Fri.May 13, 2016

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Six Ways to Handle Rejection

Sales and Marketing Management

Issue Date: 2015-05-13. Author: Tim Brown and Dan Streeter. Teaser: Over the course of a career, even the best salespeople are going to be told no seven or eight times out of 10. It's important to learn how to handle rejection. Over the course of a career, even the best salespeople are going to be told no seven or eight times out of 10. It's important to learn how to handle rejection.

Course 172
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Executive Sales Leader Briefing: Why Do Salespeople Resist Change?

The Sales Hunter

e just fine.ejustfine. Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the […].

Sales 132
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What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

Pointclear

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling t

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How to Overcome the “We are Handling That In House”

Mr. Inside Sales

If you are trying to set appointments for an outside sales team, or even if you’re trying to generate leads so you can do an over the phone demo later, then you know all about put offs and stalls. While I’ve previously discussed the common ones like, “I’m not interested,” and “Just email me something,” there others that are somewhat harder to overcome….

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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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In Sales Discernment Is Always Present

Increase Sales

Funny thing about sales is discernment is always present. Should I send this email message or post update on my social media sites? Maybe I should just make a phone call or drop a short note via snail mail? Each day salespeople many many discernments about what actions they should or should not take. What I know is by investing 10 minutes of reflection at the close of business each day supports me in making those decisions for the next day.

Loyalty 80

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Why “the economy” isn’t an excuse to fail

Close

2015 proved that even unicorns aren’t invincible. Snapchat’s value took a 25% hit. Evernote went through a second round of layoffs. Optimizely had to let go of 10% of their workforce. (Let’s not even talk of Zenefits.) Good Technology sold for less than half of its top valuation.

Sales 59
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Please Stop Insisting We Have A Problem

Partners in Excellence

I really appreciate sales people who bring us new insights about things happening in our industry and markets. We are anxious to learn, we are always interested in opportunities to grow our business. Recently, I’ve a number of sales people have been prospecting, insisting that we have problems. The problems are all over the place. One is insisting that our demand generation efforts are not producing results, our demise is imminent, but if I just take the time for a demo, he can provide t

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Enabling Growth: Solving New Product Challenges with CPQ

Cincom Smart Selling

Successful sales people have always known that being successful in their job requires them to continually learn about the markets they serve, the products offered, the pricing and selling issues related to the product as it grows and changes over the years. Selling complex products like locomotives, jet engines, electronic instruments, machines tools and the like is not something someone just picks up after reading some brochures and listening to a webinar.

Hiring 59
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Coaching for Sales Leaders

The Brooks Group

Everyone knows that front-line salespeople need to be coached. It’s an important part of nearly every sales manager’s responsibilities. However, who’s coaching the coaches in your organization ? If your organization is like a lot of others, the answer is either “nobody” or “we’re not quite sure.”. Well, even coaches need coaching. Sales leaders – VPs and even CSOs - struggle to complete the mountain of work they face: reporting, budget management, training, recruiting, onboarding, and dealing wi

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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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More Crazy Thinking About Compensation

Partners in Excellence

This morning I get a call, it’s the CEO and VP of Sales on a conference phone. Apparently, they had read my recent article: We’ll Fix Performance Problems In The Commission Plan. They had a problem. Their people weren’t hitting the numbers and goals that had been established. They thought the commission plan was the problem and were thinking about making adjustments to the commission plan to solve the performance problem.

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Modern Account Based Sales Development is the Death of Inbound and Outbound

SalesLoft

Modern Account Based Sales Development enthusiast, and Sr. Director at Birst, Chris Pham is joining us on the Salesloft blog as part three of a five part series on trends in sales development. — Sales development traditionally came from a world focused on the process of optimizing a lead. A lead typically means someone who has expressed interest — through a contact form on a website, a trial started or an asset downloaded.

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5 New Hire Training Mistakes That Can Be Easily Avoided

Mindtickle

You have spent valuable time, effort, and investment (both financial and emotional) on recruiting new talent, and it is now time to onboard them. While your “new hire” may have the skill set that you are looking for, they may have no clue where to begin! Successful onboarding requires a structured approach, open communication, and effort from both the new employee and your company.

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Why Sales is Falling Behind Marketing | Sales Tips

Engage Selling

Is sales losing pace to marketing? Why and what can you do about it? Get your copy of Nonstop Sales Boom to drastically increase sales in your organization. .

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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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5 New Hire Training Mistakes That Can Be Easily Avoided

Mindtickle

You have spent valuable time, effort, and investment (both financial and emotional) on recruiting new talent, and it is now time to onboard them. While your “new hire” may have the skill set that you are looking for, they may have no clue where to begin! Successful onboarding requires a structured approach, open communication, and effort from both the new employee and your company.

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3 Big reasons your sales content isn’t working

BrainShark

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