Thu.Aug 11, 2016

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Think Sales Reps Will Become Obsolete? Think Again

No More Cold Calling

The most effective sales techniques don’t require a device. You’ve heard it. Television will kill radio. Video killed the radio star. And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. Um, no. Marketing automation, CRM, social media , and other technology tools enable sales reps to sell more efficiently and cost effectively.

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How Much Emphasis Should be Placed on the Results of a Sales Assessment Test?

The Pipeline

The Pipeline Guest Post – David Pearce. Trying to distill the answer to the question of how much emphasis to place on the test down to some numerical answer really misses the point and attempts to simplify and quantify a process that can only be quantified to a degree. An applicant may “numerically” be a good fit because he has the right “scores” on the various components (including our test) of your hiring system but he may be someone you still should not hire.

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Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts

Pointclear

Shifting to Outcome-based Accountability and Revenue Metrics. While cost-per-lead measurement has been the de facto favorite for evaluating marketing programs, we are seeing radical and positive shifts in how marketing is evaluating qualified leads. For one, there is greater recognition that marketing should deliver qualified leads that are fully vetted, closeable and likely to convert through the buyer’s journey.

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11 Steps to Aligning Your Sales Channels with Customer Demand

SBI Growth

When sales channels overlap in their functions, both costs and customer frustration increase. So, how can you best allocate the channel mix to control costs and assure your customer needs are satisfied? SBI recently spoke with Christopher Bray, the senior.

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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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How Salespeople Can Get Into Their Buyer’s Brain

MTD Sales Training

One thing that many salespeople come on our workshops to learn is ‘the Holy Grail’, that is, what can they do to guarantee success every time they try to sell their products. Without being presumptuous and claiming I’ve cracked the Enigma Code of Sales, there truthfully is only one reason why buyers would decide to buy from you. Of course, you can talk about value and cost effectiveness and returns on investment and security and pleasure and comfort, etc. etc. etc.

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Use This Simple and Powerful Referral Strategy

Engage Selling

Are you actively seeking referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect?

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You Need to Go Old School: The Power of the Pen in Sales

Hyper-Connected Selling

In my years of selling, I’ve found one of the most powerful and versatile sales tools is the simple ink pen. Whether it’s a fancy Mont Blanc or a basic blue Bic, the pen can be used for many purposes during your conversations. As we go more and more digital, it’s easy to leave our pens in our briefcases or purses. But when you don’t take out your pen, you lose a powerful tool that can help you close more deals.

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What About My Goals? A Time For Selfishness

Partners in Excellence

I had a call from a frustrated sales person. He said, “Dave, I read your stuff all the time. You are relentless in focusing on the customer, their problems, and their goals. I get it, but I’m in trouble, I need to achieve my goals!! That’s what I really care about!” I really get where this sales person is coming from. Undoubtedly, 10’s of thousands of other sales professionals are thinking the same thing.

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3 Ways to Put Potential Clients at Ease

Tom Hopkins

To grow a successful business, it’s important to learn to put potential clients at ease. I’ve seen some salespeople in financial services so intent on controlling the sales process that they act like demanding choreographers training young dancers for a Broadway show. “Five-Six-Seven-Eight! Dance-Dance-Dance!!!” Dancers, military recruits, and members of the high school marching band […].

Intent 51
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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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Turning The Volume Up Won’t Get You More Attention

Partners in Excellence

Recently, I was asked to comment on the impact of attention scarcity in modern marketing. It was for an eBook on The Attention Economy sponsored by the people at LookbookHQ. The eBook is really outstanding, with some very interesting views from a wide range of sales and marketing leaders. I encourage you to take a look at it. As a sample, I thought I’d provide the text of my piece in the article.

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Answering Your Questions About Key Sales Metrics {Infographic}

SalesLoft

Metrics! Metrics! Metrics! This is a common word you hear in the world of sales, but which ones matter most, and which key sales metrics do you need to track? As a software sales organization, we know that sales metrics run far and wide. There’s so much to consider when going through the numerous analytics of daily sales activities of both Sales Development Reps and Account Executives, and it can seem overwhelming to even know where to start.