Understanding the Sales Force

FEBRUARY 19, 2015

'Image Copyright: 123RF Stock Photo. Yesterday, I was listening to a radio promotion when they said, "Take a selfie with a standie and then, using your smartphone or tablet, upload it to Facebook, or tweet your image using hashtag [something I can''t remember].". Now, pretend it''s 1995, and reread the quotation. Twenty years ago, would you have recognized any of the words other than "take", "and", "then", "using", "your", "or" and "to?

Consultative Selling 246

Consultative Selling Twitter Google Sales Cycle 246

No More Cold Calling

FEBRUARY 19, 2015

'This childhood game taught us an important lesson: You can’t listen and talk at the same time. Remember the tin-can phones we made as children? We had lots of fun constructing them with our friends, and then seeing how far apart we could get and still hear each other. Just in case you never did anything this low-tech, the premise is simple: You connect two cans with a long piece of string, stand far enough away from your partner to pull the string taut, and then take turns talking into the cans

Social Media 243

Social Media Cold Calling Small Business Small Business 243

The Pipeline

FEBRUARY 19, 2015

'By Tibor Shanto - tibor.shanto@sellbetter.ca . While all for having a sales process or road map, there is plenty of room for choice, and there are some elements of sales success that are achievable via many paths. You have choice within a defined structure, the result is pretty much the same regardless how of the path taken. As a seller, your success will not be adversely impacted by the choice.

Call-back 240

Call-back Buyer Proposal Up-Sell 240

The Sales Hunter

FEBRUARY 19, 2015

'I hate to break the news to you, but your customers really don’t want to buy from you. Just so you don’t get too upset, keep in mind that they don’t want to buy from your competitors either. What is really disturbing is they haven’t wanted to buy from you for a long time. […].

Customer 184

Customer Customer Service Selling Skills Closing 184

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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

Sales and Marketing Management

FEBRUARY 19, 2015

'Issue Date: 2015-02-20. Author: Jason Forrest. Teaser: Hey sales managers, what your boss, peers and team members expect you to do is exactly the opposite of what you need to do to be truly successful in your role. Hey sales managers, what your boss, peers and team members expect you to do is exactly the opposite of what you need to do to be truly successful in your role.

Exact 171

Exact Sales Management Sales 171

Fill the Funnel

FEBRUARY 19, 2015

'It’s intuitive. Tools don’t make the carpenter. Neither the doctor nor the musician. Nor do they make the sales person. I have had the privilege of watching my brother Paul grow into one of the premier custom interior carpenters in Colorado. He creates multi-million dollar home interiors that are the talk of Breckenridge, Vail, Aspen and more.

Tools 103

Tools Hiring Ideal Customer Profile Scale 103

Sales Training Connection

FEBRUARY 19, 2015

'Sales and Marketing can no longer be two trains passing in the night, as so many VPs of Sales we know lament. The cost of not fixing this misalignment is now too high. Bridging the gap between Marketing and Sales must be a priority. Customers are changing what they buy, how they buy and what they are willing to pay for it. In general more people are engaged in the buying decision than ever before and they are more concerned about economic value.

Marketing 87

Marketing Customer Sales Cycle Lead Rank 87

Fill the Funnel

FEBRUARY 19, 2015

'It’s intuitive. Tools don’t make the carpenter. Neither the doctor nor the musician. Nor do they make the sales person. I have had the privilege of watching my brother Paul grow into one of the premier custom interior carpenters in Colorado. He creates multi-million dollar home interiors that are the talk of Breckenridge, Vail, Aspen and more.

Tools 88

Tools Hiring Ideal Customer Profile Scale 88

Partners in Excellence

FEBRUARY 19, 2015

'I was astounded to read “Let’s Kill The Performance Review” by Liz Ryan. I agree with many of the things she states. The majority of performance review/performance management systems in companies are broken–or at least dysfunctional. It consumes too much unproductive time, with unclear benefit. It’s not a necessary process for compensation management (though I do like compensation tied to performance.).

Compensation 76

Compensation Coaching Maximizer Training 76

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

Sales Gravy

FEBRUARY 19, 2015

Salespeople need to leverage themselves. As a sales manager, you must not only educate your team on this, but monitor your team’s actual activity.

Education 40

Education Sales Management How To Sales 40

BrainShark

FEBRUARY 19, 2015

This article was submitted by Stephanie VanGilder, Senior Business Opera

Customer 48

Customer 48

MTD Sales Training

FEBRUARY 19, 2015

'Asking questions; probably THE single most important skill that you can possess as a sales professional. I’m sure you’ve attended courses in the past that cover questioning techniques and their use. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Closing 224

Closing Course How To Sales 224