MTD Sales Training
AUGUST 16, 2012
For a quick break from the norm, here is another one of those witty water cooler stories I thought you might find amusing. As always, what follows is just a story I heard from a sales person, who will remain nameless. Also as before, I do not sanction, verify, agree, or approve of the follow scenario, nor am I suggesting that you do anything like this.
SBI Growth
AUGUST 16, 2012
As a quota carrying sales rep, you have a number to hit. The year is well under way. Are you going to rely too much on marketing to provide high quality leads to hit the number? Let’s be honest, the majority of reps would be out on the street if they had to rely solely on marketing for Lead Generation What can you do about it? Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options.
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Sales and Marketing Management
AUGUST 11, 2012
Issue Date: 2012-08-12. Author: Kathy Maixner. Teaser: Turning down business is not easy, in strong economies as well as struggling ones, but it may be preferable to lose the sale than to start a new customer relationship by cutting into your own profit. Turning down business is not easy, in strong economies as well as struggling ones, but it may be preferable to lose the sale than to start a new customer relationship by cutting into your own profit.
The Pipeline
AUGUST 17, 2012
Sometimes pipeline reviews can be more of a bother than they need be, both for reps and managers. The nature of the reviews that we do are part of a multi-touch approach to understanding what’s in the pipe, what needs to happen (be done) next either to move the deal forward, or replace with an opportunity that will move forward. Looking at the upside, downside, and planned next step if, the next meeting goes as planned.
Speaker: James Kahler, COO of Full Course
Ever wondered where to splurge and where to safely conserve when it comes to operating and growing your restaurant? 🤔 Join James Kahler, COO of Full Course and industry visionary, in this new webinar where he'll talk all about best practices to invest in your restaurant's success! Whether you're a new business or an established restaurant, a seasoned pro or a rookie, you'll learn the keys to sustainable success in this competitive industry.
Steven Rosen
AUGUST 12, 2012
Demystifying Business Acumen. Join Steven Rosen on Wednesday Aug. 15th at 11:00 AM for Demystifying Business Acumen. . In Demystifying Business Acumen , you will learn simple approaches to view your business more strategically. Make wiser decisions, plan better, and effectively allocate your resources based on customer needs and potential for growth.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
AUGUST 14, 2012
If your top sales rep resigned today, how long would it take you to recover? Imagine this scenario: Your sales manager calls you up “Bob, are you sitting down?” This is not a good start. “Drew (the top sales rep in the company) just resigned. What do you want to do?”. Has this ever happened to you ? It happened to me when I was a Regional Sales VP for a Fortune 250 company.
The Pipeline
AUGUST 13, 2012
Most of the time in sale we focus on ensuring we connect with and sell to the key decision makers, influencers, those driving the strategy, in order to build a solid understanding of the buying organization’s objectives and capabilities to realize those objective. We work hard to align our offering with their key business goals, and help ensure that they can realize maximum benefit, regardless of how they measure it (revenue, market share, productivity).
Pointclear
AUGUST 14, 2012
This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. There are plenty of expressions or proverbs you hear every day that are familiar and understood (such as “a penny saved is a penny earned”). Other expressions contain useful advice that you don’t really get—because you don’t understand. Something else not well understood in many marketing and sales departments is the importance of certain metrics.
Score More Sales
AUGUST 14, 2012
People we know in midmarket companies tend to do what works – until it doesn’t work so well any more. Most companies are not proactive to research what is on the horizon – they simply don’t have time or resources to do so. When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works.
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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.
SBI Growth
AUGUST 13, 2012
Is Marketing burdened by a lack of credibility with Sales? Critically consider the following: Does Marketing over-promise and under-deliver support to Sales? Does Marketing avoid sales support activities to instead focus on projects in direct control (advertising, flash banners, etc.)? Are new ideas proposed by Marketing to Sales dead on arrival? Does Sales believe Marketing is undisciplined?
The Sales Hunter
AUGUST 14, 2012
Do your customers really care about what it is you sell? Sorry, but more times than not, the customer’s interest level in what you’re selling is at best top-level only. If this is the case, then why do you spend the limited amount of time you have with your customer talking about things your customer really isn’t interested in? Conversely, if you are spending time discussing with your customers their business and the things they are truly interested in, then you’re behavi
The Pipeline
AUGUST 15, 2012
Effective communication is crucial to sales success, understanding what the client wants, how they prefer those wants addressed, and understanding what they mean, can tilt things for you or against you. But communication is way more than the words exchanged between buyer and seller, as we all have been told communication is 60% body language, 30% intonation and tone, and only 10% verbal or words.
The Sales Heretic
AUGUST 14, 2012
There are dozens of myths about social media, from the idea that only big businesses can do it well, to “if you build it, they will come.” The danger of these myths is that, if you buy into them, they’ll sabotage your social media efforts and hurt your sales. Listen as Michele Price interviews me and [.].
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SBI Growth
AUGUST 11, 2012
The Olympics, just like sales organizations, are full of incredible successes, as well as unparalleled shortcomings. For every triumph there is a broken heart, for every jubilant gold there is a disconsolate silver. For every organization that crushes revenue targets, there is one falling 50% short. Don’t be caught standing on the wrong podium, VP of Sales.
MTD Sales Training
AUGUST 15, 2012
In spite of a gazillion tips, tricks and magical scripts on cold calling , sales people at every level and in every profession still struggle with this often unavoidable task. While cold calling advice ranges from the useful and practical, to the sublime and ridiculous, there are some cold calling ideas and beliefs that are actually harmful. There are some ideas that sales people have heard for so long that people have just started to believe they are true, when in fact, they are anything but.
No More Cold Calling
AUGUST 16, 2012
Relationships power referrals. Referrals rock sales—rock yours. I received four referral introductions last week. I could hardly believe it. Even for me, that’s a lot. In all cases, people offered referrals before I asked. How did they happen? Referral #1: The Banker. The client, Jim, is a great connector and frequently invited me for coffee. We brainstormed options to train new people at the bank and also to reinforce referral sales skills for others on his team.
Jeffrey Gitomer
AUGUST 14, 2012
Tweet I just read an article about someone’s totally bogus opinion of “job burnout.” It made me realize some people actually are (or think they are) “burned out.”. A quick search on Amazon revealed 580 books that contain the title, or address the subject of, “job burn out.” Yikes! The article I read proposed a remedy of “do less and you’ll avoid burnout.
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.
SBI Growth
AUGUST 17, 2012
“ Our Leads have an Image Problem! ” That was a direct quote from one of our clients, referring to how sales looks at the leads his marketing department was generating. Sound familiar? This is the classic battle between marketing and sales: Marketing generates leads of dubious quality and sales cherry picks only those leads they deem "qualified." Herein lies the problem.
Score More Sales
AUGUST 17, 2012
Dear Salesperson, You might call yourself something else, like Account Executive, or BizDev, or Client Representative. There are many names for a title that is responsible for bringing in revenues to the company. No matter the title, if you were hired to bring in sales and grow revenues in the company this post is for you. Sell something today. Stop wasting time on too much research.
The Sales Hunter
AUGUST 13, 2012
You’re excited over the lead you just received. You know it’s a good one. In fact it’s the type of lead where you know you can make it a one, at best a two, call sale. Problem is your calendar is hammered. You’ve got a ton of other things you’re already working on, plus you’re on the road the entire week. Does this sound like you at one time or another?
Understanding the Sales Force
AUGUST 15, 2012
Understanding the Sales Force by Dave Kurlan I just realized that this is my third music-related post this week but I'm going with it. Last night we were among the 35,000 or so concert goers at the Bruce Springsteen concert at Fenway Park in Boston. We have been to dozens of concerts but this was the best ever. Why? It wasn't because: the band was good - they were great; he was on stage for 4 hours; there was tremendous energy - never saw so much; it was at Fenway Park - what a treat; we knew al
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SBI Growth
AUGUST 15, 2012
“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. The best in the field are: Delegating execution to their teams. Focused on identifying game changing market opportunities. Quantifying the potential impact for their sales leader.
Sales and Marketing Management
AUGUST 16, 2012
Issue Date: 2012-07-01. Author: SMM. Teaser: As more companies embark on account-based or named account marketing efforts, the importance of contact and account data moves front and center. The more you know about your target audience, the more impactful and efficient the marketing. The challenge is determining which data sources are best. As more companies embark on account-based or named account marketing efforts, the importance of contact and account data moves front and center.
The Sales Hunter
AUGUST 11, 2012
This rates in my book as one of the most stupid questions a salesperson could ever ask. How’s the weather? Hey, If you’re that interested in the weather, then why don’t you check it on www.weather.com ? Don’t be so stupid as to ask your customer what the weather is like. Asking a question about the weather is lame. It tells me you don’t have anything better to open up a conversation with, and as far as I’m concerned, when a salesperson asks me that question, I̵
Pointclear
AUGUST 16, 2012
Joining me today is Dave Brock of Partners in Excellence. Dave's firm works with clients in many verticals including technology industries, industrial products, financial and professional services, consumer products, retail, not-for-profit and other sectors. Below, you can read highlights from our discussion or use the links to start the interview from different parts of the conversation.
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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.
SBI Growth
AUGUST 12, 2012
Are you dependent on the top 20% of your sales force to ensure that you hit quota? 78% of the Sales VPs we speak with are worried about the disparity of their team’s talent. Worse, many don’t have the budget, time, or process in place to recruit top guns away from competitors. However, remember that performance is based on two things: The Talent Level of the Reps.
Increase Sales
AUGUST 12, 2012
Human beings are indeed emotional creatures and no where is that more obvious as to some words and their emotional baggage. People figuratively have hundreds of mental suitcases stuffed with their experiences. Each experience is very much like an article of clothing sewn together with the threads of different emotions. For example over on LinkedIn in one of the discussion groups, there is a continued thread about the word manipulation. 99% of those who have responded viewed this word extremely
The Sales Hunter
AUGUST 17, 2012
Never end a sales call without agreeing with your prospect or customer on something, even if it’s not to actually close the sale that day. When you come to an agreement, even on something really small, you demonstrate to the customer that you’re able to move the sale forward. If possible, agree on one particular aspect of the sale and use this as a building block for the next time you meet.
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