Words are incredibly important in sales, so we wanted to learn which words are most important. It turns out these 13 words are some of the best to close deals and earn prospects trust.
Tired of losing sales pitches? Look no further, get some timeless advice from high-stakes presentation consultant: Cliff Atkinson on how to throw out your old sales pitch and make your next one count.
Download here: http://www.paywithapost.de/pay?id=80eb8437-7393-4e61-b8a6-175d76d9eb5b
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
The Challenger Sale PowerPoint PresentationInterviewMeToo
This document summarizes key lessons from "The Challenger Sale" on how to create tailored, insight-led conversations. It outlines a two-part process: 1) learning to guide a conversation through storytelling and establishing an element of drama, and 2) tailoring the conversation to different audiences like decision-makers and end-users. It provides a 6-step process for guiding conversations that builds credibility, catches the customer off-guard, quantifies insights, internalizes challenges, convinces customers to address challenges, and demonstrates solutions. It stresses tailoring presentations based on audience priorities and thought processes.
Influence: the Psychology of Persuasion (Cialdini)Hugo Guyader
Lecturing on Cialdini's Influence book to Master students for a course in Advanced Consumer Marketing at Linköping University, Sweden.
Cialdini (2016) - "Pre-Suasion": http://www.slideshare.net/guyaderhugo/presuasion-a-revolutionary-way-to-influence-and-persuade
This document provides tips and techniques for closing sales. It discusses what closing a sale entails, which is getting the buyer to agree to or commit to a deal. Some key tips for closing a sale discussed are tuning into buying signals from the customer, using silence effectively after asking a closing question, helping the customer make a decision, using the right closing vocabulary, and ensuring the sale is properly closed. It emphasizes the importance of closing as a critical part of the selling process.
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
The document outlines a seven step selling cycle for successful sales. The steps are: 1) Prospecting to find qualified buyers, 2) Making original contact and building rapport, 3) Qualifying prospects to determine fit, 4) Presenting the product while demonstrating trustworthiness, 5) Addressing any concerns raised, 6) Closing the sale, and 7) Getting referrals from satisfied customers. Following this cycle and developing strong product knowledge, selling skills, and a positive attitude will lead to good sales outcomes.
The document discusses techniques for handling objections in sales, including listening without interrupting, understanding the objection, remaining positive, empathizing with the customer, providing evidence to address their concerns, and maintaining a positive attitude and behavior. It provides examples of common objections, steps to overcoming objections, and emphasizes selling the benefits rather than just the features to convince the customer.
Tired of losing sales pitches? Look no further, get some timeless advice from high-stakes presentation consultant: Cliff Atkinson on how to throw out your old sales pitch and make your next one count.
Download here: http://www.paywithapost.de/pay?id=80eb8437-7393-4e61-b8a6-175d76d9eb5b
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
The Challenger Sale PowerPoint PresentationInterviewMeToo
This document summarizes key lessons from "The Challenger Sale" on how to create tailored, insight-led conversations. It outlines a two-part process: 1) learning to guide a conversation through storytelling and establishing an element of drama, and 2) tailoring the conversation to different audiences like decision-makers and end-users. It provides a 6-step process for guiding conversations that builds credibility, catches the customer off-guard, quantifies insights, internalizes challenges, convinces customers to address challenges, and demonstrates solutions. It stresses tailoring presentations based on audience priorities and thought processes.
Influence: the Psychology of Persuasion (Cialdini)Hugo Guyader
Lecturing on Cialdini's Influence book to Master students for a course in Advanced Consumer Marketing at Linköping University, Sweden.
Cialdini (2016) - "Pre-Suasion": http://www.slideshare.net/guyaderhugo/presuasion-a-revolutionary-way-to-influence-and-persuade
This document provides tips and techniques for closing sales. It discusses what closing a sale entails, which is getting the buyer to agree to or commit to a deal. Some key tips for closing a sale discussed are tuning into buying signals from the customer, using silence effectively after asking a closing question, helping the customer make a decision, using the right closing vocabulary, and ensuring the sale is properly closed. It emphasizes the importance of closing as a critical part of the selling process.
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
The document outlines a seven step selling cycle for successful sales. The steps are: 1) Prospecting to find qualified buyers, 2) Making original contact and building rapport, 3) Qualifying prospects to determine fit, 4) Presenting the product while demonstrating trustworthiness, 5) Addressing any concerns raised, 6) Closing the sale, and 7) Getting referrals from satisfied customers. Following this cycle and developing strong product knowledge, selling skills, and a positive attitude will lead to good sales outcomes.
The document discusses techniques for handling objections in sales, including listening without interrupting, understanding the objection, remaining positive, empathizing with the customer, providing evidence to address their concerns, and maintaining a positive attitude and behavior. It provides examples of common objections, steps to overcoming objections, and emphasizes selling the benefits rather than just the features to convince the customer.
This document provides a guide for sales managers on cross-selling and upselling opportunities. It defines cross-selling as making additional relevant solutions available to customers, while defining upselling as converting initial orders into more profitable orders through additional units or premium versions. The document then discusses how to identify opportunities for cross-selling and upselling through analyzing sales data and customer purchase patterns. It provides examples and tips on implementing cross-selling and upselling strategies to increase average order value and revenue.
7 C's of Effective Presentations & Sales SkillsTrevor Ambrose
To be an effective presenter, focus on using a conversational style by referring to your audience as "you" and "your", control the conversation by asking questions, and provide clarity by explaining the meaning and rationale behind your points. Also demonstrate your competence in the topic, keep your presentation concise by staying on topic and shortening sentences, speak with conviction by being passionate and knowing the facts, and present with confidence by thoroughly preparing and believing in what you are presenting.
This list is more or less a curation of tips I've surfaced from my reading or research and from what I've observed from being around some incredible investors and successful entrepreneurs. Note, this advice is geared towards ideation through product-market fit level startups, but the life tips are universally applicable I would say.
When possible, I tried to make the tip "actionable", which I define as something that's able to be done;
or an action having practical value.
So, in no particular order, I give you the Startup and Life Tips for Entrepreneurs: a Journal of Thoughts...
The Secrets of Sales "Challengers": Provoke, Inspire & Impress Your Way to Mo...Business Wise Inc.
The old appointment-setting recipe is getting kind of stale:
Step 1: You ask your prospects to meet with you.
Step 2: They resist.
Step 3: Repeat steps 1 and 2.
How about trying a new recipe for fresh results? It’s called the “Challenger” method, and it uses tactics designed to push your prospects outside their comfort zone so they’ll be more likely to meet with you.
In this presentation from Business Wise Insiders, you'll learn how to open your prospect’s eyes and show them why they should meet with you; questions you can ask on the phone to encourage your prospect to think differently about their problems; and why challenging, provoking, and inspiring your prospects leads to more appointments and more long-term clients.
This document provides tips and techniques for effective selling. It discusses understanding the customer's individual purchase process and needs. Key aspects of the sales process include preparing by researching the customer and product, presenting the value proposition to solve the customer's needs, handling objections, negotiating, and following up. Important elements are listening to the customer, controlling the flow of the presentation, asking for the order, and providing excellent customer service after the sale. Common mistakes include not listening, not asking for the order, and neglecting existing customers.
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
The document provides tips for closing sales and overcoming objections from customers. It discusses the importance of fully understanding customers' needs and creating excitement for the product or service. It also emphasizes that closers should be confident, believe in what they are selling, and not take rejection personally. Trial close questions are recommended to gauge customer interest and get feedback on minor decisions before fully closing the sale.
The document outlines five rules for closing a sale:
1. You cannot sell anything to someone, but you can help them talk themselves into buying by helping them make a decision.
2. It is not about you, it is about the prospect and what they want to discuss.
3. Assume the sale by believing you offer the best solution and that you are talking to buyers, not just shoppers.
4. Close on minor points - if you agree on details, the major purchase will follow.
5. Take "no" to mean "not yet" - if you assume the sale, "no" just means you missed something and need to ask more questions.
A presentation that explains the what, why and how of storytelling in business. It's an expanded version of the presentation that I gave at the Digital Marketing for Business Conference in Raleigh, NC in 2013.
This SlideShare presentation is an extract of the content I use to train sales people, sales leaders, and executives on a sales and buyer research model for today's dynamic sales environment.
The document provides advice on behaviors that successful people should stop engaging in to become even more successful. It lists behaviors such as arguing too much, putting others down, ignoring people, making destructive comments, speaking when angry, being negative, withholding information, failing to give proper recognition, making excuses, clinging to the past, playing favorites, not listening, failing to express gratitude, punishing messengers, and having an excessive need for attention. The overall message is that the behaviors that led to initial success will not sustain further success, and leaders must learn to stop unproductive behaviors in order to continue advancing.
This document provides techniques for successful selling, including making customers feel important, understanding selling as a process, and building rapport. It discusses branding, the customer cycle, and the sales process. Key selling techniques include call opening, product positioning, handling objections, and using a push or pull strategy. Objection handling involves listening, accepting the objection, committing to resolve it, and taking explicit action. The goal is to help sales representatives strengthen relationships and improve performance.
Objections are a normal part of any sales process and can be either true concerns or false objections meant to stall or delay the sale. The document outlines that objections should initially be treated as false and postponed or ignored, but if raised again are likely true concerns. It recommends isolating the specific objection, re-explaining to address misunderstandings or overcoming genuine disadvantages with more benefits. The overall goal is to keep control of the conversation, understand the root cause of the objection, and then close the sale once satisfied.
True commercial insight is hard to create. It requires an intensive study of your ideal customer. Once it is created, salespeople must learn how to sell differently (consultatively) and sales managers have a role to play in changing behavior.
This presentation uses ideas from "The Challenger Customer" to illustrate why true commercial insight is so important. It discusses a way to capture commercial insight and convert that into a visual story or whiteboard to enable salespeople to challenge status-quo thinking and create new opportunities through story and conversation - not presentation.
Everyone in sales faces rejection on a daily basis. Good salespeople brush it off and move on. Great salespeople use objections as a platform to fight back and get to the close.
In this webinar, our Co-Founder Ben Sardella teams up with Steli Efti, CEO of Close.io, to help you create a scalable and effective objection management framework for your sales team.
The document summarizes key points from Jeffrey Gitomer's book The Sales Bible. It provides tips for salespeople, including establishing rapport with customers, asking questions to uncover needs, developing power statements, creating a 30-second personal commercial, and techniques for handling referrals and cold calls. The summary focuses on building relationships, qualifying buyers, and separating oneself from competition through preparation and a positive attitude."
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive function. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
The document discusses techniques for editing writing by removing unnecessary words. It provides quotes from famous authors advocating for concise writing styles. Examples are given of rewriting sentences and paragraphs with fewer words. The goal of these editing techniques is to engage readers' attention by using only the most essential words.
This document provides information and strategies for motivating underachieving students. It discusses:
1. Different learning styles like visual, auditory, and kinesthetic and how to support each child's natural learning style.
2. Simple ways parents can help motivate their children like setting proper expectations, helping the child set goals, showing the importance of school, and using encouragement and praise.
3. Developing resilience in children by teaching skills like goal-setting, time management, self-affirmation, and celebrating improvements.
This document provides a guide for sales managers on cross-selling and upselling opportunities. It defines cross-selling as making additional relevant solutions available to customers, while defining upselling as converting initial orders into more profitable orders through additional units or premium versions. The document then discusses how to identify opportunities for cross-selling and upselling through analyzing sales data and customer purchase patterns. It provides examples and tips on implementing cross-selling and upselling strategies to increase average order value and revenue.
7 C's of Effective Presentations & Sales SkillsTrevor Ambrose
To be an effective presenter, focus on using a conversational style by referring to your audience as "you" and "your", control the conversation by asking questions, and provide clarity by explaining the meaning and rationale behind your points. Also demonstrate your competence in the topic, keep your presentation concise by staying on topic and shortening sentences, speak with conviction by being passionate and knowing the facts, and present with confidence by thoroughly preparing and believing in what you are presenting.
This list is more or less a curation of tips I've surfaced from my reading or research and from what I've observed from being around some incredible investors and successful entrepreneurs. Note, this advice is geared towards ideation through product-market fit level startups, but the life tips are universally applicable I would say.
When possible, I tried to make the tip "actionable", which I define as something that's able to be done;
or an action having practical value.
So, in no particular order, I give you the Startup and Life Tips for Entrepreneurs: a Journal of Thoughts...
The Secrets of Sales "Challengers": Provoke, Inspire & Impress Your Way to Mo...Business Wise Inc.
The old appointment-setting recipe is getting kind of stale:
Step 1: You ask your prospects to meet with you.
Step 2: They resist.
Step 3: Repeat steps 1 and 2.
How about trying a new recipe for fresh results? It’s called the “Challenger” method, and it uses tactics designed to push your prospects outside their comfort zone so they’ll be more likely to meet with you.
In this presentation from Business Wise Insiders, you'll learn how to open your prospect’s eyes and show them why they should meet with you; questions you can ask on the phone to encourage your prospect to think differently about their problems; and why challenging, provoking, and inspiring your prospects leads to more appointments and more long-term clients.
This document provides tips and techniques for effective selling. It discusses understanding the customer's individual purchase process and needs. Key aspects of the sales process include preparing by researching the customer and product, presenting the value proposition to solve the customer's needs, handling objections, negotiating, and following up. Important elements are listening to the customer, controlling the flow of the presentation, asking for the order, and providing excellent customer service after the sale. Common mistakes include not listening, not asking for the order, and neglecting existing customers.
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
The document provides tips for closing sales and overcoming objections from customers. It discusses the importance of fully understanding customers' needs and creating excitement for the product or service. It also emphasizes that closers should be confident, believe in what they are selling, and not take rejection personally. Trial close questions are recommended to gauge customer interest and get feedback on minor decisions before fully closing the sale.
The document outlines five rules for closing a sale:
1. You cannot sell anything to someone, but you can help them talk themselves into buying by helping them make a decision.
2. It is not about you, it is about the prospect and what they want to discuss.
3. Assume the sale by believing you offer the best solution and that you are talking to buyers, not just shoppers.
4. Close on minor points - if you agree on details, the major purchase will follow.
5. Take "no" to mean "not yet" - if you assume the sale, "no" just means you missed something and need to ask more questions.
A presentation that explains the what, why and how of storytelling in business. It's an expanded version of the presentation that I gave at the Digital Marketing for Business Conference in Raleigh, NC in 2013.
This SlideShare presentation is an extract of the content I use to train sales people, sales leaders, and executives on a sales and buyer research model for today's dynamic sales environment.
The document provides advice on behaviors that successful people should stop engaging in to become even more successful. It lists behaviors such as arguing too much, putting others down, ignoring people, making destructive comments, speaking when angry, being negative, withholding information, failing to give proper recognition, making excuses, clinging to the past, playing favorites, not listening, failing to express gratitude, punishing messengers, and having an excessive need for attention. The overall message is that the behaviors that led to initial success will not sustain further success, and leaders must learn to stop unproductive behaviors in order to continue advancing.
This document provides techniques for successful selling, including making customers feel important, understanding selling as a process, and building rapport. It discusses branding, the customer cycle, and the sales process. Key selling techniques include call opening, product positioning, handling objections, and using a push or pull strategy. Objection handling involves listening, accepting the objection, committing to resolve it, and taking explicit action. The goal is to help sales representatives strengthen relationships and improve performance.
Objections are a normal part of any sales process and can be either true concerns or false objections meant to stall or delay the sale. The document outlines that objections should initially be treated as false and postponed or ignored, but if raised again are likely true concerns. It recommends isolating the specific objection, re-explaining to address misunderstandings or overcoming genuine disadvantages with more benefits. The overall goal is to keep control of the conversation, understand the root cause of the objection, and then close the sale once satisfied.
True commercial insight is hard to create. It requires an intensive study of your ideal customer. Once it is created, salespeople must learn how to sell differently (consultatively) and sales managers have a role to play in changing behavior.
This presentation uses ideas from "The Challenger Customer" to illustrate why true commercial insight is so important. It discusses a way to capture commercial insight and convert that into a visual story or whiteboard to enable salespeople to challenge status-quo thinking and create new opportunities through story and conversation - not presentation.
Everyone in sales faces rejection on a daily basis. Good salespeople brush it off and move on. Great salespeople use objections as a platform to fight back and get to the close.
In this webinar, our Co-Founder Ben Sardella teams up with Steli Efti, CEO of Close.io, to help you create a scalable and effective objection management framework for your sales team.
The document summarizes key points from Jeffrey Gitomer's book The Sales Bible. It provides tips for salespeople, including establishing rapport with customers, asking questions to uncover needs, developing power statements, creating a 30-second personal commercial, and techniques for handling referrals and cold calls. The summary focuses on building relationships, qualifying buyers, and separating oneself from competition through preparation and a positive attitude."
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive function. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
The document discusses techniques for editing writing by removing unnecessary words. It provides quotes from famous authors advocating for concise writing styles. Examples are given of rewriting sentences and paragraphs with fewer words. The goal of these editing techniques is to engage readers' attention by using only the most essential words.
This document provides information and strategies for motivating underachieving students. It discusses:
1. Different learning styles like visual, auditory, and kinesthetic and how to support each child's natural learning style.
2. Simple ways parents can help motivate their children like setting proper expectations, helping the child set goals, showing the importance of school, and using encouragement and praise.
3. Developing resilience in children by teaching skills like goal-setting, time management, self-affirmation, and celebrating improvements.
Derek wakes up and eats his cereal which has his favorite nan in it. His mother is vacuuming his father and the radio plays Derek's favorite singer, his mother. Outside it is raining people and Derek's mother tells him to stop dawdling or he'll be late yesterday. Derek had been off school with a cold dad and his teacher cried about Derek missing a writing lesson.
Check your english vocabulary for computingCarmen Lucero
This document provides information about the third edition of the book "Check Your English Vocabulary for Computers and Information Technology" by Jon Marks. It was published in 2007 by A&C Black Publishers Ltd in London. The book is intended for people whose first language is not English and covers vocabulary needed to use computers, software, and the internet in an English-speaking environment. It provides exercises and answers to help readers learn and review important terminology.
The document discusses different types of verbs including action verbs, present tense verbs, past tense verbs, future tense verbs, and helping verbs. It provides examples of each type of verb and notes how their forms may change depending on tense. It also lists some online games and activities related to verbs.
The document provides vocabulary and phrases to describe pictures, including what type of picture it is, where things are located within the picture, what people are wearing, and what actions are being taken. It encourages the reader to practice describing sample pictures using the terminology.
The document discusses the history and development of artificial intelligence over the past 70 years. It outlines some of the key milestones in AI research from the early work in the 1950s to modern advances in deep learning. While progress has been steady, fully general artificial intelligence that can match or exceed human levels of intelligence remains an ongoing challenge that researchers are still working to achieve.
I developed this A-Z bingo first for friends who were learning English. Here are my favorite verbs that (to be honest) vary widely on the ease of translation into other languages. Comments are welcome and so are embeds, likes and shares.
The document provides descriptions for physical characteristics like height, build, age, facial features, hair, eyes, and clothing that can be used to describe what someone looks like. It includes lists of adjectives for each characteristic and examples of how to incorporate them into descriptions of people. Interactive exercises are also included to help readers practice using different adjectives to describe appearances.
The document provides examples of standard, boring presentation templates and encourages the creation of unique, visually appealing templates instead. It emphasizes using fewer words and more images per slide, varying fonts and colors, and breaking content into multiple slides to keep audiences engaged. Inspiration sources like design blogs and galleries of infographics and slide designs are recommended for making impactful presentations that attract and impress audiences.
DubLi Network | From DubLi Network Team Leader to Senior Vice PresidentDubLi Network
To take your DubLi Network business to the next level you must further the skills of your team and expand your network. To do this, leadership skills are everything. Being a good leader means you will help your team to produce great results, which will, in turn, see success for you too. By eliminating one word from your vocabulary you can greatly enhance your leadership skills. Find out how…
This document provides 10 phrases that should be banned from resumes, along with explanations for why each phrase is ineffective and suggestions for how to improve it. Some of the overused and vague phrases include "I'm a team player", "I have great communication skills", and "I'm self-motivated". The document recommends replacing these cliches with concrete examples and quantifiable achievements that demonstrate the skills and strengths being claimed.
This document provides 10 phrases that should be banned from resumes, along with explanations and suggestions for improvements. These include overused and vague phrases like "I'm a team player" and "I have great communication skills" that are meaningless without specific examples. The document recommends replacing generic claims with concrete achievements, accomplishments, and quantifiable impacts in order to make the resume stand out and demonstrate skills and qualifications.
This document provides 10 phrases that should be banned from resumes, along with explanations for why each phrase is ineffective and suggestions for how to improve it. Some of the overused and vague phrases include "I'm a team player", "I have great communication skills", and "I'm self-motivated". The document recommends replacing these cliches with concrete examples and quantifiable achievements that demonstrate the skills and strengths being claimed.
This document provides 10 phrases that should be banned from resumes, along with explanations for why each phrase is ineffective and suggestions for how to improve it. Some of the overused and vague phrases include "I'm a team player", "I have great communication skills", and "I'm self-motivated". The document recommends replacing these cliches with concrete examples and quantifiable achievements that demonstrate the skills and strengths being claimed.
The document discusses motivation and overcoming challenges in a job search. It provides tips for maintaining motivation, such as exercising, staying positive, and networking during the holidays. Employers value a good attitude over specific skills. The document also identifies common challenges at different stages of a job search and emphasizes having a positive attitude.
The document outlines 5 common career mistakes that can cause people to feel "stuck" in their careers:
1. Avoiding confronting change and staying in one's comfort zone instead of embracing new opportunities and risks.
2. Resisting growth and maturity by not continuously learning and developing new skills that could lead to promotions.
3. Having trouble effectively selling oneself and one's ideas to others in a thoughtful, genuine way.
4. Associating with people who do not provide value or ambition to help one's career advance.
5. Not valuing and effectively managing one's time in order to pursue career goals and opportunities.
The document discusses 10 tips for creating high performing employees: 1) Lead with enthusiasm. 2) Create a fun atmosphere at work. 3) Coach employees rather than criticize them. 4) Treat employees fairly rather than equally. 5) Follow the "platinum rule" of treating employees how they want to be treated. 6) Make employees feel part of an important team. 7) Listen to your employees. 8) Expect the best from your employees. 9) Eliminate demotivating factors in the workplace. 10) Hire and retain the best employees. The document debunks common myths about employee motivation and emphasizes building on employee strengths.
This document discusses the relationship between small businesses and the internet. It begins by noting that small businesses are major employers in the US but often struggle with costs, and many are now seeking supplemental online revenue. Integrating online and offline business requires mastering both mediums.
The document then provides a table of contents listing various topics related to internet marketing for small businesses. The first section discusses seven phrases that can hold businesses back from maximum success if said, such as "I'll do it tomorrow" and "It's good enough for me." The second section discusses five things salespeople don't know about closing sales that are hurting profits.
In summary, the document provides advice on how small businesses can utilize online marketing to
The document provides advice for advancing one's career, including taking stock of your current position, deciding whether to move up to a higher level of management, modifying habits and attitudes to focus more on strategy and people management rather than details, negotiating effectively by making your value visible, self-promoting your accomplishments, developing leadership skills through taking on projects, setting goals and milestones, expanding your skills and network through public speaking and maintaining contacts.
This document provides an overview of common sales objections and strategies for overcoming them. It discusses 5 main categories of objections: value/ROI, urgency, credibility, lack of pain, and lack of authority. For each objection, it identifies the underlying belief and gives examples of how it may be expressed. The document also explains how to distinguish objections from outright refusals and discusses when objections typically arise in the sales process, such as during cold calls, initial meetings, presentations, and negotiations. Overall, the document aims to help salespeople better understand objections and prepare effective responses.
The document outlines 12.5 principles for sales greatness from Jeffrey Gitomer's book "The Little Red Book of Selling". The principles include taking ownership of sales results, being well-prepared to address customer needs and outperform competitors, developing a strong personal brand, focusing on value and relationships over price, leveraging networking to generate opportunities, engaging decision makers, using humor to build rapport, differentiating through creativity, reducing customer risk, utilizing social proof from testimonials, being aware of opportunities, and avoiding arrogance. Mastering these principles can help anyone sell more effectively.
The document discusses whether managers should define what superior performance looks like for employees or leave it undefined. There are arguments on both sides. Defining it could give too much direction but leave employees wanting more guidance. Leaving it undefined risks managers not providing clear feedback. Compensation professionals may favor defining it while learning professionals prefer it be left undefined. Overall there is no consensus on the best approach.
Top 10 escrow interview questions with answerslouiskealoha
In this file, you can ref interview materials for escrow such as, escrow situational interview, escrow behavioral interview, escrow phone interview, escrow interview thank you letter, escrow interview tips …
The Anatomy of a Perfect Email: How to Write Messages That Turn Into SalesBusiness Wise Inc.
For every $1 businesses spend on email marketing, they get $44 back. That’s crazy.
But to see that kind of success, you need to know what to write. A poorly written message = few (if any) good leads, and even fewer sales.
In this presentation from Business Wise Insiders, you'll learn what you need to do before you start writing your message to set your email campaign up to succeed, how to write an opening line that grabs your prospects’ attention and a call-to-action that entices them to click, and checklist for ensuring your message speaks to and resonates with your prospects.
CTO Universe Leadership Series: The Six Principles of PersuasionBrittanyShear
As senior tech leaders, we often fall prey to thinking that a “good idea” and logical case is sufficient to get the desired response and result. We might be trying to get our CEO on-board with investment in a new technology or a rearchitecture effort, or we might want culture or process changes by our team. Our “good idea” is simply the beginning. An idea must be communicated; a case must be made; and ultimately other people must be persuaded to get onboard.
Michael Carducci brings a fascinating background to this webinar. He’s a technologist and regularly works to help senior leaders improve their results. He’s also a professional mentalist and has been a student of psychology, human behavior and the principles of influence for nearly two decades.
The document discusses building brand love in B2B. It suggests that brand love can help B2B brands stand out from competitors by creating emotional connections with customers. Five questions are provided to help assess if a brand has the key aspects to cultivate love, such as having a vision for a better world that customers identify with. The document argues that brand love provides benefits like protection from competitors, room for mistakes, and positive word of mouth. It emphasizes that brands should express their vision consistently across all touchpoints to foster love.
This document summarizes a leadership training session on "Leadership & Motivation by Example" held on July 24th and 31st, 2008. The session covered defining leadership by example, types of leadership including servant leadership, the importance of trust, and establishing credibility. Participants engaged in group exercises and discussed the "13 Behaviors of Relationship Trust". The session concluded with creating action plans to improve behaviors and the role of being a mentor.
The document provides tips for effective marketing writing based on a presentation given by Debra A. Mackey. Some key tips include knowing your audience and their needs, focusing on the client/reader rather than yourself, using feelings and benefits over features to motivate action, keeping messages simple, being positive, and including a clear call to action. The overall message is that marketing should put the client/reader first and motivate them using simple, authentic language tailored to their needs and feelings.
Yes 50 Scientifically Proven Ways To Be PersuasiveAlan French
Robert Cialdini's famous book Yes! 50 Scientifically Proven Ways to Be Persuasive presented in précis format to help you easily remember the powerful techniques.
Business Wealth Club St Albans
Sales classes in St Albans
Marketing classes in St Albans
Business classes in St Albans
Planning classes in St Albans
Clubs in St Albans
Agencies in St Albans
Cultura HubSpot - Cómo crear la mejor empresa posibleHubSpot
La Unión Europea ha acordado un paquete de sanciones contra Rusia por su invasión de Ucrania que incluye restricciones a las importaciones de acero, madera y mercancías, así como la prohibición de nuevas inversiones en el sector energético ruso y la exportación de ciertas tecnologías de alta precisión. Las sanciones buscan aumentar la presión económica sobre Rusia para que ponga fin a su agresión militar contra Ucrania.
Your Go-To-Market is Killing Your Business, and You Don't Even Know ItHubSpot
Modern customers expect that it will be easy to learn about your product and buy it, but most of our go-to-markets do the opposite. We ask people to fill out long forms, we build complex qualification rules, we make it tough for prospects to talk to someone right now. In short, we put up barriers that solve for our companies instead of solving for our customers.
At HubSpot, we’re mid-way through transforming our go-to-market to be customer centric. Learn what’s worked for us, what hasn’t, and what we’re building.
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Jon is VP of Marketing at HubSpot, helping to transform how companies market and sell. Prior to this, Jon led Marketing at Trunk Club, the personalized shopping service for men and women, and was the Head of Marketing for Klout, the social media influence measurement company. Jon has a background in improvised comedy and earned his MBA from the Harvard Business School.
This is Jon Dick's #INBOUND18 presentation.
Here's the hard truth about marketing: your customers are better at it than you. Over the past decade, marketers perfected content creation, but as a result, things got a lot more competitive for businesses and a lot more crowded for buyers. So while creating content is still your best and cheapest strategy, it should no longer be your only strategy. That's where your customers come in. Learn more.
According to a recent report from Ernst & Young GmbH, both the number of funding rounds for startups in Germany and the overall value of those rounds hit record levels in the first six months of 2017. That tracks with what we’ve found in HubSpot research as well. We recently commissioned a survey of consumers living and/or working in the Berlin metro area, and found that the tech scene there is evolving quickly – 95 percent of Berliners see the number of technology jobs in the city growing, and 90 percent say Berlin also offers access to the technology and digital talent needed to grow a tech company. With Berlin offering the highest post-grad monthly salary for the European tech sector (3,112 euros per month, on average), it’s no surprise that the city has become a hub for fast-growing tech companies. And as of today, HubSpot is the latest to call the city home.
15 Stats Every Marketing Leader Needs to KnowHubSpot
Benchmark your company's performance against stats from hundreds of other marketers around email performance, cost per lead, popular marketing tactics, revenue attainment, and more. All stats are taken from our 2017 Demand Generation Benchmarks Report: http://hubs.ly/H08nwvl0
Inbound Recruiting: Hire Top Talent By Thinking Like a MarketerHubSpot
The world of recruiting has changed. Now, employers need to take an inbound approach to how they attract and engage with job seekers by using personalized marketing strategies.
What's a Growth Stack? And why you should build one. HubSpot
It starts with a single problem. It always does. Maybe you need a few more leads to hit your number this month. Maybe you finally outgrew a system of spreadsheets. Maybe your boss challenged you to get more accurate with your reporting. So, you signed up for a piece of software to help you solve the problem and un-officially started building out your tech stack. Without a strategic approach, adding tool after tool can lead you down a dangerous path. Get more strategic about your software and don't just build any old stack, build a Growth Stack.
This document summarizes diversity data from HubSpot in 2016. It shows the breakdown of employees by gender, age, ethnicity, and management level across different departments. While diversity is still lacking, especially in technical roles and leadership, progress was made in 2016 with increases in female representation and hiring of underrepresented ethnic groups. Continued efforts are needed to create a more inclusive workforce.
The lack of visible female role models is pervasive in the tech industry, particularly on Wikipedia, where just under 17% of Wikipedia biographies were on women. That's why HubSpot wrote fourteen Wikipedia entries for remarkable women in tech to help inspire young women to reach positions at the highest levels of STEM.
The document discusses the importance of connecting with buyers in an inbound way and how to execute the connect stage of the inbound sales methodology. It recommends defining buyer personas, outreach sequences for each persona, and personalized outreach content. It provides examples of developing buyer personas, sequences, and content for different lead sources like inbound leads and common connections. The document also provides examples of scripts for connect calls with different lead types and how to get buyer buy-in for longer exploratory conversations.
Class 1: Email Marketing Certification course: Email Marketing and Your BusinessHubSpot
*From HubSpot Academy*
Over the past few decades, people have radically changed the way they live, work and buy. This class will give you an overview of an adaptive, inbound approach to sending emails that provide value and drive growth for your business. It will also teach you about the four big themes of a modern email marketing program: segmentation, personalization, mobile, and optimization.
Why People Block Ads (And What It Means for Marketers and Advertisers) [New R...HubSpot
HubSpot Research shares new data on why people use ad blockers and what marketers and advertisers need to do to keep people from blocking out ads completely. Hint: it's stop using interruptive and annoying ads.
10 Things You Didn’t Know About Mobile Email from Litmus & HubSpotHubSpot
The document discusses key insights about mobile email usage and optimization. It shows that mobile email opens have grown 600% from 2011-2016, with over 70% of emails now being opened on mobile devices. When emails look bad on mobile, over 80% of users will still read them. The document provides tips for optimizing elements like preview text, links, text sizes, touch targets, and layouts for mobile. It also discusses different mobile email design approaches and resources for templates.
3 Proven Sales Email Templates Used by Successful CompaniesHubSpot
76% of emails never get opened. That makes life for salespeople very difficult. So we've partnered up with Breakthrough Email to bring you email templates that are proven to engage prospects and close more deals. Start using them today and grow your revenue.
Modern Prospecting Techniques for Connecting with Prospects (from Sales Hacke...HubSpot
Sales is a difficult world to be in because buyers aren't putting up with salespeople anymore. Instead of helping and building relationships, sales reps are still focused on closing prospects - even when they aren't ready to buy! So buyers ignore them. Because of that, even great sales reps would be lucky to get on the phone with someone.
While buyers have evolved and become more sophisticated, sales reps and training programs have been slow to adapt to that change.
Learn actionable modern prospecting techniques you can apply immediately from two best selling authors and sales experts: Max Altschuler CEO of Sales Hacker, and Mark Roberge CRO of HubSpot.
19. “Customers don’t care about
features and benefits, they only
care about about value and
achieving their objectives.”
–Colleen Francis
20. “Customers don’t care about
features and benefits, they only
care about about value and
achieving their objectives.”
–Colleen Francis
Make clear how you provide value.
32. Presenting multiple options can
double or even triple your odds
of receiving a yes.
Don’t just ask for a signed
contract, offer contract A, B, or C .
40. Cast your prospect as the
protagonist.
Storytelling is a useful tactic,
but don’t just tell a story…
41. These email
templates would
make my job so
much easier.
The word
imagine
allows
prospects to
not only hear
about what
the product
can do, but
picture
themselves
with it.
42. The word
imagine
allows
prospects to
not only hear
about what
the product
can do, but
picture
themselves
with it.
ACCESS 36 FREE SALES
EMAIL TEMPLATES NOW
These email
templates would
make my job so
much easier.
47. Similar to “you,” using their name
shows your presentation is
customized just for them.
48. Get people to pay attention and even
like you more by using their name.
Similar to “you,” using their name
shows your presentation is
customized just for them.
53. Imagine this scenario:
Two people ask to cut you in line,
one says:
“Can I cut in front of you?”
The other says:
“Can I cut in front of you, because
I’m late for work.”
54. Imagine this scenario:
Two people ask to cut you in line,
one says:
“Can I cut in front of you?”
The other says:
“Can I cut in front of you, because
I’m late for work.”
Which would you say yes to?
55. Ellen Langer, social psychologist and
professor at Harvard University,
conducted a study that shows people
are 20% more likely to do something you
ask when you include a reason.
57. Your prospects already know
they have problems;
it’s your job to fix them.
Don’t restate their problem.
58. Express that you see an opportunity
to make it run more smoothly.
Your prospects already know
they have problems;
it’s your job to fix them.
Don’t restate their problem.
60. The 13 words that
have the power to
gain prospects trust.
61. The 13 words that
have the power to
close more deals.
62. The 13 words that have the power to
transform you into a SUPER SELLER.
63. You know the words
-- now you need to
use them.
36 SALES EMAIL
T E M P L A T E S
for prospecting, scheduling meetings, following up,
networking, and asking for referrals.
CLICK TO GET 36 FREE EMAIL TEMPLATES