SBI Growth
APRIL 6, 2013
'Since January 1 st , your top 3 sales reps have all left the company. The one that actually completed his Exit Interview put it bluntly: “My quota has been unrealistic for 5 quarters. I’ve brought in new business in new verticals. I’ve filled my pipeline with qualified leads. Still, there’s no chance of hitting my kicker this quarter. Simply put, my LinkedIn Network is more valuable to the competition.”.
The Sales Heretic
APRIL 9, 2013
'The term “Relationship Selling” has become a cliché. Sales speakers and trainers throw the term around as if it’s a panacea for poor sales performance. There’s a problem with the cliché of relationship selling, though—prospects don’t actually want a relationship. That’s not what they’re there for. A relationship might develop, but that’s not their goal. [.].
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Bernadette McClelland
APRIL 10, 2013
'Flip the coin! Heads or Hearts? I had the pleasure of being interviewed this morning by Nick Psaila as part of his ‘Ordinary People doing Extraordinary Things’ series. Apart from being the founder of Upology, he is also the founder of the biggest wellness industry webinar ever to be assembled – Wellness Business Owners World Summit.
No More Cold Calling
APRIL 11, 2013
'Social selling is no longer optional for salespeople. The good news is it’s all about doing research and building relationships—and you already know how to do that. My colleague, Nancy Nardin, knows about every sales tool there is. However, as she once told me, “Unless a tool increases productivity, it’s a waste of time.” Great advice! Nancy understands that social-selling tools can’t replace personal conversations.
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SBI Growth
APRIL 8, 2013
'We engage with a lot of marketing leaders. Some have come from other companies and taken over the role. Others are in the seat for the first time. Either case, Year 1 is tough. It’s make or break. The question we hear most often is “Can I make it with the current team?” My colleague John Staples wrote a great blog on hiring the best talent. In this post I want to focus on the marketing department’s org chart.
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MTD Sales Training
APRIL 11, 2013
'When it comes to negotiating, many salespeople worry about their ability to get the best price for their products while still offering the prospect the terms and conditions that they would see as a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
APRIL 6, 2013
'When you think about the word “partner” in your channel sales strategy, you may not necessarily conjure up images of close-knit teams like Bonnie and Clyde, Butch Cassidy and the Sundance Kid, or any of the Ocean’s Eleven gang. Businesses recognize that partnerships are important, but there are a few key reasons they often get neglected.
SBI Growth
APRIL 12, 2013
'The purpose of this blog is to better understand the CEO’s perspecti ve on sales. As the head of sales you are dependent on the CEO for many things. The direction of the organization, your quota, and the sales budget. The CEO is constantly evaluating your performance. In this blog you will be evaluating the CEO. You have recently been promoted or hired into the SVP job.
The Pipeline
APRIL 10, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. In Part I of this series, I looked at the importance of asking powerful impactful questions if you are looking to have something powerful to listen to, and impactful engagements. The other attribute of good listening mentioned in the piece was patience. Seems straight forward, but we have all jumped in to soon, unintentionally interrupting the buyer in mid-sentence or mid-thought.
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MTD Sales Training
APRIL 12, 2013
'As a sales person, simply knowing the product or service that you are selling inside out is not enough to ensure that you will close every deal. In order to sell successfully you must understand what. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Steven Rosen
APRIL 11, 2013
'I wanted to share a post by Kendra Lee, President of the KLA Group who just wrote a very interesting sales book titled The Sales Magnet: How to Get More Customers Without Cold Calling. For many sellers, independence is more than a virtue – it’s a way of business. But I’m here to say that working alone won’t make you a sales superstar. I know.
SBI Growth
APRIL 11, 2013
'The SVP of Sales sees one thing over and over again. When performance conditions and systems are broken, the great reps still figure it out. They find a way to win. 41% of organizations missed the Q1 revenue number. Yet great people in the field are succeeding right now. Meanwhile, other reps claim your company’s performance conditions are holding them back.
Jeffrey Gitomer
APRIL 11, 2013
'Tweet The leader of a symphony orchestra knows how to play every instrument. He also knows how those instruments blend together to create a symphonic sound. The leader of a choir knows every note that everybody has to sing, and knows how the voices and notes blend together to make harmony. They’re actually called “conductors” – but you know what I mean.
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MTD Sales Training
APRIL 10, 2013
'Salespeople often ask which is the most important skill they need to be successful in modern-day sales. Personally, I don’t believe there is just one skill that will put someone head and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
APRIL 8, 2013
'Salespeople who always seem to be tired and simply can’t get things done tend to be the salespeople who have a level of sales motivation that is anything but rock star positive. Each year I meet thousands of salespeople in a wide variety of situations from sales meetings to sales calls. One thing stands out every time is the salesperson who is highly motivated is the one with the highest level of energy.
SBI Growth
APRIL 9, 2013
'First quarter is past. Sales Leaders may want to look for some help outside of Sales. HR may be the right place to approach for better Q2 results. This post discusses what Sales might want in an HR Business Partner. It discusses the skills and knowledge needed and the preferred activities. The downloadable tool includes a profile of a highly successful HR business partner to sales.
Understanding the Sales Force
APRIL 10, 2013
'Understanding the Sales Force by Dave Kurlan Two clients called this week to express their concerns. Client #1 was concerned because their most important metric is sample requests and their requests are down from the same period last year. I asked what drove sample requests and he told me that sales visits led to sample requests. During the past 6 months we dramatically changed what their salespeople were doing on sales visits.
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
APRIL 9, 2013
'Many of our programmes have exercises and activities that bring the best out of salespeople. This is especially true when we run activities around the conversational quality of questioning. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Score More Sales
APRIL 8, 2013
'Recently I wrote about how being more creative in sales opens up bigger opportunities for you and your company. It has caused me to think about creativity and concrete examples. My friend and a very successful best-selling author, Michael Port, has written a series of books to help small businesses grow. He could have been extremely happy with that.
SBI Growth
APRIL 7, 2013
'This time of year is great for a sales rep. It’s far removed from the stressful Q4 scramble. You still have plenty of time to make your number. This is the time of year that you need to strengthen your position with prospects and customers. One of the most beneficial activities you can do is attain deeper customer insight. This article will help you do that.
Jeffrey Gitomer
APRIL 8, 2013
'Tweet. Make a list of what you’re saying or doing that you are CERTAIN is different from what your competition is saying or doing. ~Jeffrey Gitomer, author of The Sale Re-defined, our new book on kindle, now available on Amazon! The post The Sale Redefined | A New Book Only Available on Kindle appeared first on Jeffrey Gitomer’s Sales Blog.
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Sales and Marketing Management
APRIL 11, 2013
'In sales, these four words most often will determine whether or not you deliver excellence and in doing so, close the sale: Accountability. Communication. Comprehension. Consistency. While not seeking to minimize our profession, these four words can literally mean the difference between success and failure in any sales organization.
Understanding the Sales Force
APRIL 8, 2013
'Understanding the Sales Force by Dave Kurlan Inc. Magazine ran an article on its website that I just can''t ignore. It''s making my blood boil. Why Consultative Doesn''t Work is irresponsible writing. Forget for a minute that those of us in the sales development space (he calls us pundits) have been trying to help companies and their sales teams transition from a transactional to a consultative approach for years.
SBI Growth
APRIL 10, 2013
'Hiring great talent is an inhibitor to delivering revenue growth. It’s not easy finding ‘A’ players. Small businesses (<$50M), in particular, need to nail this or risk revenue disruption. This post is for small business CEOs struggling to hire top sales talent. One simple way to improve your hiring process is to use a job tryout. Download the Job Tryout Scenario Guide here to help.
Jeffrey Gitomer
APRIL 10, 2013
'Tweet “About a dozen times a year, strangers invite Jeffrey Gitomer to lunch, hoping to ask him for career or business advice. Mr. Gitomer, a sales consultant, speaker and author, is always happy to help: “Sure, no problem. I’ll even buy lunch,” he tells the entrepreneurs and small-business owners who call. “But I have a $1,000-an-hour brain-picking fee.” About half of the people who ask him to lunch agree to his financial arrangement, says Mr.
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?
The Sales Hunter
APRIL 11, 2013
'It’s not surprising that many CEOs, CMOs and other senior members of a company are not comfortable making sales calls. They may say they enjoy it, but they are merely trying to convey such a feeling because they know that’s what they should say in their position. Below is a list of 9 things to help ensure your next sales call with a senior manager in attendance is as effective as possible: 1.
Pointclear
APRIL 9, 2013
'Day 1 of Sales 2.0 was full of great speakers and information. I spent the day tweeting the points I found the most valuable and thought you would enjoy them as well. Matt Heinz #s20c Matt''s social tips: "deliver it", "Contactually", "Tweetadder"- our prospects are telling us what interests them. — Dan McDade (@dandade) April 8, 2013. Translate insight into value.
Increase Sales
APRIL 8, 2013
'Many believe those who solve the business problems have the competitive advantage in sales. Yet this begs the question as to why so many small business owners experience repetitive problems after having invested in at least one or more solutions from executive coaching to sales training to organizational development firm? The answer is to this question is simple.
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