Thu.Jul 31, 2014

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The Present Has Been Delegated

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Earlier in the week I wrote about the need for sales people to be “multilingual” in order to better understand and communicate with the types of buyers they may not have prospected or sold to in the past. A common example of this is when sales people accustomed to selling to users or front line managers, are instructed by their leadership to go ‘upstream’, and sell to senior decision makers, executives or the ‘C

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The Slow Death of a Business

The Sales Hunter

'Not long ago, I was sitting in a restaurant known for its breakfast. It’s 7:40 AM and I am the only customer. Ten years ago, you couldn’t find a seat in this place at this time of day. Now it’s a question of how much longer can the restaurant hold on. What changed? Everything, […].

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Can Your Marketing Team Implement Your Vision?

SBI Growth

'As a marketing leader, you have a revenue contribution goal. We are more than half way thru 2014. The question you should be asking yourself is – are you going to hit it? Has your team been able to execute your vision and contribute to revenue?

Marketing 235
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How To Be Social In Sales – Listening

Score More Sales

'We have written about social sales relationship building and social sales research. Let’s stop and think for a minute about the most simple form of integrating social into your selling with listening. It sounds so simple, yet good social listening is an art and science. Social listening is an art because of nuances you are looking for, and patterns to see.

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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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As Good as Your Last Successful Hire - 10 Tips for Consistency

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. Most executives struggle at maintaining any kind of successful momentum when it comes to consistently hiring salespeople that actually succeed. It''s easy to hire a great salesperson who, when all is said and done, sucks. It''s difficult to hire any salesperson who, in the end, performs great. Let''s leave the world of sales and look at my favorite topic for analogies, baseball, and although it''s very difficult this year, my favorite team, the Bost

Hiring 224

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The Crux of Innovation

Sales and Marketing Management

'Issue Date: 2014-08-01. Author: Michael Scholl. Teaser: Commercial innovation is an approach that does not wait decades for a new invention. It is about identifying existing customer needs and existing willingness to pay. Commercial innovation is an approach that does not wait decades for a new invention. It is about identifying existing customer needs and existing willingness to pay.

Customer 185
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Sales Ops Inside Big Companies

SBI Growth

'Here is a 30 minute podcast for sales ops leaders inside of big companies.

Company 232
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Leadership and the Truth Market

Increase Sales

'One would think the telling the truth would be welcomed especially by the leadership within small business to mid size firms. Yet after 30 plus years in business, the truth appears to have a much smaller market. I am reminded of the famous line in a “Few Good Man” where Jack Nicholson shouts “You can’t handle the truth.” How many business leaders really want to face the truth when it comes to their businesses to their leadership to their own personal lives?

Marketing 153
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The Most Important Improvement In Efficiency, Actually Talking To People

Partners in Excellence

'Everyone is time poor. We have too much on our plates–more than we possibly can accomplish. We’re inundated with emails, messages, phone calls, meetings. The growth of our “To-Do” lists far outpaces out “Completed” lists. In attempts to bring sanity and manageability into our lives, we leverage all sorts of tools and techniques to improve our efficiency.

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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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It’s Gonna Get Messy

Fill the Funnel

'Over the next 10 days, it is going to get a bit messy from time to time here at Fill the Funnel. Things might get shifted around a bit from where you have gotten used to them. There will be some new additions and I am sure that things will get a bit messy for the short term. I am going to begin the switch-over to an entirely new site layout and theme.

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The Bright Side of Slow Markets

Engage Selling

'Is your market slowing down? Be sure not to get caught up in a “slow down” mindset! While most salespeople will complain about the market, the successful salespeople will be looking for ways to turn a negative situation into a positive one. The majority of salespeople fail to realize that a market slowing down is […].

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Are you telling stories with a point or creating a verbal jigsaw puzzle with your talk?

Leading Results Rambings

'I get the opportunity to watch and listen to fabulous speakers. Some I watch live, some recorded (I “waste” my downtime watching TED videos), and when I watch these speakers – Seth Godin, Malcolm Gladwell, Tom Peters, Scott Brinker, just as examples – I see people who are outstanding storytellers and whose stories all lead to and support the point of their talks.

Jigsaw 75
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7 Ways to Evaluate the Sales Hiring Process

The Brooks Group

. Our research tells us that only 41% of senior sales leaders have confidence in their organization's ability to attract, hire and retain top sales performers, yet many front-line hiring managers rush to fill open sales positions. To make sure the sales hiring process inside of your organization ensures you only hire top-performers, senior execs must provide a multistep roadmap for hiring.and hold managers accountable to it.

Hiring 40
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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The Greatest Barrier to Sales Success Is?

Jonathan Farrington

'The buyer-seller situation, like any human contact, is an exercise in human relations – the interplay, cause and effect of behaviour by two or more people on each other. In the buyer-seller situation, the seller must be responsible for shaping mutual behaviour – someone has to take the lead. At the start of the relationship, we want it more than they do – well that’s the theory.

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Why Are You Giving Your Prospects the Silent Treatment?

No More Cold Calling

'KiteDesk’s chief revenue officer explains why salespeople still need to pick up the damn phone. We delete emails like robots. Social selling works, but only when we remember to put the “social” back in social media. Phone conversations are what really drive sales. Why? Because sales begins with relationships , and relationships are built and cemented when we speak to other people.