Sat.Jun 14, 2014 - Fri.Jun 20, 2014

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Do You Confirm Set Appointments? – The Feedback

The Pipeline

' By Tibor Shanto - tibor.shanto@sellbetter.ca . A few weeks ago I put out a question based on a discussion I had with a sales rep about the need for and, value of confirming appointments. To be specific, appointments where the prospect had accepted the appointment both verbally on the phone, and then again accepted the electronic invite (Outlook or Google) you e-mailed.

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Failure IS an Option

The Sales Heretic

'It’s an iconic moment in the movie Apollo 13: The flight team at Mission Control is trying to figure out how to get the ill-fated astronauts back to Earth and Flight Director Gene Kranz states flatly, “Failure is not an option!” It’s a stirring scene, and the line has become a staple of managers, business [.].

How To 296
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Get the Gatekeeper on Your Side

No More Cold Calling

'The gatekeepers are onto your tricks. Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and pitch to the person who’s actually in charge? Of course you would. So why are you still cold calling? Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers.

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7 Must Read Articles To Help You Build Value In Your Interactions

MTD Sales Training

'Value… What is it and how do you build it? Earlier on in the week I wrote about how to gain an insight into your buyers mind so you can appreciate what value is. And in response to that blog post I. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 270
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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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That’s My Name Don’t Ware I Out – Sales eXecution 256

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Over the last couple of weeks, I found myself as the prospect at two sales meetings I attended. I always find it hard to concentrate in these meetings, because of what I do, I tend be distracted from the topic at hand, and focusing more on form and format of the execution, and the meeting is unfolding.

Vendor 314

More Trending

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10.5 Rules At the Core of Your Sales Ability

Jeffrey Gitomer

'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 257
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An Insight Into Your Buyers Mind Whilst You’re Building Up The Value

MTD Sales Training

'“Build the value” You’ve heard it a million times before in every sales book you read, every sales coaching session you’ve had with your manager and probably countless times from me also! [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 246
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Are You Targeting the Right Accounts?

SBI Growth

'Last week, I had lunch with my college roommate. We’d lost touch through the years, but I recently found him on LinkedIn. He was connected through my contacts and showed up in one of my searches. We reminisced, but the subject soon turned to business and careers. He’d been successful for years and had become a top salesperson in his industry.

Account 244
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3 seconds to the delete button

Sales and Marketing Management

'Issue Date: 2014-06-20. Author: Liz Wendling. Teaser: E-mail is an effective way to increase brand awareness, leads and sales, but many businesses don’t get the response rate they are looking for because their approach is weak, worn out and completely off track. Here are three tips for creating e-mails that get get results. E-mail is an effective way to increase brand awareness, leads and sales, but many businesses don’t get the response rate they are looking for because their appro

Leads 233
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Embrace The Gatekeeper

Score More Sales

'For years I have worked with sales professionals who strive to get around the Gatekeeper – that person at your prospective customer’s company who guards their executive from unnecessary time with all sorts of things but most notably from salespeople. Reps who try to avoid the dreaded gatekeepers of the business world say that you should “Call early or call late” I agree – do call early and late in an attempt to reach an executive buyer AND ALSO – don’t

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Fine Tune Your Sales Force as You Optimize Your Computer

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan I love my Macbook Pro. It''s four years old which means I''ve had it for three years longer than any Windows laptop I ever owned. That said, it was beginning to under perform, slow down, and choke. Yesterday, at around 4 AM, I decided to regroup and deal with those issues. First, I evaluated the problem, and identified the biggest memory hogs and performance sapping programs.

Hiring 228
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How Top CEOs Get the Most Out of a New Product Launch

SBI Growth

'You are close to launching a new product. As CEO, ask yourself a question. “How are we going to make the year 1 goal with this new product?” Here’s an answer based on experience. Don’t over-compensate the Sales team to sell the new product. Reward Product Management and Customer Support with sales incentives. This may sound counter-intuitive, but I’ll explain in the rest of the article.

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Why Being Stupid and Lazy Makes Me So Smart

The Sales Hunter

'I will be the first to admit I’m not that smart. Sure there are people who like to flatter me by saying I’m smart, but let’s cut to the chase — I’m not the brightest light bulb and I’m also one who is always looking for the short cut. But — and there is a […].

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Money Monday – Gain Confidence

Score More Sales

'In order to be successful in a sales career you must sound confident. This is easier said than done when you are new to the company, new to the sales role, or you have new products and / or services to sell. To sound confident, you must FEEL confident – and quickly ramp up on an understanding of new products and services your company has begun offering.

Lead Rank 208
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Consistent & Quality Prospecting From Sales People - Rules 4,5, and 6

Anthony Cole Training

'There are at least 2 schools of thought regarding the types of appointments sales people should set when calling prospects to set an appointment. The first school of thought follows the "mirror test" approach to prospecting - Just put a mirror under their nose, and if they fog the mirror, they are a prospect. Their thinking is this - just get in front of people.

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How SMART Are Your Sales Ops Objectives?

SBI Growth

'More than three-in-four companies have a 5% or higher growth goal for 2014. Contrast that to the fact that 47% of CSO''s are not confident they will make their revenue goal. With real economic growth at approximately 3%, something’s got to give. Fewer than 50% of B2B companies will make their targets this year.

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Is Your Price High Enough?

The Sales Hunter

'Far too many companies are afraid of what might happen if they raise their prices. The fear is the high price will be a turn off to customers and sales will simply dry up. A high price is not something to avoid. In fact, a high price can be an excellent tool in closing more […].

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Get Inside The Mind of Your Customer

Jeffrey Gitomer

'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.

Customer 198
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What is the Toughest Thing About Sales?

Anthony Cole Training

'Prospecting, prospecting, prospecting. I may have shared this story in the past, if so, I apologize. But it''s a very good story. I was in my second year of my insurance career with National Life of Vermont. This event took place at the Cincinnati Association of Life Underwriters Annual Recognition Holiday Dinner. It was held at Western Hills Country Club, here in Cincinnati.

Insurance 192
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How Can Marketing Benefit from Social Selling?

SBI Growth

'A marketing leader has many marketing activities to choose from. How do you know which are the most effective at reaching new customers? Do they respond to your emails? Probably not. We’ve noticed a consistent decline in response rates. So what’s a marketer to do? Which tactic can you deploy to give you the greatest chance for success? And which is most likely to result in an appointment for your sales team?

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Sales Motivation Video: Focus on Doing 1 or 2 Things Well!

The Sales Hunter

'I’ve talked about this before — the paralysis that happens when you don’t know what to do! Usually this happens when you have too much going on in your head and you’re not sure which direction to move. So you get stuck! What you need to do is pick 1 or 2 things and strive […].

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Self Improvement Is a Forward Thinking Leadership Trait

Increase Sales

'Ah, Saturday morning, a time to sleep in, lay back and just take it easy. Of course for those who display the forward thinking leadership trait of self improvement , they may have slept in, but take it easy, not so much. These leaders look at a day off as an opportunity to expand their own self improvement. Possibly if it is a nice warm day, they have already played a round of golf, ran a couple of miles or read a chapter in their own Leaning Tower of Pisa (a.k.a. a book stack).

Course 176
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Getting Consistent Prospecting From Sales People - Rules 1,2,3

Anthony Cole Training

'Let''s start today by looking at a couple findings from the Objective Management Group Sales Force Evaluation: Will Prospect. Prospects Consistently. The difference between the two findings is this: Will Prospect - this is a sales person that will prospect as long as they are managed to do so. Prospects Consistently - this is the person that realizes that hunting/prospecting IS THE JOB and they do this with or without your supervision.

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How to Spot your Next Great Sales Manager

SBI Growth

'It’s Tuesday and you are sitting in your office. Typical start to the morning and then, you get “the call.” Your West Coast Sales Manager has just resigned. He tells you he appreciates all you have done, but has found another opportunity. Your first reaction may be, “Can I save him?” You chat about why he should stay rather than leave, but nothing changes.

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VIDEO SALES TIP: Fastest Way to Close More Sales!

The Sales Hunter

'Recently I did an online discussion with sales experts and authors Miles Austin, Andy Paul, and Mike Weinberg. We had a lively talk about how to close more sales, and you can watch the Google hangout below. I have no doubt you will pick up some great tips on closing! Invest in yourself and your bottom […].

Video 210
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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Finetune Your Sales Force as You Optimize Your Computer

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan I love my Macbook Pro. It''s four years old which means I''ve had it for three years longer than any Windows laptop I ever owned. That said, it was beginning to underperform, slow down, and choke. Yesterday, at around 4 AM, I decided to regroup and deal with those issues. First, I evaluated the problem, and identified the biggest memory hogs and performance sapping programs.

Hiring 147
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Do You Confirm Set Appointments? – The Feedback

The Pipeline

' By Tibor Shanto - tibor.shanto@sellbetter.ca . A few weeks ago I put out a question based on a discussion I had with a sales rep about the need for and, value of confirming appointments. To be specific, appointments where the prospect had accepted the appointment both verbally on the phone, and then again accepted the electronic invite (Outlook or Google) you e-mailed.

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Will You Miss the Number Again This Quarter?

SBI Growth

'The results for the end of the quarter are becoming clear. Deals continue to push. They slip from Commit to Upside and then fall out of the forecast. The picture is alarming. The original outlook for the last month of the quarter is now officially in jeopardy. This shouldn’t be happening after two strong quarters, just when things seemed to be predictable.

Hiring 232