SBI Growth

JULY 5, 2016

Organizations spend large amounts of money on sales training every year. But are they getting their money’s worth? Sales training is a $70 billion dollar industry. Every sales team should be making their number with that kind of investment in.

Training 189

Training Strategy Sales Industry 189

Bernadette McClelland

JULY 5, 2016

Sales is not just about selling an idea, a product or a service. It is SO MUCH more than that. The biggest factor that prevents salespeople achieving their targets or overachieving them is, {drumroll, because you probably already know the answer}… themselves. Not a lack of closing skills, not having difficulty overcoming objections, not getting the right words and the right script, but themselves.

B2B 150

B2B Call-back Up-Sell Objections 150

The Sales Hunter

JULY 5, 2016

Let’s face it. You can’t prospect if you don’t start, and starting is the problem too many salespeople have. The number of excuses salespeople can come up with range from logical to just plain avoidance. Here are 10 things you can do right now to help you stop procrastinating on doing the prospecting you know […].

Prospecting 174

Prospecting Face-to-face Selling Skills Sales 174

Steven Rosen

JULY 5, 2016

My friend Barbara Weaver Smith, founder and CEO of The Whale Hunters, has a new book and I want to encourage you to get it. It’s called Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers , and it’s for fast company entrepreneurs, sales VPs and sales managers, large account sales team leaders from inside sales and field sales—whether you’re already managing global accounts or you haven’t yet gone global with your biggest accounts.

Customer 136

Customer Account Inside Sales Field Sales 136

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

Increase Sales

JULY 5, 2016

Having been in the process of selling our home, I have experienced the good, the bad and the ugly of real estate marketing. No wonder the National Association of Realtors in its Danger Report revealed the number one danger within the U.S. residential real estate industry is incompetence of real estate agents. Marketing is about attracting attention (positive preferably) and then beginning to build a relationship.

Real Estate 78

Real Estate Direct Mail Marketing Hiring 78

Partners in Excellence

JULY 5, 2016

Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue. Yes, you are measured on revenue and results, but you are not responsible for producing revenue, your people are! It’s an important point that too many in sales management don’t understand. Our people are responsible/accountable for producing revenue.

Revenue 50

Revenue Sales Management Face-to-face Maximizer 50

Engage Selling

JULY 5, 2016

Get creative. That’s my advice for any business owner or sales leader about to embark on a new phase of recruiting.

Sales Talent 49

Sales Talent Sales Up-Sell Quota 49

Bigtincan

JULY 5, 2016

Finally – a way to get salespeople to adopt digital notes – by using a tool that works the way they do. The incredible and unending process of enabling sales people to be more productive – whether in selling in front of a customer or simply in organizing their tasks – has had a strong […].

Tools 40

Tools Customer Sales 40

Jonathan Farrington

JULY 5, 2016

One of the key tasks of a sales manager is to continually seek ways to improve the manner in which their team operates – constantly challenging paradigms and questioning “the way we do things around here”, will ensure the team remains at optimum performance levels. However, it is also important to stay within an overall […].

Sales Management 28

Sales Management Sales 28

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.

Sales

Partners in Excellence

JULY 5, 2016

All of us, customers, sales people, marketing, customer service—everyone, daily face a number of converging forces which adversely impact our own and our organizations’ performances. The result is we are overloaded, overwhelmed, and probably not accomplishing what we should or could achieve. Taken individually, none of these forces is much concern.

Face-to-face 49

Face-to-face Networking ACT Ideal Customer Profile 49