Sat.Jul 20, 2013 - Fri.Jul 26, 2013

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When will Sales catch up with Marketing?

SBI Growth

'The sales field is suffering. Customers are suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014.

Marketing 301
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Hiring Efficient Salespeople for Your Small Business

The Pipeline

'The Pipeline Guest Post – Megan Totka. I think that a lot of us in the business world take sales for granted far more than our predecessors did. These days, it’s easy to assume that a product will sell itself, or that it will be easily marketed via free or cheap avenues like social media. Unfortunately, not all businesses and products will be able to take off this way.

Hiring 293
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How Conferences Can Boost Your Sales

The Sales Heretic

'A lot of salespeople, professionals and business owners view conferences and conventions as a big waste of time. Attending such events takes them away from their day-to-day work, putting them further behind schedule than they already are. Others view conferences as an excuse to get away from work for a few days and party on [.].

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Stop Being A Salesperson & Be A Business Resource

MTD Sales Training

'Many surveys have been carried out asking for business-buyers’ reactions to salespeople who approach their businesses. Many buyers are impressed by the level of knowledge that some salespeople. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Resources 261
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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How to Make the Number with Less People

SBI Growth

'Receiving the email or phone call from your boss is never pleasant. “All hiring is on hold until further notice. We are short of our bottom line number. The CEO wants to approve all hires until the beginning of next year. This means no hiring except in extreme circumstances. You have to make the rest of 2013 with the sales heads you have.” Now you must make the number with less than a full team.

Hiring 262

More Trending

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Showing Up is Standing Out

No More Cold Calling

'Step away from your computer and meet face to face. Showing up counts! You show up on the Web , on the phone, and through video conferencing. But while technology tools can certainly drive business development, nothing beats sitting down with someone and talking face to face (that means in person). The Value of Face-to-Face. One of my clients (let’s call her Karen) invited two clients to lunch with the sole purpose of reconnecting and asking for referral introductions.

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Don’t Sell Products…Sell Results They Can Measure

MTD Sales Training

'I’ve listened to more presentations from salespeople than I care to remember. Many have been superb, most average, some dire. Where I see most successful salespeople getting the orders is when. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Analysis 248
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How BMW Would Have Benefited from Social Selling

SBI Growth

'Sales Operations leaders have seen the power of Social Selling. The top of the funnel is filling with highly qualified prospects. Leads are being nurtured daily by reps through their LinkedIn updates and Twitter Feeds. Sales cycles that begin with an online referral are closing more rapidly. Your message is resonating with buyers earlier in their buying process.

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Interview – Nick Stein, Senior Director of Marketing and Communication at Salesforce.com (#video)

The Pipeline

'By Tibor Shanto – tibor.shanto@sellbetter.ca. Last week I had the opportunity to interview Nick Stein, Senior Director of Marketing and Communication at Salesforce Work.com. Nick shared a number of insights and best practices around driving success through peak sales performance, and creating a proactive sales culture, all in the same environment that reps and front line sales managers use to drive revenues and day to day sales activities.

Video 263
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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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Negotiate Throughout the Sales Process for Better Results

Sales and Marketing Management

'Issue Date: 2013-07-21. Author: Marty Finkle. Teaser: If salespeople wait until it’s time to close the deal to put their negotiating skills to work, they may fall far short of their goals and their chances of building a long-term client relationship will quickly fade away. If salespeople wait until it’s time to close the deal to put their negotiating skills to work, they may fall far short of their goals and their chances of building a long-term client relationship will quickly fade

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5 Reasons to Dump a Customer

The Sales Hunter

'We’ve all had at one time or another a customer we can’t stand. Come on… let’s be blunt and quit kidding ourselves about trying to like everybody. To be even more blunt, some customers just aren’t worth keeping! Are you with me? I have a feeling you’re saying, “Mark, you’re spot-on.” Here are 5 reasons I think it makes sense to dump a customer: 1.

Customer 252
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How Tesla Is Threatening An American Sales Tradition

SBI Growth

'Most Americans don’t like negotiating over a price. However, one icon remains at the epicenter of haggling: the auto dealership. The activity is so painful that CarMax built a successful company skirting this tradition. On Trustworthiness , Americans rank car salespeople almost equal with members of congress. However, dealerships are attractive to automakers for one giant reason: they take manufacturer’s inventory and sales expenses off their books.

Salary 251
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FREE WEBINAR: Getting Prospects to Return Your Calls

The Pipeline

'FREE WEBINAR: Getting Prospects to Return Your Calls. Date: Wednesday, July 24, 2012. Time: 12:00 PM ET. Presenter: Wendy Weiss, President of ColdCallingResults.com. It’s harder than ever to reach prospects. Today’s super busy, stressed-out prospects don’t answer their phones and hide behind voice mail. Your emails all seem to be lost in cyberspace.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Is Your Company Arrogant?

Score More Sales

'It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. He went on to talk about how many companies are doing the same things over and over – not changing on behalf of our ever-changing customers. It caused me to wonder about my customers and the customers of this blog’s readers.

Company 212
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The CEO’s Role in Sales

The Sales Hunter

'CEOs who stand on the side and don’t think they need to be involved in sales other than discussing the business with the VP of Sales in a weekly meeting are failing to understand their role. CEOs must be engaged with sales and understand what is happening in the marketplace. This is part of solid sales leadership, and sadly too many CEOs downplay this aspect.

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5 Ways to Talk about Risk with Customers

SBI Growth

'You’ve heard about building “fences” around accounts. By doing this, you protect them from predators or wandering off to other pastures. Many companies build these “fences” with discounts, product features, service offerings, etc. While these are good approaches to account management, they often don’t protect company interest. This is because they aren’t always aligned to the customer’s wants and needs.

Customer 234
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A couple of quick things worth noting

The Pipeline

'Tomorrow here on The Pipeline, we will have the complete interview with Nick Stein, Senior Director of Marketing and Communication at Salesforce Work.com. Nick shares a number of insights into sales performance management, and things every sales organization can do to maximize sales performance and drive results and success for individuals on your team.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Inside Sales Power Tip 124 – Self Management

Score More Sales

'You know the feeling when you have everything under control. Your on the top of the world. You also know that OTHER feeling, don’t you – when things feel like they are spiraling out of control. What IS control, anyway, and who ever told us we had any? What is real and what is imagined? For a good list of what you CAN control right now, I like this one with 50 things by Lori Deschene.

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Shut Up! You Talk Too Much

The Sales Hunter

'While sitting in a Starbucks, I couldn’t help but overhear a conversation going on next to me between a salesperson and customer. If you too have spent any amount of time in a Starbucks, you have overheard wide ranging discussions. What struck me about this one is the passion the salesperson had. She truly believed in what it was she was selling, but the problem was her passion overtook any sense of intelligence with how to sell.

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How To Waste Another $1M From Your Sales Budget

SBI Growth

'Last year, Hank, the HR leader at DLA, Inc., started a sales improvement effort. He worked with sales leadership to bring in consultants. They did an assessment, made recommendations, and are just about finished with first implementations. Hank is pushing to start the next recommended SFE (Sales Force Effectiveness) initiatives. However, Chief Sales Officer Victor wants to know if the first initiative is successful.

Hiring 231
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Wanna Win? Jump Up the Lead Quantity and Add Nurturing!

Pointclear

'James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it. If you don’t implement a nurture program, you’ll waste marketing dollars by giving salespeople more than they can handle, and irritate prospects because follow-up falls.

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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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Self Education Will Earn You a Fortune | Jeffrey’s Sales Tips

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.

Education 199
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VIDEO SALES TIP: Boost Sales with a Referral Blitz

The Sales Hunter

'A referral blitz can be a great way to jump start your business. When you call up current customers and mention your company is doing a referral blitz, you will be surprised at how many people will give you names of people you could contact. Key is to frame the wording in a specific way that will increase the likelihood that your customers will help you.

Referrals 214
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Is Your Team Ready for 2014?

SBI Growth

'Have you started thinking about 2014? If not, you should be. The best-in-class marketing leaders have already started planning for next year. They follow an annual planning process that starts in July with a Marketing Productivity Benchmark. A productivity benchmark assesses the marketing organization’s capabilities – its strengths and weaknesses. The output of the assessment is a prioritized list of initiatives for the coming year.

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Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

Pointclear

'Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Running A Successful Business Blog: Why It Pays to Post. Anthony Iannarino, founder of the popular blog The Sales Blog , shares his knowledge on how to create and maintain a successful blog that will drive traffic to your site and generate more leads.

Trends 200
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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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FREE EBOOK – INSTANT DOWNLOAD – The Little e-Book of Follow Up

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.

Follow-up 195
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Price Discounts MUST Have an Expiration Date

The Sales Hunter

'I’m not a fan of discounting in the least, as I don’t think it gets you anywhere. But if it is necessary to offer a discount, make sure it has a very tight expiration date. Remember, the expiration date is as much for the customer to speed up their decision as it is for you to not waffle. Second reason to have an expiration date is it allows you to adjust the terms of the offer, including payment terms.

Discount 211
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IBM Watson Now Smarter than When on Jeopardy

Score More Sales

'Stop the presses! I couldn’t believe my eyes when I read Bob Prince Alo’s insightful account of what Watson, IBM’s supercomputer (and media darling) is up to in putting this mega circuitry to good use – especially in the medical field and in business. All the invaluable uses for Watson are believable, but then I saw it – IBM Watson now smarter, too?

Lead Rank 178