SBI Growth
FEBRUARY 4, 2014
'ARGH! It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch. Just as you bite into your club sandwich, the boss asks a question. “Do you have a plan for prioritizing your accounts?”. How will you respond? You may already have a target list created by your sales operations department.
The Pipeline
FEBRUARY 6, 2014
'The Pipeline Guest Post – Dick Beedon. Although brand advocacy has always been important, it is critical today. The path to purchase has changed forever. Because there is so much data available, and because communication is so easy, today’s buyer almost always seeks advice from a trusted friend or consumer source before making a purchase. Brands are now starting to realize that what others say and write about them defines who they are.
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MTD Sales Training
FEBRUARY 4, 2014
'There are 3 main aspects of your performance in a sales meeting that can really encourage the prospects or client to come on board with you. Find out exactly what these 3 key ingredients are in our. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
FEBRUARY 4, 2014
'Issue Date: 2014-02-05. Author: Amanda Wilson, Director, Product Marketing & Programs, Qvidian. Teaser: Sales teams can’t find the right resources, so they spend less time selling and more time hunting for resources, which means lost opportunitie. Here are three new rules of sales execution to give you a fresh approach to stop enabling the poor behavior and start executing.
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.
SBI Growth
FEBRUARY 2, 2014
'Salespeople loathe sales training. It takes them out of the field and away from closing deals. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
FEBRUARY 6, 2014
'Does your sales team know how to have a business conversation? You’d be surprised who IT firms are now hiring for sales and consulting positions—people with hospitality and restaurant backgrounds. Why? Because they know how to talk to people. They know how to engage in conversation, be polite yet firm, smile, and let the bad stuff roll off their backs.
Jeffrey Gitomer
FEBRUARY 6, 2014
'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.
SBI Growth
FEBRUARY 7, 2014
'Most organizations believe that their most successful sales people will make great sales managers. This thinking leads them to believe that you do not need training. A recent study showed that only 11% of organizations train their sales managers. If you are a new manager, you are asking, “What do I do now?”. As a newly promoted manager, you need a guide so you do not thrash.
The Pipeline
FEBRUARY 3, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Price is a ‘big’ subject for all in sales, right from those developing product, to marketing, all in the sales organisation, and as important as any, the customer. We all have an economic and emotional involvement in it, yet it often continues to be a challenge for all in the chain. I think one reason is the message many sales leaders send their teams, and their peers in the revenue generation process.
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Sales and Marketing Management
FEBRUARY 2, 2014
'Issue Date: 2014-02-03. Author: Henry Schuck. Teaser: The Seattle Seahawks’ stellar season, which culminated with yesterday’s 43-8 drubbing of the Denver Broncos in Sunday’s Super Bowl, left me pondering some interesting parallels between what top NFL coaches like Pete Carroll and highly successful sales executives do to ensure victory on the field of battle.
The Sales Hunter
FEBRUARY 4, 2014
'Recently on a phone call with a group of salespeople, I was asked if there were any secrets to selling at full price. It was a great question and I shared with the group 5 things they need to do. Check out the list I gave them: SECRET 1: Find better customers. Selling to the wrong group is always going to create pricing pressure. Just because a customer shows interest doesn’t make them a good customer.
SBI Growth
FEBRUARY 6, 2014
'As a Marketing Leader, you are expected to contribute to the revenue goal. How much of this will come from new customers? 15%? 20%? Mature marketing organizations ex pect this number to be upwards of 30%. Do you have enough leads to hit this number? If not, how will you get there? The popular answer is “content marketing”. The Content Marketing Institute describes content marketing as “the present – and future – of marketing.
The Pipeline
FEBRUARY 1, 2014
'On Tuesday February 4, I will be presenting a webinar Along with the good folks at eGrabber – “ Time – Prospecting – And Getting the Jump On Both ” I’ll be talking to the importance of sourcing the right leads, information about the individual and their companies, and securing the right and accurate contact information so you can engage with the right person for the right conversation.
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Pointclear
FEBRUARY 4, 2014
'By Christopher Hosford, editor-in-chief, HosfordGroup. Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Sounds like a happy situation, right? But say “Big Data” instead of “information,” and marketer smiles will turn upside down in a hurry. But Big Data is information—competitive knowledge about the behaviors of customers, helping you learn how to adopt to those customers’ needs.
Score More Sales
FEBRUARY 4, 2014
'Superbowl XLVIII has come and gone. This time I had a stake in it – although I now live in greater Boston, my birthplace was Seattle - the sports-tortured city. We lost our basketball team. We never win much of anything. While many people found the Superbowl boring and even a blowout, those of us from the Pacific Northwest who are fans clung to every moment of the game and are still savoring it.
SBI Growth
FEBRUARY 5, 2014
'January is over. The first monthly commission statements will soon be in your sales reps'' hands. A strong leading indicator for a successful year is the impact of the reward system. The crystal ball is now ready for a look into the future. Take a few minutes for a peek at this year''s performance. This post is for Sales leaders and HR business partners.
The Sales Hunter
FEBRUARY 3, 2014
'Do you want to get the week started right and then ride that momentum through the week? Then call one of your best customers TODAY! That’s right! Even if you don’t have a specific reason to call one of your better accounts, pick up the phone and call them anyway. You likely will be surprised at how happy they will be to hear from you!
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No More Cold Calling
FEBRUARY 4, 2014
'If you don’t know your customers, you’re not doing your job. As salespeople, it’s our job to ensure customers get the correct solutions for their business challenges—so that they keep buying from us and referring us to other great clients. But in order to serve our clients properly, we must actually get to know them—not just their demographics and how they spend money online, but what they actually want and need from us.
Sales and Marketing Management
FEBRUARY 6, 2014
'Issue Date: 2014-02-07. Teaser: LinkedIn gives sales professionals direct access to targeted decision makers and influencers. It can and should be a powerful tool, but many complain that they are not getting ROI from their LinkedIn efforts. Here are five reasons why and how to fix it. LinkedIn gives sales professionals direct access to targeted decision makers and influencers.
SBI Growth
FEBRUARY 3, 2014
'Your credibility, value and career in Sales Ops hinges on your use of data. The fatal mistake so often made is placing emphasis on the data by itself. Data without insight to the business is less than worthless. It has significant negative value. It eats at your credibility. It sucks up your team’s time. It causes leadership to make bad decisions. The cycle of data capture/report, data capture/report is totally inadequate.
The Sales Hunter
FEBRUARY 1, 2014
'Your customers will use time against you if you allow it. If you put an offer on the table and the customer is quiet, don’t let this silence and passage of time make you nervous. Do you make the negotiation mistake of jumping in to fill the silence and start making concessions that kill profit? Instead, learn key skills to actually use time to your advantage.
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.
Understanding the Sales Force
FEBRUARY 7, 2014
'Understanding the Sales Force by Dave Kurlan This is the second weekly installment of Finding New Business and Sales. You can read Part 1 here. This week I was interviewed by Jason Kanigan and he asked some great questions about using the phone for prospecting. The interview is a terrific listen if for no other reason than it has MY RECIPE FOR GETTING VOICE MAIL MESSAGES RETURNED, ALONG WITH HOW THE MESSAGES SHOULD SOUND !
Jeffrey Gitomer
FEBRUARY 3, 2014
'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.
SBI Growth
FEBRUARY 2, 2014
'Salespeople loathe sales training. It takes them out of the field and away from closing deals. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training.
The Sales Hunter
FEBRUARY 7, 2014
'When you have 2 out of 4 flights cancelled in a span of 3 days, and both cancellations result in overnight stays and missed meetings, you do have to wonder about air travel. My trips were all scheduled around sales call and client update meetings, as well as a board meeting and a networking breakfast. Sandwiched in between these meetings and flights were a number of scheduled conference calls.
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.
Understanding the Sales Force
FEBRUARY 5, 2014
'Understanding the Sales Force by Dave Kurlan Yesterday, we had a fairly sizable snowstorm that dumped a foot of snow and it reminded me of this article from last winter. Also yesterday, in my article on the importance of rallying cries , I promised to discuss incentive programs. Incentive programs are still very powerful as long as you make sure they don''t last for more than 90 days.
Jeffrey Gitomer
FEBRUARY 7, 2014
'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.
SBI Growth
FEBRUARY 1, 2014
'It’s a tough question that every sales leader faces. Losing a sales manager can disrupt your sales organization. As a sales leader, you need to focus on getting to your number. That means surrounding yourself with a team that can get you there. Keeping a mediocre sales manager because you don’t have a replacement hurts you. It can impact you missing your number or worse cause morale issues.
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