Sales training advice: How to avoid the LinkedIn InMail of shame

Sales Training Article: Social Selling Pests - Avoid the LinkedIn InMail of Shame By John Koehler, Sales Benchmark IndexAs a sales and marketing Leader, you are responsible for driving lead generation. In 2013, leveraging social selling & prospecting has become mission critical. Your business development teams are using LinkedIn and you've equipped them with the best social selling tools. To be effective, carefully consider how you drive social media through the sales field. Sending a LinkedIn InMail without carefully choosing every word will lead to doom. This article will give you the best practices to guide your team's messaging.  Problem examinationTrying to call or email a prospect is ineffective. Buyers have become even more...

By CustomerCentric, 16 September 2013, 0 comments. Categories: Social Media Marketing.

Sales training insight: Penny wise or pound foolish?

Sales Training Article: Penny Wise or Pound Foolish? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training CompanyThis article is a continuation from last week's article, as part of the IIWII series.sales training companiesCompanies sometimes appear schizophrenic in their attempts to monitor seller activities. For example, website leads are scrubbed in excruciating detail based upon visitor activities...

By CustomerCentric, 06 March 2013, 0 comments.

Sales training insight: Death of the ROI calculator

Sales Training Article: The Death of a Sales Tool By Drew Zarges, Sales Benchmark Index (SBI)sales training workshopsAs the chief sales officer (CSO), you want to arm your reps with every tool to give them an advantage. One of the most common we see is the ROI calculator. At first glance, the ROI document seems like a great idea. Enter the customer's current numbers. At the bottom, in a...

By CustomerCentric, 15 January 2013, 0 comments.

How to write the killer sales message

By Geoffrey James, Inc. - Sales SourceSales messages must show, rather than tell, why customers should buy. For the past year, I've been rewriting sales messages sent to me by readers of my weekly newsletter. The mistake that keeps cropping up is telling customers how they should feel, rather than showing them why they should feel that way. Example: "This is an exciting new product that's unique in the market!" The intention behind this kind of phrasing is basically correct. After all, it's...

By CustomerCentric, 02 January 2013, 1 comment.

Sales training: "I need your best and final"

By John Holland, Chief Content Officer, CustomerCentric Selling®A common in phrase I use when teaching workshops is that “always and never” seldom apply to sales. Many decisions sellers make are situational, meaning there are few absolutes. One of my few “always’ is to negotiate as the vendor of choice (Column A). Years ago I was teaching a workshop in Seattle that started on a Sunday. It happened to be the final round of the Masters tournament...

By CustomerCentric, 13 December 2012, 0 comments.

Sales training article: The future of sales

By Geoffrey James, Inc. - Sales SourceOver the past two years I've been working on a set of special reports about the future of the sales profession. My co-author on this project is one of the most respected "thought leaders" in the field, Howard Stevens. Those special reports are currently available for free on the Chally Website

By CustomerCentric, 10 December 2012, 0 comments.

Sales communication: Have you made this dumb sales mistake?

Sales Training Article: The Dumbest Sales Mistake By Geoffrey James, Inc. - Sales SourceA couple of weeks ago, a friend of mine asked: "So, what's the dumbest thing you can do when you're trying to sell something?" It's a good question, because there is a VERY common behavior that turns up in selling situations that is truly dumber than box of rocks.In the distant past, the dumbest thing you could do was to wear a loud sportcoat (usually plaid or bright red) that automatically flags you as a salesperson. Decades of television and movies have caused people to automatically and at a gut level...

By CustomerCentric, 03 December 2012, 0 comments.

Sales Training Insight: Never Ask 'Does That Make Sense?'

By Jerry Weissman: Just as a chef is attuned to the subtleties of flavor and trends in the culinary arts, a presentation coach is attuned to the subtleties of language and trends in the communication art. One trend I've noted recently is the expression, "Does that make sense?" often used by a speaker during a conversation — or a presenter during a presentation — to check whether the listener or audience has understood or appreciated what the speaker has just said. Unfortunately, the expression has...

By CustomerCentric, 23 September 2011, 0 comments. Categories: Commerce.