Sales 2.0
AUGUST 21, 2014
'This is a post by Anthony Iannarino. It originally appeared in Anthony’s newsletter. I liked it so much I asked Anthony if I could reproduce it here. Once you’ve read this you should head on over to Anthony’s newsletter page and sign up so you too get his emails. They come on Sunday mornings and along with 2 cups of coffee are the main reason I get anything done by Noon (as you will see below Anthony has some tips for me on that!).
SBI Growth
AUGUST 18, 2014
'Is there another position in the company dealing with a higher degree of change? The CMO is clearly the toughest job in the company right now. The pace of change in the marketing world is increasing CMO turnover. As soon as you catch up, you’re behind again, something changed in the market.
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The Pipeline
AUGUST 21, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I am luck in the fact that I work with sales professionals, at all levels of their organisations, and as a result learn almost daily. I also see many similarities in B2B sellers regardless of the industry that they serve. One interesting characteristic many share is confusing ability with will. I find there are two common reasons for this, one is the fear of change, of the unknown, and the discomfort of breakthroughs.
No More Cold Calling
AUGUST 19, 2014
'People only refer people they know and trust. If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. I never give my card to that guy, because he’s all about himself. He probably just wants to win the contest at his company for bringing back the most cards.
Advertiser: ZoomInfo
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Sales 2.0
AUGUST 17, 2014
'“Do you guys not have clients?” That was the point where he lost me. Actually more like the point where some rude sentences scrolled across my mind. “Uh yes, dude, we have clients!” I’m the marketing director here. “What do you think I do all day? Sit around and play with my Scrabble set?” (OK, some other words we’re in my mind but this a ‘”family blog.”).
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
AUGUST 18, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Being different seems to be really important to some people in sales. From their buyers, to product, to the way the sell, people want to cling to being different. It is like “Difference” is some sort of badge of honour, a reason to pay a premium, or worse, a rationale for results. You often hear people talk about how the complexity of their sale makes it different.
Sales and Marketing Management
AUGUST 18, 2014
'“If a salesperson tells me something won’t work with customers, there’s a 95% chance that they’re right. If a salesperson tells me something will work with customers, there’s a 50% chance that they’re right.” It is not unusual for independent research to uncover that many, if not all, “differentiators” salespeople have been stressing don’t resonate with prospects.
The Sales Heretic
AUGUST 20, 2014
'Everyone knows that buyers want the best products and the best service at the best prices. But that’s not all they want. And in fact, those aren’t even the most important things they want. What are the most important things buyers want? Listen to my appearance on Breakthrough Radio with Michele Price. In this nine-minute [.].
SBI Growth
AUGUST 19, 2014
'Your team just landed that big deal. The one that has been out there for weeks. You feel great. Your rep is figuring out how to spend their commission. Your sales manager has that swagger. All is good; you made the quarter. Guess what? Today is a new day, with a new number. How do you replicate last quarter’s success going forward?
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The Sales Hunter
AUGUST 16, 2014
'Are you using social media the right way in your sales process? Unfortunately, many salespeople are not! I meet too many salespeople who spend too much time trying to communicate with prospects and customers through social media – when they really need to be reaching out to those people on the phone or in person. Be […].
Pointclear
AUGUST 21, 2014
'I enjoy reading and reviewing books. Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself. Initially I did not care much for the title, much less the sub-heading, as I suspect the number of people motivated by “screwing their clients” is hardly anything to write home about.
Understanding the Sales Force
AUGUST 20, 2014
'Understanding the Sales Force by Dave Kurlan One of the most frequent questions we get from clients has to do with the second most important finding on Objective Management Group''s (OMG) sales and sales management evaluations. "This is one of my top salespeople - how can she possibly lack Desire for sales success?". It''s a great question and I hope to explain it fully here.
SBI Growth
AUGUST 19, 2014
'Hubspot’s INBOUND 2014 Conference is one of the better conferences of the year. You should attend and can register here. Recently, I had a chance to ask Brian Halligan , Hubspot’s CEO, these 4 difficult questions: When you miss a revenue goal, how do you diagnose root cause? What causes you (CEO) to lose confidence in your sales leader?
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The Sales Hunter
AUGUST 22, 2014
' Below is my list of the top 10 sales movies of all time! Yes, it was hard narrowing the list to 10 and you’ll see I have 5 “honorable mentions.” Holding the #1 position without a doubt is “Tommy Boy.” From the first time I saw it, this movie resonated with me as an […].
Pointclear
AUGUST 19, 2014
'Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect̶
MTD Sales Training
AUGUST 21, 2014
'I remember years ago being on a training course where we were learning coaching skills. The facilitator was coaching someone to use a golf putter when they had never played golf in their life. It was. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
AUGUST 17, 2014
'Research and Analysis. Are there any words less appealing for most sales leaders? They represent the opposite of action. They’re the farthest things from performance. They conjure up memories of high school chemistry and law school libraries. “Researchers” work in sterile labs, right? “Analysis” is done by quants with bifocals.
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.
Understanding the Sales Force
AUGUST 21, 2014
'Understanding the Sales Force by Dave Kurlan. The CEO said, "We really like what you do, your sales force evaluation is exactly what we need, the information, data, science and intelligence you provide is perfect for us, this is the right time to move forward, and we''re ready to go.". Waiting for the other shoe to drop, I said, "But.". And he said, "But we don''t want to evaluate everyone right now, we want to start with our sales management team.".
The Sales Hunter
AUGUST 21, 2014
'The sales call was not perfect. You’re about to close the sale and you get hit with the issue your price is too high. No need to panic. Here’s the deal — the cost of what you’re selling is not what you think it is. Your price is driven by the length of time […].
Score More Sales
AUGUST 21, 2014
'Many mid-sized, mid-market companies have not invested in current technology to make their website effective for those buyers on the go. It is a missed opportunity and it is causing you to leave money on the table. This conversation is directed at B2B companies who are not selling services online. Mobile commerce is an even bigger conversation. For now, let’s just talk about those of you selling simple or complex products and services typically by phone, email and in person.
SBI Growth
AUGUST 22, 2014
'I recently spoke with a CMO who had just transitioned to a start-up company. His marketing team was now one tenth the size he was used to. The challenge remained the same though. How can he measure and track contribution to revenue? With limited budgets in smaller companies, it’s imperative to prove marketing’s ROI. As CMO he understands this.
Advertiser: ZoomInfo
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Sales 2.0
AUGUST 19, 2014
'Great post for sales managers from two great people. Congrats to Kevin Gaither for pulling this off! And great thanks to Matt for bringing this information to light. I’ve come to learn that having a pipeline of candidates and making good sales hires is a critical part of a sales managers job. I’ve certainly screwed this up several times in my career.
The Sales Hunter
AUGUST 19, 2014
'Successful salespeople are disciplined. Leaders are disciplined. Successful business people are disciplined. Regardless of your position, to be successful you have to be disciplined. Disciplined people know there are always things to work on. This is why I say, “Today’s expectations are tomorrow’s norms.” If you’re reading this and you’re a sales manager, I want you […].
Score More Sales
AUGUST 18, 2014
'It is human nature for sales professionals to say more than they need to when talking with clients and potential buyers. Consider instead, working to say more with less in your messaging. We worked so hard to craft this messaging it is clear that most sellers keep talking and saying much more than they need to. Today, make more opportunities for yourself to close business through finding ways to change things up.
SBI Growth
AUGUST 20, 2014
'Sales reps want to be productive. Productivity results in quota attainment and job satisfaction. If they’re unproductive, they’ll likely become frustrated and leave. To be productive, they need potential. One root cause of rep turnover is an unproductive account/territory assignment. Often, territory assignments are outdated and have not kept pace with market changes.
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?
MTD Sales Training
AUGUST 19, 2014
'The European Athletic Championships have just finished and it was great to see these athletes competing at the highest level. I’m amazed how some of these runners can perform the way they do and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
AUGUST 17, 2014
'Often it is easy to notice when your customers or prospects are on vacation, either because of their outgoing voicemail message or their auto-reply email indicating they are away from the office. Pay close attention to these and then use the information when you connect with them a few days after their vacation. Check out […].
Understanding the Sales Force
AUGUST 18, 2014
'Understanding the Sales Force by Dave Kurlan. As I approached the window of my local Dunkin'' Donuts, the woman said, "How are you today?" I paid her and then replied, "I''m fine, and you?" My response had an extreme delay. Then she asked if I needed a tray, to which I replied, "No.Sorry, yes." I was faster this time - with a trick question like whether or not I needed a tray, I had to be quick on my feet!
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