May, 2013

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Kick Ass Message Kills Business

Bernadette McClelland

'Kick Ass Message Kills Business. So you are in the queue with a heap of other people in the queue. Ready to stand out. Your product is the same. The functionality is the same. The end result is probably the same. Your kick ass marketing message wins the day. Hooray!! You are now the cowboy (or cowgirl) strutting your stuff wearing that coveted cowboy hat.

B2B 311
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5 Mistakes to Avoid When Entering a Foreign Market

Sales and Marketing Management

'Issue Date: 2013-04-30. Author: Renato Beninatto, Chief Marketing Officer, Moravia. Teaser: If you want to do business internationally, you’ve got to communicate in the language of your target market. And no matter how small you are, you can be successful in foreign markets if you plan well and avoid five common mistakes. If you want to do business internationally, you’ve got to communicate in the language of your target market.

Marketing 315
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Everyone Can Sell. Not Really. Top 10 Reasons Why Not

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Dan Pink, Author of To Sell is Human , has been getting a lot of well deserved exposure. He wrote a terrific book and most who have read it really like it. I don''t have a problem with his book because read in its entirety, it makes sense. I do have an issue with the people who write about his book and take the concept, that everyone can sell, out of context.

Hiring 308
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The Power of Handwritten Recognition

Steven Rosen

'The best way to recognize great performance is by sending a hand written motivational card. I believe there are two things that motivate most sales reps. 1. Is the ability to do the job they paid to and. 2. Being recognized for a job well done. With email and text messages it is very easy to bang off a quick note. Personalized hand written notes are a rarity?

eBook 304
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Sales & Marketing Alignment: How to Synergize for Success

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.

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The 30 Hour Work Week

The Pipeline

'by Tibor Shanto – tibor.shanto@sellbetter.ca. No this is not an alternate to Timothy Ferriss’ The 4-Hour Workweek , a good read I would recommend, many applicable ideas for B2B sales pros; but this piece is about helping sales people deal with and conquer one of our biggest challenges. One of the biggest reasons (excuses) I hear, and hear very often from sales people as to why they don’t have enough (any) prospects in their pipeline, is that they just don’t have the time to prospect

Intent 303

More Trending

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Jeffrey Gitomer | Give Value First

Jeffrey Gitomer

'Tweet RSS readers click here for video. The Life and Sales Philosophy of Jeffrey Gitomer. I give value first™ I help other people. I strive to be the best at what I love to do. I establish long-term relationships with everyone. I have fun…and I do that every day. The post Jeffrey Gitomer | Give Value First appeared first on Jeffrey Gitomer’s Sales Blog.

Video 296
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Jack Welch’s Sales Management Concepts

MTD Sales Training

'Jack Welch has been voted one of the most influential managers of the twentieth century, and the effects of his style is still being felt today. He was the CEO of General Electric (GE) from 1982 till. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Top 10 Reasons Why Salespeople Let Price Drive the Sale

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Selling value. What comes so easily to the top 6% and some of the top 26% is so very difficult for others. Most of your salespeople have very little capability to build value in the first place. Talking about what your company does better or differently is not building value. Telling a prospect what your value proposition is, does not build value.

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The Evolution of Social Selling

Sales and Marketing Management

'Issue Date: 2013-05-01. Author: Dave Stein. Teaser: Too many companies leave social media learning and development up to the individual sales rep. This fractured approach can keep your reps from adapting to the new ways that customers are buying products and services, which means fewer wins. Too many companies leave social media learning and development up to the individual sales rep.

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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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Can Technology Undermine Trust?

The Pipeline

'By Tibor Shanto – tibor.shanto@sellbetter.ca. Had an interesting discussion with a rep Jim, last week around the area of trust. He works for smaller company, they use various technologies to help them with lead gen and nurturing. Two specific apps enable him to track who has opened his e-mails, and the other lets him know who has visited his company’s web site, right down to specific pages.

Handbook 303
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How to Drive More Sales Every Quarter

Steven Rosen

'Effective Quarterly Business Reviews Drive Sales Performance. Both business acumen and business planning are becoming a much more integral skill for sales reps and sales managers. Company’s business planning processes require sales reps to build annual business plans. To have an effective business planning process it is important that companies build in proper follow up and follow through to ensure execution and establish accountability to the business planning process.

How To 281
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The Sales Process of Least Resistance

SBI Growth

'80% of CEO’s believe their brand provides a superior customer experience. Only 8% of their customers agree. -Bain & Co. CEOs have a problem. As a Sales Ops leader, you can help. Ease of doing business with your sales team is the linchpin of B2B customer experience. Sales reps are the face of the organization. Most often, however, they are shackled by internal processes that are time killers.

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How To Make Our Goals Clear

MTD Sales Training

'We know that clarity brings results. It helps us focus on what we desire and so attracts the right results our way. But how do we establish that clarity? What can we do to ensure we have our goals. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 274
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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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30 Ways to Reach Prospects

Score More Sales

'With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Not all of these work for all situations, so please view in the framework of looking for one tip or two that might be helpful in your world.

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'Customer First' Must Be More Than A Mantra

Sales and Marketing Management

'No matter what business you’re in, customers today demand immediate solutions in real time. What they need, when they need it, and how they want to receive your product or service are important factors that drive consumer buying decisions. High demand for speed and accountability require businesses to ramp up both technology innovations and customer service capabilities to be the first, the fastest and most reliable.

Customer 259
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3 More Tips For Effective Telephone Prospecting

The Pipeline

'by Tibor Shanto – tibor.shanto@sellbetter.ca. On Monday I wrote about the need to counterbalance for some of the realities of telephone prospecting , and some things sellers can do to compensate. Today I offer up some other basic things you can do, to improve your success in some simple ways. Some of these things may seem mundane and basic, but that doesn’t lessen their importance in consistent results from telephone prospecting.

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Great Thoughts on Sales, Business and Success VII

The Sales Heretic

'Great quotations can enlighten, educate, entertain, even embolden. Here’s another round of my favorites. “Selling is our No. 1 job. Never get away from selling a lot of merchandise personally. The more you sell the more you learn.” —James Cash Penney “Business opportunities are like buses, there’s always another one coming.” —Richard Branson “The [.].

Education 270
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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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The Real Reason You're Losing the Big Deal

SBI Growth

'My professional life is focused solely on helping the VP-Sales “Make the Number.” I’m amazed by the continuous misdiagnosis made by Sales Leaders. Sales Leaders often focus their energies on one person – the Account Executive (AE). This is a huge mistake. This article will discuss why your focus needs to extend beyond the AE. At times, other team members are to blame for lost deals.

Hiring 269
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People Buy For Reasons, Not For Logic

MTD Sales Training

'The challenge is often raised – “if we know why people buy we would always sell to them!” We talk about “buying triggers” and we use plenty of related jargon to talk about the moment at which people. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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4 Reasons Why Mondays Matter to Salespeople

The Sales Hunter

'First reason is how you start Monday is a good indicator as to how the entire week is going to go. If you allow Monday to slide by and not make it productive, then most likely you’re going to let the entire week slide by. Second reason is Mondays are the best day of the week to firm up appointments for the week. Use Mondays as your time to schedule any additional appointments you need to make it a full week and to confirm with people you will be meeting with.

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B2B sales is not obsolete!

Sales and Marketing Management

'Issue Date: 2013-05-01. Author: By Jule Schwartz. Teaser: The idea of B2B sales being relegated to the role of order-taking as a result of inbound marketing may make marketers feel like heroes, but surveys - and real life on the frontlines - suggests it's not that simple. The idea of B2B sales being relegated to the role of order-taking as a result of inbound marketing may make marketers feel like heroes, but surveys - and real life on the frontlines - suggests it's not that simple.

B2B 233
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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Effective Telephone Prospecting Tips – Sales eXchange 202

The Pipeline

'by Tibor Shanto – tibor.shanto@sellbetter.ca. If you are a sales person who does not use the phone to proactively prospect for potential clients, you may not find this post of interest, on the other hand you may find something to spark you to take up the habit. As with many things in sales, to successfully engage and move through the process, you need to do some things that are counter intuitive, don’t conform to how you may act or behave in regular circumstances.

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The Biggest Thing Sales Leaders Overlook: SALES!

Jeffrey Gitomer

'Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? Why not do something to actually help? REALITY ANSWERS: (Pick any or all that apply.) You’re an idiot who knows nothing about leadership, coaching, or creating winners.

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Generate 25%+ of Sales Pipeline Opportunities from Marketing

SBI Growth

'B2B Chief Marketing Officers are enthusiastic about sharing tangible results. There is a strong desire to connect marketing spend to revenue. Lead Generation is the surest way to drive tangible return on marketing investment. Building a robust B2B Lead Generation program requires the adoption of best practices in two areas; Demand Generation and Lead Management.

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Three Buying Motives Of The Modern-Day Buyer

MTD Sales Training

'Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. We all know that. So, with an up-to-date buyer, who has. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 265
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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

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Inside Sales Power Tip 114 – Build Trust

Score More Sales

'After being in sales for many years, I had an “Aha” moment. I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. I don’t even know where it came from. This idea has impacted me and hundreds of individual contributors making calls from that day forward whom I’ve had the pleasure to train and coach.

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PowerViews with Michael Brenner: The Battle for Customer Attention

Pointclear

'My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few.

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#Contest – See @Biz @ThisIsSethsBlog! In Toronto

The Pipeline

' Enter To Win Today & Take advantage of A Special Offer! The Art Of Marketing – Canada’s Marketing & Innovation Conference is coming to Toronto on Wednesday June 5th , and you don’t want to miss this line up. The line up features: Biz Stone – co-founder of Twitter. Seth Godin – New York Times Bestselling Author. Charles Duhigg – Author, The Power of Habit.