Understanding the Sales Force
JULY 10, 2014
'Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies.
The Pipeline
JULY 10, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Sales people are always looking for the secret to sales success, more revenue and glory. One path is to look beyond sales and see how they can drive commerce. At first glance one may be inclined to dismiss this as just semantics, but in as much as attitudes drive actions, and actions lead to results, the distinction is so much more. “ Commerce is the whole system of an economy that constitutes an environment for business.
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SBI Growth
JULY 10, 2014
'“The culture of our organization is what will hold us back. We know what changes we need to make and the right solutions for our problems. That’s the easy part. Getting the organization to adopt them is far more difficult.” This statement was made by the president of a large capital goods manufacturing firm. He was warning his Sales and Marketing leaders of the dangers of implementing change.
No More Cold Calling
JULY 10, 2014
'Read this before starting a conversation on LinkedIn. George runs a social media company. He is tech savvy and up-to-date on the do’s and don’ts of social media. He even launched a contest to get traction for his new company, and it quickly went viral. So I was eager to learn more about George when he reached out to me—asking for my perspective on social media , what referral selling really means, and the links between social media conversations, referral introductions, and closed d
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MTD Sales Training
JULY 10, 2014
'In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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The Sales Hunter
JULY 10, 2014
'We all have at least one customer with whom we just don’t like working, right? You may think I am going to say “fire” any customer who falls into this category, but that’s not exactly the path I’m going down. We can’t fire all of our difficult customers. However, there are some that really must […].
The Pipeline
JULY 10, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Sales people are always looking for the secret to sales success, more revenue and glory. One path is to look beyond sales and see how they can drive commerce. At first glance one may be inclined to dismiss this as just semantics, but in as much as attitudes drive actions, and actions lead to results, the distinction is so much more. “ Commerce is the whole system of an economy that constitutes an environment for business.
Sales and Marketing Management
JULY 10, 2014
'Issue Date: 2014-07-01. Author: Paul Nolan. Teaser: In a world where more people own cell phones than toothbrushes, one risks being labeled a luddite if you push back at all against technological advancements. I listened with great interest as I spoke with a number of sources for this issue’s cover feature on the race to turn smartphones into multipurpose corporate HQs.
Increase Sales
JULY 10, 2014
'One of my executive coaching clients just started a new job because her past employer, a recognized Fortune 500 Global, had several 5 Martinis a day managers. I actually thought with the continued emphasis on employee engagement, developing leaders within the management ranks especially for sales and HR these type of managers had for all intent and purposes ceased to exist.
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.
Partners in Excellence
JULY 10, 2014
'For the salacious readers, no this isn’t a post gossiping on the courtroom antics of the most current troubled celebrity or politician (as much fun as it might be to comment on them). I wanted to address “trial programs,” that is programs we leverage to get the customer to actually use our products in a “trial” mode, before they commit to buy.
Engage Selling
JULY 10, 2014
'Many salespeople understand the value of upselling but don’t understand how to take advantage of an opportunity to upsell, especially within their existing client base. Want to know the good news? There is one clear and fairly simple step you can take to increase your chances of receiving opportunities to upsell. For each new customer […].
Sales Gravy
JULY 10, 2014
LinkedIn recently asked me to submit an article for their new Career Curveball campaign. I am publishing it in my blog, too, to model the best practice of maximizing content creation efforts.
Jonathan Farrington
JULY 10, 2014
'“Oh no, here he goes again, JF is back with more sporting analogies.!” I hear at least one good friend, and popular sales commentator, mutter, whilst I have always tolerated his comparisons with aviational (dictionary suggesting that there is no such word, but there should be) challenges! Too right! I can draw so many similarities, particularly this week, when my mind – and my diary – is almost totally pre-occupied and inspired by the greatest sporting extravaganza on earth!
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Sales Gravy
JULY 10, 2014
All communications must be balanced, and especially with customers. The old saying, he or she that talks the most has the least control, is so true. When you are presenting, what are you finding out about your customer?
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