The Pipeline

APRIL 20, 2012

Many sales people and their managers feel that a good sales person is one who is moving forward. This is fine, so long as you don’t move so fast that you miss or pass opportunities along the way. Remembering that your buyers are moving at just a fast a pace, and are dealing with many of the same realities you are, namely greater demands on their time and resources, less people and resources to get things done; leaving them, like you, having to fit 16 hours of work into a 10-hour workday.

Lead Rank 299

Lead Rank Lead Scoring Call-back Buyer 299

MTD Sales Training

APRIL 20, 2012

I will make this short and sweet. Add these four golden rules to your daily management style and you will be a more effective sales coach. Depending on what you do, and your business structure, some of these may not apply exactly to your situation. However, you will get the idea. #1 – Lead By Example [.

Sales Coaching 293

Sales Coaching Coaching Exact Examples 293

Jeffrey Gitomer

APRIL 20, 2012

Tweet Can you recite your mission statement? Come on! You’ve seen it a hundred times, maybe a thousand times. It’s some drivel about being number one, exceeding expectations, and building shareholder value that contains other nonsensical words that mean nothing to anyone except the marketing people who dreamed it up one afternoon. I often wonder if there is anyone actually in charge of implementing the mission statement.

Loyalty 249

Loyalty Training Customer Company 249

The Sales Heretic

APRIL 20, 2012

What’s the biggest difference between top-performing salespeople and everyone else? Attitude. Whether you’re salesperson, manager, CEO, professional or small business owner, your attitude affects your results more than any other factor. Why exactly does attitude matter so much? And how can make sure your attitude is helping you, not hindering you? Listen to my latest interview with Jim Blasingame [.].

Small Business 226

Small Business Small Business Exact Sales 226

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

The Sales Hunter

APRIL 20, 2012

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Doesn’t it make sense that cheap prospects would naturally become cheap customers?

Prospecting 217

Prospecting Customer Hiring Discount 217

Sales Training Connection

APRIL 20, 2012

Lessons from IBM for Sales. Way back in 1955 when the average cost of a new car was $1,900 and a gallon of gas was 23 cents, Louis Mobley was given a blank check by Tom Watson, IBM’s CEO, to create a school for training IBM executives. The first step he took was to locate a group of the very best executives he could find. Then he developed a battery of test to find the skill sets they had in common.

Sales Leadership 125

Sales Leadership Lead Rank Lead Scoring Face-to-face 125

Sales and Marketing Management

APRIL 20, 2012

197

197

Partners in Excellence

APRIL 20, 2012

I received a frustrated email from a colleague the other day. He described a sales situation—he’s selling a solution that creates a tremendous return for this customer. The return is about 4 times the investment – a business case that seems compelling on the surface. But he’s frustrated because he can’t close the deal.

Enterprise 86

Enterprise Enterprise Groups B2B 86

Engage Selling

APRIL 20, 2012

Are you creating a dysfunctional sales team? Take our sales quiz and find out.

Sales 69

Sales Video 69

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SalesForce

Sales Gravy

APRIL 20, 2012

Keep in mind that pit crews don’t prepare during the race. There is a time for preparing and a time for selling. We don’t start prepping when we’re supposed to be out selling. Before You Start Your EnginesThe gates opened at 6 a.m.

Sales 40

Sales 40

BrainShark

APRIL 20, 2012

Self-promotion is an important piece of the business pie for entrepreneurs. Laura M. Foley, Principal at Laura M.

Promotion 48

Promotion Marketing 48

Engage Selling

APRIL 20, 2012

'Are you creating a dysfunctional sales team? Take our sales quiz and find out.

Video 48

Video Sales 48

Jonathan Farrington

APRIL 20, 2012

In my view, the role of a sales leader is to translate the organization’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by. If this is achieved then the sales leader will have created a sales team with a shared mental model. This transforms an ordinary sales team into a high performing one. For clarity, here is a brief description of the following terms: An organization’s vision is a guiding image of success formed in terms of a huge goal.

Policies 33

Policies Follow-up Promotion Relationals 33

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

Customer Centric Selling

APRIL 20, 2012

Sales Forecasts 40

Sales Forecasts Forecasting Training How To 40