The Pipeline
OCTOBER 12, 2012
By the time you know if you had made your quarter or year, it is too late. If you made it great, if you didn’t, too bad, it’s too late to do anything about it. So to succeed in sales, forget the revenue, it is a lagging indicator, focus on what really matters, the activities and elements that lead to a sale, the leading indicators. What’s in Your Pipeline?
MTD Sales Training
OCTOBER 10, 2012
Cold calling is difficult enough, but when you do not have any information, when you do not know the name of the decision maker (DM), it is even harder. Below is one way to make your job a little. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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SBI Growth
OCTOBER 6, 2012
As B2B CMO’s work to transition their teams to lead generation there is a danger of abandoning brand stewardship. There’s intense pressure to show a return. Branding metrics, even when quantified with reliable data can be looked upon with reservation. The more tangible metrics of Lead Generation are winning the day. Be careful not to gut branding advantages in the process.
Steven Rosen
OCTOBER 11, 2012
Sales managers have no shortage of challenges. I always hated having to explain why sales are down. I can remember numerous times I faced challenges when sales were off. One year in February sales we were already behind budget. I knew I had to do something. So I quickly thought up a 3 point plan and marched down to my boss’s office. I stated that I was concerned about sales and I decide that I was going to do the following: Cancel all training for the next 3 months.
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.
The Sales Hunter
OCTOBER 11, 2012
For some reason salespeople always think if they can just lower their price, they can increase their number of sales. In theory it sounds great. Sure seems like a basic economic equation. The problem is that in the vast majority of situations, it simply does not work. Here are 6 reasons why: 1. Somebody will come along and offer what you’re offering for a slightly lower price than your price.
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SBI Growth
OCTOBER 12, 2012
What does utter and complete professional success look like from your perspective in 2013? When we posed this question to CEOs, many answered with one of the following: Make the revenue goal. Position the company for a successful exit. Complete a successful exit (sale, IPO, etc.). Are you so in the weeds with sales strategy you can’t spend time focusing on your professional success?
Understanding the Sales Force
OCTOBER 12, 2012
Understanding the Sales Force by Dave Kurlan I was in Istanbul this week, speaking to nearly 250 sales and business leaders. I learned that Turkey didn't participate in the global economic crisis as they're simply growing all the time. My audience wondered how cultural differences affect our assessment findings and seemed quite satisfied with the explanation.
The Pipeline
OCTOBER 8, 2012
Some things in sales can be called by various names without much consequence, the underlying subject being very much the same, prospect – potential buyer, information gathering – discovery, and many others; it comes down to words not actions or outcomes. In other cases the semantics are very important, and cannot be simply interchanged for convenience.
MTD Sales Training
OCTOBER 11, 2012
A sales person asked, “Steve, I just don’t understand. I showed you everything. You said you liked everything. Why won’t you buy?” The prospect responded, “Because you never asked me.” You may. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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SBI Growth
OCTOBER 7, 2012
97% forecast accuracy was boldly proclaimed by my client this week. This prompted me to ask: “How much time do you spend on Forecasting each week?" The reply: “Only 4-5 hours with my direct reports and 3-4 hours with the Chief Sales Officer.” Ugh. This Sales VP spent one entire day on forecasting each week. That is 50 days per year (minus a two week vacation).
The Sales Heretic
OCTOBER 10, 2012
While there are a variety of skills necessary for sales success, two stand out above the rest. And if you want to boost your sales, it’s critical that you master them. Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eight-minute segment, I discuss what these two skills are, why [.].
The Pipeline
OCTOBER 10, 2012
Nothing bothers me more than when a rep uses any expression relating to selling that includes a variation of “throw me a bone” You hear this a lot especially in industries that are highly competitive, the buyers have viable options, and the risk of commoditization looms large. Usually while discussing their prospecting efforts with an account currently serviced by a competitor, reps tells me how they follow up with and touch the client, in the hope that the buyer will “throw me
Jeffrey Gitomer
OCTOBER 11, 2012
Tweet. Need to improve your humor? Become a student of humor. 1. Visit comedy clubs. Study delivery and timing. Watch audience reaction. Observe what makes them laugh. What makes you laugh? 2. Watch comedy shows on TV/cable. The older shows tend to be funnier. Make a note of what’s funny. Bugs Bunny is funny. Actions, vocal tones, facial expressions, words, types of stories. 3.
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SBI Growth
OCTOBER 11, 2012
Sales teams are getting their 2013 numbers. If historical performance was used to set the new quotas, expect status quo. For the Sales Leaders who learned how to set quotas at the SBI Make the Number tour ( register now! ), the results will be quite different. 2013 results will uncover some long-hidden flaws in the sales force. This blog is NOT about how to correctly set your sales quotas.
Sales 2.0
OCTOBER 8, 2012
I’ve been a marketer and a sales person both. During the years I worked as a sales person and sales manager I became unhappy with the way sales people’s jobs were defined. This dissatisfaction drove me to define more efficient ways for sales people to sell. Luckily for me, Web 2.0 and social media technologies showed up around that time that really helped to make this possible (what has become known as “Sales 2.0”.).
No More Cold Calling
OCTOBER 11, 2012
Smart sales means closing sales deals when it’s right, and walking away when it’s not. My sales colleague, Jill Konrath, continues to stay ahead of the curve and wows us with her sales smarts. It takes guts to walk away from a deal. If it’s not a fit or not the right time for the client, it’s the right sales move. Even better, if you don’t have a fit, offer to refer the client to the perfect sales resource to help them out.
Understanding the Sales Force
OCTOBER 9, 2012
Understanding the Sales Force by Dave Kurlan I grew up in the 1960’s, when a roof antenna that could rotate 90 degrees was the big thing and cable television was yet to be introduced. We had very limited viewing choices on our televisions. We could watch only what the three major networks, NBC, CBS, ABC and their local affiliates, were broadcasting, plus PBS which offered primarily academic shows.
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
OCTOBER 8, 2012
96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.).
Score More Sales
OCTOBER 9, 2012
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The Sales Hunter
OCTOBER 8, 2012
What constitutes a sale? Sure, it’s getting an order, but there is also a lot more than just getting an order. For that reason, I contend it is possible to make a sale without getting an order. If you’re wondering if I’m going to give you a great excuse you can use with your boss the next time you’re not successful in closing a deal, sorry, not going to happen.
Pointclear
OCTOBER 11, 2012
I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group. Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management.
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SBI Growth
OCTOBER 10, 2012
Not surprisingly, after surveying hundreds of marketing leaders, generating quality leads was hands-down their number one goal in 2013. Unfortunately, after interviewing many of them I found that most struggled with how to accomplish their top priority. Producing Quality Leads. To produce quality leads, you need to first create great content. But having great content isn’t enough.
Score More Sales
OCTOBER 11, 2012
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The Sales Hunter
OCTOBER 10, 2012
When you ask the customer if you can increase their price, it says you don’t believe in the increase. Think about that for a moment and you will begin to realize that if you “ask” a customer if they would like their prices increased, who in their right mind is going to say “YES”? Essentially what you’re doing is inviting the customer to say no, and if they say no, then that leaves you in a difficult position.
Pointclear
OCTOBER 9, 2012
Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. B2B sale complexity impacts cost-per-lead —to recap, I have heard marketers (even senior ones) state that cost per lead for anything from life insurance to a $100,000 plus software solution “should be about $300”.
Speaker: Joe Apfelbaum, CEO of Ajax Union
In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.
SBI Growth
OCTOBER 9, 2012
If you’re falling short of your 2012 number, you have three options: 1) Keep doing what you’ve been doing. 2) Change your approach in hopes of still saving your year. 3) Focus your attentions on kick starting 2013. If you chose Option 1, you might as well stop reading and go make another not-sale. If you chose Option 2, read on for two strategies of (not) selling to incorporate immediately.
Score More Sales
OCTOBER 8, 2012
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The Sales Hunter
OCTOBER 9, 2012
Do you think big? I still run into salespeople and business leaders who continue to believe their market is a very tight geographical area or a very targeted list of customers. Sorry, but that ship sailed a long time ago! Understanding your customer base and targeting your sales efforts is essential. I believe in that sales principle 100%, but we have to at the same time keep our eyes open for bigger opportunities.
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