February, 2016

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What ALL Sales People Must Do Before Getting Back To Clients

MTD Sales Training

When working with clients’ demands, it is often seen that we react to their wishes quickly and efficiently. Or do we respond quickly and efficiently? Aren’t they the same thing? Don’t they mean. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 198
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Handling Objections When Requalifying

Mr. Inside Sales

As I’ve suggested before, it’s always a good idea to requalify your prospect at the start of your demo or presentation. Doing so allows you to anticipate objections and position your presentation to speak to whatever resistance you may face later on. When I make this suggestion, I get a lot of pushback from sales reps. “But if I ask for the deal before I’ve given the presentation, before I’ve given the value, they’ll just say no!

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[Missed Connections]: Referral Selling Insights from February

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. Think sales has changed a lot? Sure, technology has shifted the way we work. But while technology may power sales research, people still power the close. . Top salespeople have always won deals based on their well-nurtured relationships, inquisitive nature, insightful questioning, ability to demonstrate the value of their solution, and willingness to walk away if their solution doesn’t fit.

Referrals 131
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Breaking News - More Salespeople Suck Than Ever Before (and Why)

Understanding the Sales Force

Saturday evening I was driving my car and listening to the radio when a song played that I hadn't heard since the 70's. It occurred to me that long before the advent of rap music, Charlie Daniels must have been the accidental originator of rap with his song, The Devil Went Down to Georgia. If you are too young to have heard it, don't remember it, or just want to hear this white country boy do his thing, watch this awesome YouTube clip.

Groups 187
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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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Who Is That For, You or the Buyer?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Prospecting can be a nerve racking experience for many in sales, especially outbound telephone prospecting, which explains why so few are good at the practice. The rejection, the unknown, the boos looking at you output and shaking his head, and clock on the wall ticking louder and louder. This triggers series of primal responses from nesting and protection to fight-or-flight.

Buyer 146

More Trending

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10 Quick Tips On How Sales People Can Improve Their Listening Skills

MTD Sales Training

It’s often said that you never learn anything when you’re talking, only when you’re listening. How true is that statement! But we often meet people who are poor listeners. They interrupt, they are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 196
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Should You Promote Your Best Salespeople to Management?

DiscoverOrg Sales

We’ve seen it happen time and again: firms are wowed by their top sales performers and all rational thought gets thrown to the wind. These are the salespeople who have little concept of quotas; they push and push until their numbers, placements, and billings are towering over the rest of your sales team. You can’t help but be impressed and inspired.

Promotion 120
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Asking for Referrals Via Email—Big Mistake

No More Cold Calling

Referral selling requires a personal touch. How many emails are waiting in your inbox? Enough to make you dread opening it? Most people have a love/hate relationship with email. It’s both a fantastic business tool and a huge time-waster. Worse yet, digital communication is beginning to replace the real human connections that drive sales. When Email Is Not OK.

Referrals 253
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Sales Management Strategies #1 - Start with the End in Mind

Anthony Cole Training

It’s an oldie, but a goodie from the late Steven Covey. In his ground breaking book, 7 Habits of Highly Effective People, he states that highly successful people start with where they want to be – “the end” - and then work to get there. That’s great advice for managers attempting to lead for results, manage activity and coach behaviors.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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6 Little Things You Can Do to Make Your Business Shine

The Pipeline

The Pipeline Guest Post – Megan Totka. If you want to make your business stand out, that doesn’t mean you have to make big changes. Sometimes the littlest things can make a significant difference. Don’t procrastinate when it comes to the tiny tweaks that can make a positive impact on your business – make the things you were waiting to do tomorrow happen today.

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Do Questions Still Matter?

Sales and Marketing Management

Issue Date: 2016-01-01. Author: Erik Peterson, Executive VP Consulting, Corporate Visions, and Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions. Teaser: Questions have a critically important role in persuasion. But in an insights-based model, it's all about where and when you use them. Questions have a critically important role in persuasion.

Strategy 152
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Should You Appeal To The Prospect’s Pleasure Or Pain?

MTD Sales Training

Very often, we ask companies to give us their marketing stance on their products and services and wait to see if they are appealing to us on a rational or emotional basis. By that, I mean do they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Marketing 163
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Sure Fire Way to Know Which Sales Opportunities are the Best Sales Opportunities

Understanding the Sales Force

I just love it when cool gets cooler and I'm not talking about the winter weather in New England. About a month ago, I wrote this article on Targeting and shared a generic model for scoring opportunities. George Bronten and Henrik Oquist, CEO and COO of Membrain, took note and already developed the concept as a new feature for their world-class CRM application, Membrain.

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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Professional Sports Putting Profits Before People

Steven Rosen

Leadership Lessons from the Elite. Like many of you, I follow professional sports but am in no way a sports fanatic. One of my passions is leadership and I am beginning to see a very troubling trend in professional sports where the team owners are regularly putting profit before people. Think about it; team owners are in the top 1% of income earners, yet they show little regard for their employees and customers.

Sports 120
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How to Overcome the, “My relative handles that for me” Objection

Mr. Inside Sales

If you’re in B2C sales (business to consumer), then you’ve no doubt gotten the objection, “My relative handles that for me, and I wouldn’t be interested in changing.”. In B2B sales (business to business), this objection often manifests as, “We’ve been doing business with X for years and we get the best (rates, service, etc.) and we wouldn’t be interested in switching.”.

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2 Traits Separating A Leader From A Title – Sales eXecution 328

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . There is no doubt that people should celebrate recognition in the form of promotion. When you become a sales manager, or a VP of Sales it says a lot about you, your accomplishments, and your organisation. What one does with their new role and opportunity is what separates leaders from promoted minions.

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10 Ways to Motivate Your Inside Sales Team to Optimize Results

Sales and Marketing Management

Issue Date: 2016-02-24. Author: Marcel Florez, Senior Vice President, N3. Teaser: Regardless of how experienced or driven your salespeople are, motivation is a key factor in driving the best results. Pulling the best out of each member of a sales team can’t be done on autopilot; it requires a robust program of recognition and engagement. Regardless of how experienced or driven your salespeople are, motivation is a key factor in driving the best results.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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How To Increase Your Chances Of Losing The Sale By 400%…

MTD Sales Training

I’m sure we’ve all been told how important it is to follow up on leads and get back to enquirers as soon as possible. It still baffles me why some people take days to get back to prospects that have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 168
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How Wrong are Company Methods to Rank and Compensate Salespeople?

Understanding the Sales Force

When report cards and grades are available, measuring the academic success of your child or grandchild is a lot easier than it is to measure sales success. School grades go up and we say, "Great effort!" School grades go down and we say, "Oh-oh, something is seriously wrong here!" Academic grades are a reflection of tests scores, completed homework and class participation.

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Professional Sports Putting Profits Before People

Steven Rosen

Leadership Lessons from the Elite. Like many of you, I follow professional sports but am in no way a sports fanatic. One of my passions is leadership and I am beginning to see a very troubling trend in professional sports where the team owners are regularly putting profit before people. Think about it; team owners are in the top 1% of income earners, yet they show little regard for their employees and customers.

Sports 120
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How Getting Referrals Got Me to the Protected C-Suite

No More Cold Calling

Lead generation isn’t so tough when you’re asking for referrals. I hung up the phone, feeling excited and still a bit nervous. I’ve been selling for decades, but I’d never spoken with the CEO of a Fortune 500 company. Yet, getting Bill on the phone was surprisingly easy, thanks to a referral from someone he trusts. My referral source, Larry, is one of Bill’s largest clients.

Referrals 247
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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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I’m Speaking at the World’s Largest Online Sales Event

The Pipeline

I’m going to be speaking with some of the brightest minds in the sales and marketing world at the Sales Acceleration Summit. We are sharing secrets in a rapid-fire series of online presentations on Wednesday, March 9th, 2016. The purpose of the event is to bring successful authors, experts, and business leaders from across the world to one place. I’ll be speaking about Dynamics of SDR/BDR Call Success, because success on that initial contact is crucial to full and profitable engagement.

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9 Belts to Sales Assassin Mastery

Sales and Marketing Management

Issue Date: 2016-02-22. Author: Anthony Caliendo. Teaser: The 9 belts in the Sales Assassin Master sales philosophy are not intended to be progressive, but instead they are a series of elements and skills that exist independent of one another. Collectively, they provide a professional foundation for sales success. The 9 belts in the Sales Assassin Master sales philosophy are not intended to be progressive, but instead they are a series of elements and skills that exist independent of one another

Sales 160
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Prospecting Skills: How To Differentiate Between Wants & Needs

MTD Sales Training

I went to lunch with a client a week ago and they insisted we go to a very specific restaurant not far from his office, but still a brisk ten-minute walk. We passed several buzzing and vibrant. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Must Read - This Email Proves How Poorly the Bottom 74% of Salespeople Perform

Understanding the Sales Force

I've written more than 1,400 articles for Understanding the Sales Force and every one of them has been my observation of salespeople, sales managers and sales teams. The observations come from sales force evaluations, sales candidate assessments, sales recruiting projects, sales training and coaching initiatives, and sales leadership training. After 10 years and 1,400 articles and to avoid boredom, we will change things up a bit for this article.

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Professional Sports Putting Profits Before People

Steven Rosen

Leadership Lessons from the Elite. Like many of you, I follow professional sports but I am in no way a sport fanatic. One of my passions is leadership and I am beginning to see a very troubling trend in professional sports where the team owners are regularly putting profit before people. Think about it, team owners are in the top 1% of income earners, yet they show little regard for their employees and customers.

Sports 160
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Why Sales Is Like a Taco

DiscoverOrg Sales

I’m not sure where this metaphor came from. Perhaps I was working late one night, slightly delirious from the computer’s mesmerizing dance of pixel-flickering, combined with a gnawing hunger. Perhaps my subconscious provided me with the background music of a Mariachi band. Or maybe it was a friend obsessing over the creation of their own Mexican wrestling masks.

Hiring 131
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A Super Question You Should Use

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . In the past I written about the fact that your sales process and the way you or your team execute that process is most likely the last real way of differentiating yourself from your competition. I think by now we can all agree that product is rarely the deciding factor; and when it is, it is usually driven by price, regardless of what marketing is smoking.

Referrals 175