Thu.May 26, 2016

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Do You Make Time for Your Sales Reps to Practice?

No More Cold Calling

No one wins the game without putting in the practice. “From this day on I’d like to be known as ‘The Big Aristotle’ because Aristotle once said, ‘Excellence is not a singular act; it’s a habit. You are what you repeatedly do.’” —Shaquille O’Neal. Practice? Who me? Sure, sales reps know they must practice new skills, practice presentations, practice writing, practice speaking—practice, practice, practice.

Referrals 287
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“I’ve Been Selling This Product For Years” – So What?

MTD Sales Training

Albert Einstein once said that ‘Imagination is greater than Knowledge’. I’ve always admired this thought, because often I’ve come across people who think that, just because they’ve been selling for. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Training 203
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5 Best Practices in Lead Scoring from the Lens of a Revenue Marketer

Sales and Marketing Management

Issue Date: 2016-05-26. Author: Scott Benedetti, VP of Sales, The Pedowitz Group. Teaser: Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization. The resulting score determines how marketing will respond to each lead to propel the prospective buyer through the Revenue Marketing journey.

Lead Rank 200
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Sales Manager Survival Guide – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. So when one of these people, in this case, David A. Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle.

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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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Put A Judicial Branch In Place to Eliminate Wasted Leads

Pointclear

Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog we discussed the importance of cost per: Lead, Sales Accepted Lead, Sales Qualified Lead and Closed Deal. Today we will discuss how to keep leads from being ignored and going into a black hole by using something I call the Judicial Branch.

More Trending

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Bill Walton Speaks to All Sales People and Sales Executives

Anthony Cole Training

I read Dave Kurlan’s blog post about Bill Walton and Coach John Wooden. In Dave’s blog, he talks about Walton’s view on success: ‘The only difference between successful salespeople and the other 77% is that the successful sales people actually do the very things they don’t like doing.” Dave uses role-playing as an example. I see this all the time! Ask someone to role-play in front of the group and they shut tight like a clam.

Groups 121
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The Sales Problem with Aiming to Be the Trusted Advisor

Increase Sales

Being the trusted advisor in sales is the goal for many professional salespeople. The reasoning is simple because having trust overcomes probably the first sales problem encountered by salespeople: “I don’t trust you. because I buy from people I know and trust.” After attending a well executed presentation by Ari Galper of Unlock the Sales Game , he answered a question posed by me that created one of those “Ah Ha” moments.

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OpenSymmetry Named in the First-Ever Inc. Best Workplaces Awards

OpenSymmetry

Inc. Magazine Introduces the Inc. Best Workplaces Awards. OpenSymmetry was named in Inc.’s inaugural 50 Best Workplaces, the first such measurement of American companies with up to 500 employees that deploy state-of-the-art techniques to keep their staff happy and productive. Working with employee engagement and culture experts Quantum Workplace of Omaha, Nebraska, Inc.’s list is a magnifying glass on how innovative companies can truly raise the bar in hiring and keeping the best talent. “ We he

Scale 74
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Using Criticism to Increase Sales

Engage Selling

You’ve probably had to deal with professional criticism at some point (or often) in your sales career.

Sales 92
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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

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Activities Or Results, What Should We Do?

Partners in Excellence

In reading the title, many of you may be asking, “Dave to you get up on the stupid side of your bed this morning? Of course we care about results!” It’s often hard to tell this, based on what we ask our people to do, or what we inflict on them. We know we have to do activities to produce results. For example, we have to do a certain amount of prospecting to find enough qualified opportunities to fill our pipelines.

Scale 67
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Reclaiming Conversation – Sherry Turkle

Hyper-Connected Selling

Is the explosion of digital technology a good thing for us as individuals and as societies? The knee jerk reaction has been to say, “Of course!” But there’s a real cost, and Sherry shares what we are losing and what we aren’t even aware we’re losing. Until we wrap our heads around how to use technology instead of letting it use us, we’re going to struggle with finding healthy ways to incorporate it into our lives.

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Insights from #SDSummit: Sales Onboarding Framework (Part 1)

Mindtickle

During the session “Assessing Execution and Impact of Sales Onboarding”, SiriusDecisions VP and Group Director Mark B. Levinson gave a compelling presentation about the state of sales onboarding and what companies can do to get in shape. The current state of sales onboarding is worrisome. Two key stats shared by SiriusDecisions show that 26% of sales organizations have not yet implemented a formal onboarding process. and only 7% of sales enablement leaders have indicated their onboarding progra

Hiring 52
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21 Inspiring Tweets (So Far) from #SDSummit 2016

BrainShark

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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Insights from #SDSummit: Sales Onboarding Framework (Part 2)

Mindtickle

In my previous post , I gave you a glimpse at the SiriusDecisions framework for Sales Onboarding that was presented at their SiriusDecisions Summit 2016. Since there is so much to cover I broke it down into two separate posts. After you structured your onboarding program in terms of Knowledge, Skills, and Processes is time to think about certifications.

Hiring 52
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Looking for sales meeting ideas? Ask these 5 questions first to see if you should have a meeting at all

Close

“Actions speak louder than meetings.

Meeting 52
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Insights from #SDSummit: Sales Onboarding Framework (Part 1)

Mindtickle

During the session “Assessing Execution and Impact of Sales Onboarding”, SiriusDecisions VP and Group Director Mark B. Levinson gave a compelling presentation about the state of sales onboarding and what companies can do to get in shape. The current state of sales onboarding is worrisome. Two key stats shared by SiriusDecisions show that 26% of sales organizations have not yet implemented a formal onboarding process. and only 7% of sales enablement leaders have indicated their onboarding progra

Hiring 52
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Insights from #SDSummit: Sales Onboarding Framework (Part 2)

Mindtickle

In my previous post , I gave you a glimpse at the SiriusDecisions framework for Sales Onboarding that was presented at their SiriusDecisions Summit 2016. Since there is so much to cover I broke it down into two separate posts. After you structured your onboarding program in terms of Knowledge, Skills, and Processes is time to think about certifications.

Hiring 52
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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.