Bernadette McClelland
AUGUST 7, 2012
'Is it time to think in opposites? Counterintuitive Selling. I have the privilege of working closely with a pretty cool guy by the name of Nils Vesk who is all about thinking differently. He’s into innovation and has written a great book “Ideas with Legs” which is well worth reading. One of his key messages is to ‘Be Counterintuitive’ So how can a sales person be innovative by being counterintuitive?
SBI Growth
AUGUST 6, 2012
Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Have you conducted growth opportunity analyses in your market? Are you confident the sales team’s people, money and time are accurately allocated for the upcoming year?
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MTD Sales Training
AUGUST 7, 2012
You finally get through to the decision maker (DM) and before you can even explain the reason for your call , you hear, “I’m not interested!”. What you need to realise is that this impulsive, nearly subconscious response is NOT actually an objection. The prospect has nothing to object to at this point. However, most sales people launch into a plethora of “rebuttals” in attempt to overcome this non-objection, resulting in nothing but a virtual fight.
The Pipeline
AUGUST 8, 2012
Success in sales comes down to ensuring you allocate enough time to the right activity, high-value activity, and how well you execute those activities. So any time you can find a tool that helps you reduce the time it takes you to do a high-value activity, and lets you do it in a better way with better results, you know you have a competitive advantage.
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.
No More Cold Calling
AUGUST 9, 2012
Not every industry lends itself to social networking. Find out where you can get the most bang for your social-selling buck. There are way too many people and “so-called experts” offering tips about social media. Then I met Kurt Shaver: He’s different. He has carried a bag, been a sales executive, and actually provides tips we can use. I never considered the active LinkedIn industries that mapped to my Ideal Client.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
AUGUST 9, 2012
Invariably you will run into prospects who trust no one and are afraid of everything and everyone. They are paranoid and suspect of everything and sometimes even sold proof to the contrary does not sway their beliefs. Often there is good reason for prospective buyers to share such a sentiment. Once a trusting, opening minded buyer gets caught in a bad situation and gets hurt and loses money or more, it only makes sense that they be a bit more careful.
The Pipeline
AUGUST 6, 2012
Before we get into the third installment of this series, I wanted to take a minute to ask you, based on your experience either as cold caller or someone who receives their share of cold calls, what are some specific things you believe should be avoided in cold calls. Happy to share so we can all make the art better. So we’ve looked at not being diminutive in stature by the over and wrong use of the word “Just” I have also given you permission to be bold and articulate your o
Sales and Marketing Management
AUGUST 4, 2012
Issue Date: 2012-08-05. Author: Ofer M. Yourvexel. Teaser: Affordable and comprehensive sales solutions accessed through easily portable tablet computers can help reps for wholesalers make the leap from being far behind to very current – and they can do it almost overnight with a mobile sales force automation (MSFA) plan. Affordable and comprehensive sales solutions accessed through easily portable tablet computers can help reps for wholesalers make the leap from being far behind to very c
SBI Growth
AUGUST 8, 2012
Marketing, do you have a sales quota tied to Lead Generation ? If not, you will soon. Do you wait for it to come or will you lead on this issue? Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers.
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MTD Sales Training
AUGUST 8, 2012
The, “I am happy and satisfied with my current supplier…” objection , has and still plagues sales people. While I have written volumes on this subject, I thought it best if I take a minute and give you something else to think about on the subject. Here is another way you need to THINK about how to handle this objection, which actually is not an objection in the first place.
The Pipeline
AUGUST 10, 2012
As sales professional you work hard to get a sale to a point of proposal, and every day buyers will have you do things that could introduce unnecessary risk to the sale. Some can be managed, but some are harder, because you feel pressure, real or not, to take actions that you should not take. Specifically when buyers ask you to ‘send’ them your pricing/proposal/quotes to potential buyers. .
Score More Sales
AUGUST 10, 2012
This is the time when those who appreciate the top athleticism in the world are in their element – during the Summer Olympics. There are so many inspiring stories – and what seem to be Herculean efforts to win a medal for one’s country. You can’t look at any of the categories of sport without finding lessons in inspiration, determination, focus, and massive efforts.
SBI Growth
AUGUST 10, 2012
This post is written for CEOs whose fate rests on the successful release of a new product in the next 12 months. Here is a question for you: What happens if the new product doesn’t sell? If you’re a CEO who has bet the company on launching a new product, you can’t afford a failed launch. When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers.
Advertiser: ZoomInfo
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
Sales and Marketing Management
AUGUST 8, 2012
Issue Date: 2012-07-01. Author: SMM. Teaser: Sales trainer Dave Kahle (davekahle.com) says too many sales professionals — and that includes managers — still buy into the notion that a salesperson’s job is to wring as much money out of each transaction as possible using whatever means are necessary. He argues that building a reputation for taking the high road can be a great competitive tool.
The Sales Hunter
AUGUST 6, 2012
If in doubt, make the call. It’s time to put to rest the belief that unless you know exactly what it is you want to say to a sales prospect, you should not call them. The problem I have with this is that far too many people use it as an excuse to get them out of making sales prospecting calls. For many salespeople, the task they never get over is the task of making the call.
Score More Sales
AUGUST 6, 2012
Nearly 80% of companies polled in a new Big Data study find CRM ineffective at helping find external company information. Sales reps are searching as many as 15 different data sources for information on customers and prospects. Reps are on information overload. 82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact.
SBI Growth
AUGUST 7, 2012
We’re more than halfway through the year and your anxiety level is cranking up. Not sure if you’ll make your quota or what your W-2 will show in January next year? Five months left in the year and it’s time to grab the bull by the horns. Predict your income. Gain control. Increase your value to the company. Get promoted. Earn more.
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Anthony Cole Training
AUGUST 6, 2012
I've decided to hit you all with a very focused month of blog posts. The topic will be on recruiting and upgrading your current sales team. In our Sales Management Environment Program we focus on 5 primary components: Setting Standards and Accountability, Coching for Success, Motivation that Works, Growing by the Numbers and Upgrading Your Sales Staff.
The Sales Hunter
AUGUST 9, 2012
Do we have to negotiate to be successful in sales? Think about this question for a bit before answering. This may take some people by surprise, but I love to say that it is possible to be extremely successful in sales without negotiating. The reason is simple – If you’re successful in selling, then you don’t have to negotiate. Selling is all about getting the customer to share with you their needs and the benefits they want satisfied.
Score More Sales
AUGUST 8, 2012
Have you ever gone to purchase a piece of apparel – new slacks (guys) or perhaps a new jacket (ladies) and found that you already had something very similar tucked away in your closet? Once I organize my wardrobe or clean out a closet I tend to find similar items to what I purchased. I usually think, “I need a wardrobe consultant.” The same is true with your highly valued sales contacts and other business contacts sitting in all sorts of containers – let’s list a fe
Increase Sales
AUGUST 6, 2012
Do you ever get those cold calls left on your voice mail where hear “You were recommended by (fill in the blank)?” Of course, your brain thinks “Great a potential strategic partner or better yet a potential client!” as a sales referral is the best way to increase sales. So you pick up the phone, return the call promptly and as the fates have it leave a voice mail message in your most engaging and emotionally intelligence voice.
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.
Sales and Marketing Management
AUGUST 9, 2012
Issue Date: 2012-07-01. Author: SMM Editors. Teaser: Consumer electronics continue to be a top incentive category. Here are some new ways to charge up your troops. Consumer electronics continue to be a top incentive category. Here are some new ways to charge up your troops.
The Sales Hunter
AUGUST 4, 2012
Yes, salespeople tend to be very optimistic, and yes, salespeople also can tend to be dreamers — but are the dreams overpowering the selling? Are you guilty of spending too much time dreaming about what will happen versus actually going out and making it happen? Go ahead and dream. I feel it is one of the most important parts of the selling process.
Increase Sales
AUGUST 8, 2012
As someone who is involved in many media opportunities, one of my favorite scenes in The Muppets Take Manhattan (1984) is when the amnesiac Kermit accidentally wanders into Mad Avenue Advertising, a frog-centric firm that has been trying to come up with a glam campaign and a catchy slogan to sell a product called Ocean Breeze Soap. Credit www.sxc.hu.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Fill the Funnel
AUGUST 6, 2012
If you’re in sales, ask yourself these questions: Does your customer want you to be an expert or a resource? Are you expecting them to look at you as the expert? Are you working overtime in LinkedIn Groups, answering dozens of questions via LinkedIn Answers, or responding to questions on Focus.com or Quora ? How is that working for you? Looking through LinkedIn Profiles quite a bit, one thing that jumps out for me is how frequently people claim the word “EXPERT” when describing
The Sales Hunter
AUGUST 7, 2012
Too many negotiations wind up being one-sided, because the salesperson offers up something to the other party, thinking if they’re nice then the other person will be nice and offer something in return. Sorry, this isn’t the case in the vast majority of negotiations. Key is to make sure whatever you offer up is matched with something of equal or greater value to you from the other party.
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