Sat.Apr 14, 2012 - Fri.Apr 20, 2012

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Are Your Sales Managers out Coaching?

Steven Rosen

As the head of sales you know that the primary role of the sales managers is to coach and develop their sales team. In fact you believe that great coaching will be a key driver in helping you achieve your sales goals. Your sales managers all think that they are doing a great job coaching. How do you know for sure? Here are five ways of Determining if you have Great Sales Coaches : . 1.

Coaching 311
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Stop Selling For Your Competitor!

The Pipeline

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
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4 Powerful Sales Coaching Tips

MTD Sales Training

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 [.

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What do you stand for?

Bernadette McClelland

'What do you stand for? I am fortunate to have Matt Church from Thought Leaders Global be my mentor for most of this year for the purpose of preparing me and six other thought leaders to showcase our speaking prowess to the movers and shakers of the Australian speaking industry. [link]. Part of this was determining my personal brand and totally divorced from any business brand.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Mission or promise? Is it a statement or words of hot air?

Jeffrey Gitomer

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

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A Great Sales Presentation Is Like A Great Golf Swing

MTD Sales Training

A great sales interaction is not an accident. While an expert-level sales professional can make a sales presentation LOOK like a casual, impromptu conversation, does not mean that it actually IS a causal, unplanned conversation. In fact, a great sales presentation is very much like a good golf swing. Don’t worry, if you are not [.

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The Importance of Attitude to Your Sales

The Sales Heretic

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 [.].

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Ditch the Personal Pronoun

No More Cold Calling

Shift your sales conversation from product features to the results you deliver. “I don’t care about you. I only care about what you can do for me, my team, and my organization.” That’s what our prospects and clients think, but it’s probably not what they say (at least not to your face). Our clients don’t care about “us.” They care about what we deliver.

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3 Ways to Win With Curiosity – Sales eXchange – 145

The Pipeline

While curiosity may have killed the cat, a lack of curiosity will kill sales, every time. Yet with all the expectations placed on sellers these days, most don’t feel they have the luxury to be curios, or worse, the don’t have the need to be curious, they have their talk track, and they feel they have all they need to know. Looking at the latter first, unfortunately it is still very common to see sales people pitch and preach, spray and pray, or various 2.0 or social versions of these

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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The “Take-Away” Can Be A Great Tool To Close Sales

MTD Sales Training

For some reason, an intrinsic part of human nature is to desire that which is forbidden. It seems that whatever it is that we cannot, or should not have, are the very things we want most. Take anything, and deny someone of their right, ability or choice to have it, and they will want it [.

Tools 271
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Cheap Prospects Equal Cheap Customers

The Sales Hunter

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?

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What sales really needs from marketing

Sales and Marketing Management

Before she became a leading sales coach, author and consultant, Jill Konrath was a regional sales rep for a major computer maker whose office was in the same city as the company’s headquarters. Whenever a new product was introduced, marketing kicked off its road shows with Konrath and her colleagues.

Marketing 206
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Sellers Can Learn About Luck From Caine’s Arcade

Score More Sales

This week I was around hundreds of sales professionals from all walks of life. Quite often I asked them if they had seen the viral video, Caine’s Arcade yet. Nearly all of them said they hadn’t. They each told me how busy they have been and don’t see things like this as I do via Facebook. Click here to view the embedded video. I’ve seen this short film about a dozen times already.

Film 194
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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3 Ways To Mess Up A Perfectly Good Sale

MTD Sales Training

I teach a lot of “Best Practices” here at MTD Sales Training. However, every once in a while, it’s time to explore some of those “Worst Practices.” You can do a few things at the end of the sales process that completely ruins everything. The prospecting process went perfect. One telephone call set the appointment [.

Training 267
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Quit Confusing the Customer!

The Sales Hunter

We all want to think we’re smart. And in reality, we are pretty smart, especially about what we sell. Problem is that many times, our own smarts wind up doing some pretty stupid stuff. Case in point is when the customer with whom we are dealing seems to be a little confused and possibly appears to want everything. In our excitement and desire to close the sale, we mistake their desire to have everything as a reason to put everything on the table.

Customer 205
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Sales Leaders Got These Issues All Wrong

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. Race officials discouraged amateurs from running by inviting them to use this year's registration fee for next year's event. 4,300 runners took advantage of their safety inspired offer and opted out.

Hiring 188
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Sellers Can Learn About Luck From Caine’s Arcade

Score More Sales

This week I was around hundreds of sales professionals from all walks of life. Quite often I asked them if they had seen the viral video, Caine’s Arcade yet. Nearly all of them said they hadn’t. They each told me how busy they have been and don’t see things like this as I do via Facebook. Click here to view the embedded video. I’ve seen this short film about a dozen times already.

Film 194
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How Intent Data Helps Marketers Convert A-List Accounts

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.

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Want To Learn More About Modern Day Selling? David Brent’s Got Just The Man For You…

MTD Sales Training

The modern day sales process has changed, and sales professionals across all sectors and industries are having to change the way that they sell in order to engage and interact with the modern day buyer. The days of the mighty cold call are fading away fast, as the modern day buyer simply doesn’t want to [.

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Sales Prospecting Tip: Schedule Prospecting. Or You Won’t Do It.

The Sales Hunter

The number one issue salespeople struggle with the most is sales prospecting. I get at least one call or email a day with a salesperson asking me to help them with this issue. Sales prospecting is not easy — I’ll admit it. It takes dedication and a process. The problem is far too many salespeople are quick to say they don’t have a good source of prospects or they don’t have a good process.

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Is Lead Generation Slipping Away From Marketing?

Pointclear

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. I know what you’re thinking, you’re saying to yourself, “Is he serious?” But in a recent post on the Sales Lead Management Group on LinkedIn, Kevin McArdle, the regional sales manager for Eloqua (Chicago), advocated that sales departments should take over lead gen and he makes the following points: Sales

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Post Your Questions About Inside Sales Challenges

Score More Sales

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website. (note: I am Co-President of the Boston Chapter). Everyone in selling needs to make time to learn, grow, and connect with like-minded people.

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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Better meetings through technology

Sales and Marketing Management

If you want to start your meeting with a twist that will raise some eyebrows, Jon Petz recommends trying this: “Hey everyone, please make sure your phones are out and on.” People — especially salespeople — are going to be interacting in your meeting and having digital dialogues at the same time you’re speaking.

Meeting 159
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Negotiating is NOT Part of the Sales Prospecting Process

The Sales Hunter

The phone rang and on the other end was a salesperson who, after introducing himself to me, quickly rattled off what it was he was selling. I interrupted him to let him know I had zero interest in what he was selling. Without missing a beat, the salesperson then quickly pointed out that if I would buy today, I could get almost 50% off. Needless to say, I still wasn’t interested and proceeded to end the conversation.

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PowerViews with Trip Kucera: Best Practices & Surprising Trends

Pointclear

My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group. His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. Prior to joining Aberdeen Group, he spent years in the trenches with companies including Progress Software, LogMeIn, and SuccessFactors.

Trends 157
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Post Your Questions About Inside Sales Challenges

Score More Sales

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website. (note: I am Co-President of the Boston Chapter). Everyone in selling needs to make time to learn, grow, and connect with like-minded people.

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Sales Leadership Talent of Understanding Motivational Needs

Increase Sales

Understanding motivational needs or what some call the prospect’s motives is a necessary sales leadership talent. Yet human motivation still remains a subject that provides angst to many individuals from employers to parents. What prompts one person to take action, to jump up and down and yet leaves others still on the status quo line has small business owners, those in sales management to even parents scratching their heads in wonder and confusion.

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Sales Leads and Why Marketing Sucks

The Sales Hunter

How many times have you complained to Marketing about the poor quality of leads they give you? Isn’t it amazing how they think they’re doing all of this wonderful work for you when in reality the leads they give you are a joke! Go ahead and complain some more — tell them and everyone else in your company about how much more effective you would be if only Marketing would get their act together.

Leads 178
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A sales leadership lesson from IBM’s Executive School

Sales Training Connection

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.