Sat.Mar 15, 2014 - Fri.Mar 21, 2014

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Do you really want to meet with me? No, I mean really.

Sales 2.0

'Dear Nigel, First of all I’d like to introduce myself. My name is John Same and I am the head of business development at Offshore Dev Co. I have found your profile on LinkedIn and, given your role, thought that it might be a good idea to contact you and offer some services that could be of interest to you or your company. As a brief introduction, our United States & Asai-based development centers offer a variety of services: Software Outsourcing.

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Mistakes Are Better Than Regrets – Sales eXecution 243

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. If I had a dollar for every time I heard a sales person say “I should have …”, I could start working a three day week. And for all the coulda shmoudas, the risk for not acting was not that much greater than not acting, but the rewards always measurably bigger. I have never understood how some can live better with the regret of not having gotten a sale because they did not act, versus worrying about not getting an account because

ACT 310
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3 Strategies for Getting Past the Gatekeeper

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.

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How To Build The Value Of Your Service Offers

MTD Sales Training

'We often hear from salespeople that one of their biggest differentials is that of giving service. We then ask the question ‘what specific services do you offer that make you different from your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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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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5 Stupid Mistakes that Will Kill Your Sales Email

The Sales Hunter

'You may think you’re sending a great email, but don’t kid yourself. Chances are you’re making one of the following fatal mistakes. 1. Using the first 15 words in the email to explain how great you are. Most likely you’re writing your sales prospecting emails while working on a desktop or laptop computer and that alone is going to hurt you.

More Trending

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Why Follow Up in Selling is Critical

Score More Sales

'It’s bound to happen to you as a seller – you work with a client and maybe you just don’t click or there is some glitch in the delivery of your products and services. For whatever reason, you don’t follow-up like you should. You want to follow-up, but some time elapses, and then in the back of your mind you fear that it won’t be a positive interaction so you get busy and forget.

Follow-up 267
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MTD Video – There Are Only 2 Real Sales Objections In The Whole Wide World!

MTD Sales Training

'Within this video you will learn that there are only 2 types of sales objections out there. Do you know what they are and do you know how to respond to them? Happy Selling! Sean McPheat. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Should You Buy Premium LinkedIn Accounts For Your Team?

SBI Growth

'You are a progressive Sales VP in a medium size company. You know how hard it is for your reps to prospect today. Targets don’t answer their office phones or open e-mails. You know today’s buyer is time starved and media saturated.

LinkedIn 257
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A Game Plan to Generate 1,000 Social Media Leads

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.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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The Most Critical Skills in Sales

Sales and Marketing Management

'Issue Date: 2014-03-17. Author: Bill Johnson, President of Salesvue. Teaser: Mastering time and lead management helps sales teams capitalize on tracking so they can focus on having real conversations with their prospects – and these conversations are what drive conversions. The ability to delegate, stay organized, nurture leads and follow up with leads will direct sales professionals down the right path to being efficient and successful.

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Are You Really That Different From Your Competition?

MTD Sales Training

'One of our clients had a particular dilemma, described here by one of the sales team: “Our clients think our products are just a commodity, and so mainly focus on the price against our. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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How to Crush Your New Sales Quota

SBI Growth

'The good news is you had a great last year. The bad news is you had a great last year. Long time sales representatives are familiar with this situation. The reason is that new quotas are often set based on last year’s production. To make it back to president’s club you need a plan. Business as usual may not be enough this time. What changes need to be made in order to hit your number?

Quota 256
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The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)

Pointclear

'You know when you get excited about new inbound leads. Then when you call them, all you hear is "not interested", "just researching", "not involved", "not a decision maker" etc. And you soon realize you are completely wasting your time. Well, I called 185 inbound leads like that, in one week. Not only was it a waste of my time, but the repeated failure really started to get inside my head.

Inbound 262
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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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Two Diabolically Opposite Sales Strategies

The Sales Heretic

'Is there a right way and a wrong way to sell? An old way and a new way? A slow way and a fast way? Or perhaps a risky way and a safe way? Listen in as Dino Dogan (co-founder of Triberr) and I debate and discuss two radically different approaches to sales on Breakthrough [.].

Strategy 251
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Your Source Of Competitive Advantage

MTD Sales Training

'When you are planning to see a prospect, there are many questions that go through your and their minds that will need answering. As you think through your offers and the solutions that would appeal. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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When Was Sales Not Social?

Score More Sales

'[First, a hat update: Many readers know that I shaved my head to help raise money for cancer research, and now I''m collecting hats a) to keep my own head warm here in chilly New Hampshire and b) to donate them all to the Dana Farber Young Women with Cancer program. We''ll be posting a link daily with the "latest" in headwear donated to the cause. Today, I''m pleased to share the amazing topper donated by Jonathan Farrington of Top Sales World.

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Train My Salespeople … Really?

No More Cold Calling

'Think sales training is unnecessary? New research says you’re wrong. Sales execs expect to hire the best, brightest, and most connected salespeople they can find—reps who will hit the ground running and bring in big deals in record time. The idea is that companies can increase sales effectiveness by simply hiring the right people in the first place.

Training 248
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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 to Structure & Coach Your Content Marketing Team

SBI Growth

'Do you have your 2014 content marketing plan in place? Content is king in today’s modern marketing world. There will be many moving pieces to your strategy. And many things you will need to think through. You need to create content that your buyer cares about. It needs to be thoughtful, and relevant – think quality over quantity. It needs to be dynamic and ever changing - you can’t let your content go stale.

Marketing 236
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#1 Reason People Fail in Sales

The Sales Hunter

'Why do People Fail in Sales? I’m asked this question a lot by not only salespeople, but also by sales managers and even senior level executives. It seems as if there are a lot of people who believe the #1 reason people fail is because they can’t close enough sales. It sounds logical, but I […].

Closing 234
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PowerViews with Chris Tratar: Execs Need to Support ‘Sales-First’ Culture

Pointclear

'Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. This is a topic I discussed at length with my latest guest, Chris Tratar, head of SAVO.

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Look Your Customers in the Eye

No More Cold Calling

'Eye contact can make or break your sales effectiveness. You only need 20 seconds. That’s all it takes for people to connect with you through eye contact —to engage with you, deem you trustworthy, and decide you’re worth getting to know. Stop staring at your phone while neglecting the people around you. Unfortunately, it’s become acceptable in some circles to answer the phone or check sports scores at dinner.

Customer 244
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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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Can a Big Deal Save Your Quarter?

SBI Growth

'The end of the quarter is almost here. Are you going to make your number? If you answered yes, congratulations. Our research shows that less than 45% of B2B companies make their Q1 number. If you aren’t, what is your plan to close the gap? You probably have a Big Deal that could get you to your number. There will be a lot of quarter-end activity.

Resources 236
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Sales Motivation Video: Where to Find the Best Opportunities

The Sales Hunter

'Is it time for you to start swimming in a different tank? If you do, you’ll find better opportunities. I guarantee it. Take a look around, and if you find you are one of several fish in the same tank going after the same deals, that’s probably a good sign you should possibly explore other waters. I talk about this more in my latest Monday Motivational Video: And if you want more videos like this, go to this page: YES!

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Gitomer Cliff Notes – Goal Achievement

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 213
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SPIN SELLING IS DEAD!

Bernadette McClelland

'SPIN SELLING IS DEAD! A bit of a provocative and disruptive statement that calls for an interesting conversation. Let’s consider for a moment all the statistics floating around about buyers, and the knowledge they now have at their finger-tips about potential products. Anywhere from 48% to 79% of buyers already know what they want to buy because of their access via technology to these products.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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How to Put Account Segmentation to Work for Sales Ops

SBI Growth

'I recently had a phone conversation with a newly-promoted Sales Ops leader. “Jack” was tapped to lead the group supporting nearly $1 billion in revenue. The company recently completed an account segmentation project. “How do we start putting this into practical use? In the past, we rarely even got a look at any of the data. It was like they kept it under lock-and-key.

Segment 233
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8 Business and Life Lessons from NCAA Basketball

The Sales Hunter

'To me this is a great time of year. Tournament time for college basketball! First, it’s the closing out of the season. Then come the conference tournaments, and finally March Madness and the NCAA Tournament. Yes, I do a bracket each year, and yes, I watch way too many games (well, that’s what my wife would have you believe). What I always see is not just great basketball, but also some amazing lessons for business and life.

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Black’s Friday Bulletin: Is Your Job Worth Killing For?

No More Cold Calling

'No sale is this important. “This is the most important blog post I’ve ever written. It’s about what happened exactly one year ago today. Please read it and share it with others.” This was the introduction to a heart-wrenching blog post by Jill Konrath on the devastation, grief, loss, and shame caused by texting while driving.