Sales and Marketing Management
APRIL 4, 2016
Issue Date: 2016-04-04. Author: Frank Visgatis, President/COO of CustomerCentric Selling. Teaser: Most executives will share their business goals or problems with salespeople that they believe are trustworthy. It is a watershed event when goals are shared and once it occurs the buyer starts to realize there is potential value if a seller’s offering can address their needs.
The Pipeline
APRIL 4, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . As we start a new quarter, it makes sense to step back a second and think about how you are prospecting f. Few aspects of sales are one size fits all, which makes it a challenge for those who are looking for that one secret to success in sales. Buyers fall into different groups, and how you sell to each needs to reflect that, this does not mean you have to reinvent your sale for each buyer, groups or segments based on their attributes.
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Understanding the Sales Force
APRIL 4, 2016
Other than birthdays, anniversaries, holidays and sporting events, how many occasions are there when you have repeated an event, in one form or another, for at least 22 years. Not many, right? This past weekend, I hosted 130 sales experts from around the world as part of Objective Management Group's 22nd Annual OMG Conference. I'm proud that we kept these sales experts engaged to the point where there were just as many people in the room for the end of the final presentation as there were for th
Mr. Inside Sales
APRIL 4, 2016
Nothing signals a sales call more than that worn out opening, “How are you today?”. As soon as you ask that of someone you’ve not spoken to before, their immediate thought is, “Oh, here comes a sales pitch from someone I don’t want to talk to!”. If you don’t believe me, think about your own reaction when someone calls you at home or the office that you don’t know and asks you that?
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In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
Anthony Cole Training
APRIL 4, 2016
I continue to learn from my clients and the training director of a large national bank once said to me, “This is what we would like to keep doing. This is what we would like to start doing. And this is what we would like to stop doing.” Of course, all of this was framed up with lists of actions and initiatives because we were meeting to discuss coming years of training content, focus and delivery.
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Increase Sales
APRIL 4, 2016
Hitting the streets or dialing the phone daily to increase sales, maintain relationships and keep abreast of what’s going on in the market place to the world is not easy. These difficult tasks can be even more stressful when fear of not increasing sales, not maintaining relationships, not staying abreast takes control. This is why it is so important to maintain one’s faith to doing what needs to be done each day.
Partners in Excellence
APRIL 4, 2016
The responsibilities of a sales manager are very broad. Frontline managers have to work to make sure each person on the team is performing at the highest levels possible. They have to provide the coaching, training, systems, processes, tools, and support to enable their people to achieve their goals. At the same time, there’s the “business management” aspect of the job: Are we going to make our numbers?
SalesLoft
APRIL 4, 2016
Email personalization at scale is one of the toughest tasks in the sales development process. While email automation has been scorching the prospect earth, customization and hyper-personalization have been moving their way to the front seat. But what good is a hyper-personalized email if no one opens it? Finding the right level of personalization within an email body is one thing, but defining what aspects of email subject lines influence open and reply rates is a whole different beast.
Close
APRIL 4, 2016
Your latest sales strategy isn’t working. Your team is losing steam, close rates are down, and your lead pipeline is almost empty.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Hyper-Connected Selling
APRIL 4, 2016
One of my favorite posse cuts is the song North by Northwest by a lesser-known group out of Seattle called the Blue Scholars (a posse cut is a hip-hop song which features 4-7 verses by different rappers – the whole “posse” is in the song). One of the verses is from a guy named Macklemore. You might have heard of him. His song Thrift Shop has 881,134,271 views on YouTube and he won the Grammy for Best New Artist in 2014. …Which is ironic, because this posse cut is from
Paul Cherry's Top Sales Techniques
APRIL 4, 2016
Dear Paul, I need help with improving dealer relationships? My products are sold primarily through dealers and distributors. I have a really hard time judging whether or not a dealer is going to be successful at selling my products. They all usually seem gung-ho when we first meet, but many of them seem to fade away after a few months. I am willing to spend time and energy motivating them to sell more of my products, but I am not sure how I would go about that.
Sales Gravy
APRIL 4, 2016
Selling is a series of tests. When you first start selling, you dont intuitively know the answers to these questions. You may not know they are even being asked.
Klozers
APRIL 4, 2016
There are many things a Sales Professional can do to get sales over the line, and no one strategy or tactic will work every time, however one of the most powerful tools available is to learn how to write a Business Case. Nearly every Sales person rushes to give presentations or prepare a proposal or presentation, yes this works some of the time however if life was so simple every prospect would then place an order and they clearly don’t.
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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.
Partners in Excellence
APRIL 4, 2016
I saw the Princeton Marching Band for the first time in the early 80’s. I was working in Manhattan, a few of my colleagues were Princeton grads, so every once in a while, we’d take the train to Princeton to watch a football game–and the “memorable” Princeton Marching Band. Take a few minutes to watch this video, contrasting Lehigh and Princeton.
Sales and Marketing Management
APRIL 4, 2016
Issue Date: 2016-03-01. Author: Jeff Bloomfield, CEO of Braintrust. Teaser: It’s no coincidence that the language, strategies and tactics of the U.S. presidential candidates mirror those of sales professionals. As they run sophisticated campaigns and work tirelessly to outmaneuver opponents, Donald Trump, Hillary Clinton and their challengers are competing in a sales battle royale.
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