The Pipeline
DECEMBER 26, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Given today is Boxing Day here in Canada, and that I am off enjoying the holiday (the bargains), I thought it was a good day to reprise a piece from 2010 about thinking out of the box. Enjoy! There is a lot of talk in sales and in marketing about ‘thinking out of the box'; this is big with me because I am sure that when they put me in a box I’ll be dead, and that’s not good.
No More Cold Calling
DECEMBER 1, 2016
What does it say about you and your team if you can’t unplug? During the upcoming winter holidays, most of the business world will shut down. It’s vacation time, family time, rejuvenation time. If you’re planning to work through the “most wonderful time of the year,” or if you haven’t taken at least most of your vacation time this year, ask yourself why.
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The Sales Heretic
DECEMBER 27, 2016
Failure leads to success, if you learn from it. But what’s better than learning from your failures? Learning from someone else’s failures! Listen in as Jeff Shuey (Chief Evangelist at K2), Andrea Waltz (author of Go For No), Stewart Rogers (Director of Marketing Technology for VentureBeat), Finka Josie Jerkovic (Leadership Empowerment Coach), Yared Akalou (Design [.].
SBI Growth
DECEMBER 26, 2016
Today’s topic is understanding how to make the customer experience a competitive differentiator. As a guide to the conversation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the customer experience design phase on pages 130.
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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.
The Sales Hunter
DECEMBER 27, 2016
Do you use your personality to help you communicate more effectively? How many times have we found ourselves running from the person who has zero personality? Sales is about connecting with the other person. It’s about creating confidence, and that means allowing both parties to feel comfortable with each other. Where does your personality fit […].
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The Pipeline
DECEMBER 29, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . If you are in B2B sales, you have, knowingly or not, been column fodder. I often ask sales people if they know what that means, and for the most part most do not. While some of you may know what I mean, others may not so let’s define. It is a situation where a buyer has decided that they will give the business to a specific, usually favoured, vendor.
Pointclear
DECEMBER 27, 2016
Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. A new era of accountability starts in 2017 and nurturing (additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles) is well worth the time and modest increase in expense.
Mr. Inside Sales
DECEMBER 29, 2016
Happy New Year! How is the goal setting going? If you are feeling a bit overwhelmed with setting goals in each area of your life, or if you are overwhelmed now that you have set goals in every area of your life and you are already wondering where you’re going to get the time to do it all, then you’re not alone. I’ve been goal setting for years, and while I (and the rest of the world) may get pumped up by all the wonderful things I’m going to accomplish and all the changes I’m going to make, what
SBI Growth
DECEMBER 29, 2016
Today’s topic is how to learn who you buyers are, how they make purchase decisions, and why they will choose you over your competitors. To follow along, download our 10th annual workbook, How to Make Your Number in 2017 and turn to the.
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The Sales Hunter
DECEMBER 27, 2016
You’re ready to make this your year to break out from the pack and become a top performer. Thinking about success is simply not going to be enough. It takes a plan and one of the best things you can do is emulate what other top performers do. 1. Don’t build your plan to […].
Sales and Marketing Management
DECEMBER 11, 2016
Issue Date: 2016-12-12. Author: Jason Morio. Teaser: A recent survey revealed that two out of three North Americans who lead projects are not project management certified. With proper strategy and planning, sales professionals who face the challenges in playing this accidental project manager role can avoid chaos and work smarter. Here are some tips for managing like a pro and navigating through projects while balancing timelines, quality and cost.
No More Cold Calling
DECEMBER 29, 2016
Here’s what you might have missed from No More Cold Calling this month. You may not have heard, but 2017 will be the year of referral selling. Why? Because as quotas continue to rise and competition gets stiffer, sales managers will have to accept that technology shouldn’t be the main artery to reach prospects. Technology doesn’t close deals. People do.
Anthony Cole Training
DECEMBER 30, 2016
Assertive (not aggressive) salespeople win more business than others. They care so much about doing the right thing for their clients that they are willing to risk the relationship and the deal in order to make sure the prospect or client makes the right decisions. Does that describe your people? Are they assertive?
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Mr. Inside Sales
DECEMBER 11, 2016
For December, I’m reading the classic tale: “A Christmas Carol,” by Charles Dickens. Oddly, I can’t remember ever reading it, though I’ve seen countless versions made for TV and movies. It’s fantastic, just like most books are that have been made into movies. Dickens is a superb writer, and there is a reason this is a “classic.”. While reading this, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago.
SBI Growth
DECEMBER 31, 2016
Today’s show is a demonstration on securing and retaining the right talent for a transformation. Consistent quarterly performance depends on the right talent. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017.
The Sales Hunter
DECEMBER 29, 2016
I found myself reading a magazine… yes, a magazine! Wow, how old school is that? I was struck by an article about how it’s important at this time of year to organize your office. The article listed step-by-step instructions as to how to be more efficient. The author said to have a file folder (what […].
Sales and Marketing Management
DECEMBER 31, 2016
Issue Date: 2017-01-01. Author: Paul Nolan. Teaser: If you haven't seen the numbers attached to the cost of employee disengagement, it's time you take a look. If you haven't seen the numbers attached to the cost of employee disengagement, it's time you take a look.
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.
The Pipeline
DECEMBER 22, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . While we are all caught up in the cheer of the season, it is important to remember that sales is not always peace, love and joy. In fact, when you consider closing averages in B2B sales, it is most likely that we are bound to have more disappointments than joys as measured by that figure. Some have put the number of sales qualified leads to close, as low as 16.4%, across all B2B; I am sure if you take out the outliers, it is likely a more presen
DiscoverOrg Sales
DECEMBER 21, 2016
If you’re in sales or marketing, it’s likely you’ve come across a new SaaS platform or startup in the past 6 months that begs your attention. Perhaps this intriguing tech flaunts a new approach to an old strategy or intertwines words like “predictive” and “intelligence” into its elevator pitch. As technology continues to plunge sales and marketing professionals further into transformative innovation and new opportunities, we must define the new terms taking us there.
Mr. Inside Sales
DECEMBER 29, 2016
NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Call them in, one by one, and see how they do…. If I gave you a pencil and asked you to sell it, how would you go about it?
SBI Growth
DECEMBER 27, 2016
Today’s topic is how to launch new products successfully. To follow-along, download our 10th annual workbook, How to Make Your Number in 2017 and turn to the product strategy section. Flip to the Product Launch and Messaging phase on pages 143 – 146 of the.
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?
The Sales Hunter
DECEMBER 25, 2016
Do you know what happens when you focus on ONE thing at a time and do it well? You get better results! Multi-tasking may sound like a great approach, but ultimately it can slow your momentum. Check out the video to see what I mean: Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. […].
Sales and Marketing Management
DECEMBER 31, 2016
Issue Date: 2017-01-01. Author: Paul Nolan. Teaser: Scott Crabtree of Happy Brain Science offers the mnemonic device Mind the GAPs to help business leaders remember how to improve workplace engagement. Scott Crabtree of Happy Brain Science offers the mnemonic device Mind the GAPs to help business leaders remember how to improve workplace engagement.
Understanding the Sales Force
DECEMBER 20, 2016
I am always honored when my work is recognized and this year is no exception. The judges at Top Sales Awards named Objective Management Group (OMG) the Top Sales Assessment Tool for 2016. That marks the 6th consecutive year that OMG has won the Gold! We believe that we have developed the best Sales Assessment tools in the world but it is gratifying when others validate that belief for us!
DiscoverOrg Sales
DECEMBER 20, 2016
Congrats, you’ve just landed your first VP or Head of Sales role. Now what ? I’ve met with hundreds of heads of sales over the years, and it’s easy to pick out the ones who are going to be successful and the ones who aren’t. The successful ones have one obvious thing in common: they are maniacally focused on building a revenue engine for their companies.
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Mr. Inside Sales
DECEMBER 24, 2016
If you are a subscriber to my weekly ezine, then you know I publish a new article every week. That’s fifty-two new tips, scripts, strategies, and current techniques to help you succeed selling over the phone. It’s not surprise, then, that the most popular article I wrote in 2016 is one that gives you, the front line sales rep, a proven way to overcome some of the resistance you face each and every time you pick up the phone to make a cold call.
SBI Growth
DECEMBER 18, 2016
Today’s article is how to get sales improvement programs adopted in a matrix organization. To help illustrate today’s topic we will think through sales enablement within a matrix organization using Frontier Communications as a use case. As a guide for.
The Sales Hunter
DECEMBER 30, 2016
In creating a culture for success, the sales leader plays a key role with customers, but it is not at the end of the year when everyone is chasing the last order to make quota. The manager who only appears before a customer at the end of the quarter or year, looking to close an […].
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