Thu.Feb 23, 2017

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Why a Good Economy Can Be Bad for Sales Teams

No More Cold Calling

A strong stock market often makes salespeople lazy. Will the Dow Jones index hit 20,000? That’s the question I asked myself as we welcomed in 2017. I remembered when it first hit 10,000 in 1999 and then continued to rise. And I remembered early 2009, when it dropped by more than 6,000 points. That’s the thing about the economy. It goes up and down. Now that the Dow has hit 20,000, more questions arise, including the one we’d rather not think about: Is our current year-over-year, month-over-month

Hiring 229
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Rejection In Your Face

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . In the late 1990’s or early part of the last decade, I remember reading a piece about a study in one of the Scandinavian countries, who were early adopters of text messaging, SMS. It pointed to the fact that more and more young people were choosing to initially interact with potential dates using SMS, one of the key reasons that rejection was easier to deal with when it was not direct, in your face.

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21,000 People Agree That These are the Top 5 Traits of the Best Salespeople

Understanding the Sales Force

Image Copyright BeeBright. Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. In that regard, today was very much the same when a reader referred me to this LinkedIn article that revealed the Top 5 Traits of the Best Salespeople.

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Don’t Bring a Knife to a Gunfight – Match Your Sales Strategy to Revenue Growth Drivers

SBI Growth

How many times has sales missed revenue growth goals? More often than not, the root cause is a sales number that was set incorrectly. Corporate strategy is the main culprit. The sales team will consistently achieve success when your corporate.

Revenue 194
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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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Ghost In the Machine: Marketing, Machine Learning and Artificial Intelligence

Sales and Marketing Management

Issue Date: 2017-02-24. Author: Jason Lark. Teaser: No matter how abstract or technical machine learning might seem, understanding how to apply data-driven technology to enhance your marketing campaigns is something that modern marketers must become familiar with. Here’s what you need to focus on to get the right results. No matter how abstract or technical machine learning might seem, understanding how to apply data-driven technology to enhance your marketing campaigns is something that m

Marketing 149

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Great Salespeople Make Selling Look Easy

Increase Sales

Ever wonder why so many people are venturing into being solo entrepreneurs or SMB owners? Beyond the obvious advantage of being your own boss, my sense is these folks have witnessed great salespeople who make selling look easy. Just hop over to LinkedIn and scan a few profile summaries. Immediately you will see a difference between those who understand sales and those who think they understand sales.

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This Sales Skill Will Solve Your Problems

Engage Selling

Want to accelerate your sales this year, but unsure which sales skill to make a priority and develop among your sales reps? If I had to choose one to suggest to you, it would be prospecting.

Sales 72
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Are You So Busy Selling Your Product, That You Won’t Win The Deal?

Partners in Excellence

Don Mulhern published a brilliant post in LinkedIn the other day. I thought I’d expand on his ideas. I spend innumerable hours doing deal reviews. 95% go the same way, they focus on the product the sales person is selling, not what the customer is trying to achieve and how we can help the customer do that. Sales people spend endless hours talking about: This is what they like in our product, this is what they like in the competition.

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Evaluating sales compensation processes to avoid automated chaos

OpenSymmetry

Getting into the swing of 2017, your company is ready to be liberated from the ancient tools handicapping your sales efforts to a mindbendingly slow pace. However, automation is not necessarily the answer to all sales compensation problems – in fact, a new shiny tool could be a huge investment that only helps the company make the same mistakes faster.

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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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Brainshark Customers: Get More Insight into Your Brainshark Utilization

BrainShark