SBI Growth
SEPTEMBER 8, 2014
'Last week I spent time onsite with a VP of Sales. As we were reviewing priorities for next fiscal year, I noticed hesitation. He was struggling on many of the items we discussed as top priorities. I sensed that something was holding him back. He knew he needed to make changes, but he was afraid to act. Fear was impacting his ability to lead.
The Pipeline
SEPTEMBER 8, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. To be fair, the thought behind the move is positive, rewarding deserving contributors, keeping good talent in house, and all that.
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Sales and Marketing Management
SEPTEMBER 8, 2014
'Issue Date: 2014-09-08. Author: Liz Wendling. Teaser: In sales and dieting, there really is no easy fix for instant results, and most of the hard work is done when nobody is watching. If it were really that easy to see results without lifting a finger, everyone would have the perfect body and a booming business. In sales and dieting, there really is no easy fix for instant results, and most of the hard work is done when nobody is watching.
Bernadette McClelland
SEPTEMBER 8, 2014
'I have lied… “I have no intention of telling you the truth. Instead I’m going to tell you a story. This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. Make no mistakes. This is not about tactics or spin or little things that MIGHT matter.
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Understanding the Sales Force
SEPTEMBER 8, 2014
'Understanding the Sales Force by Dave Kurlan. Trust me when I say that this is a great article, but before we get to it, I have a few post-vacation links for you. This is important! We want you to be part of our next White Paper on Sales Force Effectiveness. Would you kindly take no more than 5 minutes to answer some questions about the sales force at your company?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
SEPTEMBER 8, 2014
'What is the one new question that you can ask your customers today? If you are serious about standing apart from your competitors and making a difference for your customers, it’s going to show up in the questions you ask. Be committed to coming up with one new question you can ask your customers […].
Score More Sales
SEPTEMBER 8, 2014
'A multi-faceted prospecting strategy allows you to meet your buyer where they are. Not everyone likes using the phone – especially many in IT. Others don’t respond to email but they will pick up a phone occasionally or will listen to your voice mail message. I talked to some sellers last week who told me that they only use the phone to prospect with.
Anthony Cole Training
SEPTEMBER 8, 2014
'I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. I enjoy reading HBR publications even though some of the research findings they provide are way over my head. The various contributors always get me thinking and re-thinking about what I think I know about sales and sales management.
Increase Sales
SEPTEMBER 8, 2014
'Mention the M word (marketing) to salespeople and immediately see negative body language to verbal denial to even actual fear. Last week when I questioned a vendor about his product being more about marketing than actually selling, he said “No, it provides the opportunity to gather sales leads.” Duh, gathering sales leads is marketing! Unfortunately, way too many salespeople confuse marketing with selling even though they are probably engaged in marketing more than they realize.
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A Sales Guy
SEPTEMBER 8, 2014
'Seth Godin had a killer post the other day called, I Made It My Mission. It was phenomenal. In typical Godin style, he got right to the point and made impact. It had more to do with hiring than sales in general, so I posted my thoughts over on the A Sales Guy Recruiting blog, rather than here. Go check it out. I love when people make something their mission.
Partners in Excellence
SEPTEMBER 8, 2014
'This title will draw several immediate reactions. There’s probably a round of cheering from those who’ve been subjected to bad sales training programs. Simultaneously, there are a number who will be saying, “This is absolute heresy, how can you say this?” Both reactions are probably right on target. Every year, billions are spent on various types of sales training.
Sales Training Connection
SEPTEMBER 8, 2014
'Doubles tennis and sales teams. Did you watch the US Open doubles tennis matches? Do you begin to wonder what the players were saying to each other between points? We did and others must have too since the NY Times printed a front-page article about just that question. What is going on in those conversations between points? Are the players deciding where to position the next serve on the court?
Engage Selling
SEPTEMBER 8, 2014
'When I think back over 20 years of my sales career, I’ve met only five kinds of people with behaviors that lead me to believe I should disqualify them as a prospect forever. I write about them in my recently released book Nonstop Sales Boom. You may have run across them in your work as well. […].
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The Science and Art of Selling
SEPTEMBER 8, 2014
'According to Psychology Today, up to 50 per cent of the population can be defined as introverted. While significant publications like the The Atlas of Types Table (Macdaid et al, 1994) describe the sales industry as predominantly populated by extroverts, your customer base is not. This means that while you’re unbridled zest and enthusiasm will win you points in the office, and with many customers, you’ll need to try a different approach to appeal to introverts.
Markempa - Inside Sales
SEPTEMBER 8, 2014
I recently was called by the CEO of a small technology company who was wondering how to optimize his lead generation team’s cold calling efforts. He called me after two salespeople just quit, and he said, “I’m about to give up on cold calling and start doing inbound marketing. I think cold calling is dead … what do you think I should do?
Engage Selling
SEPTEMBER 8, 2014
'Want your hands on this high-demand book? Get your very own copy of Nonstop Sales Boom!
BrainShark
SEPTEMBER 8, 2014
There’s not one right way to give a sales presentation.
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SBI
SEPTEMBER 8, 2014
'This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . This week I interview Umberto Milletti, CEO of InsideView. Nancy: What does InsideView do? What problem/s are you solving for sales and/or marketing organizations?
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