Sales 2.0
MAY 2, 2014
'“A scoop of Insideview with some Jigsaw special sauce.” That’s my best shot at summing up a new “Sales 2.0” tool that I think you should check out. The tool is Owler. Owler is a new company from the fellow who founded none other than one of my favorite Sales 2.0 tools of all time: Jigsaw (now Data.com as Jigsaw was sold to Salesforce.com in 2010 for a tidy $142 million in cash —I love saying that.).
SBI Growth
MAY 28, 2014
'Perhaps you have recently made a few hiring mistakes. You are not alone. Statistics show that 80% of employee turnover is due to bad hiring decisions. This is according to The Harvard Business Review. It is frustrating when you think about the time and dollars you invested. Productivity and morale take a hit.
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MTD Sales Training
MAY 30, 2014
'The Wolf of Wall Street’s story; his rise, his lies, his demise and now the resurrection of Jordan Belfort’s career has fascinated me. So much so that when he came to London on 28th May at the Excel. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Steven Rosen
MAY 28, 2014
'By Steven A. Rosen. Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated. I asked him what he was going to do about it.
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The Pipeline
MAY 26, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. No, I am not speaking to sales managers, directors or VP’s, but directly and specifically to front line sales professionals. It is your job to lead the customer to the right decision for their business based on their objectives. So why are you not stepping up, why are abdicating the only thing that justifies the job, why aren’t you doing your job?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales 2.0
MAY 14, 2014
'This is a guest post by Russ Korins, Director of Marketing, Cohen Tauber Spievack & Wagner P.C. When I came on board a year ago to head marketing and business development for a mid-sized law firm, the first thing I did was interview every attorney about his or her client base, what characterizes ideal clients, and the goals of his or her practice and the firm.
SBI Growth
MAY 3, 2014
'You just heard that your largest opportunity signed a multi-year deal with your competitor. That deal should’ve been yours. It was the difference between making your number or missing it. And you missed it.
MTD Sales Training
MAY 22, 2014
'It’s been long-established that humans learn from modelling the success or failures of others, and their can be no better model in terms of 20th century advancement than Albert Einstein. Paulo. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
MAY 29, 2014
'Great expectations lead to great sales outcomes. Sage advice from a sales VP I used to work under: “Joanne, never leave a meeting without giving your buyer a task. That’s the best test for whether the person is serious about moving forward.”. His words of wisdom have proven to be true, and this philosophy has helped me increase my sales effectiveness time and time again.
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The Pipeline
MAY 1, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. One of the opportunities offered by the web 2.0 world, or as many around sales like to call it social selling, is to leverage a number of tools to improve and accelerate the quality of interactions, especially at the early part of the sales cycle. The challenge is how to leverage the various tools, integrate them into your daily sales-flow and work-flow, without adding, or being forced to alter your work-flow in order to get benefit.
The Sales Heretic
MAY 27, 2014
'I often hear salespeople brag, “We don’t really have any competition.” They believe their product or service is so superior to everyone else’s that they’re truly in a category of one. This is a dangerous mindset, because it’s patently false. No matter what you sell, you have competitors. And ignoring that reality will cost you [.].
Sales 2.0
MAY 12, 2014
'“Show me the money, Jerry”. Those are the words from a classic movie scene in the film Jerry Maguire (see the video at the end of this post). It’s also a great phrase to keep in mind when selling to senior executives that will sign off on your deal. I saw an example of this recently in my own buying environment. Two software firms approached me with a product in the same space.
SBI Growth
MAY 24, 2014
'It’s the monthly Pipeline review call. As the Sales Ops leader, you’re responsible for managing this process. Just before you take role call you’re struck with a foreboding sense of Déjà vu.
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MTD Sales Training
MAY 7, 2014
'The whole economic world has changed in the last few years. It will never be ‘business as usual’ again. Most companies that haven’t adapted to the changes will either no longer. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
MAY 8, 2014
'Small business expert, Megan Totka, explains why cold calling really doesn’t work for SMBs. Small business owners are a target. Everyone wants to sell us something. And since there are so many of us, we get hundreds of solicitations every week— mostly phone calls and emails promising that if we just buy a magic list, we’ll be home free. Social media chatter can be just as intrusive.
The Pipeline
MAY 15, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. How you manage and stage your pipeline can be the difference between an OK year or career, or a consistently great one. To use a sport analogy, your pipeline is your core, no matter what sport you are in hockey, tennis, or running, a strong core, a well exercised and maintained core adds to athletic performance and lifts one competitor to victory over a comparably talented athlete with a less conditioned core.
The Sales Heretic
MAY 7, 2014
'Whether you’re a salesperson, a small business owner, or a CEO, you have to make decisions every day. Some are small and some are big, but you’d certainly like as many of them as possible to be good ones. Yet for a skill we all have to use multiple times a day, we’ve never really [.].
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.
Jeffrey Gitomer
MAY 6, 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.
SBI Growth
MAY 19, 2014
'“Boss, I’m sorry, but the Acme deal isn’t going to come in this quarter. We are updating the forecast to close Acme next quarter.” Perhaps you’ve heard this before from your sales leaders. Or, you’re anticipating this news in the near future. This post is for sales leaders whose sales forecasting process might be broken.
Understanding the Sales Force
MAY 19, 2014
'Understanding the Sales Force by Dave Kurlan Everything is going along great, your prospect seems quite interested, they''ve agreed with your points, accepted your pushback, you got them qualified and you''re heading for the home stretch. It doesn''t matter if this has all occurred in the last 45 minutes, or if this took place over a series of meetings, calls and months.
No More Cold Calling
MAY 27, 2014
'Are you living up to your customers’ expectations? Technology might make us faster, better, and stronger. But it has also made our customers much less patient. Buyer 2.0 expects us to move quickly—to deliver solutions and results almost immediately. To some degree, technology enables us to do that. But a word of warning: Faster does not always mean better.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
The Pipeline
MAY 22, 2014
'The Pipeline Guest Post – Megan Totka. We talk quite often about sales tactics and marketing ideas in a general sense. But who exactly is your company trying to sell to? People can be classified in so many different ways. But one of the most common classifications is by generation. Most recently, the generation we’ve talked about the most has been the baby boomers.
MTD Sales Training
MAY 13, 2014
'According to Charles Darwins’ Origin of Species, “It is not the most intellectual of the species that survives; it is not the strongest that survives; but the species that survives is the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
MAY 19, 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.
SBI Growth
MAY 1, 2014
'Are you seeing the benefits from your sales enablement program this year? If you are starting to see sales rep turnover. Or you missed the number last quarter. It means you likely aren’t. Why? Most likely the reps were not given the right tools to be successful.
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Sales and Marketing Management
MAY 18, 2014
'Issue Date: 2014-05-19. Author: Steve Reilly. Teaser: There are only two ways to close the gap between the low price a customer wants to pay and the higher price a company needs to charge. You either convince the customer that the value your product or service brings is worth the difference (selling) or both sides trade concessions until you reach a price both can live with (negotiation).
Understanding the Sales Force
MAY 15, 2014
'Understanding the Sales Force by Dave Kurlan Yesterday I was on three separate calls with sales managers whose salespeople needed to fill their pipelines but hadn''t. They needed those salespeople to schedule meetings but they weren''t doing it. They needed those salespeople to make calls but they wouldn''t make them. They needed to get those salespeople moving but those salespeople were stuck.
The Pipeline
MAY 8, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. One of the things I enjoy about what I do is the variety of people I get to observe doing their work across a range of verticals and locales. While on the one hand many of these people are in sales, their buyers are in so many different categories. After years of watching and learning, I have come to the conclusion that if business people would get comfortable with and adopt one word, they, their companies, their entire ecosystems, and by extensi
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