August, 2013

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It’s a beautiful day and I can’t see

Bernadette McClelland

'It’s a beautiful day and I can’t see. I don’t know whether you have seen the YouTube video clip titled The Power of Words link here but it is really quite powerful and a great lesson for us in our business and personal relationships. It portrays a man begging for money with a cardboard sign that says ‘I’m blind, Please help” and a only few people toss him coins.

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What is the Role of a Sales Manager

Steven Rosen

'By Steven A. Rosen. I just had a conversation with a sales executive who asked me “what is the role of the sales manager?” This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives. I agree that the sales manager’s goal is to meet or exceed sales objectives. On the other hand, the role of the sales manager is very different.

Hiring 335
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You Don’t Need To Be Manager To Be A Leader

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I hope we can all agree that in sales, manager are better leading from the front than behind the desk. Yet despite the rousing and collective yes we just heard, and the fact that less managers manage from behind the desk, the reality remains that all too many managers still do not lead, or lead effectively.

Lead Rank 317
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Ten Ways to Insult Your Prospect

The Sales Heretic

'Prospects are so annoying. They show up at the most inconvenient moments, they ask a lot of silly questions and they take up ridiculous amounts of your time. If only there was a simple way to get rid of them. But wait, there is! Just insult them. “But how?” you’re wondering, “I’m such a nice [.].

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Is Your Top Revenue Earner Actually Your Best Salesperson?

MTD Sales Training

'I have had many debates over the years about what makes a great sales person and the one thing I have always argued is that the amount of revenue they produce should not be the only key factor. Let. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Revenue 295

More Trending

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What’s your content to noise ratio?

Bernadette McClelland

'What’s your content to noise ratio? Interesting question this one… Seth Godin (marketer and author) asked it in one of his recent blog posts and it made me think about anyone who has a product or service or even a cool idea to sell. How much of what we say or write or demonstrate is this huge build up to nothing. Or worse still how much noise are we filling our space with, and that of those around us, that could be genuine value creating content.

B2B 309
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Sales Management TV Tip #1: Just Do It!

Steven Rosen

'By Steven A. Rosen. Every sales manager I speak with agrees that being in the field coaching has a positive impact on sales.Any sales manager I ask how are things going? They will automatically refer to their sales. So why don’t they just do it? Do what you ask? If you want great sales results and you know that getting out and coaching will help you achieve the sales you desire.

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Are You Selling Like A Child?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Maybe You Should! When you get to be my age you end up spending a lot of time with adults, full of expectations, bound by ritual, shackled by their habits, blinded by their opinions, limited by their knowledge. So it was refreshing to spend some time with some so five to seven year olds last week. Beyond their energy level, I came to see why kids are the best sales people on the planet.

Energy 308
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13 Sales Tips from NSA ‘13

The Sales Heretic

'As a professional speaker and trainer on the subject of sales, I am, naturally, a member of the National Speakers Association. So last week I was in Philadelphia for the 2013 NSA Annual Convention. More than twelve hundred of the world’s top professional speakers and trainers got together for four days to learn from each [.].

Sales 307
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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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Avoid Five Errors That Many Salespeople Make

MTD Sales Training

'Most of my working life has been spent in sales. There have been examples of good, bad and ugly that have stayed with me over the years. During the time that I’ve been involved in training and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Examples 288
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The Rise of Social Selling

SBI Growth

'It’s getting harder for your sales reps to get at bats these days. It didn’t used to be that way. Not long ago, you could cold call and email your way to appointments. Now, it seems you have to fight to get into every deal. As a result, your sales team is missing out on revenue opportunities. Signs this is happening to you are: Customers and prospects are declining meeting requests.

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Why Won’t They Return Your Calls?

Sales and Marketing Management

'Issue Date: 2013-08-26. Author: Patrick McClure. Teaser: It happens to the best sales reps: they sail through the first half of the sales process and then the customer goes "dark." How do seemingly sure sales jump the tracks? It happens to the best sales reps: they sail through the first half of the sales process and then the customer goes "dark.

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Of Managers and Leaders (Of Mice and Men)

Steven Rosen

'By: Steven Rosen. Of Managers and Leaders is required reading for those who use the terms ‘leaders’ and ‘managers’ synonymously. In reality, leadership and management are at different ends of the spectrum. While leadership behavior is synonymous with innovation, motivation, idea origination and trust, management solely relies on effectively directing resources to achieve pre-set goals.

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

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.

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Sales Apprenticeship – Sales eXchange 212

The Pipeline

'By Tibor Shanto – tibor.shanto@sellbetter.ca. Sales like any other craft takes practice, evaluation, more practice, repeated coaching, and just when we think we have it down, we need to practice some more; and then things change, which means we get to practice some more. I recently saw Robert Greene , author of The 48 Laws of Power , and Mastery , discussing what it takes to become a master at something.

Hiring 305
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Get Sales Compensation Right to Recruit Winning Salespeople

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Sales candidates, especially good ones, are exponentially more difficult to attract than they were just two years ago. We regularly observe clients struggling when it comes to getting resumes from quality candidates. One of the reasons is compensation. 1. True or False: The higher the compensation, the better. 2.

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The Importance Of ‘Trust’ In The Sales Equation

MTD Sales Training

'Here are some simple facts about selling: In order to sell anything you must be able to influence other people. You cannot influence anyone if they don’t TRUST you! The higher the value of the sale. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Are your Customers Outpacing your Sales Team?

SBI Growth

'In this post we will discuss Agile Sales. Agile sales is an approach that can help you keep pace with your customers. A few months back I wrote a post about becoming an Agile Sales Leader. Now it is time to make the entire sales organization agile. Let’s start with the definition of agile sales. Agile is not a process! The Agile sales approach places the customer buying experience above everything else.

Customer 272
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Mastering Intent Data: Understanding its Importance & Best Practices

Speaker: Joe Apfelbaum, CEO of Ajax Union

In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.

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The POWER of Sales Success is 100% in Your Control

Jeffrey Gitomer

'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.

Training 276
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Leadership Qualities: Walter White VP of Sales

Steven Rosen

'By Steven A. Rosen. Leadership is the key to success in senior roles. We can all learn from our good and bad bosses. Most leadership articles refer to the top qualities of successful leaders. Yet some new sales leaders start new leadership roles and everything wrong! The impact of a bad leader is devastating to the business. They create poor engagement of direct reports which filters down through the organization, to turn over, lost business and poor results.

Salary 286
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Excuse My Typos – Just Busy Establishing Plausible Deniability

The Pipeline

'By Tibor Shanto – tibor.shanto@sellbetter.ca. Mantras such as Just Do It, or Execution – Everything Else Is Just Talk, are a great way to put a focus on DOING things rather than just being a bystander or just talking about doing things or worse, talking about why you did not do it. But they are just a starting point, the objective is to do things progressively better.

Scale 293
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Is the Follow-Up Call Outdated?

Sales and Marketing Management

'Issue Date: 2013-07-01. Teaser: David Newman, founder of Do It! Marketing and author of the new book by the same name, says you may want to tell your sales reps to stop wasting their time. David Newman, founder of Do It! Marketing and author of the new book by the same name, says you may want to tell your sales reps to stop wasting their time.

Follow-up 230
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Boost B2B Sales Productivity & ROI Growth with Automation

Business-to-Business (B2B) sales can be a complex and time-consuming process, involving a variety of tasks such as lead generation, qualification, and nurturing. However, by leveraging the power of Workflow & CRM automation System, companies can boost sales productivity and drive ROI growth. Automation allows companies to streamline their sales processes, reduce manual errors, and improve communication and collaboration among teams.

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Sales Is Tough: 5 Ways to Ensure Your Success

No More Cold Calling

'Our job is a rewarding one, but it’s not easy. Acquirent COO Jeff Purtell shares his own sales success strategies. “Sales is the best job in the world.” I wrote these words in my first book, more than 15 years ago, and I still believe them to be true. But as this month’s guest blogger points out, it’s not an easy profession. Read on for quick tips from Acquirent COO Jeff Purtell to help you keep your focus, know your value, and celebrate your success: “’Sales is tough.

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Top 10 CMO Transformational Best Practices

SBI Growth

'The need for transformational change is the reason they brought you into the organization. The CEO realized it was time to reinvent the Marketing organization. Whether it’s a newly hired CMO or the annual planning process, this is the time when transformational change is mapped out. The key to marketing transformation is creating a measurable, customer-centric, market-driven organization.

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`I’m having a bad day.’ `I’m in a bad mood.’ Get over it!

Jeffrey Gitomer

'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.

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Sales Management Tip #28 The Science of Psychometric Tests

Steven Rosen

'Want to hire top performers, than you need use science! Hi I’m Steven Rosen for Sales Management TV. One of the most important parts of a sales manager’s job is hiring. Many managers claim they rely on their gut instincts when making hiring decisions. I think this is an excuse for not developing and following detailed hiring processes. The science of hiring relates to the use of psychometric profiles.

Hiring 277
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Guide to Leveraging Account Intelligence for Enterprise Sales Success

Use the infographic below to help you plan and sell more strategically and efficiently by leveraging sales and account intelligence; gaining a steep advantage over the competition.

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Surf’s Up! Riding the Pipeline to the Shores of Success

The Pipeline

'The Pipeline Guest Post - Susan Payton. This might come across as mind-blowing, but here’s the secret to better sales: It’s not about getting tons of leads into your pipeline. It’s about how you treat them once they’re there. When it comes to your sales pipeline, if you’re focusing on quantity—and not quality—you won’t realize the conversion rate you could if you instead worked on the following three goals: Qualify leads early.

Pipeline 292
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Tips For Successful Account Management

MTD Sales Training

'It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Account 251
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Don’t Tell Me—Show Me

No More Cold Calling

'Today’s skeptical buyers don’t want to hear about the value of your product. They want to see how it can transform their businesses. Small business is the heartbeat of America. And the Chamber of Commerce plays an important role in that success by facilitating connections among members and offering relevant content to help companies grow. That’s why I invited Megan Totka, chief editor of ChamberofCommerce.com , to guest blog this month.