The Pipeline

DECEMBER 6, 2013

'The Pipeline Guest Post – Jeff Shore. Adapted from Be Bold and Win the Sale by Jeff Shore. Available from McGraw-Hill Business in January 2014. . In his (amazing) book, Thinking, Fast and Slow, Nobel Prize winner Daniel Kahneman touches on a fascinating concept that he calls, “The Law of Least Effort.” Kahneman states that, “…if there are several ways of achieving the same goal, people will gravitate to the least demanding course of action.

Energy 322

Energy Twitter Course Research 322

SBI Growth

DECEMBER 2, 2013

'As CMO, you’re constantly trying to answer these 2 burning questions: Are customers responding to our marketing campaigns? What are we doing to adjust to the market demands? Perhaps in the past you laid out a multi-year marketing plan, or simply went year-to-year. World class CMO’s are perfecting the agile approach to marketing campaigns. The agile approach is paying off.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

Understanding the Sales Force

DECEMBER 6, 2013

'Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?" That sparked some very interesting discussion because at the outset, there was disagreement, even among the experts, as to what was really the hardest.

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

No More Cold Calling

DECEMBER 3, 2013

'Working a tradeshow is a waste of time if you’re not doing it right. When I attended this year’s Dreamforce as a Salesforce.com blogger, I was reminded of just how great it is to be surrounded by other salespeople—to share best practices, ideas, and even connections. During the tradeshow, I was also reminded of what sets great salespeople apart from mediocre ones.

Small Business 293

Small Business Small Business ACT Cold Calling 293

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Sales Cycle

MTD Sales Training

DECEMBER 4, 2013

'It happens every day in most sales interactions. You’re having a great conversation with the prospect, building up value and creating real desire in their minds for your solution. They seem to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 283

Prospecting Objections Conversion How To 283

Jeffrey Gitomer

DECEMBER 5, 2013

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Sales 272

Sales 272

The Pipeline

DECEMBER 5, 2013

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Cost cutting is nothing new, everyone is doing, it including your company, which is why it is hard to understand why sales people are so insulted when their clients do it. Don’t get me wrong, I am not suggesting you should grin and bear it, but it is time to take more proactive and profitable approach to something that is here to stay.

Scale 261

Scale Fashion Vendor Buyer 261

MTD Sales Training

DECEMBER 3, 2013

'There’s a saying that sums up where most people’s careers end up, and it goes something like “If you don’t know where you’re going, you’ll end up anywhere” [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 270

Prospecting 270

SBI Growth

NOVEMBER 30, 2013

'For most of us, the fiscal year ends just 29 days from today. This December has 22 business days. But depending on your company’s holiday policy, you may have as few as 15. How should the top sales leader in the company utilize this limited time? Download the SBI Sales SVP New Year’s Guide here. It’s a concise guide to our best articles about managing this time of year.

Policies 303

Policies Incentives Incentive Channels 303

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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.

Sales

The Sales Heretic

DECEMBER 4, 2013

'As 2013 is winding down, it’s time to give serious thought to 2014. Namely, what can you do now to create more sales next year? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this nine-minute segment, I share four specific actions you can take this month to set the stage [.].

Segment 247

Segment Strategy Sales 247

The Pipeline

DECEMBER 2, 2013

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I recently read a couple of pieces about common habits and traits of successful CEO’s, two that struck me most were that they plan in advance, and when it comes time to act they maximize that time to execute fully. The second, not only do they all start their days early, but when the alarm goes off, they jump to it, and never hit the snooze button.

Revelation 241

Revelation Maximizer Call-back Energy 241

Sales and Marketing Management

DECEMBER 1, 2013

'Issue Date: 2013-12-02. Author: Meridith Elliott Powell. Teaser: What you offer in this economy is not nearly as important as how you offer it. To gain a competitive advantage in that regard, sales teams must invest in soft skills training - how your salespeople connect and communicate with prospects. What you offer in this economy is not nearly as important as how you offer it.

Competition 238

Competition Training Prospecting Sales 238

SBI Growth

DECEMBER 3, 2013

'A year ago at this time, you decided what sales improvement projects to pursue. You are looking back wondering if you got a return. Did revenue per head increase? Did the project help you make the ''13 number? Your boss is asking “what did we get for the money we spent?” It is a fair question. You are asking the same one. Download the Sales Leaders’ Execution Guide here.

Groups 297

Groups Follow-up SalesForce Training 297

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Data

No More Cold Calling

DECEMBER 5, 2013

'Guest blogger Donal Daly explains how sales managers can become sales leaders. Want to hire and retain people who are “off the charts” brilliant? Then your sales force needs the right tools for success. You need a system that management can use to coach behaviors, not criticize outcomes. Just as importantly, you need sales leaders , not just sales managers.

Enterprise 232

Enterprise Enterprise Hiring Groups 232

Score More Sales

DECEMBER 2, 2013

'Sometimes in sales you just need to start over with your messaging. You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? No return calls on voice mail messages? You need a message makeover. Do you send out e-mail messages to potential buyers and NEVER get a reply other than, “we’re all set?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

Pointclear

DECEMBER 3, 2013

'More than one in five salespeople don’t have the qualities to succeed in the field. Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest guest on PowerViews, Dave Stein, CEO and founder of ES Research Group Inc., which assists sales trainers in selecting the appropriate providers.

Hiring 230

Hiring Sales Qualified Lead Social Selling Video 230

SBI Growth

DECEMBER 5, 2013

'The sales organization is into the final run for the year. You know if the company will make or miss the number. How has Sales Operations done this year? Do you look back with accomplishment? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

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.

Retail

The Sales Hunter

DECEMBER 3, 2013

'2014 is less than a month away. How prepared are you? Here is a quick checklist of things you can do now: 1. Identify your best 5 customers and what you can do to increase your level of business with them next year. Take the time to develop the plan. Start with the people with whom you need to develop a better relationship and follow that by focusing on the outcomes they are desiring.

Motivation 226

Motivation Positioning Follow-up Prospecting 226

Anthony Cole Training

DECEMBER 3, 2013

'There is a process for hiring better sales people. If you are not getting the people that you want, then you should be looking at your process. Think of working with the process like you would work on a jigsaw puzzle. Break it apart, put all the pieces in a bag, shake the bag, pour the pieces out onto the table and start over again! This is Part III of the process - Screening.

Hiring 169

Hiring Gatekeeper Jigsaw Face-to-face 169

Understanding the Sales Force

DECEMBER 2, 2013

'Understanding the Sales Force by Dave Kurlan Yesterday, Dennis and I were reviewing Lost Deal comments for a client when we came across one that began, "In the end, when all was said and done.". You really don''t have to read any further. You can easily recognize, from just the first few words, that this was going to be a fairy tale. A story. One salesperson''s editorial.

Account 163

Account Analysis Decision Maker Positioning 163

SBI Growth

DECEMBER 1, 2013

'You are trying to determine if next year’s number is reasonable. To get the results you want, something has to change. But you only have a month to make improvements before Q1. How do you prioritize what to do now? In this post we will discuss five December quick hits. Each of them can generate more revenue. Start implementing them now so they impact next year’s number.

Hiring 295

Hiring Follow-up Account ACT 295

Advertiser: ZoomInfo

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Cold Calling

The Sales Hunter

NOVEMBER 30, 2013

'How are you doing on achieving your goals? Setting them is one thing, but to actually achieve them takes focus and a few tips. Successful salespeople have learned a few of those tips, and it has created momentum in their careers and their sales motivation. To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .

Video 208

Video Motivation Selling Skills How To 208

Jeffrey Gitomer

DECEMBER 2, 2013

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Training 167

Training Sales 167

Increase Sales

DECEMBER 3, 2013

'At a monthly mastermind meeting of some local small business owners here in Northwest Indiana, one of the members, Rick Gosser , shared a photo with a person exercising and this caption: I don’t have time is the adult equivalent of the dog ate my homework. Then I did some Internet research and discovered this quote of the “dog ate my homework” relative to adult behavior is in many different places.

Small Business 181

Small Business Small Business Exercises Survey 181

Sales and Marketing Management

DECEMBER 3, 2013

'Issue Date: 2013-12-04. Author: Eric J. Rudolph. Teaser: Independent sales representatives, distributors, resellers and consultants are often a critical cog in the indirect sales channels that exist in many industries, particularly with respect to international sales markets. Just as real, however, is the inescapable fact that these commercial intermediaries present inherent legal, regulatory, financial and reputational risks to your organization.

Channels 136

Channels Industry Marketing Sales 136

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?

Marketing

The Sales Hunter

DECEMBER 2, 2013

'Highly motivated people thrive on big challenges. The bigger the challenge, the bigger the thrill and the rush in trying to succeed. Sounds good for those people who are wired to react in that manner. One of the best ways I’ve found to motivate oneself is by doing it not with the huge challenges, but by doing it with the easy wins. I’m not saying that makes this person less successful.

Motivation 205

Motivation Selling Skills Sales 205

SBI

DECEMBER 4, 2013

'Type “definition of sales enablement” into the Google Search bar and you’ll get 63,900 results. That’s rather astonishing. Clearly, it’s a popular topic. But equally obvious, is that people want to understand what the heck it means. The short answer as to why the definition is so cloudy is that it means different things to different people (so they can sell more).

Sales Enablement 123

Sales Enablement InsideView Webinar Metrics Compensation 123

Increase Sales

DECEMBER 6, 2013

'Well, you finally admitted it you need an action plan to increase sales. Your business growth is not where you want it. You want the next quarter to the next year to be much better. Yet where to start? . Possibly you have done some Internet research and even made a purchase. However, it is time back to the drawing board because you are not happy with the results and truly want to achieve far more sustainable sales success.

How To 173

How To Small Business Small Business eBook 173