The Pipeline
OCTOBER 2, 2018
By Tibor Shanto. A bit of fantasy is good for the soul; it would hard to get through days and projects if not for a little mental cheating and false illusions; it is entirely another to base your own or your company’s future on it. Stats – The Drug of Choice. One of the great things about the web, (thank you Al Gore), is the endless stats produced by the reams of data collected by everybody.
Sales and Marketing Management
OCTOBER 10, 2018
Author: Anil Kaul Co-Founder and CEO of Absolutdata Artificial intelligence — AI for short — is already changing the world in countless ways. Millions of people use devices like Amazon Echo and Google Home to find out more about products and services they need or to control their home environment. Virtually all automakers are exploring self-driving car technology.
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John Barrows
OCTOBER 17, 2018
The feedback from the recent “We Need to Talk” webinar was so positive that we wanted to summarize some of the key points we discussed, share the resources we’ve compiled and keep the conversation by introducing the Slack community we’re building called Sales Done Right. The focus of the webinar was about elevating the profession of Sales for everyone by having an open and honest dialogue around issues and challenges we all face in the workplace, specifically related to sales with a focus on the
Steven Rosen
OCTOBER 25, 2018
Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well. Here is a more challenging question: How well are you doing when it comes to strategy execution ? This is a much more challenging question and there is no easy answer.
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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.
Sales 2.0
OCTOBER 20, 2018
Sometimes it pays to do what is “out”. Social selling has become synonymous with technology. Many definitions make it all about using social media to sell. But I think social selling is about being social and actual human beings do more than just hang out on social media platforms. Some other productive people have learned that being tethered to your email is good way to get nothing done other than respond to email.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Jeffrey Gitomer
OCTOBER 10, 2018
How do you feel about your competitors? You say, "I have a great relationship with my competitors." Right, if you needed $50,000 or your business would fold, I guarantee your friend, the competitor, would send you a bon voyage note. Get real, man. They may talk to you, they may be civil to you, they may even appear to help you – but ask them if they wish you were dead or alive, I'm betting on the funeral home.
SBI Growth
OCTOBER 29, 2018
Most companies acknowledge the merits of value-based pricing as an ideal. Why then, do so many companies struggle to execute it in practice? There are three reasons we frequently encounter: Confusing Product Value with Customer Value. Back in the early.
The Pipeline
OCTOBER 9, 2018
By Tibor Shanto. We all would agree, I hope, that actions speak louder than just talk; that success in sales comes from action or execution. So when what one says is in direct contrast to their action, how they execute, it is a concern, but also an explanation as to why despite all the advice available, many in sales are stuck in a rut, sustained only by a healthy market.
Sales and Marketing Management
OCTOBER 26, 2018
Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. They want minimal downtime, support they can rely on and access to as much training as possible, so they can be in turn, as successful as possible with their deployment. While that may seem like an obvious statement, it’s easier than you think to overlook these important items.
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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.
MTD Sales Training
OCTOBER 24, 2018
“The customer is always right”. I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name. And how often have you thought of those words and cringed when the customer you are with has said something you know is definitely the wrong side of wrong? Alexander Kjerulf is an independent writer and an expert on workplace happiness.
The Sales Heretic
OCTOBER 23, 2018
When it comes to your sales—and pretty much everything else in your life—your brain is your most valuable asset. So it makes sense to do as much as you can to protect it. And it needs protection. The challenges of modern life mean our brains are under assault every day. The enemies of the brain [.].
Understanding the Sales Force
OCTOBER 22, 2018
My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24. With that in mind, I will save you if you didn't happen to read last week's article which is a pre-requisite for this one. PREVIOUSLY ON UNDERSTANDING THE SALES FORCE.
SBI Growth
OCTOBER 22, 2018
Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message.
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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
The Pipeline
OCTOBER 30, 2018
By Tibor Shanto. A few weeks back I wrote about the state of sales from a broader and collective perspective , spoiler alert: we have issues. As I have been working with teams and individuals readying their 2019 plans, it is clear that there are specific steps individual sales people can take to ensure that they rise above the fray and continue to consistently succeed in delivering value for both their employers and customers.
Sales and Marketing Management
OCTOBER 12, 2018
Author: Lee B. Salz At a young age, I was told that I should pursue a career in sales. I heard it in high school, again in college and, yet again, post-graduation. Perhaps, people told you that you have what it takes to be a great salesperson. Why did people tell us that we should pursue a sales career? There was one reason. We were great talkers. People not in the sales profession think that “talking” is the key to sales success.
MTD Sales Training
OCTOBER 3, 2018
Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before? The great feelings flow through you, because you realise that all your hard work was worth it, and you feel rewarded by repeat business that you didn’t have to do too much to gain.
The Sales Heretic
OCTOBER 9, 2018
A trade show is a challenging sales environment. You don’t have the natural advantages you have when talking with a prospect on your own turf. Your competition is everywhere. And all the exhibits look so similar. How do you stand out and effectively compete? Especially against larger competitors that may be able to buy a [.].
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.
Understanding the Sales Force
OCTOBER 16, 2018
A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked. Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency. Elite salespeople have an average score of 87% and weak salespeople have an average score of 69%. What would it look like if we were to pivot this data and look only at the group who have it as a weakness?
SBI Growth
OCTOBER 30, 2018
Artificial Intelligence (AI) isn’t just a buzzword in the data world. When used correctly, it will save you time, which frees up your team to execute on strategic sales initiatives empower the sales team. AI is growing increasingly prevalent in.
Jeffrey Gitomer
OCTOBER 10, 2018
People are not afraid of achieving success, they just don't know how. Here's one element that will put you on the path. You have several goals you want to achieve, but they are not written down. They just pop up in your head every once in a while, only to be buried in a black hole of procrastination, excuses and guilt. Take heart – I found a way to beat the system.
Sales and Marketing Management
OCTOBER 31, 2018
Author: Carson Conant The use of sales and marketing technologies has become a critical piece of the puzzle for organizations looking to increase their sales productivity. Yet, chances are most organizations are missing out on a substantial opportunity to boost their sales revenue. In today’s modern marketplace, enterprises must be able to confidently quantify and convey which content and messaging should be provided to sales reps in order to drive revenue and engage buyers.
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?
MTD Sales Training
OCTOBER 17, 2018
Years ago, when the first bartering started (thought to be in the Middle East), metals were used as symbols to represent value stored in the form of commodities. Currency became recognised as stores of value, and traded between market traders and, eventually, nations. This idea of value was built on the concept of the importance, worth or usefulness of something.
Zoominfo
OCTOBER 10, 2018
In a world where content is still king, B2B businesses who blog are seeing the most success. Here’s why—consistent B2B blogging has a huge impact on lead generation, web presence, brand awareness, customer relationships, and ultimately revenue. If you’re not prioritizing your B2B blog, there’s a good chance you’re not reaching important prospects, driving traffic to your website, or communicating with your customers effectively.
Understanding the Sales Force
OCTOBER 30, 2018
Those are strong words and probably quite surprising coming out of my mouth but I'll explain it all. Earlier this week I was leading another Sales Leadership Intensive and during a break it came to me. I was emphasizing how important it is to role-play as part of every coaching conversation and that's when I realized that what I was sharing was a bunch of crap.
SBI Growth
OCTOBER 27, 2018
Joining us on SBI TV is Jim O’Gara. And Jim is the CEO of StoryDimensions. StoryDimensions is a sales enablement technology company that captures, develops, and delivers real customer insights and stories that B2B sales professionals can use to establish.
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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 Pipeline
OCTOBER 16, 2018
By Tibor Shanto. Questions, specifically in sales, are like burgers, some are surprisingly satisfying, exceeding expectations, others leave underwhelmed, asking yourself why you bothered, again? In both, it’s down to how much strategy, planning, preparation, we do in advance; then the quality of execution, followed by review, and then over again.
Sales and Marketing Management
OCTOBER 17, 2018
Author: Olivia Ryan Business communication rarely goes beyond the borders of formal speech and writing, particularly in the B2B niche. Sometimes it’s reasonable to add a slight touch of humor as an icebreaker, but most of the time you should stick to the regular business language. According to the report, over 80 percent of B2B decision makers think sales reps are unprepared.
MTD Sales Training
OCTOBER 31, 2018
The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. It’s all going so well. Then, when you ask the prospect for the order, they bring out another objection, or stall you for a few extra discount percentage points.
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