No More Cold Calling
MAY 26, 2016
No one wins the game without putting in the practice. “From this day on I’d like to be known as ‘The Big Aristotle’ because Aristotle once said, ‘Excellence is not a singular act; it’s a habit. You are what you repeatedly do.’” —Shaquille O’Neal. Practice? Who me? Sure, sales reps know they must practice new skills, practice presentations, practice writing, practice speaking—practice, practice, practice.
DiscoverOrg Sales
MAY 27, 2016
At the start of the new year, I wrote about my team trying to turn the corner from “Account Management” to “Customer Success”. Months beyond the vision phase, we are now in execution mode and fully committed to building a coaching culture — both for Customer Success and Sales — that instills the good habits needed to realize that vision.
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MTD Sales Training
MAY 26, 2016
Albert Einstein once said that ‘Imagination is greater than Knowledge’. I’ve always admired this thought, because often I’ve come across people who think that, just because they’ve been selling for. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
MAY 26, 2016
Issue Date: 2016-05-26. Author: Scott Benedetti, VP of Sales, The Pedowitz Group. Teaser: Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization. The resulting score determines how marketing will respond to each lead to propel the prospective buyer through the Revenue Marketing journey.
Advertiser: ZoomInfo
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.
Understanding the Sales Force
MAY 18, 2016
I hate this article already - the last thing we need is another article to help us to understand Millennials. Except for one thing. Most of you reading this are Millennials and you probably need to better understand boomers. We've all heard many of the distinctions of Millennials - how they like to work, where they like to work, when they like to work, how little they like to work, how entitled they are, how money isn't that important, how they want to change the world and be a part of something
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
MAY 19, 2016
Maximize your net worth via your referral network. Steve, a salesman with an enterprise company, invited me to connect on LinkedIn. I accepted his standard invitation, thinking he might be a good connection, and sent a personal message inviting him to contact me with any questions about referral selling. His response: “What is referral selling?”. Obviously, he had no clue who I was when he invited me.
The Sales Hunter
MAY 17, 2016
Too many times we get bogged down with the customer. Sure, the reasons can be many, but it doesn’t matter. Anytime things bog down, it eats into your time and your earnings. Below are 5 things we can do right now to accelerate the process: Skip the presentation and ask more questions. Don’t focus […].
MTD Sales Training
MAY 24, 2016
Referrals are probably the easiest type of business to get because they are opportunities that are given to you by buyers or decision-makers who know you and trust you enough to put their reputation. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
MAY 20, 2016
Issue Date: 2015-05-20. Author: John Lynch. Teaser: More than 80 percent of respondents to a recent survey agreed that a close relationship between finance and sales is crucial to improving profitability. So what's stopping this from happening? More than 80 percent of respondents to a recent survey agreed that a close relationship between finance and sales is crucial to improving profitability.
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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.
Understanding the Sales Force
MAY 23, 2016
Most salespeople suck on the phone. If you read that article, you learned about 10 common mistakes that salespeople make on the phone. But those are strategic and tactical mistakes - they are skill based. What happens when you have salespeople who won't even make calls? Could they be suffering from call reluctance? Objective Management Group (OMG) measures 21 Sales Core Competencies and one of them is the Hunter Competency.
The Pipeline
MAY 19, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . If sales and selling is the last of the black arts, then sales management lurks in its darkest corners. As with other aspects of sales, there is no shortage of advice, ensuring no shortage of fluff. So it is interesting to find a book that looks at the subject in a pragmatic way, and deliver specific things managers can put into practice that not only makes them better managers, but helps their team achieve the one thing they are paid to do, gro
Pointclear
MAY 10, 2016
Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. One of my favorite authors and speakers, Mike Weinberg, says the following about the CEO’s role in companies: “As goes the leader, so goes the organization. The level of the team rarely, if ever, exceeds the level of its leader.”.
The Sales Hunter
MAY 24, 2016
It happens every year. Summer comes, and for some reason, sales slump. If you allow summer to take over, your sales will slump. If, on the other hand, you’re proactive, you can enjoy a summer sales bump! Certainly, you have to accept that customers and prospects will take vacations. Accept also there will be those […].
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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
Score More Sales
MAY 27, 2016
I immediately liked what I heard when John “JT” Turner, Senior VP, Sales, Trinet spoke. It was an Enterprise Sales Meetup in New York and the “fireside chat” format enabled John to discuss his views on selling.
Sales and Marketing Management
MAY 23, 2016
Issue Date: 2016-05-23. Author: David Yesford, Wilson Learning Worldwide. Teaser: For several decades, sales leaders and managers have favored the practice of calling higher in customer organizations. Over the same time span, this idea has persisted but the business environment has undergone many changes. Technology has changed the way we sell and the way our customers shop and buy.
Understanding the Sales Force
MAY 24, 2016
I’m reading Basketball legend Bill Walton’s autobiography, Back from the Dead. There are great stories and lessons, but the one I want to discuss here is about legendary UCLA basketball coach, John Wooden.
The Pipeline
MAY 16, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . I have always said that success in sales is all about Execution – Everything else is just talk! And there is no shortage of talk in sales, believe me people in sales, and people around sales, the pundits, can talk some s**t, not only is it funny and amusing (or sad) at times. People seem to go out of their way to mangle the language and meaning of words, and by extension the quality of their execution and sales success.
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.
Pointclear
MAY 26, 2016
Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog we discussed the importance of cost per: Lead, Sales Accepted Lead, Sales Qualified Lead and Closed Deal. Today we will discuss how to keep leads from being ignored and going into a black hole by using something I call the Judicial Branch.
DiscoverOrg Sales
MAY 18, 2016
Sales people have been giving tech demos for a long time. Are we getting any better at it? – IBM technology demonstration 1961. Top of the funnel metrics require that SDRs book discovery calls and schedule demos, yet the value of those interactions can be difficult to quantify. SDRs motivated only by activity metrics cast a precariously wide net, without gathering adequate sales intelligence.
Score More Sales
MAY 19, 2016
After a very full day at sales summit Accelerate ’16 in Park City, UT, put on by InsideSales.com, there is no question how professional selling is changing through more science and data. CEO Dave Elkington spoke from the main stage and shared one of the results from their Business Growth Index results polling customers and non-customers.
Sales and Marketing Management
MAY 17, 2016
Issue Date: 2016-05-01. Author: Adele Revella. Teaser: Sales and marketing professionals who want to personalize interactions with each of their buyer personas would do well to hang around the concierge desk at an upscale hotel for a while. Sales and marketing professionals who want to personalize interactions with each of their buyer personas would do well to hang around the concierge desk at an upscale hotel for a while.
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?
Understanding the Sales Force
MAY 17, 2016
We were fortunate to be in the audience for the 2016 Notre Dame Commencement where Vice President Joe Biden , former Speaker of the House, John Boehner , and former Joint Chiefs of Staff and retired 4-Star General, Martin Dempsey were among the speakers. While all were good, Biden had one great takeaway, and the General shared 3 tips and an action step.
The Pipeline
MAY 28, 2016
Wednesday, June 1st at 11:00 a.m. PT – 2:00 p.m. ET. No BS – Just the Facts, the Data and the How – Register Now! We have all sat through webinars that talked about the abstracts of how others do this and do that, but were light on specifics. Not here, this webinar brings a real company, a real situation, warts, glory and all. We’ll go through step by steps with all involved and share how they were able to implement a plan, tools, and methodology and support that lead to: Daily
Pointclear
MAY 24, 2016
Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog in this series we discussed the need for marketing to be more accountable for driving revenue.
DiscoverOrg Sales
MAY 6, 2016
Trade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center? With some pre-show negotiation for the contact list, and investigation on your end to see who is going, you can begin nurturing contacts prior to the show. This is equally as important as the post-show follow-up. With the right strategy, you can begin working your leads and closing deals before you even get on the plane.
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Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.
The Sales Hunter
MAY 27, 2016
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Recently […].
Sales and Marketing Management
MAY 23, 2016
Issue Date: 2016-05-01. Author: Tim Riesterer. Teaser: If you’re only challenging your prospect’s status quo with surprising information and data points, you could be falling short of creating the urgency you need to convince prospects to change. To make a scenario more compelling in their eyes, your insights message must do more than create risk — it must show how you are uniquely prepared to resolve the risks you’ve identified.
Score More Sales
MAY 6, 2016
It drives me crazy to see myths perpetuated by people saying the same unsubstantiated thing in one place online, then everyone else repeating it as the verified truth. There is a myth going around that the TOP sales professionals were athletes in school as referenced this week on the Salesforce.com blog – a source sellers and leaders trust for good, accurate information.
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