December, 2015

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3 Essential Traits That Elevate Your Credibility In Sales

MTD Sales Training

We are supposedly exposed to over 5,000 marketing, advertising and other types of messages each day. Personally, I think it’s a lot more, especially when you think of how many emails we get! What. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Have you seen this? An open message from a buyer to a seller…

Bernadette McClelland

Salespeople – It doesn’t worry me that your sales process is not perfect so long as you help me think differently, help me be better at what I do. Do that and you will be adding value to my role […]. The post Have you seen this? An open message from a buyer to a seller… appeared first on Bernadette McClelland.

Buyer 175
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Leaving Las Vegas?

Sales and Marketing Management

Issue Date: 2015-11-01. Author: Sales & Marketing Management. Teaser: The New Year means the masses will be flocking to Las Vegas for another Consumer Electronics Show (scheduled for Jan. 6-9). It's still one of the largest trade shows in the world, but an aging Las Vegas Convention Center combined with aggressive marketing by rival cities seeking convention and trade show business has organizers of some of the largest events to visit Las Vegas, including CES, considering relocating.

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Get It Together! Marketing and Sales Collaboration That WORKS

The Pipeline

The Pipeline Guest Post – Megan Totka. Once upon a time, the business world operated in silos. The accounting department worked in its own silo, while the human resources department worked in a separate silo. Sales and marketing teams also had unique silos. Everyone worked independently and everyone seemed happy – until conflict arose. Today, more businesses recognize the distinct problem with this setup: each department is working toward a common goal, yet no one is communicating.

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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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Are Excuses Affecting Your Sales Success?

Anthony Cole Training

The traffic was backed up. The client hasn’t gotten back to me with the information. My support staff hasn’t prepared the documents yet. I’ve been here less than a year, I inherited the current sales team. The leads I get from my internal partners are not very good.

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Here’s Your 2016 Sales Planner

MTD Sales Training

It’s coming up to that time of the year where we review what we’ve accomplished in 2015 and look ahead to 2016. To that end, I have created a special report that will help you and your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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The Darker Side Of Selling

Bernadette McClelland

‘Every rose has its thorn Just like every night has its dawn Just like every cowboy sings his sad, sad song…’ The environment and profession of selling is a huge part of my life as anyone who knows me knows. […]. The post The Darker Side Of Selling appeared first on Bernadette McClelland.

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Softening Statements to Get Prospects Talking

Mr. Inside Sales

One of the objections I always get from sales people who don’t want to use scripts is that they sound so, well, like scripts. I tell them that if they sound like they are reading them, sure, but if they internalize them and then deliver them naturally, then they don’t sound like scripts at all. The other objection I get about using scripts is that many scripts sound very salesy.

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How You Describe A Task Says A Lot About Your Results – Sales eXecution 322

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . It’s funny what you can learn from not just listening to someone, but actually hearing what they say. According to experts, you can tell a lot about a person by the words they choose. At a recent conference, two separate speakers, explained how the way people express themselves can tell you a lot about how to best communicate with them for maximum impact.

Hiring 160
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Lots of Gold and Bronze for Sales Achievements in 2015

Understanding the Sales Force

My final blog post of 2015 is a brag article. Sorry. Feel free to stop reading now if you don't care about the outcome of the 2015 Top Sales Awards. Before I list the awards, I want to congratulate all of this year's nominees and winners. This year's winners are truly the best of the best and that was further emphasized this year with the elimination of the popular vote.

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No Stupid Smartphone Needed for Effective Sales Techniques

No More Cold Calling

Modern salespeople need a regular digital detox. We know we should turn off all electronics at least one hour before going to bed if we want a good night’s sleep. We know we should put that darned phone away when we get home so we can spend time with our families, and that we should unplug when we go on vacation. We’ve heard these cautions for years.

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How Top-Performing Companies Quickly Scale Sales Teams

Sales and Marketing Management

Issue Date: 2015-12-21. Author: Micheline Nijmeh. Teaser: To scale quickly in a hyper-growth organization, sales reps have to get up to speed fast, processes must be streamlined and sales leaders have to continuously monitor sales team performance. To scale faster, some of today’s top-performing sales organizations are adopting sales acceleration tools.

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How Do You Start Your Day?

Steven Rosen

#Firestarters – How I Begin My Day With Host Miles Austin. I was interviewed by technology expert Miles Austin using a new communication platform called Blab. Miles is an expert on tools and technology for sales people. As a means of introducing and helping other leaders become familiar with Blab, Miles created a series of interviews called #Firestarters.

Tools 120
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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The Proper Way to Handle a Call in Lead

Mr. Inside Sales

Call in leads can be tricky. Because reps often equate the implied interest of a call in to being “qualified,” they often skip some important steps. This can happen to all sales reps and even happened to me recently…. A CEO called me the other day and wanted to know more about the kind of training I offered. Before I gave him my menu of services, I did what I teach and asked him how he found me, what motivated him to reach out to me, what he was looking for, etc.

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Predictions to Results

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . “I may make you feel but I can’t make you think” (Gerald Bostock IA). This post was originally prepared for a site catering to sales professionals that I occasionally contribute to. They were looking for pieces on predictions for big things in sales in 2016. I thought it would be a big thing if sales people started executing and selling, and having real forecasts rather than just predications.

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The Top 10 Sales Blog Posts Of 2015 – As Voted For By You!

MTD Sales Training

It’s that time of year where we look back and see what we’ve achieved this year and, at the same time, look forward to next year. We’ve brought you bi-weekly tips all year long and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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12 Habits for Sales Leaders to Adopt

No More Cold Calling

Do you have what it takes to lead your sales team to success? What separates great sales leaders from mediocre ones? Here’s a hint: It’s not what they read, do, or say that makes the biggest difference. It’s who they are. . This is what I took away from Dr. Travis Bradberry’s fantastic Entrepreneur article, “ 12 Habits of Exceptional Leaders.”.

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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 Train Millennials and Generation Z for Success

Sales and Marketing Management

Issue Date: 2015-12-18. Author: Brian Cleary, Chief Strategy Officer, bigtincan. Teaser: To stay competitive, sales organizations must reinvent their approach to sales team training by adjusting to meet the needs of the millennial and Z generations. While daunting, there are a couple of things that can help point organizations down the right path. To stay competitive, sales organizations must reinvent their approach to sales team training by adjusting to meet the needs of the millennial and Z ge

Training 175
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How Do You Start Your Day?

Steven Rosen

#Firestarters – How I Begin My Day With Host Miles Austin. I was interviewed by technology expert Miles Austin using a new communication platform called Blab. Miles is an expert on tools and technology for sales people. As a means of introducing and helping other leaders become familiar with Blab, Miles created a series of interviews called #Firestarters.

Tools 150
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Boost Your Sales by Using This One Word

Mr. Inside Sales

Catchy title, huh? “Boost your sales using just this ONE word.” Wouldn’t it be nice if there was just one magic word that could really increase your sales? There is…. Before I tell you what it is, though, let me give you a brief background on how I discovered it. Years ago as I was struggling to make sales, I found a bad pattern had developed in terms of how my sales attempts were ending up.

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Are Sales People Masochists?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are always looking for “the pain” or “pain point”. One reason I am told they are looking for the pain is that they can then offer up the cure along with an invoice, and have a happy client. Given that a relatively small part of the market will admit to pain, I am not sure this is the most prudent approach to starting a lasting relationship, but it is what it is.

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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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Why USP Is No Longer ‘Unique Selling Proposition’…

MTD Sales Training

Whenever salespeople start talking about their products to prospects, the inevitable question about ‘what makes you different?’ will always crop up. Prospects want to know that they are getting a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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The Holidays Help to Differentiate Good from Bad Salespeople

Understanding the Sales Force

If you are anything like me, there are certain times of year that cause or allow feelings or sensations from years ago to come pouring back. For me, it's the first day that smells like spring; the first snow of the winter; opening day of the baseball season; and burning leaves. Each of these brings me back to my childhood and specific days or occassions that I associate with these milestones.

Sales 142
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Why We Still Need Salespeople

Sales and Marketing Management

Issue Date: 2015-12-14. Author: Sean Gordon, CEO of Intelliverse. Teaser: Technology may be able to assist with lead generation, but it can’t replace human interaction or build relationships. Buyers still need to trust that salespeople have their back – no matter what. Technology may be able to assist with lead generation, but it can’t replace human interaction or build relationships.

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Survey Highlights Sales Management Skills and Development Priorities

Steven Rosen

Dec. 10, 2015 – Star Solutions That Achieve Results Inc. (STAR Results) has launched its global 2016 STAR Sales Management Skills Survey. The Sales Management Skills Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers.

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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How to Stop Sales Reps from Actually Derailing Your Referral Marketing

No More Cold Calling

Your company’s fortune is in the sales team’s follow-up. Ask a great comedian the secret to his success, and chances are, he’ll say “timing.” The same is true for a great salesperson. But like punch lines, referral marketing efforts fall short without the proper follow through. In sales, timing is a funny thing. We never know when people are ready to buy or how our words will resonate at just the right time.

Referrals 171
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Are You Selling or Visiting – Sales eXecution 321

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Last week I wrote about the importance of words in the context of a sale , while in that case I highlighted the importance of words we select in communicating the right thing to the buyer. But the words we use also impact our attitudes, and our attitudes have a direct impact on our actions, their impact on the customer and sale, and ultimately our company’s and our own success.

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16 Questions That Will Help You Understand The Buyer’s Perspective

MTD Sales Training

Recently, I had the privilege of attending a dynamic presentation evening with one of our prized clients. They continue to test us and our services, which is great as it means we learn with every. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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