March, 2016

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4 Quick Tips On Gaining More Referrals Than You Can Handle

MTD Sales Training

One area where many salespeople fall short is the gaining of referrals from their clients. Many simply forget to ask; others think it’s an imposition that might put the client under too much. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Referrals 205
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‘Shark Tank’ Follows Our Lead on Extreme Sandbox

Sales and Marketing Management

Issue Date: 2016-03-01. Author: Paul Nolan. Teaser: Could there be a Sales & Marketing Management Bump? Only a few months after appearing in a feature on unique meeting venues in the March/April 2015 issue of this magazine, Randy Stenger, CEO and founder of Extreme Sandbox in Hastings, Minnesota, was selected to be on the ABC hit TV show “Shark Tank.

Leads 189
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The Key to Building a World-Class Sales Organization

Steven Rosen

Sales Manager Development. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa just took on a new role with a high growth technology company. She came from a mature industry and is now competing at a much quicker pace. Lisa shared her vision of building a world-class sales organization and asked me where she should start.

Hiring 174
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Is Cognitive Distortion Keeping You from Succeeding in Sales?

Score More Sales

It might be nice to put a fancy label around why your Q1 sales did not top the charts as you had planned, and it is true that an affliction called Cognitive Distortions may be partially to blame. But before I give you some wording for what you’ll tell your boss at your next pipeline review, know that this is just ONE aspect of your ability to succeed in professional selling.

Pipeline 151
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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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3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

With the last day of Women’s History Month upon us, we wanted to take a second to highlight a few of the most innovative Women CIOs in the United States today. They represent a small sample of women executives – making up the minority in the technology sector – transforming IT departments across the country. The three women that we’ve chosen to highlight are working on major projects and technology transformations as well as overseeing a budget of close to half a billion dollar

Microsoft 143

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A Sales Lesson From…Bird Droppings?

MTD Sales Training

I read an amusing story recently that made me think seriously about being a victim of circumstances and the attitude we should have about things. Apparently, reports had been coming in about a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Report 193
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How Mobile Is Driving the Future of Field Sales

Sales and Marketing Management

Issue Date: 2016-01-01. Author: Oscar Macia. Teaser: The emergence of truly mobile CRM solutions makes reporting while on the road easier. The emergence of truly mobile CRM solutions makes reporting while on the road easier.

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The 5 Questions That Get Prospects to Buy so You Don't Have to Sell

Understanding the Sales Force

It's a catch-22 that I find myself in all of the time. In this business, I can't ever be better at training, coaching, evaluating, consulting, and general sales expertise than I am when actually selling. If I am less expert at selling I will lack credibility. I become one of those people who, if they can't do it, teach it. On the other hand, I can't be better at selling than at providing expertise because it is often very threatening to potential clients, they fear being sold something - especia

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Sales Reps Succeed When Leaders Lead

Score More Sales

If you are a typical sales team you have a top percentage of sellers who will do great things no matter what is going on in the organization and with leadership. But after that small percentage, everyone else is affected by the structure and consistency of sales leadership.

Leads 141
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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The Key to Building a World-Class Sales Organization

Steven Rosen

Sales Manager Development. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa just took on a new role with a high growth technology company. She came from a mature industry and is now competing at a much quicker pace. Lisa shared her vision of building a world-class sales organisation and asked me where she should start.

Hiring 120
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Voice Mail As A Differentiator

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you’re in sales, you know that a crowd favourite is differentiation. Companies, marketing folks, sales people all want to differentiate, which is not an easy thing in a climate where differences are few and subtle. Often the only real difference is the sale itself, since products tend to be often all but identical.

Call-back 166
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What All Sales People Must Do Before Asking For Referrals

MTD Sales Training

Referrals have often been called the solid gold introductions for future sales, because they offer something of much greater value than cold calls or informal introductions. Referrals are like gold. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Referrals 189
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Solving the Sales Hiring Mystery with Predictive Analytics

Sales and Marketing Management

Issue Date: 03-30-16. Author: Greta Roberts, CEO, Talent Analytics, Corp. Teaser: The smartest users of predictive models have a portfolio of predictors for each candidate, so that hiring professionals can intelligently balance potentials and business needs. The smartest users of predictive models have a portfolio of predictors for each candidate, so that hiring professionals can intelligently balance potentials and business needs.

Hiring 131
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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.

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Preppers - Who They are and What They Share with Elite Salespeople

Understanding the Sales Force

I just finished reading Ted Kopel's new book, Lights Out: A Cyber Attack, A Nation Unprepared, Surviving the Aftermath. The book was incredibly well researched and written, but more than that, it scared the crap out of me! While Kopel asked and thoroughly answered all the questions, it left me with a few questions that I just couldn't answer, and that created a sense of urgency in me.

Research 160
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4 Steps to Score More Referrals

Score More Sales

Do you have a specific plan among your sales team for referral business? This means that the idea of setting the stage for referral business and in asking for referrals is incorporated into your sales process. For most companies, referrals are done by the very few sellers who understand their great value. It is NOT a component of the prospecting process – or sales process as it COULD be in many sales organizations.

Referrals 135
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The Key to Building a World-Class Sales Organization

Steven Rosen

Sales Management Training. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa just took on a new role with a high growth technology company. She came from a mature industry and is now competing at a much quicker pace. Lisa shared her vision of building a world-class sales organization and asked me where she should start.

Hiring 166
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Why is Storytelling Important in Sales?

DiscoverOrg Sales

In a parent/teacher conference for my second-grade daughter, I learned that an important skill for a developing reader is the power to visualize, or the ability to have a running picture in your mind as you read along. A short while later, on a plane ride, I thought about how that acquired skill by a reader has more to say about the ability of the writer to fulfill her duty.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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The 8 Main Obstacles ALL Sales People Must Overcome

MTD Sales Training

Dr W. Edwards Deming was an American engineer, statistician, professor, author, lecturer, and management consultant – an all-round clever guy. He is regarded as having had more impact on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Creating Personalized Global Content for Your Prospects and Customers

Sales and Marketing Management

Issue Date: 2016-03-28. Author: Judd Marcello, vice president of marketing at Smartling. Teaser: Considering that 95 percent of the world’s consumers and 80 percent of the world’s purchasing power live outside of the U.S., companies that wish to create effective content marketing on a global scale must move beyond standard translation to create engaging native brand experiences.

Scale 120
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How to Qualify for Interest

Mr. Inside Sales

Today it seems to be harder and harder for sales reps to qualify for interest and to identify buying motives. One thing making this so difficult is the decision tree: often there are many different levels of decision makers (committees, bosses, regional managers, corporate, etc.), and sales reps often just skip any attempt to qualify for interest. Instead, they just send their information or schedule their demo and hope for the best.

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Five Takeaways from Digital Growth Conference 2016

Score More Sales

This week I attended the Digital Growth Conference (#DigitalGrowthCon) in San Francisco put on by Sales for Life. I tend to be critical of conferences because they take dozens, hundreds, or even thousands of people away from work and it is important that they add value for those who attend. Since I flew in from Boston to San Francisco just for this, I really had high expectations for their first-ever event.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Why Isn’t Your Team Getting Enough Qualified Sales Leads?

No More Cold Calling

Sales leaders’ chief concern is lackluster lead generation, according to new CSO Insights study. Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to generate enough qualified sales leads. His company was a fairly new player in his industry, and they were competing against “the big guys.” So, his salesmen and women were struggling to engage prospects who didn’t even know their company existed.

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Always Be Connecting: 5 Personalities to Prospect

DiscoverOrg Sales

Sales, at its core, is simply making connections and relating to other human beings who have a problem – one that they hope you can solve. This can make sales very personal, and everyone has their own unique closing strategy or skillset that helps them (and their offering) stand out. However, it’s important to remember that every lead you prospect to also has a unique personality and communication style, and it’s essential to quickly match up “vibes” if you want to start building trust.

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How To Respond When The Prospect Asks For A Discount

MTD Sales Training

No doubt you’ve often got to the point in a conversation where the issue of price has been brought up. You’ve presented the product or service and the prospect has shown interest. You’ve discussed the value you could offer and the prospect has agreed that the product is right for them. Then comes that moment many salespeople dread. The prospect asks for discount.

Discount 120
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A Story That’s Long Overdue

Sales and Marketing Management

Issue Date: 2016-03-01. Author: Paul Nolan. Teaser: This issue’s cover story on the skills that women bring to B2B sales and the challenges they continue to face has rattled around in my head for more than a year. I’m glad that it finally came together. This issue’s cover story on the skills that women bring to B2B sales and the challenges they continue to face has rattled around in my head for more than a year.

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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

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Ten Ways to Soften the Price Objection and Keep Pitching

Mr. Inside Sales

Many sales reps get thrown off their pitch when a prospect objects to something early on during the close. For example, if when talking about the price of a product or service, the prospects says something like, “Oh, that’s way too much,” many sales reps don’t know how to respond – and often do the wrong thing. The wrong thing in this case is to stop and try to overcome the objection.

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International Womens Day Shout Out to Women in Sales

Score More Sales

In 1908, close to 15,000 women marched in the streets of New York City protesting long hours, poor wages, and the lack of voting rights. International Women’s Day was launched.

Closing 125
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Good Things Happen To Those Who Call – Sales eXecution 329

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Over and over different sales people tell a success story that starts with them saying “I got lucky the other day, I called this guy, and he is ready to move forward.” Or “I’ve been calling this guy every few months for the last couple of years, and I finally got a meeting with him.” While luck may have played a small role in it, especially the first scenario, the fact remains that even luck has to be met half way.