Sales 2.0
OCTOBER 14, 2012
Here’s another case where sales people need to take a concept further than their marketing colleagues (last time as we going on about using Sales 2.0 tools in general). This post is about knowing about your prospect. Marketing types have actually formalized a methodology around knowing your prospect and call it “persona marketing”. This methodology stemmed from thinking about how to develop websites.
SBI Growth
OCTOBER 30, 2012
“Executives owe it to the organization and to their fellow workers not to tolerate nonperforming individuals in important jobs.” – Peter Drucker. If you run a $5B company, you need a strategic presence in your marketing organization. However, if you think you need a highly experienced marketing strategist to take your company from $50M to $100M, think again.
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Bernadette McClelland
OCTOBER 1, 2012
'How do salespeople REALLY scare their prospects? A salespersons’ biggest competitor today is not the business down the road or the salesperson sitting in his Porsche around the corner – it is a little word called ‘MAYBE’ The status quo is what most salespeople today are grappling with and that means change, on so many levels.
MTD Sales Training
OCTOBER 23, 2012
Setting good sales goals and performance targets is a crucial step in sales success. We all know that setting goals too low can cause some serious problems. However, setting your sales targets too. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
The Pipeline
OCTOBER 12, 2012
By the time you know if you had made your quarter or year, it is too late. If you made it great, if you didn’t, too bad, it’s too late to do anything about it. So to succeed in sales, forget the revenue, it is a lagging indicator, focus on what really matters, the activities and elements that lead to a sale, the leading indicators. What’s in Your Pipeline?
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Sales 2.0
OCTOBER 22, 2012
A few things happened to me this week that remind me how long It can take for new sales techniques to be adopted – and become a habit with sales people. I was discussing a situation with one of my sales consultant friends where they are seeing a sales force where solution selling is still only a skill of the minority. This sales force is largely made up of “product presenters” that don’t ask about the prospect’s business.
SBI Growth
OCTOBER 28, 2012
This post is for the marketing leader trying to bootstrap their department. Your CEO wants one thing from you: leads that result in more business. Your sales team wants one thing from you: leads that are ready to buy. To satisfy both you need to produce not just more leads, but quality leads. To generate quality leads, focus on these four essential elements: Process, Technology, People and Content.
Jeffrey Gitomer
OCTOBER 3, 2012
Tweet If you’re looking for some magic formula—some wisdom of the ages—some quote from someone that ties it all together, that’s not the secret. The lost secret of leadership is found in one word: Encouragement. Encouragement is THE key to high self-esteem, high self-image, high attitude, higher productivity, and highest achievement. Every time someone is seeking to complete a task, complete a project, come close to a milestone, or compete for a victory, your encouragement may be the very words
MTD Sales Training
OCTOBER 18, 2012
Question 1: A sales person closed 25 sales for the month when the average is only 20 sales per month. Did that sales person have a good month? Question 2: One sales person closed 20 contracts for the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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The Pipeline
OCTOBER 22, 2012
A couple of weeks ago I lost an opportunity I feel I should have won, and as you have read here in the past, you need to invest the time to understand why deals turn out the way they do. To do that I asked a couple of people I know, also involved in sales training to sit down to conduct the review, in essence to play the role of the manager, and keep me honest.
Steven Rosen
OCTOBER 28, 2012
In Jim Collins book “Good to Great” he finds that the best companies have the right people in the right seats. Hiring is one of the most important activities that a sales manager conducts. If they make the right decision they will improve the performance of the territory and elevate the performance of the entire team. Concerns associated with lost sales in a vacant territories puts a lot of pressure on the sales manager to quickly fill the vacancy.
The Sales Heretic
OCTOBER 30, 2012
As a life-long San Francisco Giants fan (having grown up in the Bay Area), I was thrilled by the team’s dramatic victory over the Detroit Tigers in the 2012 World Series. After being down two games to none against Cincinnati in the Division Series and then down three games to one against St. Louis in [.].
SBI Growth
OCTOBER 15, 2012
Just 38% of companies have a content marketing strategy. This headline gave me pause as I was catching up on my reading! Econsultancy, the London-based community of digital marketing and ecommerce professionals, recently produced their first ever Content Marketing Report. The report is based on a survey of more than 1,300 digital marketing professionals.
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
The Sales Hunter
OCTOBER 11, 2012
For some reason salespeople always think if they can just lower their price, they can increase their number of sales. In theory it sounds great. Sure seems like a basic economic equation. The problem is that in the vast majority of situations, it simply does not work. Here are 6 reasons why: 1. Somebody will come along and offer what you’re offering for a slightly lower price than your price.
MTD Sales Training
OCTOBER 10, 2012
Cold calling is difficult enough, but when you do not have any information, when you do not know the name of the decision maker (DM), it is even harder. Below is one way to make your job a little. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 19, 2012
Guest Post – Megan Totka. Most businesses, whether they are small, large, brand new or established, are turning to more high tech sales tactics to gain and retain customers. This of course is an important part of marketing and sales. High tech sales tactics have become important over the past couple of years because so many people have moved such basic parts of their consumer life online.
Steven Rosen
OCTOBER 17, 2012
The road to success for a sales manager is paved with potholes. You may be in a new senior role or have just become a new sales manager. In a fantasy world, we are all set up, trained, supported and developed. In the real world, we are rarely ready or prepared to walk into our next position. What can you do to ensure you are successful in any role? How do you become the “go to person?
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Understanding the Sales Force
OCTOBER 12, 2012
Understanding the Sales Force by Dave Kurlan I was in Istanbul this week, speaking to nearly 250 sales and business leaders. I learned that Turkey didn't participate in the global economic crisis as they're simply growing all the time. My audience wondered how cultural differences affect our assessment findings and seemed quite satisfied with the explanation.
SBI Growth
OCTOBER 19, 2012
Over the last few months, marketers have witnessed one of the biggest changes to LinkedIn’s professional social network since its inception. The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. LinkedIn currently at 175 million members continues to grow by 170,000 profiles a day.
Sales and Marketing Management
OCTOBER 25, 2012
Issue Date: 2012-10-25. Author: Jack Malcolm. Teaser: A clear message and structure make your strategic sales presentation more persuasive. Here are important steps to accomplishing that. A clear message and structure make your strategic sales presentation more persuasive. Here are important steps to accomplishing that.
MTD Sales Training
OCTOBER 25, 2012
Congratulations! The company has finally hired you, and after a long training session you are ready to go out there and make your mark. However, you have some interesting challenges. First, being so. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
The Pipeline
OCTOBER 3, 2012
You know how they say beauty is in the eye of the beholder; we can take a variation of that and apply to prospecting and many sales reps. Beyond the obvious, that attitude has a direct impact on execution and success, how you view a specific sales activity determines the outcome and quality of execution. Many sales people see prospecting, especially telephone prospecting, as an undesirable task, a dreaded chore, and approach it in that way, making it a negative activity long before they even be
Steven Rosen
OCTOBER 11, 2012
Sales managers have no shortage of challenges. I always hated having to explain why sales are down. I can remember numerous times I faced challenges when sales were off. One year in February sales we were already behind budget. I knew I had to do something. So I quickly thought up a 3 point plan and marched down to my boss’s office. I stated that I was concerned about sales and I decide that I was going to do the following: Cancel all training for the next 3 months.
Jeffrey Gitomer
OCTOBER 18, 2012
Tweet. The following affirmations should be read at least once a month. Post them on a wall in plain sight. Use them as desktop wallpaper on your computer. And record them in your own voice to playback often on your iPod or MP3 player. I am a leader. I’m not afraid to decide. When anything goes wrong, I face reality, and decide what’s best for everyone, not just myself.
SBI Growth
OCTOBER 22, 2012
You’re called in for a meeting with the CEO. What’s it about? You run some numbers in your head as some quick prep on your way. You enter. He asks you to sit. You sit. He asks you to give a self-evaluation of your year. “In what regard?” you ask. “Three questions” he says. “They can tell a lot.” You listen. Be sure to answer honestly. Question 1: Have you upgraded your team?
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.
No More Cold Calling
OCTOBER 25, 2012
Get back on track: With a referral introduction, your prospect wants to do business with you. Radio silence: You know, when your prospects don’t return your calls or emails. You’ve had several conversations, forged a solid relationship, identified next steps, and even scheduled a specific time to talk. Then nothing…. All Is Not Lost. We’re salespeople.
MTD Sales Training
OCTOBER 24, 2012
You’ve set the appointment a week ago and confirmed it just the day before. It is rock solid. However, although you arrive for your 10:00 a.m. meeting a proper 15 minutes early, you find yourself. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 23, 2012
The Sales Manager’s Success Guide. Even though I was a sales manager long before I had the opportunity to get involved in training, it was my work with trainers that help me appreciate not only the real challenges sales managers face, but their importance to a successful sales team executing their sales winning consistently. My learning came with many scars, I rolled out a global training program for my company, only to discover that the uptake was spotty, a little here, less selective there, an
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