Wed.Apr 06, 2016

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Look Who’s ‘Carrying a Bag’

Sales and Marketing Management

Issue Date: 2016-03-01. Author: Paul Nolan. Teaser: Women possess many innate skills that are a good fit for today's B2B sales environment, and studies show as a group they outperform their male counterparts in a number of important metrics. But many companies are lagging in putting women in sales leadership roles. We take a look at how women are making a statement in B2B sales and what more companies should be doing to diversify and strengthen their sales teams.

Study 191
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How To Differentiate Between An Objection & An Excuse

MTD Sales Training

Many salespeople face a dilemma when they experience an objection from a customer or prospect. Lots of buyers have objections fitted into their wiring systems, so they are programmed not to go overboard with their enthusiasm for your product. They think that an objection such as price or delivery will get you to reduce the price or change delivery terms.

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L&D, ROI and False Prophets

Increase Sales

As an educated and trained instructional designer, one of the tenets was connecting L&D to return on investment (ROI). Why would anyone undertake any training if it could not be directly connected to return on investment especially if you are selling the learning and development? There are some trainers, consultants and executive coaches (false prophets) who advocate that connecting any measurable return on investment is ridiculous when those outcomes are measured against moving up the orga

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Evolution of sales strategy

Sales Training Connection

Sales Strategy – Stop, Pause, Reassess. A sales manager recently finished sales strategy reviews for the top 20 accounts in her geography. She told me, “Let’s not talk about the quality of the sales strategies – some were great and some not so much. I expected that. What I didn’t expect were the stories about how the sales reps executed their sales strategies.”.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Do Your Sales People Understand The Objective Of Your Content?

Partners in Excellence

The other day, I downloaded an outstanding market research study. It was entitled, 2016, The State Of Marketing. It’s a fascinating piece of work. The problem was that in downloading the paper, I immediately get emails and phone calls asking my interest in Marketing Automation Solutions — because that’s what this particular company sells.

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Pro Tips for Account Based Everything with Craig Rosenberg, A Sales Tips Video

SalesLoft

Sales development leaders are always looking for fresh, new approaches with prospecting to help their teams reach breakthrough performance levels, as well as deliver higher quality opportunities. Account Based Sales Development (ABSD) is a hot new topic in the sales development movement, which has changed the way both large and small companies generate opportunities.

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Sales Tips: The Benefits of Starting As "Column A"

Customer Centric Selling

Sales Tips: The Benefits of Starting As "Column A". By John Holland, Chief Content Officer, CustomerCentric Selling®. Changes in buying behavior have made a salesperson’s job much more difficult. Pre-Internet, it was common for mid-level managers to work with a seller from a vendor to get far enough into the sales cycle to generate a bid or proposal.

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Prevent Disasters in Your Business

Sales Gravy

Top sales professionals take the time to communicate customer expectations and follow-through with the client to ensure success. When you follow-up with the customer to ensure satisfaction, you get repeat and referral business. It’s that simple.

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Are You Ready to Say Yes to Your Adventure?

Hyper-Connected Selling

The post Are You Ready to Say Yes to Your Adventure? appeared first on David J.P. Fisher.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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How Video Role Play Can Help Salespeople Articulate Value

Insight Demand

When sales messaging is delivered through a video role play platform, salespeople will no longer look at it once and forget it in the heat of a sales call. If they are required to video record themselves delivering the sales message, they will get the practice they need to internalize it, especially when they practice six times before hitting send. But while the video role play delivery platform will ensure that salespeople can deliver the sales message, it cannot ensure that the message will in

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