Steven Rosen

FEBRUARY 2, 2017

Why Companies Fail to Execute. I find it shocking that statistics show that 60%-90% of companies fail to execute their strategies. HBR quotes a survey where more than 400 global CEO’s found that business execution excellence was the number one challenge facing corporate leaders. The CEO’s were from Asia, Europe, and the United States. Execution headed the list which included 80 issues which included innovation, geopolitical instability, and top-line growth.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

SBI Growth

FEBRUARY 18, 2017

It’s no coincidence growth executives in the top 22 percent of companies always make their number in a predictable, hassle-free way. They accomplish this by working on strategy and execution in unison. If you would like a hand, visit The.

Strategy 273

Strategy Company Sales 273

DiscoverOrg Sales

FEBRUARY 22, 2017

Does this problem sound familiar? We spend an enormous amount of time searching for and then hiring what we think to be “A” players. We then invest time (hopefully) training those reps before releasing them into the wild, only to ask them to do several different roles. We’ve essentially taken our A players and forced them to do 2-3 different roles making them B or C players at both.

Video 0

Video Hiring Outbound Scale 0

No More Cold Calling

FEBRUARY 23, 2017

A strong stock market often makes salespeople lazy. Will the Dow Jones index hit 20,000? That’s the question I asked myself as we welcomed in 2017. I remembered when it first hit 10,000 in 1999 and then continued to rise. And I remembered early 2009, when it dropped by more than 6,000 points. That’s the thing about the economy. It goes up and down. Now that the Dow has hit 20,000, more questions arise, including the one we’d rather not think about: Is our current year-over-year, month-over-month

Hiring 229

Hiring Cold Calling Referrals Twitter 229

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

The Pipeline

FEBRUARY 13, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . In some sports and other skills based endeavours, for example figure skating, you can score points for artistic merit, and you also get scored on execution. Sales on the other hand is more like hockey or football (North American), while Artistic Merit is admired, execution is key, but the only measure that counts at the end, is the outcome, did we win, or, well really, what else is there?

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

Steven Rosen

FEBRUARY 5, 2017

Free Sales Management Training Webinar. All sales managers find coaching difficult salespeople challenging. In this webinar, there will 5 case studies of difficult salespeople. The master class will be interactive with participants’ feedback and possible coaching solutions. Join me on Feb. 9 th @10:00 PST/1:00 EST . For Sales Management Case Studies: Coaching Difficult Salespeople.

Coaching 271

Coaching Case Study Hiring Webinar Metrics 271

SBI Growth

FEBRUARY 23, 2017

How many times has sales missed revenue growth goals? More often than not, the root cause is a sales number that was set incorrectly. Corporate strategy is the main culprit. The sales team will consistently achieve success when your corporate.

Revenue 256

Revenue Strategy Sales Marketing 256

The Sales Heretic

FEBRUARY 21, 2017

Wondering where your next sales lead is coming from? Wonder no more! There are lots of places to find potential prospects—some in the physical world and some in the digital. Here are—in alphabetical order—17 of them: 1. Associations 2. Chambers of Commerce 3. Directories 4. Facebook 5. Google ads 6. Industry events 7. Instagram 8. [.].

Prospecting 196

Prospecting Google Facebook Industry 196

No More Cold Calling

FEBRUARY 16, 2017

Hint: It has nothing to do with digital. . At least 67 percent of the buying process is complete before buyers ever contact your company. Believe that, and your account-based sales strategies are doomed from the start. There are many widely quoted but ill-advised statistics floating around that suggest business buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy.

Account 191

Account Strategy Cold Calling Referrals 191

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Sales

The Pipeline

FEBRUARY 23, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . In the late 1990’s or early part of the last decade, I remember reading a piece about a study in one of the Scandinavian countries, who were early adopters of text messaging, SMS. It pointed to the fact that more and more young people were choosing to initially interact with potential dates using SMS, one of the key reasons that rejection was easier to deal with when it was not direct, in your face.

Face-to-face 217

Face-to-face Intent Objections Call-back 217

Sales and Marketing Management

FEBRUARY 5, 2017

Issue Date: 2017-02-06. Author: Matt Stanton. Teaser: Time management is a required skill for inside sales reps. Managers should look for good time management skills when hiring new reps, and they need to be aware of lagging sales productivity or bad habits. Spotting these trends early gives managers the chance to provide coaching and training before revenue goals are at risk.

Inside Sales 189

Inside Sales Hiring Trends Coaching 189

Score More Sales

FEBRUARY 21, 2017

There are a lot of sales books out there and it is SO easy to skim them quickly and summarize that they are like other books I read about selling every month.

B2B 195

B2B Sales 195

SBI Growth

FEBRUARY 23, 2017

Losing an ‘A’ Player causes significant pain and disruption for you. As a VP of Sales, you pride yourself on taking care of your best. SBI’s annual research survey received insights from over 2,200 ‘A’ Player Sales Reps. They told us what.

Survey 200

Survey Research Sales Talent Sales 200

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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Intent Data

The Sales Hunter

FEBRUARY 21, 2017

I’ve heard all the arguments, both pro and con, about using voicemail to prospect. With that said, here are a few of the things you need to do if you want to use voicemail effectively when reaching out to prospects or customers. If you’re wondering, the ideas I’m sharing below come from my book, […].

Prospecting 181

Prospecting Customer Selling Skills Sales 181

DiscoverOrg Sales

FEBRUARY 21, 2017

No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Some of the messages we receive are well-crafted, on the mark, and personalized to our issues, and others….well, they just aren’t. Have you ever noticed that there are spikes in the number of prospecting emails you receive when: You change jobs?

Company 161

Company Prospecting Direct Mail Hiring 161

The Pipeline

FEBRUARY 16, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . The simple answer is that one is scheduled, and the other is not. Some may add that in a warm call the recipient may be aware of the person calling and the reason for the call, usually in the form of a referral. Some may add that one can “warm up” a call by doing research and having something relatable for the recipient, so they don’t blow you off as quick.

Cold Calling 193

Cold Calling Handbook Referrals Objections 193

Sales and Marketing Management

FEBRUARY 17, 2017

Issue Date: 2017-02-17. Author: Mert Yentur. Teaser: At some point, everyone who has ever been in a meeting experiences the terrible symptoms of this rapidly spreading epidemic. Here are four ways that you can distinguish your presentations and avoid letting your sales fall victim to the PowerPoint plague. At some point, everyone who has ever been in a meeting experiences the terrible symptoms of this rapidly spreading epidemic.

Meeting 180

Meeting Sales 180

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.

Retail

Pointclear

FEBRUARY 14, 2017

Have you ever scheduled a meal for you, your significant other and close friends? Did it take more than one or two phone calls, emails and texts to settle on a date, time and venue? Of course! Multi-touch, multi-media and multi-cycle processes multiply results. Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply.

How To 162

How To Call-back Video Follow-up 162

SBI Growth

FEBRUARY 16, 2017

Today we are going to demonstrate how to capture the attention of customers and prospects with great marketing campaigns. Campaign budgets are limited and these campaigns need to generate revenue. Today’s show provides the definitive guide to campaign planning from.

Campaigns 184

Campaigns Revenue Marketing Prospecting 184

The Sales Hunter

FEBRUARY 19, 2017

How do you spend your day? Strategically thinking or tactically responding? Top-performing salespeople and, for that matter, any successful person knows the value of being able to set their agenda when it comes to how they will spend their time. I watch too many average salespeople spend all day doing nothing but reacting tactically to […].

Motivation 173

Motivation Video Sales Selling Skills 173

MTD Sales Training

FEBRUARY 22, 2017

People who manage sales have to achieve growth. There are different ways that this can be achieved: Sell more to existing customers. Prevent existing customers from going to a competitor. Find new customers. Sell new products. For many people in sales the challenge is to grow their customer base by finding new customers. However, what many salespeople fail to recognise is the potential within their existing customer base.

Insurance 145

Insurance Insurance Policies Up-Sell 145

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.

Comparison

The Pipeline

FEBRUARY 20, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Not to be overly dramatic, but most people who find out they have caner or any terminal disease, will immediately seek a cure, take steps to change their lifestyle or habits to alter their fate. Rarely or ever would they ignore it or make changes to unrelated things as a means of healing the illness.

Prospecting 181

Prospecting Lead Gen Hiring Social Media 181

Sales and Marketing Management

FEBRUARY 20, 2017

Issue Date: 2017-02-20. Author: Scott Wilson. Teaser: Every business should employ a combination of marketing pillars to uphold the pressure of its success, and together produce significant results. Every business should employ a combination of marketing pillars to uphold the pressure of its success, and together produce significant results.

Marketing 153

Marketing 153

Pointclear

FEBRUARY 16, 2017

In the search for the holy grail of marketing KPIs, we want ones that correctly emphasize ROI over lead cost, tie lead generation to overall revenue and profits, identify the most successful marketing initiatives and deliver insights that can be leveraged to run future high-return activity. Cost-per-lead is not the correct metric for measuring marketing initiative success for the following reasons: It incorrectly incents volume over quality.

Cost per Lead 157

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 157

SBI Growth

FEBRUARY 18, 2017

Today’s show is a demonstration on how a Chief Strategy Officer can help a sales team. A common challenge among sales leaders is taking strategic imperatives the CEO has laid out in the corporate strategy and translating that into an.

Strategy 180

Strategy Sales Sales Operations 180

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.

Intent Data

The Sales Hunter

FEBRUARY 24, 2017

Leadership is the desire to succeed and the passion to serve. Leadership is not a job. It’s a lifestyle. Leadership is about making an impact on others. Leadership is not what you do in public, but rather what you think in private. Leadership without passion is management. Leadership is having the drive to achieve […].

Sales 171

Sales Selling Skills Sales Leadership 171

DiscoverOrg Sales

FEBRUARY 13, 2017

Earlier this year I tried my hand at email marketing here at DiscoverOrg. I figured it’d be pretty easy. After all, you’re just dropping some buzzwords into a few compelling sentences, right? Wrong. Not only was writing a good, short, email message to prospects difficult – it felt familiar. Where had I felt this severe frustration in writing a really convincing AND brief message?

Email Marketing 136

Email Marketing Marketing Ideal Customer Profile Lead Rank 136

MTD Sales Training

FEBRUARY 24, 2017

At some point in the sales process we need to make our pitch. This is an area where most salespeople could do a lot better. Most people in sales present a standard pitch that all their customers get to hear. This doesn’t work! People are different and buy for different reasons. When people buy things buyers have what we call buying criteria. These are the overriding reasons for buying that are most important to them.

Motivation 133

Motivation Objections Call-back Benefit 133