Wed.Apr 16, 2014

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I'm 'Coming Out' today

Bernadette McClelland

'I’m ‘Coming Out’ today… Well, in a non sexual way. Coming out also means declaring something that others don’t know about you and if we thought long and hard about it, I am sure all of us in both our personal and professional lives would be able to ‘come out’ about something. What stops us though is that it usually means we make ourselves wrong.

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The Death of Cold Calling Has Been Greatly Exaggerated #webinar

The Pipeline

'Join me on May 8th, 1:00 PM – 2:00 PM PDT , as along with the folks from Exponential Sales, we explore sales from the singular view of execution. The best sales organizations are those who excel at executing their sales process; from demand generation, to prospecting to closing and growing accounts. The best sales processes are those that evolve and reflect the changing nature of their clients and markets.

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I’m ‘Coming Out’ today

Bernadette McClelland

'I’m ‘Coming Out’ today… Well, in a non sexual way. Coming out also means declaring something that others don’t know about you and if we thought long and hard about it, I am sure all of us in both our personal and professional lives would be able to ‘come out’ about something. What stops us though is that it usually means we make ourselves wrong.

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Did You Overpay for Q1 Sales Performance?

SBI Growth

'Q1 is over. You barely missed the number. You rolled out a new comp plan in Q4. It is a riskier plan for sales people, but pays big for performance. Due to this, some sales people received huge Q1 commission checks.

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Sales & Marketing Alignment: How to Synergize for Success

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.

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An Often Ignored Open Ended Sales Question

Increase Sales

'Open ended questions are excellent ways to find out the wants and needs of the sales lead or prospect. Yet if people buy first on emotion then justify that buying decision with logic justified, where is the emotional open ended sales question? Being “just the facts, ma’am, just the facts” Joe Friday salesperson may be leaving incredible opportunities on the table.

Lead Rank 126

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3 considerations for creating a sales training curriculum – An STC Classic

Sales Training Connection

'A Classic – ’63 Corvette. Planning your sales training curriculum for 2014? At this time of year most sales training managers are into planning for the year ahead. Given priorities being set and budgets being finalized, this is a good time to not only think about what sales training needs to be accomplished but also to review some of the fundamental “how-to’s.”.

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Sales Training Insight into Adult Trick or Treating

Customer Centric Selling

'Sales Training Article: Adult Trick or Treating. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Annankkml at FreeDigitalPhotos.net During the 90’s rash of technology buying, tradeshows peaked as events that “buyers” flocked to. A significant portion of Marketing’s budget was allocated to renting booths, filling them with demo equipment and flying in staff from headquarters and the field to address the onslaught of visitors.

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Objection Is A Sign Of Interest

Engage Selling

'In today’s podcast I explain why reframing objections as questions creates conversation – not combat. In today’s podcast I explain why reframing objections as questions creates conversation – not combat. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!

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What Professional Selling Truly is All About

The Ultimate Sales Executive Resource

I am proud that Robert Terson is sharing his wisdom on this blog. All too many salespeople believe selling is all about maneuvering a prospect into purchasing a product or service, never mind whether that product or service is in the best interest of the prospect. It’s a job, a way of making a living; in other words, the prospect is there to fulfill the salesperson’s needs, not the other way around.

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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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If a Salesperson Possessed Just Three Characteristics …

Jonathan Farrington

'One of the most interesting and enjoyable exercises I perform before I engage with a new client is to conduct a full audit of the prospect’s commercial functions specifically the sales and marketing teams. One of the first results I always look for are those from the “Attitude to Change” assessment: It measures three personal characteristics, which have nothing to do with selling skills whatsoever – or so you may think.

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Creating New Business with Lead Generation

SugarCRM

'[one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. [one_half_last valign="middle"]. [frame style="none"] [/frame]. [/one_half_last]. [divider style="simple"]. Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. Many agencies, firms and CRM solution providers already understand the importance of partnering with a MA Company.

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10 Ideas for Better Sales Presentation Slides

BrainShark

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Sales 62
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What You Don’t Know About Your Pipeline That’s Killing Your Sales

A Sales Guy

'What do your sales pipeline stages look like? How many do you have? Are they working, does your pipeline tell you what you need to know? If you’re like most sales organizations your pipeline stages are average. They do just enough for you to track sales, to manage opportunities and to provide a rough forecast. But, also like most sales organizations, when it comes to crunch time, when it comes to the end of the quarter, your pipeline fails you and you’ve missed your number again.

Pipeline 134
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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.