The Pipeline
JANUARY 19, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . When you initially approach an unsuspecting prospect, how you present what you sell will go a long way in determining the outcome. Yet when you ask sales people to tell you what they sell, a large majority and their managers get it wrong. They will usually tell me things like: I sell hardware – software – any kindaware.
Anthony Cole Training
JANUARY 19, 2015
'Sales teams perform based on two inputs - effort and execution. If your sales team isn''t performing as expected, you must ask the question - Why? Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Not closing enough. Sales taking too long. Not consistent in our prospecting. Chasing too many of the wrong deals.
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Score More Sales
JANUARY 19, 2015
'If you want to learn about the latest ideas in sales you need to be a student of learning. I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. When asked why create a new B2B live sales event when so many are out there, Salesloft CEO Kyle Porter told me the following: Sales development is the biggest innovation to happen to the sales process in the last decade.
Sales and Marketing Management
JANUARY 19, 2015
'Issue Date: 2015-01-19. Author: Jen Lawrence. Teaser: From having a vision to focusing on your "next play," here are six tips from the business world that can improve your personal life too. From having a vision to focusing on your "next play," here are six tips from the business world that can improve your personal life too.
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Anthony Cole Training
JANUARY 19, 2015
'By Tony Cole, President, Anthony Cole Training Group. One of my favorite expressions is “You are tomorrow what you are planning for today.” My favorite thing to do is accomplish is accomplish goals and I’ve learned over the years that the best way for me to accomplish goals is to plan for them first. Hello, this is Tony Cole, LIVE from WWHQ and welcome to another edition of Tony Cole Unplugged.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Training Connection
JANUARY 19, 2015
'Consider this …. “If you create an environment that inspires people in the good times and bad, they will figure out the right strategy and will do the right things from an execution perspective. I used to think strategy, execution and culture were a three-legged stool. Now I realize that if you create a great culture, the other two will follow.”. In a recent New York Times article Robert Reid CEO of Intact goes on to point out - “Almost everyone goes to work to do a good job.
A Sales Guy
JANUARY 19, 2015
'I have been doing a lot of thinking about what to write today. The events of 2014 and Ferguson andMichael Brown, Eric Gardner and I can’t breathe, Tamir Rice and the toy gun, and John Crawford and Walmart have pushed many people to question how far has this country really progressed when it comes to race? To many, we’ve come a long way and racism is a non-factor.
Partners in Excellence
JANUARY 19, 2015
'Andy Paul and I exchanged emails on my post The Heisenberg Uncertainty Principle And Selling. He had written a similar post [See Here]. His post reminded me of something too many sales people overlook in their sales strategies. Buyers Get Smarter Through The Buying Cycle. If we are doing our job engaging with the customer, we are teaching them–helping them understand new approaches to achieving their goals and getting them all hot and lathered to change.
Your Sales Management Guru
JANUARY 19, 2015
'The Soft Edge. Where Great Companies Find Lasting Success. This week’s blog is a book review, The Soft Edge by Rich Karlgaard, published by Jossey-Bass. This is an excellent management book for any level in any company, I recommend to my clients that they need to read a minimum of two business books a year and this book makes my 2015 list! In the first chapter the author discusses the 3-sided triangle of business; the bottom is the Strategic Base, the left side is the Hard Edge and the right si
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The ROI Guy
JANUARY 19, 2015
'Excited to be launching a new book: The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More. Based on our popular blog articles, the book provides a definitive view of value marketing and selling. Keep your eye out for the launch site and pre-order opportunity from Amazon. Here''s what you can expect: Today’s B2B buyer is more in-control, cautious and economic-focused, choosing more often than not to “Do Nothing” versus saying “Yes”, delaying pur
Jonathan Farrington
JANUARY 19, 2015
'As a young man obsessed with driving rapid sports cars (often far too rapidly,) I considered myself very fortunate to have my very own mechanic who would regularly tune my latest “beasts” to perfection. He was a genius, and to watch him go about his work – which was his obsession – was an honor and a privilege. He rarely lifted the hood (bonnet) until he was ready to perform his magic, but rather he just listened – not unlike the way a master piano-tuner listens.
BrainShark
JANUARY 19, 2015
An organization’s culture can’t be fabricated.
Understanding the Sales Force
JANUARY 19, 2015
'If you are looking for sure-fire tips on how to do great on this sales candidate assessment you have come to the right place and that’s exactly what you are going to get. How can you be sure? I am the developer – I designed it and wrote it – and I will tell you exactly how it works, how to approach it, and how to get the best possible score. Here are the ten most important things for you to know: There are no wrong answers.
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The Science and Art of Selling
JANUARY 19, 2015
'It would be out of the question, of course, to assign any objection to a definite group and to prescribe a way of meeting that objection. When your prospect says, “I can’t afford it,” he may mean, “I don’t want to waste time talking to you” — in other words, your prospect can use this statement as a way of ending the conversation with you either over the phone or when you meet them face to face.
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