Understanding the Sales Force

JULY 26, 2016

Earlier this week I wrote an article on why so many sales managers are so bad. In today's article, I'll share what makes them so ineffective. The easiest way to explain this is to start with a baseball analogy. Our son, who is now 14, is a very talented baseball player. In addition to me, he has been coached in some capacity by approximately 15 other baseball coaches with varying degrees of effectiveness.

Sales Management 189

Sales Management Coaching Motivation Examples 189

Sales and Marketing Management

JULY 28, 2016

Issue Date: 2016-07-28. Author: AlexAnndra Ontra. Teaser: What's wrong with PowerPoint? In and of itself, nothing. It's how we are using it that's counterproductive. What's wrong with PowerPoint? In and of itself, nothing. It's how we are using it that's counterproductive.

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DiscoverOrg Sales

JULY 29, 2016

Looking to give a your sales a boost? There is a renewed interest in Account-Based Marketing (ABM) and it currently has two definitions: 1) a strategy for marketing to existing clients for the purpose of cross-selling or expanding presence within an account, and. 2) an alternative to “buyer persona marketing,” whereby named accounts are micro-segmented with messaging that is hyper-specific to their needs.

Account Based Marketing 170

Account Based Marketing Account Marketing eBook 170

The Pipeline

JULY 25, 2016

Tibor Shanto – tibor.shanto@sellbetter.ca. Earlier this year I attended an interesting presentation examining barriers to sales people “hitting” quota, personally I like to exceed quota, but I can understand why for many “hitting” it is a great objective. I enjoyed the presentation, very credible, and in expected fashion, it started out with a big bold revelation to engage the audience.

B2B 170

B2B Revelation Quota Remedy 170

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B2B

The Sales Hunter

JULY 26, 2016

The most valuable asset any salesperson has is their time. It’s not what they sell or the customers they sell to; it’s their time. How we use our time is what will make a much bigger impact on our success than nearly anything else. Below are 10 things you must be doing to help save your […].

Customer 169

Customer Selling Skills Sales Leadership Sales 169

Sales and Marketing Management

JULY 28, 2016

Issue Date: 2016-07-29. Author: Dan Siedman. Teaser: Most training focuses on learning objectives as the outcome. In the selling world, your outcome should be behavior change. Learning objectives? Who cares if you have the smartest sales pros on the planet and they don't put what they know into practice? Most training focuses on learning objectives as the outcome.

Training 157

Training Objections Sales 157

SBI Growth

JULY 28, 2016

As a sales leader, driving the execution of your sales team is critical. It requires discipline, and the ability to manage your team in the long term. SBI recently interviewed Scott Tapp, the executive vice president of global sales, marketing.

Strategy 152

Strategy How To Sales Marketing 152

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. I agree. We’ve overcooked the concept of “inbound marketing” if we’ve convinced sales people to rely on their marketing group to “catch leads in a big net” and deliver them to the sales people.

PointClear 150

PointClear Outbound Inbound Study 150

No More Cold Calling

JULY 28, 2016

The greatest challenge for many women leaders isn’t gender discrimination; it’s self-doubt. Women in sales don’t have to think or act like men to become rainmakers; we have the natural-born skills and grit it takes to be top-tier sellers. We know how to build relationships. We are hardwired to be nurturers, connectors, and collaborators. So it’s no wonder that men say the best salespeople they know are women.

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Face-to-face Cold Calling Call-back Retention 142

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.

Sales

Sales and Marketing Management

JULY 24, 2016

Issue Date: 2016-07-25. Author: Lynn Smith, COO, Focused Impressions. Teaser: Gamification has taken the business world by storm. It's the concept of injecting competitive elements of games into non-game environments to increase user engagement and drive results. It does so by relying on two dynamics - measurement and competition - to improve performance.

Channels 168

Channels Pipeline Competition 168

SBI Growth

JULY 26, 2016

Market research is mission critical to winning in the market place, and against your competition. It should influence your overall sales strategy, and govern how you allocate your resources.

Research 131

Research Government Marketing How To 131

The Sales Hunter

JULY 29, 2016

Ask yourself, “Are the decisions I make tactical or strategic?” I see far too many leaders spending all of their time making tactical decisions. By this I mean decisions that impact such things as today’s business, this quarter’s volume, a person’s work schedule, etc. All of these types of decisions do need to be made, but are they […].

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Sales Sales Leadership 124

MTD Sales Training

JULY 28, 2016

I love the expression “Questions are the answer”. It reminds us all that the quality of the answers we get in life are determined by the quality of the questions we ask. Much of what we experience in life goes over our heads, created by things that are out of our control. What we focus on will get us our results. And that focus is very often derived by the questions we ask.

Objections 120

Objections Course Training Sales 120

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SalesForce

DiscoverOrg Sales

JULY 25, 2016

Sales is tough and ongoing sales development is a never ending process. In order for a company to succeed, it needs to have a well-developed, well-trained team — one that is able to authentically connect with customers and set more meetings, schedule more demos, and close with confidence. In even the fastest growing organizations, there is always room for improvement.

Coaching 120

Coaching Sales Coaching Hiring Forecasting 120

SBI Growth

JULY 27, 2016

SBI recently spoke with Todd Skiles, the senior vice president of sales at Ryder. Ryder is a Fortune 500 company in the commercial fleet management and supply chain solutions business with approximately $6.5 billion in annual revenue. Todd leads the.

Revenue 120

Revenue Leads Marketing Qualified Lead Sales 120

The Sales Hunter

JULY 25, 2016

What’s your 20-year goal? Every successful person I know has a 20-year goal AND a plan to get there. Grab a vision for your life and think further down the road than this year or the next year. Your sales motivation depends on it! Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark […].

Motivation 118

Motivation Video Sales Selling Skills 118

MTD Sales Training

JULY 26, 2016

You’ve probably been on courses where you’ve discussed the different types of questions that are available to you. You’ll have heard of open questions and closed questions. You’ll be familiar with probing questions and possibly leading questions, too. But the truth is that this can bog you down into thinking you’ve got to vary your questioning type and it can lead to confusion and a lack of flow in the conversation.

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

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

Competition

Pointclear

JULY 26, 2016

Most companies admit to generating only a 10-25% follow-up of their sales inquiries. With so little follow-up, they’re reaching, on average, only 25% of available buyers. This means that 75% of the marketing dollars spent on lead generation are wasted. Why it’s Important. “If your company is average, you are only following up 10-25% of the leads you give your salespeople which means you are wasting 75% of your lead generation budget!”.

Marketing 109

Marketing Lead Generation Top of Funnel Funnel 109

SBI Growth

JULY 24, 2016

Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads.

Company 120

Company 120

Increase Sales

JULY 26, 2016

In reading some research by VitalSmarts, the impact of conflict avoidance suggested employees (and sales teams are made up of employees) waste an average of $1,500 and an eight hour workday for every crucial conversation they avoid. Can you hear the cash register just ringing away? Credit www.gratisography.com. This research further reveals 95% of the employees avoid directly speaking up to their colleagues about their concerns.

Conversion 84

Conversion Facebook Research Sales Management 84

Sales Training Connection

JULY 27, 2016

New sales managers. Congratulations! You’ve done it! You have crossed over! You are now a sales manager. So, what do you do now? Even after some initial guidance from colleagues, most new sales managers find themselves struggling to figure out how to balance the requirements of the position. The mountains of paperwork about HR concerns and other administrative requirements take most new sales managers back a step or two.

Sales Management 81

Sales Management Top of Funnel Funnel Face-to-face 81

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Sales

A Sales Guy

JULY 28, 2016

In this video, I talk about the place your prospect or customer need to get mentally before you can make a sale. We don’t talk about this much, but it’s hard to sell if you can’t get your customer to do this. Selling is a relationship, and key to a relationship is working together. Learn how to get your prospect to this place and you’ll see your sales processes turn around.

Prospecting 75

Prospecting Video Sales Process Sales 75

SBI Growth

JULY 25, 2016

Positioning 163

Positioning Revenue Strategy Marketing 163

Increase Sales

JULY 23, 2016

With caller ID, many SMB people are reluctant to answer their phones. For me, if I want sustainable sales success, I answer all calls. What I have noticed is many who engage in cold calling have failed this important aspect – etiquette. Cold calling interrupts the sales leads from doing what they are doing. For me in many instances, it is working on the back end of executive coaching clients’ engagements, doing administrative work or engaging in content article marketing such as thi

Cold Calling 80

Cold Calling Sales Qualified Lead Call-back Coaching 80

Anthony Cole Training

JULY 25, 2016

Prospecting 122

Prospecting Sales 122

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.

Retail

A Sales Guy

JULY 28, 2016

Author of grit, Ted speaker, and University of Pennsylvania Professor Angela Duckworth is going will be live on The Word today, via blab. If you want to understand the psychology to success and what truly separates the successful from the unsuccessful, you don’t want to miss this. Register here: . We’ll be talking live questions, it’s your chance to meet Angela and learn how you can get to the next level.

Meeting 62

Meeting 62

SBI Growth

JULY 24, 2016

Sales Enablement 152

Sales Enablement Sales Strategy 152

Increase Sales

JULY 27, 2016

One of the results of this blog and my LinkedIn Pulse postings is the request to do podcasts from other sales experts to entrepreneurs. These interactions usually are around specific sales questions that the listeners may find of interest. Credit www.gratisography.com. Having over four decades of sales experience, asking asking questions that no one else has asked is something I do fairly consistently.

Coaching 77

Coaching Facebook Sales Coaching LinkedIn 77