No More Cold Calling
MARCH 17, 2016
What makes the most influential sellers so successful on social media? Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly. Done right, social selling is a time-consuming task that requires thought and focused effort. Your marketing department can help by providing relevant content to the sales team.
Sales and Marketing Management
MARCH 18, 2016
Issue Date: 2016-03-18. Author: Campaigner Email Marketing. Teaser: March Madness-inspired insights for more productive email marketing efforts. March Madness-inspired insights for more productive email marketing efforts.
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Understanding the Sales Force
MARCH 14, 2016
There are specific events, points in time, and conditions when it is appropriate to ask for help. Before I explain those, let me go to my favorite source for analogies - baseball - to show how this is true. A quick Google search indicates that I have woven baseball into 435 of my articles - nearly one third of them, so why baseball again?
The Pipeline
MARCH 17, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . In the past I have posted about the attitude sales people have towards prospecting, some see it as a necessary evil and unpleasant part of their job, something they have to “tolerate” early in their career, until they build up a sufficient base to live off. How many times have you heard a rep with tenure say they “have earned the right not prospect”, or the less honest version “put me in front of the right guy and I’ll close them.
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.
DiscoverOrg Sales
MARCH 17, 2016
If you work for an IT staffing firm, put yourself, for just a moment, in the shoes of your target clients. You have staffing needs, and you needed the talent yesterday — before your competitors snapped them up in the high demand market that dominates the tech scene. The job ads you’ve put out there draw in hundreds of unsolicited calls from staffing firms and recruiters, all with the same sales pitch, quotas, and fees.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
MARCH 14, 2016
One of the keys to being successful at sales is the ability to understand who in the buyer’s organisation needs to be convinced you have the best product or service that will enhance their future. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
MARCH 14, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . One thing you have to love about sales is that while some fundamentals are constant, the execution continues to change and evolve. This evolution and change challenges sellers every day, taking them to new highs and lows depending on how they respond. A delicate balance that dares their abilities and preys on their fears.
The Sales Hunter
MARCH 15, 2016
It’s not your boss’s job to motivate you. In fact, it’s not anyone else’s duty to motivate you. The only person who can really motivate you is you. You can listen to someone else, and yes, they may motivate you for a moment, but ultimately it is only because you choose to act upon what they […].
Sales and Marketing Management
MARCH 16, 2016
Issue Date: 2016-03-16. Author: Michelle Seger. Teaser: Deal desks are gaining traction. They are designed to help manage complex deals through the entire deal process, specifically during pricing and contract negotiations, where deals can become bottlenecked. Deal desks are gaining traction. They are designed to help manage complex deals through the entire deal process, specifically during pricing and contract negotiations, where deals can become bottlenecked.
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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.
Understanding the Sales Force
MARCH 17, 2016
March Madness is all the rage with college hoop fans glued to their sports news feeds, video highlights, and brackets. In addition to March madness, folks are paying a lot of attention to the US Presidential Primaries, with an audience that's huge in comparison to past election years. Spring Training began this month and as a baseball fan I've been waiting for spring training all winter long!
Score More Sales
MARCH 14, 2016
What an amazing two days in Atlanta for Rainmaker16. This was the big event for those working in B2B sales development roles – the sales reps and sales leaders making initial contact with buyers – inbound and outbound.
The Sales Hunter
MARCH 14, 2016
The faster you fail, the faster you have an opportunity to learn! No, I’m not a fan of failure for failure’s sake, BUT the truth is that when you try something and fail, you are learning valuable lessons! And the faster you can learn from those lessons, the more successful you will be. So go out […].
Mr. Inside Sales
MARCH 13, 2016
As you know, I often get emails from readers of my ezine , “Secrets of the Top 20%”, asking me how I would handle various selling situations and objections. Someone sent in a request asking me how to deal with the, “We are used to the status quo and don’t want to make waves” objection. This reader also wrote that he had been told by another training company that he needed to, “Make them painfully aware of something they don’t see coming at them (like a freight train) and develop a more compellin
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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
Increase Sales
MARCH 17, 2016
No wonder those in real estate sales have trouble selling. When I read the following statement by a younger (presuming under 30 real estate agent) who believed in not leaving a business card when showing a home, I just shook my head as to his cluelessness about the overall sales process. “ If the owner of the home is concerned someone didn’t show the house then he or she should talk to your listing agent.
Sales Result
MARCH 17, 2016
Are you tired of losing to your competitors? Is there a particular competitor that you find yourself constantly coming up against? Is there a new competitor in your space that's starting to gain traction? While every industry is obviously different and there are many factors at play when it comes to competition, such as pricing structure, client relationships, recognizable brand name, referenceable accounts, etc., there are five common reasons across the board for why certain companies continue
The Sales Hunter
MARCH 18, 2016
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Think […].
A Sales Guy
MARCH 16, 2016
Most of us like to believe we’re thinkers and pretty good ones at that. But, the sad truth is, we aren’t. According to University of Texas Psychology professor and author of Smart Thinking Art Markman, we suck at thinking, and it’s to our demise. We’re not wired to think. Our brains use tremendous amounts of our energy and are always working to minimize its workload.
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.
Increase Sales
MARCH 14, 2016
The sales process is much like a walking path. There are signs informing you of sales objections just ahead. How you handle your behaviors before reaching those potential barriers to your sales success is up to you. Credit www.picjumbo.com. If the first phase of the sales process is marketing, then probably your first warning sign is “You.” Your potential sales lead does not know you enough and therefore does not trust you to warrant even talking to you less along considering you
Sales Training Connection
MARCH 15, 2016
Power of Storytelling in Sales. One of the most common traps in selling is talking too soon and talking much about your product. Now, if you travel back in time there was good reason why many sales reps fall into the “product pitch” trap. They were constantly being taught the “101 tips for doing a perfect feature pitch.” They were just doing what they were taught.
Cincom Smart Selling
MARCH 15, 2016
Sales vision—what image does that present in your mind? Piles of cash? Lots of serious people with iPads and briefcases? Perhaps a group of salespeople frolicking in the surf at some exotic locale hosting their 100% Club celebration? Those may be images of Sales daydreams or fantasies, but they really aren’t vision images in terms of what the Sales organization should see for the future.
A Sales Guy
MARCH 15, 2016
When you swing for the fences, sometimes you strike out. We’re sitting here at DIA with our tail between our legs, dejected. Our grand plan to welcome Virgin America to Denver has been thwarted. You can read about the plan here. (It was a BIG plan, trust me. LOL!). We conceived this plan back in November when Virgin announced they were coming to Denver.
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.
Increase Sales
MARCH 16, 2016
Yesterday on another social media site, a colleague asked why real estate agents do not leave business cards when showing a home. A younger real estate agent asked this question: Why does it matter in real estate sales in leaving a business card? He then stated his reasoning for not leaving a business card. #1 – The listing agent should have electronic documentation on who has set a showing for the day.
Customer Centric Selling
MARCH 16, 2016
Sales Tips: The Key to Establishing a Peer or Subordinate Relationship with Buyers. By John Holland, Chief Content Officer, CustomerCentric Selling®. In relationships, many sellers are perceived as being subordinates to executives. Buyers enjoy many advantages in that they decide if they’ll talk with sellers, can stop buying cycles for any reason, decide whether to spend the money and pick which vendor they’ll do business with.
The ROI Guy
MARCH 15, 2016
According to a study from Gartner, most solution providers are not providing what buyers need when it comes to content and sales engagements. According to the survey of over 350 decision makers: > Almost three quarters (74%) say Providers focus too much on their product features and technology, rather than the benefits. > Nearly half (48%) don’t think Providers do a good job of communicating the business value (outcomes) that their technology and services provide.
A Sales Guy
MARCH 15, 2016
UPDATE!!!! Boy did we mess up!! There was no 7:00 flight today, from Denver to San Fran. We’re not sure how we messed up. We saw the flights and even priced out a first class ticket! Damn!! OK, time to pivot. Stay tuned!!! We’ll let you know what we come up with. OK! Here’s the deal. I dig Richard Branson. I love the guys gumption, innovation, brass, and overall approach to people, failure, creativity, and busting the status quo.
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?
Increase Sales
MARCH 13, 2016
Do you remember as a child writing a thank you note for a Christmas or birthday gift? I certainly do. My mother would write out what to say and then I would copy it onto a note card or a piece of stationary. Of course being a child, my participation wasn’t without some complaining and reluctance. When I became older, I would compose each thank you note individually to express my gratitude for the gift.
SalesLoft
MARCH 16, 2016
Email personalization at scale is one of the toughest tasks in the daily process of a Sales Development Rep. Email automation has been scorching the prospect earth since it’s predictable revenue introduction, but now it’s time for customization and hyper-personalization to take front seat. Thanks to the rise of the Sales Development Cloud , email personalization at scale is a lot easier than it used to be.
Mindtickle
MARCH 14, 2016
We all know that coaching is an important part of a Sales Manager’s role, and as a sales enablement leader, you enable them to do it more effectively. However, traditionally sales coaching more often than not ends up being a one-size-fits-all pep talk focusing on what formula worked for the manager when they were a sales rep. But to help a new sales hire the focus of coaching actually needs to be on their needs.
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