Steven Rosen
JULY 8, 2014
'5 Action Steps for Mid-Year Success. By Steven A. Rosen. You are halfway through the year and you have two choices: You can either have your team go on VACATION or you can have them spring into ACTION. It is a choice. Repercussions are only felt at year-end. If you want your salespeople to shine, then you need to take ACTION. I don’t care if you or your sales team is at 80% or 105% of budget.
No More Cold Calling
JULY 8, 2014
'Social selling isn’t a magical cure for all your sales challenges. What is social selling , anyway? Is it just the latest buzzword bandied about by shifty trainers, or an actual sales strategy with teeth? Whenever a new selling term surfaces, suddenly legions of experts appear, ready to take your money. They make outrageous promises that are “guaranteed” to increase sales effectiveness overnight.
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Understanding the Sales Force
JULY 8, 2014
'Understanding the Sales Force by Dave Kurlan I''ve seen this happen in youth baseball so many times. Let''s say it''s a ground ball and the third baseman boots it for an error. Of course, the next ball is hit right at the third baseman again and this time he fields it cleanly, but makes an error on the throw. And just as if it were programmed to happen, the third baseman is suddenly a target, balls coming at him and him alone, as he appears helpless and unable to make a clean play to put a merc
The Sales Hunter
JULY 8, 2014
'What is the right level of authority a salesperson should have when it comes to price? This question comes up frequently when I’m meeting with sales managers. What they are wondering is when does it make sense for salespeople to have control of the prices they charge customers and how much flexibility should they have? […].
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
MTD Sales Training
JULY 8, 2014
'Many of our clients have products and services they are proud of, and we are proud to work with them as clients. Many of their salespeople have been on our programmes and have proved themselves to be. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Pointclear
JULY 8, 2014
'Recently I bought an antique camera on eBay. I don’t know why, maybe just a desire to recapture something from my youth. Or perhaps to find craft in a world largely absent of it. Anyway, when it came in the mail I wanted to quickly load it with film and shoot something. Anything. Given the camera’s age and limitations, I opted for a roll of slow (100-ISO) black-and-white film and waited for a sunny day.
Anthony Cole Training
JULY 8, 2014
'Guest Blog By Mark Trinkle, Sales Development Expert. How smart are you? Actually, how well do you know your smart numbers? I’m always amazed at the number of sales people I meet who either have no idea what their key indicators or smart numbers are or who have no idea why tracking them is important to begin with. By smart numbers I mean those activities that are essential to your sales success and that, when done consistently, predict new business.
SBI Growth
JULY 8, 2014
'What would happen to your income if you lost a month out of the sales year?
Increase Sales
JULY 8, 2014
'Consultative sales is considered by some the only way to sell in today’s marketplace. Respective to sales leadership, the Innermetrix Attribute Index has one external temperament clearly defined as consultant. Within this temperament, there exists the following biases: Neutral Empathy. Positive Practical Thinking. Negative Systems Judgment. As in consultative sales, this temperament suggests an individual “who is slightly more focused on the social dimension than on individual peo
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Fill the Funnel
JULY 8, 2014
'Insist on a Video Meeting. Insisting that sales calls be done via video meeting brings many benefits to the busy executive including shorter meetings, more control of the meeting, and the ability to size up the sales person’s value to your organization without having to deal with meeting logistics. Video meetings can be extremely effective for all participants in this type of meeting: It is easier to view a demo on your own screen vs. that from the laptop or tablet of the salesperson.
Partners in Excellence
JULY 8, 2014
'Surprise!!! It may be fun for a birthday party, but it’s never fun in sales. It means that somehow our carefully thought out approach has suddenly been thrown into disarray. The great progress we thought we were making has suddenly been washed away. We may have to go back to the drawing board, start all over. In the least we have to regroup and rethink our strategies.
Engage Selling
JULY 8, 2014
'As a salesperson, you are undoubtedly aware of the massive power that testimonials can provide you. However, many salespeople struggle with receiving testimonials because they simply do not do enough to make it a priority. Consider an individual who is trying to get into shape. They may buy all of the right food and even […].
BrainShark
JULY 8, 2014
Is there a really GOOD reason to make eLearning a larger part of your sales training strategy?
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Hyper-Connected Selling
JULY 8, 2014
No matter how badly you want to, you can’t do anything you put your mind to. Sorry. It’s a dangerous myth that we often hear when we are children. We are told constantly that “you can do anything you put your mind to” as the moral of the story in sitcoms and Saturday morning cartoons (remember the G.I Joe “knowing is half the battle?).
Sales Evangelist
JULY 8, 2014
A few episodes back I mentioned the power of asking for referrals from everyone, even prospects. Now, granted the quality of a referral from a prospect may not always be the strongest avenue to get a referral but it sure beats a sharp stick in the eye for not asking for a referral at all. […] The post TSE 055: Is There a Proper Way to Ask For a Referral From a Client?
The Brooks Group
JULY 8, 2014
Today’s sales managers need to lead and coach their sales force instead of managing and directing the team. Unfortunately, when sales managers aren't coaching - because they don't know how - they tend to get caught up with blaming their reps for failures on the part of the sales team instead of looking at themselves. There are three elements of success that sales managers must incorporate into their work if they want a high level of performance from their sales team. 3 Reasons Your Sales Manager
Klozers
JULY 8, 2014
'Why Sales Training Fails is a question which unfortunately comes up much more than it should. Recently a new client revealed they had previously spent a six figure sum on a Sales Training program from a well known sales training company and failed to get any return on their investment. Despite their disappointment, our client still spoke highly of the sales training company, the training material and the sales trainers who delivered the work. Yet other than a short period of a feel good f
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Jonathan Farrington
JULY 8, 2014
'It’s interesting that we regularly read articles or comments about high levels of staff turnover, but it is very rare to discover any commentary about customer turnover – it is almost as if it is a taboo subject; that there is shame attached to it, an embarrassment. Why? I suppose it is an admission of failure. The fact remains that most companies do not face up – or do not want to face up – to the potentially high cost of losing customers, and in most instances prefer t
SugarCRM
JULY 8, 2014
'The post Brand-Spanking New Marketing Automation Trends appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion.
Sales Excellence
JULY 8, 2014
'Many of us have heard the saying, “If you help enough people get what they want, you will get what you want,” with credit going to the late, great Zig Ziglar. Of course, if Zig said it, then it must be tied to the sales profession, which it certainly is. Helping others, however, should be more than just a part of our lives as sales professionals. It should be a thread that is woven into our society and our lives on a regular basis.
SugarCRM
JULY 8, 2014
'The post Hypocrite, Party of One appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion.
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
The ROI Guy
JULY 8, 2014
'According to Gartner, worldwide IT spending was expected to reach $3.8 trillion in 2014, a 3.2% increase from 2013 spending levels. Although the forecast at the beginning of the year predicted healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. And sure enough, Gartner had to once again lower their forecasts substantially.
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