Tue.Jan 31, 2017

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Seven Negotiating Mistakes That Hurt Your Sales

The Sales Heretic

Negotiation is an essential element of most sales efforts. Yet too many salespeople, professionals, and business owners lack the skills to negotiate successfully. If you’re not good at negotiating, it can cost you both sales and profits. Have you made any of these common negotiating mistakes lately? 1. Not being willing to walk away This [.].

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How Well Do You Know Your Customer’s Customer?

The Sales Hunter

How would you answer that question with regard to your biggest account? I’d suspect you’d say you know a pretty good amount. Now, ask that same question about the prospect you’re about to call on? Different answer? Why? Don’t tell me it doesn’t matter because they’re only a prospect. I’ll argue it does matter because […].

Customer 165
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Marketing and Sales Alignment Starts With a Common Technology Stack

Sales and Marketing Management

Issue Date: 2017-02-01. Author: Bonnie Crater, CEO of Full Circle Insights. Teaser: When sales and marketing align around the CRM solution the sales team uses, they’ll be speaking a common language and working from the same playbook for the first time. When sales and marketing align around the CRM solution the sales team uses, they’ll be speaking a common language and working from the same playbook for the first time.

Marketing 136
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The Art and Science of Cooking Up a Sales Team Built for Growth

Anthony Cole Training

At Christmas, my wife, Linda, bought me a cookbook – The Science of Good Cooking. She gave it to me because I really do love to cook. I love to cook because I love to eat. I’m not a foodie who is into exotic or gourmet types of recipes. I’m a basic meat, potato, soup, pasta, BBQ, stew and sandwich kind of guy. You’ll notice the absence of veggies in that list.

Sales 120
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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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Generate Enough Leads to Help the Sales Team Make it Rain

SBI Growth

Today’s show will demonstrate how to generate enough leads for the sales team to exceed their revenue objectives. The biggest predictor of above average revenue growth is a strong lead flow and pipeline influence from marketing. To follow along, download our.

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By: The Top 50 Business Blogs You Should Be Reading in 2017 - MatchMBA

John Barrows

[…] is a blog ran by sales expert John Barrows. He offers advice and guidance for honing your sales and marketing […].

Marketing 104
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The Arrogance of Experience

Fill the Funnel

This is only the second time I have allowed a guest post on Fill the Funnel. After reading this post that originally appeared on the Business Locker Room by my good friend Kelly Riggs, I immediately reached out and asked Kelly to allow me to include it here for my readers. We are in interesting times, […]. The post The Arrogance of Experience appeared first on Fill the Funnel.

Funnel 73
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6 Reasons You Should Rethink Inside Sales

SBI Growth

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Sales performance – average is over

Sales Training Connection

Sales performance. Constant change has always characterized the business world. Looking in the rear view mirror has never been a recommended strategy for determining future direction. However, from time to time the nature of the change takes on a different look. The scale and speed of the changes during these periods can truly be labeled disruptive.

Scale 63
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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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Air Travel for Business: Where Carriers Get it Wrong

Engage Selling

Like many professional sellers, I travel all the time. Having racked up over 225,000 miles over two major airlines last year you could say that my most used office space is seat 3D.

Travel 61
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If Your Customer Doesn’t Have Problems, They Don’t Need You!

Partners in Excellence

The only reason sales people exist is to help customers solve their problems, grow, and improve. The corollary is, if the customer doesn’t have the problems you can solve, they don’t need you! But, judging by most of the prospecting calls I get, and most I observe with sales people, too many sales people fail to recognize this. Too often, sales people call blindly, reaching out to anyone, any company, any name on their list.

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Disaster Recovery for Sales Comp Plan Rollouts

OpenSymmetry

Last week, I addressed how to anticipate and prepare for the aftermath of a sales comp plan rollou t – especially when you know the sales team is going to be angry. However, maybe your comp team thought that there was already a good rollout communication plan in place, but the response was an unanticipated disaster. I wrote about my own disastrous sales comp plan rollout in the January issue of WorldatWork’s newsletter and the lessons we learned about how to properly roll out a sales comp