Sat.Jun 01, 2013 - Fri.Jun 07, 2013

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Stop Giving Value

Bernadette McClelland

'Stop Giving Value. Marketing tells us to give value, give value, give value so that, in turn, we will be valued by others and ultimately become a force to reckon with. And it goes without saying that when that happens we will naturally be seen as invaluable to those around us whether they be colleagues, clients or friends. I think that’s wrong.

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Straight Commission Can Deliver Twisted Results

The Pipeline

'The Pipeline Guest Post – Michael Villeneuve. Let’s start by imagining your only sales goal is to get reps to bring in revenue. That no customer ever buys more than once. And that only the sales rep interacts with the customer. Then, commission-only could work. It’s simple to calculate and execute. It’s easy to understand. It motivates. But it creates a lone-wolf culture that, let’s face it, can be short-sighted.

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How to Be More Aggressive in Your Sales

The Sales Heretic

'Are you losing sales to people who aren’t as good as you are, but go after the sale more aggressively? Do you hold your tongue when you should speak up about your products and services? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eight-minute segment, you’ll discover: • Two [.].

Segment 275
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10 Reasons Why Salespeople Fail

MTD Sales Training

'In our consultancies and trainings with salespeople, we consistently get asked how to be successful in the career they have chosen. There are so many answers to this question, and many books have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Training 274
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Sales & Marketing Alignment: How to Synergize for Success

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.

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How to Begin the ROI Conversation

No More Cold Calling

'If you can’t prove your product gets results, you won’t get the sale. Welcome to the new world of sales. Now more than ever, your customers expect major bang for their buck. They want to know up front whether their investments will pay for themselves in terms of increased revenue, profits, employee loyalty, or customer loyalty. And they won’t just take your word for it.

ROI 258

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13 Signs Your Sales Turnover May Get Worse

SBI Growth

'“Do we have a sales turnover problem that needs to be fixed now?". HR is busy filling open Sales Rep positions. HR should be able to tell if there is turnover trouble coming. But it may not be time to identify and solve the turnover problem yet. This post helps HR and Sales decide if it’s time to fix the underlying cause. Get the Turnover Trouble Tool for help with the 13 leading indicators to watch.

Hiring 247
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Understanding Different Buyer Types – Infographic

MTD Sales Training

'As a sales person, you cannot simply use the same sales techniques to sell to every prospects because not all prospects are the same. Each buyer will have a different way of thinking, a different way. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 264
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Your Customer Has Changed. Have You? 6 Questions You Must Answer.

The Sales Hunter

'What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1. What percentage of my customers have done research on the internet before meeting with me? At what point during the sales process are they doing this? If they’re doing it before you meet with them, I would refer to this as exploratory.

Customer 250
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How to and Why to Cold Mail – Sales eXchange 203

The Pipeline

'by Tibor Shanto – tibor.shanto@sellbetter.ca. If you are a regular at this blog, you know that I am big proponent and supporter of cold calling. I don’t fall into a camp. I think clod calling is a necessary part of a multipronged approach for engaging with potential buyers you have not have not spoken to before, or have a means of generating a referral to.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Why CMOs Struggle with the Last Mile

SBI Growth

'As CMO, you implemented marketing automation; provide great content, and your campaigns are world class. But you are not seeing results. It’s always the last mile that bites you. If you don’t have alignment with sales then it will all be wasted effort. For proof, try to measure the return on marketing spend without sales alignment. In the end, the CEO’s view is you’re not providing value to the company.

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How To Target Prospects

MTD Sales Training

'As a salesperson, I’m sure you’ll agree that prospecting is one of the most important tasks you can carry out. I’m sure you’ll also agree it’s one of the least-enjoyable and time-consuming tasks that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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What You MUST Know About Walking Away from a Deal

The Sales Hunter

'What you must know? That you can do it!! Salespeople are afraid to walk away from any deal no matter how small or how little profit there might be in the deal. On the one hand, that’s good because in sales we’re taught to stay in the game. But on the other hand, it doesn’t make any sense to give away the farm just for the satisfaction of closing a sale.

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Invest in your Network to Build Sustainable Business

Score More Sales

'In a world where business people and sellers are working to stand out and make a difference, there are a lot more people telling then showing exactly how to do so. It must have been fate that got me in front of new author Porter Gale at the IBM Smarter Commerce Global Summit held recently in Nashville. She gave a wonderful keynote talk on the main stage and then I listened to her talk at the IBM Superwomen’s Group Luncheon where she was a panelist.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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What the Fortune 500 List Teaches the Sales SVP

SBI Growth

'The Fortune 500 list is out. It’s the annual ranking of America’s largest corporations. There’s one aspect of the list that’s pretty amazing. Only 57 of the original Fortune 500 have been on the list every year. This fact illustrates a simple truth. Making the Number one year is easy. Making it in consecutive years is hard. Will you make the number next year?

Hiring 244
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Can leaders influence without authority? …Hardly.

Jeffrey Gitomer

'I just read this quote: “The key to successful leadership today is influence, not authority.” WHAT? Eh, not quite. It’s sounds good when you first hear it, but it’s not only completely without merit, it’s also downright dangerous. The quote should say, “One of the MANY keys to successful leadership today is influence.” It bugs [.

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'Gold Calling' Is Alive and Well

Sales and Marketing Management

'Issue Date: 2013-06-07. Author: Dan McDade. Teaser: The pundits who have a problem with outbound cold calling only think of the mindless smiling and dialing that far too many companies still do today. The reality is that cold calling is alive and well. The pundits who have a problem with outbound cold calling only think of the mindless smiling and dialing that far too many companies still do today.

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Inside Sales Power Tip 116 – Call Deep

Score More Sales

'A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email. That’s “your” guy.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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The Reason Sales Projects Fail

SBI Growth

'Execution. How often have you rolled out a new sales project that failed? Most projects fail because they lack a well-defined execution plan. Here is a story of a wise CEO who never lets this happen. Meet ‘Yoda’. I met with a veteran CEO and his new sales leader recently. The CEO had been around the block a few times. He had CEO skills and had tremendous wisdom.

Hiring 239
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Why Summer is One of the Best Times to Go After Your Competitors

The Sales Hunter

'It’s easy with summer upon us to coast a little bit, because the weather is nice and there are a host of fun things you could be doing. If you’re one who is going to kick back in the summer, then you’re most likely the same person who is going to kick back during the holidays too. When you allow yourself to kick back, you’re defeating yourself and what you stand for.

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Sales Success - The Perfect Formula from Jonathan Farrington

Pointclear

'You can read more from Jonathan over at his award winning blog The JF Blogit , which attracts thousands of visitors every day, and of course you will constantly find fresh resources on Top Sales World. I had the pleasure to sit down and chat with my colleague and friend Jonathan Farrington. Jonathan is Senior Partner for Jonathan Farrington Associates and CEO of Top Sales World, based in Paris and London.

Hiring 214
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Eyes On the Prize

Sales and Marketing Management

'Issue Date: 2013-06-03. Author: Tom Giddens. Teaser: Companies frequently run into trouble by failing to create the right balance between sales goals and the actions they tie incentives to. Insurance giant Aflac follows these four guidelines as it builds and refines a wide variety of incentives, contests and prizes to capture the attention of a sales force more than 60,000 strong.

Insurance 179
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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How to Sell Marketing to your CEO

SBI Growth

'I recently had a conversation with a marketing VP of an equipment manufacturing firm. We discussed her key objectives and biggest obstacle. Her key objectives were: Generating demand at the top of the funnel & acquiring new customers. Justifying her marketing spend and showing an ROI on her initiatives. Gaining sustainable credibility with executive team and sales.

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Jeffrey Answers a Question about Old World Sales Techniques | Sales Training

Jeffrey Gitomer

'RSS readers click here for video. The power of sales is building trust, value, and relationship to earn referrals, testimonials, and the next sale. ~Jeffrey Gitomer, author of The Sale Re-defined The post Jeffrey Answers a Question about Old World Sales Techniques | Sales Training appeared first on Jeffrey Gitomer’s Sales Blog.

Training 183
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Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing

Pointclear

'Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. Christopher Ryan shares his observations during a recent technology conference.

B2B 190
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Why the “Push Concept” Could Revolutionize Your Monday

The Sales Hunter

'It’s easy to look at the calendar and think you’re going to have a big week. We all want to believe each week is going to be huge. Problem is situations arise and what looked good on one day suddenly doesn’t look as good the next day. A great strategy to help you jump start your sales motivation every Monday is by doing what I call the “push concept.” In simplest terms, be ready to ask each customer you meet this week one question that is going to push them to reve

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

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.

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How the CEO Decides which Sales Leader to Promote

SBI Growth

'Remember in elementary school when you lined up to pick teams for football? Two captains would pick. They decided who was good. No forms, no reviews, no 360s. Good ‘ol fashioned public stack ranking. And when somebody was picked before you, it stung. Fast forward now 30 years. Same thing happens in business. And when you aren’t picked first, it hurts.

Promotion 234
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Jeffrey Gitomer | Live in Orlando

Jeffrey Gitomer

'I’m excited to announce the upcoming release of my new book, The 21.5 Unbreakable Laws of Selling: Proven Actions You Must Take to Make Easier, Faster, Bigger Sales…NOW and Forever! Along with the release of the book, I will be doing a select-city book & seminar tour. First Stop: ORLANDO Join me for an information packed [.] The post Jeffrey Gitomer | Live in Orlando appeared first on Jeffrey Gitomer’s Sales Blog.

Training 163
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Permission Based Marketing Reflects Your Business Ethics

Increase Sales

'Again, another email cluttered my in box from a contact who believed I wanted his weekly newsletter. As I never signed up for his email newsletter, he failed to understand that permission based marketing truly reflected his own business ethics. Between face to face business to business networking events, online connections through social media such as LinkedIn , every small business owner and sales professional has hundreds if not thousands of contacts.