Sales Enablement Isn’t Working

More and more sales organizations are investing in sales enablement. In the 2016 Sales Enablement Optimization Study from CSO Insights, 33 percent of …

Employee Engagement

Sales Folks, Are You Batman or a Beat Cop?

At last year’s Forecast Sales Conference in San Francisco, sales leaders from across the globe gathered to discuss the future of sales and learn more …

Comic Books

Why Uncovering Your Buyer’s Objections is So Powerful

<b>By Amy O’Connor</b> <br>Here are three things I know about buyers:<p>They <i>want</i> to buy…<br>• They <i>need</i> to buy… and<br>• They <i>always</i> have objections.<p>Similarly, here are three …

Selling

The Five Major Pitfalls of Modern Selling Today And How to Avoid Them! — Get More From Your Life

This blog covers five pitfalls that are killing your sales right now <i>UNLESS</i> you take the right action to adapt and turn the current trends into sales …

David Beckham

Make Your Marketing Emails Demand Attention, Even in the Most Crowded Inbox

Regardless of niche, most businesses can’t survive these days without an email list.The idea of email marketing might appear antiquated to some of …

Marketing

5 Ways B2B Sales Reps Should be Using Social Selling

In today’s increasingly connected world, it’s more important than ever for sales reps to adapt to the evolving B2B environment. Buyers are more …

Selling

No Is the Second Best Answer in Sales | John Barrows

Don't dread "no" from prospects in the sales process. John Barrows shares why "no" is the second-best answer in sales.

What does it take to close more sales now?

4 Tips for Crafting the Ideal Sales Letter

When writing a letter to sell a product, you should put yourself in the place of your prospective buyer and think of everything that person could desire.<p><i>The following excerpt is from Craig Simpson's</i> The Advertising Solution<i>. Buy it now from</i> Amazon | Barnes & Noble | iTunes<br>If one of the greatest …

Account Based Selling Best Practices: A Framework For SDRs

The role of the SDR has changed and evolved significantly. The method of dialing 100-200 calls a day is simply outdated. We avoid <b>“spray and pray”</b> …

Stop Putting Undue Pressure on Yourself, it’s Not Conducive to Sales Success

Let me ask you a question: When you go on a typical sales presentation, are you under such self-imposed pressure that in your own mind you “have to” …

Selling

Linkedin

The Top Sales Hardtalk interviews, hosted by Barb Giamanco, are a very popular feature on Top Sales World, and provide us with the opportunity to …

The Hustler’s Playbook: You Weren’t Born to Be Ordinary

You weren’t born to be ordinary. You were just infected by other people’s beliefs about what it’s okay to settle for.Your DNA is different. Your …

5 Times Mentally Strong People Give Themselves Permission to Quit

Mentally strong people don't give up after their first failure. But they do know when to walk away.<p>Unless you're talking about smoking, no one wants to be known as a quitter. In fact, there's such a cloud of shame associated with quitting that some people insist on persevering at all costs.<p>You only …

Self-help