Comments for MTD Sales Training

Comment on An Effective Way To Identify Top Sales People by Siva Gounder

Siva Gounder — Fri, 24 Jan 2014 07:52:00 +0000

Great article Sean and good insights on the potential responses.. certainly does say a lot about a salesperson’s approach.

Comment on Improving The Quality Of Leads At An Exhibition by XL Displays

XL Displays — Wed, 18 Dec 2013 14:56:00 +0000

But as Peter says, an effective pop up stand isn't effective at all if you haven't coupled it with effective sales staff. But it is a balancing act - having sales people who only want to push a product or sale rather than find out about the client or customer first, are just as likely to be off putting as an abysmal stand.

Comment on Improving The Quality Of Leads At An Exhibition by Peter Bowen

Peter Bowen — Fri, 15 Nov 2013 12:28:00 +0000

Agreed Scott. But it really doesn’t matter how good your stand design is. It won’t produce results on it’s own. Staff need to understand how best to engage with the visitors and how to communicate. We have all seen great exhibition stand designs where the staff are sitting around on their mobile phones or eating lunch while visitors just pass on by. In fact i have seen massive and hugely expensive exhibition stands with nobody on them at all..!
Do think they got any business? 🙂

Peter Bowen

C.E.O.

Access Displays Ltd

Comment on How To Increase Your Leads For A Full Sales Pipeline by Stan

Stan — Thu, 17 Jan 2013 19:25:11 +0000

“Proper Use Of Directed Direct Mail. This means your list has to be well-defined and that you have a really good chance of hitting the prospects who are in the market for your products. A one in a thousand response rate is a waste of your and their time”

SPOT ON.

I used to buy “bargin” lists to email, but ROI was crap no matter how well crafted my copy was. It was so frustrating. But I realized the old addage “you need to spend money to make money” might be true, and started seeking out targeted lists from places like Hoovers. It felt pricey, and the quality wasn’t perfect, but it was better than lists from India or whatever, you know? At least I’m getting the exact people I want to be getting (I sell corporate insurance, so…)

I’m still flirting with other companies. I tried Data.com but I really don’t like the interface. I was using SalesNexus to send out my emails, and they gave me a link to LeadFerret, which seems like a free version of Hoovers (minus the quippy company descriptions that I love so much about Hoovers, but you can’t win them all). We’ll see.

Comment on How To Nurture & Build Client Relationships by Sean McPheat

Sean McPheat — Tue, 15 Jan 2013 14:45:32 +0000

In reply to Kevin Knebl.

Thanks Kev,

I believe in common sense approaches.

The challenge with that is that common sense is not common practice!

Thanks again

Sean

Comment on How To Nurture & Build Client Relationships by Kevin Knebl

Kevin Knebl — Tue, 15 Jan 2013 14:32:39 +0000

Great post with time-tested, proven sales skills that work wonders, Sean!

Kev

Comment on Why Social Media Has Changed The Face Of Selling by Jeff Michaels

Jeff Michaels — Tue, 27 Nov 2012 05:46:51 +0000

Great infographic, Sean. I would love to point folks here, but just want to make sure there are solid sources on the stats. What were the sources for those stats you listed? Again, great job on this as it was clear and quite poignant.

Comment on How To Get Past The Gatekeeper by Grand rapids seo

Grand rapids seo — Tue, 01 May 2012 02:41:51 +0000

Ive been cold calling for the past 8 years; the blind screen is 95% of what you will encounter and I agree 200% with this post. I’ve always told my colleagues that the stupider I sound on the phone the more success I have. I just cant believe the information i can extract when I sound non threatening: cell phones, emails, direct numbers, home numbers. When I started out I tried to push product and fell flat on my face. thanks!

Comment on 21 Effective Sales Coaching Techniques by Elise

Elise — Wed, 25 Jan 2012 11:00:45 +0000

What is a good way to conduct coaching to sales people who are part timers? They do not have the time to meet up for a face to face coaching. Current practice is coaching through an online platform where sales managers post the coaching materials up on the individual online platform and sales person will access the online coaching notes and acknowledge them.
I find that its not a very effective method to get the sales coaching carried out.

Is there other ways to carry out a more effective coaching to such group of sales peopler?

Comment on 6 Ways To Build Up Goodwill With Customers by John Hobbins

John Hobbins — Thu, 12 May 2011 13:47:01 +0000

Adding value is the only way to build up goodwill with our customers although as you say Sean, they demand more and more and want to pay less and less!

I just wish my company would take notice of your words, we’d be in a much better position then we are right now I can tell you!

Thanks for your words of wisdom as ever guru Sean

John

PS Let me know when that sales conference is on as I will definately attend

Comment on 6 Ways To Build Up Goodwill With Customers by Scott Sylvan Bell

Scott Sylvan Bell — Thu, 12 May 2011 01:17:52 +0000

The almost 100 year old advice is just as relevant today as it was long ago. It does seem that many times companies or sales people want to short cut the recipe to make the sale or sales faster and then do not understand why they lost the sale or the client.

Comment on How To Get Past The Gatekeeper by Iain McCall

Iain McCall — Mon, 26 Apr 2010 08:31:53 +0000

As someone who is new to cold calling (and sales in general!) this is interesting stuff.
I am told by sales people I talk to that design is one of the hardest things to sell. Would anyone agree/disagree?

Comment on How To Get Past The Gatekeeper by Jo

Jo — Fri, 03 Apr 2009 14:43:01 +0000

A few more tips – from a GateKeeper…
Do not lie. Do not say that you have spoken to your target if you haven’t. Most of the time we can tell (usually because you say that you’ve spoken to them on a day when they were not in the office!), and we do actually speak to our colleagues before putting callers through. If you lie, then we will note it, and then next time you try to call you will not get anywhere.

Be polite, but not pally. A gatekeeper, believe it or not, usually does have another job to do as well as answer the phones, and does not have time to be your new best friend… But being rude is the best way of guaranteeing that your target will be in a meeting every time you call. (I have been told that I would not understand what the caller was wanting to discuss because I was not a director – this meant that I couldn’t direct the call to any of the six directors in the company (who were genuinely in a board meeting), and the call got binned).

A simple “Hi Jo, this is Sean, I’m calling from Sales Training, and I’d like to speak to the person who would be responsible for corporate training.” will actually get you a lot further than “Hi Jo, this is Sean, could I speak to Dan, please?”; primarily because that extra bit of information (which I’m likely to ask you for anyway) will make my job easier in directing you to the correct person (who in this case wouldn’t be Dan as your database is out of date and his job function has changed).

Comment on Al Pacino’s Inspirational Speech For Motivation by proud the rd

proud the rd — Wed, 11 Mar 2009 17:42:02 +0000

great speach