SBI Growth
JULY 12, 2013
'As a CMO you''re constantly being criticized for not measuring the return on marketing spend. The back and forth is: “I need more marketing dollars”. The response “What are we getting for what I’m spending now?” The CEO may even be considering moving marketing under sales. At least the Sales team is carrying a number. Forbes highlights the confusion among executives over what the CMO priorities should be.
Score More Sales
JULY 11, 2013
'Looking back, I remember thinking that Ron had some sort of memory problem. He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. Between us, we sold more than $30M a year of items selling for $20 or $100 or $5000 each. Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract.
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The Pipeline
JULY 12, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Everyone is familiar with ROI – Return On Investment, sales people love to talk about, buyers (and their CFO’s), love to hear about it, and even more, love to achieve and validate a return on their investment. But much like solution selling, after the shine wore off a bit, buyers became more hip to ROI discussions, sellers abused the concept, stating high often unattainable numbers that represented the highest ROI achieved by one or a few buyers ra
Jeffrey Gitomer
JULY 8, 2013
'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.
Advertiser: ZoomInfo
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.
SBI Growth
JULY 8, 2013
'Social selling is a technique being adopted by many B2B sales organizations. This technique is an emerging best practice that helps Reps make their number. Social selling addresses the increasing community of buyers that leverage social media. However, company policies against social media are hampering many a sales team. In this post, I outline the 4 main components of social selling.
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The Pipeline
JULY 10, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. We often hear the expression: “Follow the Money”. Well in sales that pursuit always leads to the buyer and their reality not ours. To get the most out of sales, you need to immerse yourself in the buyers world, not work on making the opposite happen. Here is what I mean: What’s in Your Pipeline? Tibor Shanto.
Steven Rosen
JULY 8, 2013
'By: Steven Rosen. My colleague Nancy Bleeke has just launched a book that we all need – whether we are new to sales or not, whether we sell to business buyers or consumers. In Conversations That Sell , Nancy shares specific tips, techniques, and tools that you can immediately put to use to ensure your conversations drive sales, strengthen the relationship, and help you meet your quotas.
SBI Growth
JULY 11, 2013
'Face-to-face sales interactions are typically viewed as the most valuable activity by Sales Leaders. 5 years ago they were right. Nothing was more important than executing in the trenches. But during those times, the trenches were out in the field. In this post we will explore how the trenches have changed. Today, getting in the door is more difficult than executing face-to-face sales calls.
Understanding the Sales Force
JULY 8, 2013
'Understanding the Sales Force by Dave Kurlan I have been teaching and writing for years that buyer-focused selling, a consultative approach to sales, is the best approach for differentiating, adding and being the value, maintaining and increasing margins and winning a larger percentage of opportunities. These days, I am just one of many who are spreading this message and even if we get through to only one leader at a time, we will eventually get most companies selling in a way that brings consi
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MTD Sales Training
JULY 9, 2013
'One of the hardest situations for a salesperson to deal with is when a prospect is using an existing supplier and is satisfied with the arrangement. Often, clients get used to a supplier and fall. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
JULY 11, 2013
'Business professor Michael LeBoeuf famously stated, “A satisfied customer is the best business strategy of all.” This may sound simple, but any working professional knows that satisfying customers takes more than a great product; it takes a great relationship, which is admittedly a much more complicated task.
SBI Growth
JULY 10, 2013
'Most Sales Vice Presidents are practical people. Experience has taught them to view new, hot strategies with skepticism. Sales VPs need a way to separate real management developments from hype. Maybe you’ve seen the term “Gamification” recently. This article provides an overview of Sales Gamification. Read it to learn if Gamification can help you make the number.
The Pipeline
JULY 8, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. If sales were presented as a play, the typical flow would seem to be: segment, identify, qualify, engage, discovery, gain commitment, negotiate and close. Somewhere towards the latter part of “gain commitment” and “negotiate”, the issue of price becomes central to the plot, in fact with some sellers “negotiate” is really just a code word for “price haggling” This would explain why so many sales these days are won or lost on price, espe
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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
MTD Sales Training
JULY 10, 2013
'How many times have you been in discussions with a prospect and got on well, only to find that they don’t have the authority to make a decision? It happened to me a number of times when I was. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
JULY 7, 2013
'Issue Date: 2013-07-08. Author: Rick Reynolds. Teaser: They are questions that keep sales managers up at night: “ Why didn’t we win? What do we need to do differently? ” A win or loss usually boils down to one factor – sales team actions. Rick Reynolds of AskForensics says with a few tweaks, companies can come out on the winning side.
SBI Growth
JULY 6, 2013
'There is no doubt that social media is here to stay. Love it or hate it, it’s a big factor in business and sales. Unfortunately, it can also prove to be a challenge. With the hundreds – sometimes thousands – of updates and contacts, it’s easy to get lost. Not just for you, but for those you’re trying to reach as well. It’s increasingly difficult to break through the noise with folks in your network.
Pointclear
JULY 9, 2013
'Joining me today is Lori Richardson, Founder and CEO of Score More Sales. Lori is a thought leader on the sales growth front and works with technology brands worldwide. She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.
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.
MTD Sales Training
JULY 11, 2013
'There comes a time in every salesperson’s discussion with a prospect when they need to change tack and get to the decision-making bit. You know…grabbing the prospect by the throat and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
JULY 10, 2013
'Understanding the Sales Force by Dave Kurlan More and more connections, meetings and potential new business are being scheduled as a result of the use of social media. Said another way, salespeople are getting better at using LinkedIn and email while companies are generating more interest from their Websites, Blogs and Newsletters. But be warned, the appeal of 10 times more leads and the simplicity of connecting with someone you want to do business with has its drawbacks too.
SBI Growth
JULY 7, 2013
'Two years have passed since the SEC published its Customer Purchase Decision Timeline study. In 2011, 57% of the Buyer’s Journey was completed before first contact with a sales rep. Today, that number has increased to 65%. And the trend continues. In this ever-changing environment, how does a marketing leader keep pace with the Informed Buyer? A byproduct of today’s buyer experience is information overload.
Jeffrey Gitomer
JULY 10, 2013
'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.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Score More Sales
JULY 8, 2013
'Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. Those who follow the blog may have seen mention that I have worked with and for 21 sales managers during my corporate selling career – at a number of technology, distribution, and financial services companies as an inside sales rep or outside rep.
The Sales Hunter
JULY 8, 2013
'We have all been told many times about the importance of not avoiding making the difficult phone call. Same goes for when someone calls. It might be tempting to dodge a tough call, but we simply can’t if we’re going to be a truly top-performing salesperson. I’m going to throw a wrench into this belief and do it all for the sake of creating sales motivation and getting the week off to a great start.
Understanding the Sales Force
JULY 11, 2013
'Understanding the Sales Force by Dave Kurlan I have written many articles on the importance of and how to use a consultative approach to differentiate you and your company from your competitors and their companies so that the decision is not based on price. However, many of the calls for help are just that - opportunities that are about price and only price.
Sales and Marketing Management
JULY 11, 2013
'Issue Date: 2013-07-10. Author: Rick Reynolds. Teaser: In the second part of a two-part article, we look at three additional steps to stop losing to the competition. In the second part of a two-part article, we look at three additional steps to stop losing to the competition.
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?
Score More Sales
JULY 12, 2013
'After today, there are 13 business days in the month of July. For some of you this is fine because you are on track with your sales goals. Others will have a lump in your throat, or just a queasiness because you need to find ways to close business soon. Before 13 business days pass. Am I right? Here are some ideas to help you. As with all advice, some will work in your particular situation and some won’t – so pick and choose what might work.
The Sales Hunter
JULY 9, 2013
'Too many times we overthink what would be a really good question to ask when oftentimes the best questions to ask are the simplest ones. Think about these questions, Why? How Come? Can you explain more? Each one is simple and yet designed to do one thing get the customer to share more information.mplist ones. Salespeople think for some stupid reason they have to show off their brilliance by asking complicated questions.
Jeffrey Gitomer
JULY 11, 2013
'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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