SBI Growth
DECEMBER 25, 2013
'A top trend in B2B marketing is the adoption of the Marketing Operations role. Not surprising, International Data Corporate (IDC) weighs in this month. On Dec 17 th , IDC released its top 10 predictions for CMOs. Below is the excerpt from their press release. The Top 10 Predictions are: The CMO role becomes "open for definition" as today''s CMO job description becomes considerably more complex and critical.
The Pipeline
DECEMBER 6, 2013
'The Pipeline Guest Post – Jeff Shore. Adapted from Be Bold and Win the Sale by Jeff Shore. Available from McGraw-Hill Business in January 2014. . In his (amazing) book, Thinking, Fast and Slow, Nobel Prize winner Daniel Kahneman touches on a fascinating concept that he calls, “The Law of Least Effort.” Kahneman states that, “…if there are several ways of achieving the same goal, people will gravitate to the least demanding course of action.
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Steven Rosen
DECEMBER 17, 2013
'Guest Post by Jeff Shore: An excerpt from “Be Bold and Win the Sale” by Jeff Shore. Available from McGraw-Hill Business in January 2014. Several years ago my wife and I took swing dance lessons in preparation for our son’s wedding; we wanted to dance without looking foolish. (OK, I wanted to dance without looking foolish.) Learning to dance was uncomfortable and often frustrating but we eventually got to the point where we could pull off a few moves.
Sales and Marketing Management
DECEMBER 15, 2013
'Issue Date: 2013-12-16. Author: Danny Smith. Teaser: Frontline salespeople are in a good position to determine what and when customers will buy, but often they are not fully involved in the enterprise’s formal planning process. Many companies employ statisticians or other demand planners to predict what sales will occur. The frontline view is something I want to leverage, not leave behind.
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Understanding the Sales Force
DECEMBER 6, 2013
'Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?" That sparked some very interesting discussion because at the outset, there was disagreement, even among the experts, as to what was really the hardest.
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SBI Growth
DECEMBER 7, 2013
'The Big Data revolution is benefiting marketing leaders the most. It’s transformed numerous aspects of how we work and think. In many ways, the capability is the answers to every marketer’s dreams. When a problem surfaces, the first course of action is to solve it with data insights. Today, I offer you a guest post from Brian Kardon, CMO at Lattice Engines.
The Pipeline
DECEMBER 19, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. As you finalise your 2014 sales plans, it is good idea to review and commit to some of the basics. Some of these may not be fashionable, on the other hand nothing is more fashionable in sales than exceeding quota. As with many endeavours, we sometime focus too much effort on style and take our eyes of the fundamentals.
MTD Sales Training
DECEMBER 9, 2013
'Technology has been a game-changer in every respect in our world. It’s driven everything from improvements in science to advancements in medicine. The world is an unrecognisable place from when. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
DECEMBER 3, 2013
'Working a tradeshow is a waste of time if you’re not doing it right. When I attended this year’s Dreamforce as a Salesforce.com blogger, I was reminded of just how great it is to be surrounded by other salespeople—to share best practices, ideas, and even connections. During the tradeshow, I was also reminded of what sets great salespeople apart from mediocre ones.
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Understanding the Sales Force
DECEMBER 10, 2013
'Understanding the Sales Force by Dave Kurlan Recently I was searching Google for a Keynote Speaker for Objective Management Group''s (OMG) upcoming International Conference in April. In addition to the many speaker bureaus listed, I also read through a number of articles where the authors shared their secrets to great talks. While a few were pretty good, most weren''t, and the secrets were certainly not very well kept.
Steven Rosen
DECEMBER 30, 2013
'Set Goals and Succeed. By: Steven A. Rosen. It is great to have time off with family and friends. You may have taken some time off to reflect and make New Year’s resolutions. STOP! Don’t bother making New Year’s resolutions! Let’s face it, studies show that 92% of New Year’s resolutions just don’t happen. The reality is that you will have forgotten all your New Year’s resolutions by Jan 10th.
SBI Growth
DECEMBER 20, 2013
'Sales Leaders have experienced a lot change in the past 10 years. Some have embraced it and some are still in denial. This blog represents a test. Look at the top 10 innovations and ask yourself each question below. Is your team embracing each trend or fighting them? As you go through the ten, grade yourself as a leader. Have you embraced, or been skeptical about each of them?
The Pipeline
DECEMBER 23, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Last year around this time in a video titled “ The One Thing “, in which I challenged you to avoid the temptation of pursuing whole changes and resolutions going into the New Year, and instead focus on one thing. One thing that will measurably improve you execution, you’re selling, and when you master that one thing, build further from there.
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MTD Sales Training
DECEMBER 11, 2013
'We recently asked a company who have been using our services for the past five years why they actually stuck with us. You know the kind of thing…what have we done right, is there anything more. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
DECEMBER 12, 2013
'Whether you dread holiday parties or can’t wait for all the fun to start, here are a few networking success secrets. It’s the most wonderful time of the year … and the most hectic. You’ve probably already accepted invitations to holiday office parties and client events. Now come the questions: Should you bring your spouse or partner? What should you wear?
Understanding the Sales Force
DECEMBER 9, 2013
'Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren''t being replaced by the people in inside sales. That''s not what this is all about.
Jeffrey Gitomer
DECEMBER 5, 2013
'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.
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.
SBI Growth
DECEMBER 21, 2013
'You’re asking yourself “Why aren’t my prospects responding to my campaigns?” or “Why isn’t my customer count growing?” The warnings are clear; lack of new logo acquisition and increased churn. Minimal change in cross-sell / upsell as a percentage of total revenue is another. Here’s the bad news: your target audience just isn’t listening. The fact is customers and prospects aren’t responding to your campaigns.
The Pipeline
DECEMBER 16, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I recently had the opportunity to sit down and talk to Jeff Shore, a leading sales coach, speaker, and author. We sat down to discuss his upcoming book: “BE BOLD AND WIN THE SALE”. It is no secret that to change the outcome in sales, you need to change the behaviour of sellers, this in turn changes their execution.
MTD Sales Training
DECEMBER 10, 2013
'I remember being on the road with a salesperson whom I was coaching to take up a senior sales position within the company he was working for. His business had called me in to help him improve, as it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Heretic
DECEMBER 26, 2013
'“Learn from the mistakes of others. You can’t live long enough to make them all yourself. ” —Eleanor Roosevelt What happens when seven business experts come together and share their biggest mistakes from the past year? An incredible outpouring of raw honesty, riotous laughter, keen insights and valuable advice. Listen in as Dino Dogan (founder [.].
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?
Score More Sales
DECEMBER 16, 2013
'Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. This brings up the first issue you need to think about in 2014 – are you and your company in all the right places online so that potential buyers will find you?
The Sales Hunter
DECEMBER 17, 2013
'You’ve never made a mistake. Every sales call you’ve made has always been perfect, so this is not for you, but I will ask you to read it anyway. Reason is simple: You probably know someone who is not as perfect as you and, therefore, needs to know this. Read it for them. The salesperson you save may just be the one you love. I will admit I have blown more than my fair share of sales calls and I have learned a few lessons along the way.
SBI Growth
DECEMBER 29, 2013
'Interviewing for the VP of Sales requires a lot of preparation. Many candidates spend hours honing interview responses. However, surprisingly few candidates spend enough time developing questions they should ask. This a big mistake. Sometimes the VP of Sales position is a great new opportunity. Other times, it is a role destined for failure. To understand whether the job is suitable, candidates must ask the right questions.
The Pipeline
DECEMBER 12, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. In an increasingly hurried world of too many things to do in too few hours, buyers seem to fall in to two groups: Cool and Rude. The cool are those who can deal with and clearly communicate what is on their mind, regardless of the impact on sellers. While what they communicate may not be what sellers want to hear, the upside is that the communication is clear, and they are offered the respect a potential partner deserves.
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MTD Sales Training
DECEMBER 4, 2013
'It happens every day in most sales interactions. You’re having a great conversation with the prospect, building up value and creating real desire in their minds for your solution. They seem to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
DECEMBER 10, 2013
'You can do what the “data” tells you, or you can do what works. “The best reason to do something is because it’s never been done before.” That’s what my first manager told me, and I’ve never forgotten her comment. This is just as true, if not more so, today. It’s easier to go along with what everyone else is doing—to write blogs, comment on social media, write catchy email subject lines, rely on inbound marketing to fill your pipeline, and believe that 67 per
Score More Sales
DECEMBER 27, 2013
'In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. Now how are you going to make this happen? Through taking action. You will take big action, but it usually happens through many small steps. What is the Best Way to Eat an Elephant? US Army general Creighton Abrams famously said, When eating an elephant, take one bite at a time.
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