February, 2014

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Woman Shaves Head for Client Fundraiser

Score More Sales

'Yes, it’s true. On Monday, March 3, I will be shaving my head for cancer research. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too. I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday.

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The Sales World is Going Mobile. Are You Moving or Standing?

Jeffrey Gitomer

'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.

Training 331
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Best time to Prospect – Sales eXecution 239

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. One question I am asked regularly is what is the best time to prospect, be that of day, time of week, etc. While trying to avoid the word depends, there are some variables that will impact the answer. But what many are really looking for for is that secret answer, “call them at 4:33 on a the third Tuesday of the month, except I.

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5 Tips for Becoming a Thought Leader

No More Cold Calling

'You’re the expert, right? So prove it. Our clients don’t just buy our products and services. They also buy our expertise. They want to work with the best of the best—salespeople who know their stuff, who ask the right questions and deliver tailor-made solutions that get them the ROI they deserve. Think about it as if you were the buyer. Would you prefer to work with someone who only knows the ins and outs of what he’s selling?

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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54 Things Buyers Want More Of

The Sales Heretic

'Human beings are never satisfied. Which is a good thing, because it’s that trait that causes us to continually progress. We want bigger, better, faster. We want more. Whenever we buy something, it’s because we’re looking to attain more of something in our life or business. So what does your company, product or service offer [.].

Buyer 294

More Trending

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Top 4 Questions, 2 Words of Advice about Sales CRM

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan A company''s executive team can have a positive or negative influence on the performance of the sales team. Each member of your executive team can impact sales in some small, or not so small way. Today, I want to talk about Chief Technology Officers, VP''s and Directors of IT. At first glance, you might not think that IT has much of an impact on sales and you would be correct.

CRM 274
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The New Breed of Salesperson – A Non–Salesperson

Jeffrey Gitomer

'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.

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Can You Sell Your Competitor’s Product?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Given today’s buying climate, chances are your buyer is talking to a range of potential providers, usually after having carried out some “independent” research. I say “independent” because one is susceptible to the echo chamber group think risk presented in an information overload, knowledge under-load world.

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11 Things Great Leaders Do that Managers Only Think About

The Sales Hunter

'The biggest thing holding back organizations is the lack of leadership. I’m continually asked by companies large and small, “What are the traits that make a great leader?” Here is my list of what it takes to be a great leader: 1. Leaders realize their number one job is not to lead others but to create other leaders. How many times have we watched a terrific organization fall apart when the leader retires or exits their position?

ACT 280
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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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How to Construct the Perfect Target List

SBI Growth

'ARGH! It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch. Just as you bite into your club sandwich, the boss asks a question. “Do you have a plan for prioritizing your accounts?”. How will you respond? You may already have a target list created by your sales operations department.

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3 Key Ingredients For A Successful Sales Meeting – Infographic

MTD Sales Training

'There are 3 main aspects of your performance in a sales meeting that can really encourage the prospects or client to come on board with you. Find out exactly what these 3 key ingredients are in our. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Trust in Selling is Becoming More Important Than Ever

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan I loved this short, but perfect post from Seth Godin''s Blog last week. It''s about the importance of trust. Please read it before proceeding. It''s also very consistent with the late Steven Covey''s philosophy as related in his book, The Speed of Trust. Trust is becoming more important than ever. Companies are focusing more on integrity and values, and that''s from both sides of the door.

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When You Walk in Empty Headed, You Walk Out Empty Handed.

Jeffrey Gitomer

'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.

Training 324
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Customers, Employees and Influencers as High Performing Sales and Marketing Channels

The Pipeline

'The Pipeline Guest Post – Dick Beedon. Although brand advocacy has always been important, it is critical today. The path to purchase has changed forever. Because there is so much data available, and because communication is so easy, today’s buyer almost always seeks advice from a trusted friend or consumer source before making a purchase. Brands are now starting to realize that what others say and write about them defines who they are.

Channels 296
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9 Ways to Overcome Sales Prospecting Anxiety

The Sales Hunter

'Sales Prospecting Anxiety – the condition that limits a salesperson’s income due to their inability to prospect properly. Guess what? Most salespeople suffer from it in one form or another. In it’s worst state, it turns perfectly good salespeople into a state of self-doubt. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. 1.

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Prospects Aren’t Always Prospects

The Sales Heretic

'By guest blogger Sharon Drew Morgen As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not true or we’d be closing a lot more business and wasting a lot less time following the wrong prospects. Just because we see a need does not mean they: [.].

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The New Rules of Sales Execution

Sales and Marketing Management

'Issue Date: 2014-02-05. Author: Amanda Wilson, Director, Product Marketing & Programs, Qvidian. Teaser: Sales teams can’t find the right resources, so they spend less time selling and more time hunting for resources, which means lost opportunitie. Here are three new rules of sales execution to give you a fresh approach to stop enabling the poor behavior and start executing.

Resources 227
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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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Are You Any Good at Evaluating Sales Talent?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Well, are you? I''ll bet you are. You can probably spot an energetic, motivated, likable, memorable, polished, polite and attractive salesperson from a handshake away. Aren''t those the ones you like best? Aren''t those, especially when they have industry background, the ones you hire? And don''t they all perform just swell?

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Message to Management: Why Your Sales Reps Can’t Close

No More Cold Calling

'Does your sales team know how to have a business conversation? You’d be surprised who IT firms are now hiring for sales and consulting positions—people with hospitality and restaurant backgrounds. Why? Because they know how to talk to people. They know how to engage in conversation, be polite yet firm, smile, and let the bad stuff roll off their backs.

Closing 251
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Choosing the Sales Start-Up Mentality!

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Every day entrepreneurs all over the country start with an idea, some resources, tons of energy and even more attitude, and jump into the deep end of starting a successful business. Those very same days there are business people in the same market segment who decide they can no longer make a go of it and go out of business.

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How to Determine the Right Size for Your B2B Marketing Budget

SBI Growth

'Marketing leaders struggle with top-down allocated marketing budgets. Stop struggling with budgets determined with archaic means. Begin leveraging best practices when planning your marketing budget amount. World class firms perform marketing budget planning from two dimensions: Top-down – The business allocates a % of total revenue to marketing based on past history and known thresholds in the industry for marketing spend.

B2B 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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Four Fears That Are Preventing Your Sales Success

The Sales Heretic

'Are you not experiencing the sales success you’d like? Odds are, one or more fears are holding you back. And the challenge is, we’re typically not even aware we have these fears! Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eight-minute segment, I reveal what these fears are, where [.].

Segment 251
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With data, size matters, but not how you think

Sales and Marketing Management

'Issue Date: 2014-02-24. Author: Jason Jordan. Teaser: While so-called Big Data is an exciting opportunity to identify new trends through powerful computing, sales managers need to zero in on small data do their jobs well. In fact, they don’t even need many of the dozens of dubious reports embedded in their CRM. While so-called Big Data is an exciting opportunity to identify new trends through powerful computing, sales managers need to zero in on small data do their jobs well.

Data 221
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Degrees of Sales Failure

Jeffrey Gitomer

'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.

Sales 255
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You Can’t Manage Your Friends and Still Be Friends

No More Cold Calling

'How do you successfully transition from sales rep to sales leader? It happened to me. I was an award-winning sales rep who was promoted to sales manager. Now my colleagues (and friends) were reporting to me. I knew them well and thought we would be a winning team. Boy, was I wrong! A Rocky Start. Becoming the boss wasn’t easy or much fun … at least not at first.

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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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Unavoidable – Sales eXecution 238

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. One of the most frequent questions I am asked all start with “How do I avoid…?” Many are surprised when I respond “Why do you want to avoid it?” The answer is obvious, they either don’t know how to deal with something, so they look for ways to avoid it. Or the know how to avoid it, but don’t want to do what it takes for number of reasons.

Handbook 275
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Do You Really Know Your Best Customers?

SBI Growth

'Who is your ideal customer? When we sit down with Sales Executives, this is one of the first questions we ask. It seems simple. But it is deceptively complex. Ask four different reps, and you’ll get four distinct answers. Here are the most common responses we receive: A list of verticals and titles: We sell to owners and GMs of Retailers, Restaurants, Casinos, and Convenience Stores.

Customer 244
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Nine B2B Sales Myths Busted

Score More Sales

'image courtesy of Docusign. Recently a panel discussed 9 of the top sales myths in business-to-business selling. I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. The event was hosted by Docusign, and you can see the whole webinar here.

B2B 240