Bernadette McClelland
MAY 23, 2013
'Kick Ass Message Kills Business. So you are in the queue with a heap of other people in the queue. Ready to stand out. Your product is the same. The functionality is the same. The end result is probably the same. Your kick ass marketing message wins the day. Hooray!! You are now the cowboy (or cowgirl) strutting your stuff wearing that coveted cowboy hat.
SBI Growth
MAY 24, 2013
'As an experienced sales leader, new hires are essential to Making the Number. Their success is your success. The goal is to minimize the time it takes them to reach full quota attainment. Sales and HR leaders often misdiagnose the root cause of long ramp times. When new hire sales reps are not productive, take a look at onboarding. The lack of customer focus can be a deadly impediment.
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Understanding the Sales Force
MAY 22, 2013
'Understanding the Sales Force by Dave Kurlan Dan Pink, Author of To Sell is Human , has been getting a lot of well deserved exposure. He wrote a terrific book and most who have read it really like it. I don''t have a problem with his book because read in its entirety, it makes sense. I do have an issue with the people who write about his book and take the concept, that everyone can sell, out of context.
Steven Rosen
MAY 20, 2013
'The best way to recognize great performance is by sending a hand written motivational card. I believe there are two things that motivate most sales reps. 1. Is the ability to do the job they paid to and. 2. Being recognized for a job well done. With email and text messages it is very easy to bang off a quick note. Personalized hand written notes are a rarity?
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The Sales Heretic
MAY 22, 2013
'If you’re like most salespeople—and most salespeople are—you’re pretty positive. The same is true if you’re a business owner or CEO. You tend to be goal-oriented, you see the potential upside in situations, you take risks in order to seize opportunities, you tend to move toward those outcomes that bring you pleasure and satisfaction. As [.].
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Sales and Marketing Management
MAY 19, 2013
'No matter what business you’re in, customers today demand immediate solutions in real time. What they need, when they need it, and how they want to receive your product or service are important factors that drive consumer buying decisions. High demand for speed and accountability require businesses to ramp up both technology innovations and customer service capabilities to be the first, the fastest and most reliable.
The Pipeline
MAY 22, 2013
'by Tibor Shanto – tibor.shanto@sellbetter.ca. In the past I have written about the propensity of sales leaders to accept and live with the Pareto Principle, the 80/20 rule. For example, 20% of your reps deliver 80% of your revenues, I know one team with 9 reps, where 2 sellers are responsible for 71% of the revenue. At one time, in the Shanto Principle I asked the question what if organizations could move the dial to 70/30, what would the impact be?
The Sales Hunter
MAY 20, 2013
'First reason is how you start Monday is a good indicator as to how the entire week is going to go. If you allow Monday to slide by and not make it productive, then most likely you’re going to let the entire week slide by. Second reason is Mondays are the best day of the week to firm up appointments for the week. Use Mondays as your time to schedule any additional appointments you need to make it a full week and to confirm with people you will be meeting with.
SBI Growth
MAY 20, 2013
'You are an experienced sales leader. It is Monday morning and you are on a forecast call. You know a few big deals determine if you make the number. You ask for the update on the Acme deal. Neither the Sales Manager nor rep speaks. The line goes quiet. You repeat your request. And then you hear: “The customer thinks they can do it themselves”. You mute the line.
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MTD Sales Training
MAY 21, 2013
'Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. We all know that. So, with an up-to-date buyer, who has. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
MAY 20, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Last Wednesday May 15th, I had the opportunity to be on the Charles Adler show. We look at the potential fallacies in long term predictions, this on the heels of a piece I did for the Globe and Mail Report on Small Business , regarding the need for execution in sales, not long term predications , and the fact that in BC, the elections did produce a majority government, but not by the party everyone was “predicting” would form the government.
Score More Sales
MAY 20, 2013
'After being in sales for many years, I had an “Aha” moment. I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. I don’t even know where it came from. This idea has impacted me and hundreds of individual contributors making calls from that day forward whom I’ve had the pleasure to train and coach.
SBI Growth
MAY 18, 2013
'This post will explore why all turnover is not created equal. Measuring sales turnover as a percentage can be misleading. A lower percentage isn’t always better. Yet turnover is probably the most measured sales metric. HR, sales leaders, and Sales o ps all measure it. Instead of focusing on an overall turnover percentage, focus on retaining ‘A’ players.
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MTD Sales Training
MAY 24, 2013
'Have you heard of the Sales Skills Success Formula? For those of you who haven’t, this formula suggests that success in sales is all about your attitude, skills, process and knowledge – [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
MAY 22, 2013
'Tweet I’m sure you’ve heard the expression, “Count your blessings.” I wonder how you interpret that. I wonder how you count them. I wonder how you take advantage of them. My biggest wonder is how grateful are you for your blessings. HERE’S AN IDEA: Re-look at your blessings from a different perspective. Are they blessings or are they assets?
The Sales Hunter
MAY 21, 2013
'Your customer won’t notice as much as you think. Surprisingly, most customers don’t know or remember your price as much as you realize. If that’s the case, then why would you think rounding your price up is going to cost a lot of business? It’s not, so go ahead and do it. Look at it this way. The additional profit you’re going to make might seem small, but it adds up quickly.
SBI Growth
MAY 21, 2013
'Does your Chief Sales Officer rely heavily on you for their success? As the sales operations leader, you focus on helping your sales leaders shine. Making the revenue number consistently is what your boss wants. But what else does your CSO care about? What’s underneath making the number? What else causes their sleepless nights? Download the Guide to Understanding Your CSO here.
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
MAY 22, 2013
'When we discuss planning and preparation with salespeople, they consistently see the need for ensuring they are ready for the call and have the confidence in their products and services. But when we. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
MAY 23, 2013
'Forget the bells and whistles. Your clients want to know what you can do for them. You may have the coolest product on the market, but if you can’t justify ROI for your solution, sophisticated buyers won’t care one bit about your innovative functionality and exciting new features. All too many salespeople still talk in terms of benefits and demonstrate bells and whistles.
Jeffrey Gitomer
MAY 20, 2013
'Tweet RSS readers click here for video. In your business: Video is the new brochure. Video is the new testimonial letter. Video is the new proposal. Video is the new training manual. Video is the new instructional manual. Video is the new letter and email. Here’s what to do (and here’s what I’m doing) to keep your business up to speed: 1. Take video of something every day.
SBI Growth
MAY 19, 2013
'You’re investing all that money in getting someone to your site then they leave. They often continue to a competitor site and buy later on. How can you bring them back for a second chance at converting? Retargeting gives you a second or third chance. Retargeting tracks people who visit your site. It then displays your ads in front of them as they visit other sites.
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The Sales Hunter
MAY 21, 2013
'Nobody wants to be called a “pricing coward,” but that is exactly what many salespeople are. They talk tough with regard to price and holding firm with the customer, but the second there is even the slightest hesitation on the part of the customer, the salesperson throws out a discount. Being a pricing coward is a real problem for one simple reason: You give up a lot of profit that simply does not have to be given away.
Sales and Marketing Management
MAY 22, 2013
'Issue Date: 2013-05-01. Teaser: A sales consultant states that by categorizing prospects into one of four different "tribal types," salespeople can identify communication style and other preferences that can enhance the effectiveness of each interaction. A sales consultant states that by categorizing prospects into one of four different "tribal types," salespeople can identify communication style and other preferences that can enhance the effectiveness of each interaction.
Jeffrey Gitomer
MAY 24, 2013
'Tweet. “Your challenge is to lead your prospects so they will follow you – and turn into customers.” ~Jeffrey Gitomer, author of The Sale Re-defined. The post Jeffrey Answers a Question about Business Etiquette | Real World Sales Tips appeared first on Jeffrey Gitomer’s Sales Blog.
Pointclear
MAY 21, 2013
'James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? Ask any group of marketing communications managers, exhibits managers or even marketing managers and less than 40%, overall, know the quotas for the sales channel they represent.
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?
The Sales Hunter
MAY 23, 2013
'Every salesperson would like to think they can handle and would relish in a short sales-cycle, but here’s the problem — most salespeople can’t handle it. The sales cycle is shortening because of one thing, and that is the amount of information available on the internet. What this means is prospecting does not have the same merit for customers as it used to.
Increase Sales
MAY 24, 2013
'Visit many websites and you will come across the infamous whitepaper. This usually downloadable document tells a story (think sales pitch) about how a company’s solution helped one of their clients. Given the limited time of most website visitors, the majority of whitepapers are one to two pages in length and cover these three topics: The client’s situation.
Jeffrey Gitomer
MAY 23, 2013
'Tweet Every poor performance is an opportunity for encouragement. Every great performance is an opportunity to reward and celebrate. The post Resilience | The Lost Secret of Leadership appeared first on Jeffrey Gitomer’s Sales Blog.
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