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Tin tức và Sự kiện

Executive Sales Leader Briefing: Why Do Salespeople Resist Change?

We would think salespeople would be open to change, but I’m finding that not to be the case far too often.

Over the last couple of months, I’ve been exposed up close to several sales organizations dealing with significant change and I continue to be amazed.

Salespeople — and I’m using the term broadly — can be quick to say how 

10 top Social Selling best practices from 10 experts.

 

  • 74% of B2B Buyer conduct more than half of their research online (source: Accenture)
  • 72% of salespeople using social media outperform their peers (source: Forbes)
  • 65% of buyer feel that the vendor’s content had an impact on their final purchase decision (source: Macalister Bali and Co.)

Unlocking The Potential Of The Participation Age

Technology has irrevocably changed the face of today’s consumer and their relationships to the companies they buy from. One of the most significant changes is the way consumers interact, and want to interact, with brands. Millennials want to feel a personal connection with brands – they don’t want to be spoken to, but rather spoken with. We have entered “The Participation Age.”

9 Inspirational TED Talks to Watch After You Just Lost a Sales Deal

You just lost a deal, and let me guess: You’re not feeling too great.

Yes, you know losing deals is an inevitable part of sales, and yes, you also know the outcome often has to do with factors beyond your control.

But still, you’re a competitive person -- and competitive people just plain hate losing.

Here’s where these nine TED talks come in. In addition to instantly making you feel better, they’ll also give you some ideas on how to use failure to your advantage. That’s what we call a win-win.

No More “Spray and Pray”: A Step-by-Step Guide to Effective Targeted Sales Prospecting

Some salespeople view prospecting as a numbers game. They reason that the more emails they send and calls they make, the more conversations they will have, and the more customers they will eventually sign. So instead of spending time customizing and personalizing their outreach for each individual prospect, they mass blast generic emails, and follow the exact same script on every single call.

6 Surprising Reasons This "Impatient And Difficult" Buyer Thinks Your Sales Approach Sucks

I'm willing to bet you don’t often have sales calls where the buyer tells you exactly how to close the deal, especially if they're “impatient, difficult and demanding” like this one says he is.

You’re probably thinking, “Aren’t all prospects impatient, difficult and demanding?”

Sure … if that makes you feel better. But how many of them take the time to tell you how to close them? None, right?

Salespeople, Here's What Happens When You Lie in Your Prospecting Emails

I recently received a prospecting email from a LinkedIn connection. We are mutually connected by acquaintances from my days on Wall Street as an equities trader.

He started off by saving, "Hi Dave," so I hoped the rest of the email would be personalized too. It wasn't. His greeting was followed by a form letter that he probably thought was targeted to his niche, but was so generic it obviously had gone out to everyone on his contact list.

10 Motivating Steve Jobs Quotes That Will Prepare You to Take on the World

It's the second-to-last day of the month, and quota is nowhere within sight. As you leave the office for the day, you can't help but feel defeated. What's even the point of showing up tomorrow? Might as well call in sick and take your loss.

All salespeople have been there at one point or another. At certain times, you just can't seem to muster the energy to pick up the phone and make just one more call, or take to your keyboard to type out one more email. You just don't have it in you.

The 6 Types of Presentation Styles: Which Category Do You Fall Into?

There's a considerable amount of conflicting advice floating around the internet regarding how to give the "perfect" presentation:

  • Use a visual aid.
  • Don't use a visual aid.
  • Speak loudly so everyone can hear you.
  • Speak softly, so people have to lean in and really pay attention.
  • Start off with a story / quote / statistic / question.

[Sales Process Checklist] 21 Signs Your Buyer Is a Poor Fit

“Buyer beware.”

We’ve all heard that expression before, and unfortunately, it’s because buyer-seller relationships haven’t traditionally been great. Old-school salespeople often used aggressive and selfish tactics to win business and then disappeared like Sasquatch in the Canadian mountains, so savvy buyers knew they had to do due diligence to make sure they weren’t being scammed.

[Infographic] 50 Easy Ways to Become More Productive Right Now

It’s 3 p.m. Or it’s Tuesday. Or you’re slipping into a food coma. Or you’re just feeling kind of … meh.

Whatever it is, your productivity has hit a serious low point. Getting back into a state of flow is by no means easy, but fortunately productivity isn’t an all-or-nothing state. Instead, little changes to your surroundings and work habits can add up to some big changes in your output.

After You Ask This One Question, You Can Ask Your Prospect Anything

Questions are the key to sales. From the first insightful question that makes a prospect think, "This person might have something to offer me," to the ones that get a prospect to realize, "We need what this company has," to when you finally hit pay dirt and prospects say, "Yes! We are ready to solve this problem once and for all," questions are what drive a sales process forward.

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