SBI Growth
JANUARY 13, 2014
'“The only thing that is constant is change.” – Heraclitus. The beginning of the year can be filled with challenges, such as: Getting back to work after the holidays. Preparing for the BIG kickoff meetings. New products or services in your portfolio. Changes in personnel. A higher sales number to hit. As a sales representative these are a few of the hurdles you may face.
The Sales Heretic
JANUARY 16, 2014
'I recently celebrated a birthday, which I tend to do about every year or so. In addition to the cards, phone calls, texts and Facebook messages from friends and family, I also received numerous e-mails from businesses I frequent. Each e-mail bore warm wishes for wonderful day and presented me with a special “gift”—a coupon [.].
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Steven Rosen
JANUARY 14, 2014
'By Steven A. Rosen. You plan to have a breakthrough year in 2014. You are a strong sales manager and you know your business, your customers and your reps. Hopefully you have had an awesome holiday and are charged up ready to have a great year! I don’t know any sales manager who plans to fail, but some fail to plan. The purpose of this article is to help you focus on the 3 sales management secrets that are going to give you the success you desire.
The Pipeline
JANUARY 13, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Sadly I am at an age where I find myself saying “I remember the first time that was cool”, I have seen thin ties come and go enough times enough time to know not to throw out any ties, because it is only a question of time before someone says, “wow, that’s a cool tie, is it new?” The only thing I can’t remember if it was 1987, 1993 or 2007 when I actually first bought it.
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MTD Sales Training
JANUARY 29, 2014
'The Sales Manager’s Guidebook contains a wealth of valuable information for sales managers, split up into 3 manageable volumes which cover the main aspects of sales management. From the Guidebook you. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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SBI Growth
JANUARY 30, 2014
'The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. Not so much to others. If you are in an industry where social selling has high applicability, peddle faster. If you don’t modify your core sales model, your competitors will beat you. It is unwise to play it safe in this situation.
Jeffrey Gitomer
JANUARY 22, 2014
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
Steven Rosen
JANUARY 26, 2014
'By Steven A. Rosen. Tap into the WHY! Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question “how do I motivate and engage my sales force?” As we all know the answer is not so easy. Many sales managers ask me how to ensure that they have a highly motivated and engaged team.
The Pipeline
JANUARY 23, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Had the opportunity to listen in on an interesting discussion the other day between two sales practitioners, they were not aware of me, or what I do, I was just snooping. One, we’ll call him Fred, was telling the other, Joe, that he was looking forward to a negotiations program his company was sending him to, he felt this would help his sales.
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.
MTD Sales Training
JANUARY 7, 2014
'One of my trainers recently asked a course delegate what his favourite ‘closing’ statement or question was. We often invoke this kind of discussion on our programmes, just to see if. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Score More Sales
JANUARY 27, 2014
'Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? We’re pulling from a post originally published in November of 2008 – the ideas still stand, and there are LOTS more. The idea is to get inspired to take action. Which one does it for you? What are you already doing that IS working for you every day to be excited about contacting potential buyers?
SBI Growth
JANUARY 10, 2014
'You just got your new quota and it’s gone up. Now you need to roll it out to your management team. You know there is going to be pushback from your team. Don’t panic, it’s not the end of the world. Top sales leaders know how to communicate and roll out a sales plan. Here are some ways to make it painless. Start Early. As soon as the new quota is approved- it’s time to get moving.
Understanding the Sales Force
JANUARY 8, 2014
'Understanding the Sales Force by Dave Kurlan Global Warming is a trend. Its impact on our future and the role that humans played are both hot topics and subjects of great debate. In my opinion, the globe has been warming since the end of the ice age. Humans, with their man-made factories and ozone-depleting products, had nothing to do with the origins of global warming.
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Jeffrey Gitomer
JANUARY 16, 2014
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
The Pipeline
JANUARY 2, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Buying Vs. Selling. As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. Let’s start by setting straight some unadulterated s**t that has made its way into main stream sales over the last few years. It came out of the impact of the 2008 economic realities and the rise of social media in its sales form, commonly known as social selling.
The Sales Heretic
JANUARY 27, 2014
'Human history has been marked by technological innovations so significant, they ushered in an entirely new era. Think Stone Age, Bronze Age, Iron Age. Or more recently, the Age of Discovery, the Age of Enlightenment, the Machine Age, the Information Age. In his new book, The Age of the Customer, Jim Blasingame argues that we [.].
Sales and Marketing Management
JANUARY 20, 2014
'Issue Date: 2013-01-20. Author: By Amanda Wilson, Director, Product Marketing & Programs, Qvidian. Teaser: In order to empower sales to achieve their revenue goals, companies need to equip sales teams differently so they can execute effectively. Here are three new rules to stop enabling the poor behavior and start executing. In order to empower sales to achieve their revenue goals, companies need to equip sales teams differently so they can execute effectively.
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SBI Growth
JANUARY 6, 2014
'You’ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. And what has it gotten you? The same recycled reps that come with Rolodex in hand. They guarantee new business is just a call away. When evaluating potential candidates, you’ve probably asked, “How do I know if they’re legit?” If this sounds familiar, you’re not alone.
MTD Sales Training
JANUARY 14, 2014
'Stephen Covey is, and always will be, one of the most influential figures not only in my life, but in many people’s lives I know. His death tragically cut short an input to humanity that will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
JANUARY 21, 2014
'Many of you reading this would say I’m venturing into risky territory by talking about this, but I’m willing to discuss the elephant in the room. This question comes up a lot when I’m talking with both sales leaders and salespeople. The interesting thing about this issue is how little there is in actual writing about it. I find that interesting since the question comes up a lot.
The Pipeline
JANUARY 9, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. It’s 2014, by now I assume you are no longer relying on Palm Pilot, going to Blockbuster for your in-home movie entertainment, so why are you still relying “value propositions” in the hope of engaging with potential buyers and winning clients? People love the term value proposition, so user friendly, none threatening, cute, warm, and safe.
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The Sales Heretic
JANUARY 7, 2014
'Would you like to create a record sales year? You can! Although you can’t do it alone. You need people to provide you with information, advice and feedback. Which begs the question, where can you find them? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this nine-minute segment, I share [.].
Understanding the Sales Force
JANUARY 13, 2014
'Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? Consider the way that most companies hire people for sales roles. They skim through resumes, select only those that have the experience they look for, do some preliminary phone interviewing, and bring in the best for a series of face-to-face interviews.
SBI Growth
JANUARY 25, 2014
'This post is for CMOs who are newly hired or evolving. Your #1 goal entering a B2B organization is to drive results. How does the modern CMO drive results? First they think like Billy Beane, the GM of the Athletics baseball team. Billy’s team evolved to leverage sophisticated metrics called sabermetrics to attain success. The sabermetrics were better indicators of offensive success & wins than traditional baseball statistics.
Sales and Marketing Management
JANUARY 2, 2014
'Issue Date: 2014-01-03. Author: Meridith Elliott Powell. Teaser: What's the best way to get in front of top prospects? It's one of the most commonly asked questions in business development. The answer has been the same for as long as salespeople have tried to set appointments: If you want to get in the door, you must give the prospect a reason to open it.
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.
MTD Sales Training
JANUARY 21, 2014
'How do we sell to people who we would describe as ‘difficult’? Have you had those occasions when you just think, ‘What have I done to deserve this prospect?’ We all have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
JANUARY 6, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. When we hear the phrase Hail Mary, we think of the end of half or end of game, a last chance play or pass, a buzzer beater, usually accompanied by some level of desperation (perceived or real). This a ritual not limited to sports, it is practiced in B2B sales, but under different names, fueled by the same need, and with all the same negative connotations; the end is nigh, and you know the drill.
No More Cold Calling
JANUARY 14, 2014
'Dinner table talk can be the key to your child’s future. Did you grow up with everyone sitting around the dinner table looking at their devices? That might be commonplace now, but it wasn’t a generation ago—even for Gen Y. Over the past several months, I’ve spent a lot of time talking about how technology addiction can be detrimental to your sales career.
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