Mon.Apr 25, 2016

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Effective Selling is Less about the Words and More About How You Say Them

Understanding the Sales Force

Two experiences this weekend support something I have been teaching for more than 30 years. Saturday, I walked up to the deli counter and asked the young woman for a quarter pound of imported provalone. She responded, "We don't have impourded, but we have some from Italy." I said that would be fine. Then she grumbled to a co-worker that this guy wanted "impourded" provolone and he explained that the Italian provolone was imported.

Sales 152
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Sales Excuse Litmus Test and Cure

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I had an interesting chat with a client last week. We were reviewing their progress on specific things we agreed on. She mentioned that she had not made progress on a specific task, and was honest enough to add “I am not sure if I am making excuses or if there are other real factors preventing me from getting it done.” While it may be easy to just default that they were just making excuses, that will do little to get them to change t

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Sales Motivation Video: What are You Going to Google Today?

The Sales Hunter

Do you have a thirst for knowledge? Are you perpetually curious? Successful people don’t stop at curiosity when something piques their interest. They actually track down more information. And Google can be one of the best ways to do that. Be the type of person who wants to keep learning, and you will find greater […].

Google 129
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Digital Lift

Sales and Marketing Management

Issue Date: 2016-04-25. Author: Andrew Dennis. Teaser: For marketers, it’s one thing to pilot digital marketing programs. It’s another thing to entirely to build, deploy and maintain them. For marketers, it’s one thing to pilot digital marketing programs. It’s another thing to entirely to build, deploy and maintain them.

Marketing 120
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Four Ways CPQ Improves Profit Margins

Cincom Smart Selling

Everybody loves profits, right? The more profit, the better. Profit is the ultimate KPI. Really, it’s just about the only KPI that matters over the long term. Rock star executives talk profits, and they are paid outrageous amounts of money to move the profitability needle just a tick or two in the right direction. When profits go down, Wall Street gets nervous.

Margin 63

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Sales team hiring: How to handle underdogs

Close

Ten years ago, I hired a salesperson with incredible drive. He had recently lost everything—his job, his house, all his money. But he was hungry to get back in the game and work his ass off. He was under-qualified, but what he lacked in experience, he made up for in energy.

Hiring 52
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Sales Development Leadership is a Calling, a Profession with Chris Pham

SalesLoft

Sales development leadership enthusiast, and Sr. Director at Birst, Chris Pham is joining us on the Salesloft blog as part two of a five part series on trends in sales development. —. There was a time not too long ago where college football coaches were seen as coaches-in-training for the NFL. College football was a breeding ground, a time for coaches to prove they could produce – that they could run a team.

Scale 52
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5 Keys to Accelerating Your Sales Growth

Engage Selling

We’re now well into Q2. Are you ready to help your team accelerate their success? I’ve been working with organizations and helping transform their sales teams for the last year.

Sales 48
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TSE 298: Go For The No!

Sales Evangelist

It’s been 25 years since Joel Boggess sat behind his very first microphone doing traditional radio in the mid 90’s and television, until he eventually ended up in the podcasting world, where he has become the podcast expert that he is today. His show, the ReLaunch Show has turned into a flame thrower with over […] The post TSE 298: Go For The No! appeared first on The Sales Evangelist.

Sales 40
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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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Sales Coaching Plan Guide

Klozers

A good Sales Coaching Plan is an essential building block for Sales Managers looking to develop and grow sales teams. Numerous studies show that Coaching provides a great return on investment with Harvard University claiming an 88% increase in productivity when combined with training, and Fortune Magazine claiming a conservative return of six times the cost of coaching.

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TSE 299: Sales From The Street-“Take Chances”

Sales Evangelist

Today’s Sales from the Street episode is all about breaking that barrier of self-talk that prevents you from taking on major opportunities. It’s something a lot of us have faced at certain points in our career and which our guest today has also dealt with successfully. Hyrum now owns and runs a marketing company, Leads […] The post TSE 299: Sales From The Street-“Take Chances” appeared first on The Sales Evangelist.

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Rethinking The Sales Organization

Partners in Excellence

In the “old days” the structure of the sales organization was pretty simple. Hire a bunch of people, give them territories with goals and turn them loose to sell. There were variations of that theme, sometimes we used indirect sales organizations, like manufacturer’s reps, resellers, channel partners, and others to sell for us. Sometimes all the selling was done over the phone.

Hiring 64