Wed.Oct 07, 2015

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Is Benchmarking or Perfect Fit Analysis More Predictive for Selecting Great Salespeople?

Understanding the Sales Force

Last week I published a case history on a company that we nicknamed, BigBrains. Many readers emailed asking if we could perform this analysis for them (yes, in most cases) and whether this would be considered benchmarking (no). In this article, I will actually show you the difference between benchmarking and the Perfect Fit Analysis that we use as proof to clients and to customize Objective Management Group's (OMG) Sales Candidate Assessments.

Analysis 214
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4 ‘Freebies’ For Your Prospect That Generates Future Business

MTD Sales Training

When you hold a door open for someone to follow you, what do they naturally say to you? When you offer someone a compliment or admiring comment, what do they normally say back? You’ll probably answer. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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A Trout, a Salmon and a Case for Practice

Sales and Marketing Management

Issue Date: 2015-09-01. Author: Tim Riesterer. Teaser: The results of a recent study are pretty alarming regarding the effort salespeople put into practicing their craft. The results of a recent study are pretty alarming regarding the effort salespeople put into practicing their craft.

Study 190
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Sales Management: Want More Success? Set New Standards for Success

Anthony Cole Training

One of the problems facing many companies today is getting more from what they have. In a time of economic pressure to manage the profits companies have become very creative in finding solutions to manage the burn rate of their cash. The solution that many, if not most, struggle with is how to get the cash generation rate to meet and exceed the burn rate.

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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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Intrapersonal Accountability Requires More than Just Words

Increase Sales

One hears about the importance of intrapersonal accountability almost as much as goal setting to leadership. Yet this necessary individual characteristic or talent requires more than words, but a solid process supported with proven tools. Credit www.gratisography.com. Over the years I have come across many definitions for this talent. The best one I have read comes from the Attribute Index psychometric assessment.

Account 116

More Trending

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What do Aristotle and Neuroscience have to do with B2B Sales and Marketing?

The ROI Guy

Today's B2B buyer is more in-control, cautious and economic-focused - delaying purchase decisions and demanding steep discounts. In the face of a more frugal buyer, sales reps and marketers are evolving from pitching products to articulating value in order to effectively communicate and quantify the buyer s challenges and the value of proposed solutions.

B2B 65
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16 scheduling tools for salespeople

Close

Scheduling sales calls or meetings can be frustrating, unproductive, and costly. With the maxed-out schedules of contemporary workaholics, it’s difficult to find a common opening that fits for all parties involved. To put it bluntly, coordinating time can be a real pain.

Tools 59
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Dig A Little Deeper, A Sales Tips Video

SalesLoft

Growth and improvement is possible at any level in a sales organization. Whether you’re a Sales Development Rep, an Account Executive, or even a Director of Sales — it’s crucial to continue practicing new ways to improve your sales process. Watch the video below to learn how Salesloft Director of Sales Anthony Zhang and Sales Development Rep Patrick Tracy improve their process every day.

Video 52
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TSE 202: Sales From The Street-“How To Develop Your Own Personal Brand”

Sales Evangelist

How To Develop Your Own Personal Brand Honestly ask yourself – Why are you doing what you’re doing? Why are you in sales? Regardless of why you’re doing it, you gotta know WHY you’re doing it. If you’re doing it just for the money, you might want to re-evaluate yourself because you may be doing […] The post TSE 202: Sales From The Street-“How To Develop Your Own Personal Brand” appeared first on The Sales Evangelist.

How To 40
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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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Can your salespeople articulate value or does it sound like magic?

Insight Demand

After nine years of working with companies on sales messaging, I have found the number one inhibitor to salespeople articulating value is they don’t create enough contrast between the ‘before’ and ‘after’ pictures of owning their product. And when salespeople fail to make the contrast feel concrete, customers can’t see the value, so it just feels like magic.

System 21
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17 Point Checklist to Measure Your Team’s Sales Prospecting Effectiveness

The Brooks Group

A lack of qualified prospects in the pipeline can be devastating to a salesperson’s overall sales effectiveness. A rep may be expertly skilled in building rapport, asking strategically important questions, and presenting customized solutions— but all of that is irrelevant if they are unable to meet with the right people at the right time. So, we’ve developed a brief audit to help you determine whether or not your team is engaging in the right activities that will lead them to exceed their target

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Can your salespeople articulate value or does it sound like magic?

Insight Demand

After nine years of working with companies on sales messaging, I have found the number one inhibitor to salespeople articulating value is they don’t create enough contrast between the ‘before’ and ‘after’ pictures of owning their product. And when salespeople fail to make the contrast feel concrete, customers can’t see the value, so it just feels like magic.

System 20
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17 Point Checklist to Measure Your Team’s Sales Prospecting Effectiveness

The Brooks Group

A lack of qualified prospects in the pipeline can be devastating to a salesperson’s overall sales effectiveness. A rep may be expertly skilled in building rapport, asking strategically important questions, and presenting customized solutions— but all of that is irrelevant if they are unable to meet with the right people at the right time. So, we’ve developed a brief audit to help you determine whether or not your team is engaging in the right activities that will lead them to exceed their target

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr