SBI Growth
APRIL 25, 2013
'When you look at your network, can you say it’s real or a useless distraction? According to Seth Godin, “Your network is real if there are people you would go out of your way for and they would go out of their way for you.”. In this article I’ll address a LinkedIn feature that has the potential to supercharge your network. When incorporated, it provides insight and a reality check into the strength of your network.
The Pipeline
APRIL 26, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Today I feature the third excerpt from my discussion with Ago Cluytens , for one his Coaching Masters Series interviews. Today we look at the roles played risk and emotion in getting buyers to not only react, but act. In Monday’s clip , I talked about the fact that you don’t need to waste time in waiting for an event to engage with a potential buyer, what you are looking for is the reaction, not the event.
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Bernadette McClelland
APRIL 25, 2013
'Be Afraid Be Very Afraid. You have to. When was the last time you put yourself in a situation that caused you a heap of fear? How exhilarating did it feel when you smashed through it? Let me share… Monday night… the Melbourne Comedy Theatre, my husband Tim and I along with a couple of hundred other onlookers, well-wishers and cheer squads, walked up the worn-out steps, walls plastered with posters of people such as Jimeoin, Akmal, Stephen K Amos and more, paid our $15 entry free, gr
Steven Rosen
APRIL 21, 2013
'Welcome back. One of my old colleagues used to say that “The road to success for a sales manager is paved with potholes”. Today I would like to share with you the tips that have helped me become successful in my career. Tip #19 from Chapter 3 of 52 Sales Management Tips – The Sales Manager Success Guide is: Success is Achieving the Goals You Set for Yourself.
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SBI Growth
APRIL 26, 2013
'A recent client was losing share of wallet inside certain key verticals. Meeting with their leadership team, I asked “ Do you know your customer? ” I could almost feel the collective groan in the room. “Yes… we better know our customer”, was the response from the head of marketing. So I asked the next logical question: “ Tell me about your buyer research; How do you do it?
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The Pipeline
APRIL 24, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Monday I shared a clip from a discussion with Ago Cluytens , for one his Coaching Masters Series. Today’s second clip looks at the need to be provocative in gaining traction with entrenched potential buyers. The challenge many of in sales face is the entrenched buyer who is reluctant to look at new or alternative means of achieving his/her goals.
The Sales Heretic
APRIL 24, 2013
'How would you like two hours of free consulting with six of the smartest strategists in business? Do you think that would help you boost your sales? That’s what Michele Price was thinking when she brought together six of us for an episode of Breakthrough Business Strategies Radio so powerful, it was deemed a “Staff [.].
SBI Growth
APRIL 20, 2013
'“Competitive Intelligence is the action of defining, gathering, analyzing, and distributing intelligence…needed to support executives and managers in making strategic decisions for an organization.” (Wikipedia). As a VP of Sales, what is your biggest fear when it comes to competitors? “Being beaten” should be your answer. You need to maintain a competitive edge over them, or at the very least hold even.
MTD Sales Training
APRIL 25, 2013
'On a recent course, my trainer asked the delegates if they believed the experience the customer has with their company is an important measurement to them. With no exception, they all replied. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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The Pipeline
APRIL 22, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. A few weeks back I had the opportunity to sit down with Ago Cluytens , for one his Coaching Masters Series interviews. All this week, the posts will feature snippets of the interview, below we will also tell you where you can find the whole interview, but now let’s go to the first extract. Trigger Events are fine, but there is no escaping that you have to wait for the “event”.
The Sales Hunter
APRIL 25, 2013
'Are you willing to walk away from a customer who is persistently asking for a price discount? I hope so! I cannot emphasize this enough: The customer who beats you up on price will beat you up on everything else. They will drain your energy — and the time and energy of your office staff — so quickly that any profit you are getting from them will quickly become “not worth it.” I recognize that this is not always an easy call to make.
SBI Growth
APRIL 21, 2013
'A good VP of Sales knows their top performers. But when we ask, "How do you determine performance, besides quota attainmnent?" details become elusive. Quota attainmnet is a good starting point for talent assessment. However, it’s not the bellwether many believe. In fact, many reps who achieve quota aren’t all-stars. Listed below are three examples of pseudo top-performers, and how to determine if your “A” Player is one.
Steven Rosen
APRIL 21, 2013
'Here is what we know…. At least 80% of sales managers fail within eighteen months of being promoted (Source: Chally). Making that transition, from self-supporting super sales star to “executive shepherd”, is daunting. We understand exactly how the sales leader’s role has evolved and continues to change. So, what’s the answer? Sales managers basically have two choices: They can wait around for the economy to pick up – and hope that their company will re-commence their education – or they can tak
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MTD Sales Training
APRIL 26, 2013
'How many times have you been told to sell your USP? Many sales people struggle with this as they have very little (if anything) that is unique to their business. The competition sells similar. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
APRIL 20, 2013
'Issue Date: 2013-04-21. Author: Joyce Ouellette. Teaser: If you’re giving short-shrift to customer interaction, you’re likely leaving money on the table and ignoring a volatile situation. If you’re giving short-shrift to customer interaction, you’re likely leaving money on the table and ignoring a volatile situation.
SBI Growth
APRIL 22, 2013
'One of the top reported problems plaguing sales forces is the lack of quality leads. What’s aggravating is that this problem is not getting solved for most companies. There are degrees of improvement, but seldom full resolution. Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. Companies are treating the symptoms of poor quality leads without getting to the root cause.
Pointclear
APRIL 24, 2013
'My guest today is Jim Dickie. Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Jim has over 29 years of sales and marketing management experience. He began his career with IBM and Sterling Software and then went on to launch two successful software companies.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
MTD Sales Training
APRIL 24, 2013
'You don’t need me to tell you that we need to increase and improve our customers’ experiences for them to develop loyalty and advocacy to our businesses. Depending too much on new. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
APRIL 22, 2013
'Tweet RSS readers click here for video. Here are some specific examples of before and after the sale “value ideas.” Think about these and then create your own! • Sharing industry best practices. • Manufacturing components and offering plant safety tips. • Medical devices to doctors and teaching bedside manner. • Teaching clerks how to close sales when a customer comes in to buy using your coupon or voucher. • Office supplies and teaching customer service to receptionists and accounting. • Anyth
SBI Growth
APRIL 24, 2013
'SBI recently accepted nominations for the Top Sales Operations Leaders to Watch in 2013. The list was unveiled last week at DemandCon. Each one of these individuals has been identified as an outstanding Sales Ops leader. They represent the best in the business. This post provides a strategy for making the list in 2014. There''s a good chance you''ll have a new VP of Sales within the next year.
The Sales Hunter
APRIL 23, 2013
'When was the last time you listened to one of your voicemail messages? Lousy voicemail messages will kill sales faster than you can hit speed dial. This week I received a voicemail message from a salesperson who was looking to sell me something. Problem is I have no idea what they were trying to sell, because the voicemail was so bad. First, it lacked energy.
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Score More Sales
APRIL 22, 2013
'Athletes do it, and artists do it. So do public speakers and musicians. They don’t just practice, they practice deliberately. Michael Jordan helped the Chicago Bulls win six national championships and he won the MVP award five times. “Air Jordan,” as he used to be called said: “I’ve always believed that if you put in the work, the results will come.
Jeffrey Gitomer
APRIL 26, 2013
'Tweet. The key to mastering any kind of sales is switching statements about you – how great you are, and what you do – to statements about them. -Gitomer. The post The Sale Re-defined appeared first on Jeffrey Gitomer’s Sales Blog.
SBI Growth
APRIL 23, 2013
'Nothing is worse than your peer invited instead of you to the Executive Meeting. This one act lets everyone in the organization know that you are not promotable. I have been on the outside looking in before. My boss asked my peer (Eastern RVP) to participate in the CEO staff meeting. Immediately I knew I was behind: behind in performance, trust and confidence.
The Sales Hunter
APRIL 26, 2013
'As a leader we spend a lot of time watching those we lead. As important as that might be, it is equally important to be watching those from whom we can learn. Great leaders find ideas and insights by watching other leaders. As leaders, we can learn from many of the people and circumstances around us. What I find as a key difference between leaders and managers is how and where they choose to learn.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
No More Cold Calling
APRIL 25, 2013
'Boost your batting average with a targeted referral strategy, and win the sales game this season. Batter up! Baseball season is in full swing here in the United States—a sure sign that spring has officially sprung. Spring is also a great time to up your game and make the pitches that get your sales prospects on base. Baseball is a long season with 162 games per team, played over approximately 30 weeks.
Jeffrey Gitomer
APRIL 25, 2013
'Tweet “I want my people to be accountable.”. “I want our people to be MORE accountable.”. “Our main issue this year is ‘accountability.’”. Sound familiar? Accountability is the number one recurring theme throughout sales leadership in the United States. Sales leaders want their salespeople to be more accountable for their actions, activity, numbers, and (of course) sales.
SBI Growth
APRIL 22, 2013
'One of the top reported problems plaguing sales forces is the lack of quality leads. What’s aggravating is that this problem is not getting solved for most companies. There are degrees of improvement, but seldom full resolution. Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. Companies are treating the symptoms of poor quality leads without getting to the root cause.
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