The Pipeline
JUNE 9, 2015
Wednesday June 10, 10:00 am PT/1:00 pm ET. Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career. But to achieve success in prospecting, you will need to master two key elements. 1.
Bernadette McClelland
JUNE 8, 2015
5 Ridiculously Simple Ways To Shift Your Results For Good omething I see in many of my clients is the deep desire and even commitment to achieve their outcome and their results and for that I love them for […]. The post 5 Ridiculously Simple Ways To Shift Your Results For Good appeared first on Bernadette McClelland.
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Sales and Marketing Management
JUNE 7, 2015
Issue Date: 2015-06-08. Author: Jason Jordan and Michelle Vazzana, Partners of Vantage Point Performance. Teaser: In order to squeeze in a little coaching, it is tempting to “coach in the moment” but, as research shows, investing at least three hours per month in intentional pipeline coaching with each rep can have a significant impact on sales force performance.
No More Cold Calling
JUNE 11, 2015
Sales coaching expert Keith Rosen explains why managers should coach to win. Your manager compliments you on a sales call or for nailing a big contract. You want to bask in your glory for a few moments, but you know the next sentence out of your manager’s mouth will start with but —as in, “But why didn’t you do X?” or “But next time, be sure to do Y.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
The Pipeline
JUNE 8, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Some may remember one of Reagan’s more famous statement in 1987, while he was addressing folks gathered at a nuclear treaty signing, Trust but Verify, could also be part of every keynote at your everyday B2B sales Kick-off. I use this expression not to suggest or imply a lack of trust between sellers and their potential buyers, but to ensure that sales people make the most out of their most precious resource – Time.
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Increase Sales
JUNE 8, 2015
So you open your mail and find the following direct mail piece from a realtor with the following marketing message: Would you let a stranger into you home? . Then you turn over the card and read the rest of the marketing message: If you show your home yourself, that’s what you are doing. However, when you list your home with us, you’ll have peace of mind because we per-qualify all interested buyers, ensuring only those who can afford your home tour it.
Sales and Marketing Management
JUNE 11, 2015
Issue Date: 2015-06-12. Author: Alan Zimmerman. Teaser: How do you develop a killer sales attitude? An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics and a host of other things? You need to do four things. How do you develop a killer sales attitude? An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics and a host of other things?
MTD Sales Training
JUNE 11, 2015
I’ll admit it. I’m a sucker for motivation. Whatever I can get to drive me forward and help me achieve my goals is like gold dust, as it overcomes all the negativity that we often experience. Sometimes, we come across a piece of literature or a video or CD that stops us in our tracks and helps us achieve. I came across this video and just had to share it with you.
The Sales Hunter
JUNE 9, 2015
It’s time for a mid-year assessment, and you should be asking yourself these questions: 1. What does my performance to date tell me about my ability to make my number for the year? 2. Can I build a plan breaking down by customer and product the amount of business I need to enable me to […].
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.
Increase Sales
JUNE 6, 2015
For the last almost six months, I have been been purging 30 years of stuff including almost 20 years of office stuff. I am nearing the finish line and I can say with 100% confidence and gladness that purging is truly good for the soul. As I have been removing the clutter from copies of articles, to magazines to books, to clothes and even furniture, each time my soul feels lighter.
Fill the Funnel
JUNE 10, 2015
Strong, successful social media practices recommend that you share the content from other people at least 80% of the time, sharing yours the remaining 20%. It makes sense to share helpful information from sources with high credibility and recognition. With the release today of BoomBar , every link to a helpful post or website can include a Call to Action that you choose, adding even more value to your links.
MTD Sales Training
JUNE 9, 2015
It’s not easy being in sales these days. All the pressures of hitting targets, completing your sales plans , competitive activity…it can sometimes feel as if it’s all too much. Many salespeople heap more pressure on themselves by making mistakes that actually attract objections from prospects and customers. The prospect may really want the product or service you can provide… then you make an error that immediately causes them to stop and wonder if you are the right provider.
The Sales Hunter
JUNE 12, 2015
As promised in a previous post, I’m digging into the 10 reasons most prospecting programs don’t work. Today we start with #1: Using the same prospecting process for all your prospects. This is a huge mistake, but we do it because we’re lazy! Problem is being lazy only results in one thing — poor […].
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Increase Sales
JUNE 11, 2015
The marketing message for any realtor goes beyond the direct mail piece or even social media contact. Good to great realtors understand specific marketing skills that others choose not to employ. Follow-Up. Of the six real estate agents who have contacted me regarding selling my home, only one sent me a follow-up thank you note for allowing her to visit my home.
SBI
JUNE 10, 2015
This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . This week I interview Brian Leach, CEO, Unboxed Technology. Nancy: What does Unboxed do? What problem/s are you solving for sales and/or marketing organizations?
A Sales Guy
JUNE 8, 2015
My friend and sales guru Dan Waldschmidt inspired me. He ran a 100-mile ultimate marathon recently, so I woke up this morning and decided to go for a run. Seemed liked a good idea at the time. Here’s the problem. I haven’t run in over 10 years, at least. No, I’m not joking. I haven’t run more than 40 yards in over 10 years. Realizing how long it’s been, I set a very low goal — 1 mile.
The Sales Hunter
JUNE 7, 2015
Great salespeople know what it means to look ahead — and plan accordingly! Do not wait until the morning to beginning planning your day. You must value your time in such a way that you never end your day without knowing what you’re going to do tomorrow. Check out the video to see what […].
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Increase Sales
JUNE 9, 2015
So you open up a piece of mail in a business envelop hand addressed without a return address and low and behold you see this marketing message: How about 3%? You also see this is from a realtor that you do not know and who obviously does not know you. What you also see is this is a copy of a copy and realtor thinks he is a doctor by the poor penmanship.
SBI
JUNE 7, 2015
Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles SalesPredict , a Customer Life-Cycle Intelligence and Predictive Lead Scoring solution. Sales ToolSkool Video Transcript: This week’s topic is prioritizing your sales activities so you can optimize your revenue. I’ll be talking about a predictive, customer life-cycle intelligence solution called SalesPredict.
A Sales Guy
JUNE 9, 2015
Ok! It’s here. #heykeenan. It’s my new show where I take your questions via the hashtag #heykeenan and answer them on video. In Take 1 of our inaugural show we tackle the challenge of dealing with a prospect that won’t work with you, but they are stringing you along. I’ve been wanting to do this for awhile. I’m sure many of you remember when I had office hours.
The Sales Hunter
JUNE 11, 2015
In looking at the things that will help voicemail work for you in your prospecting efforts, we have arrived at the 5th tip: #5: Your message must be one that conveys energy and confidence in your voice. Your prospect is busy. The last thing they want to listen to is a train wreck! (Be […].
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Increase Sales
JUNE 12, 2015
Technology through the Internet and social media has changed the real estate market. Educated buyers are now the driving force. Unfortunately, the marketing message by many realtors has not reacted positively to that change. Websites such as Zillow , Trulia, Realtor or For Sale By Owner along with Craig’s list and Facebook have allowed for an almost instantaneous connection to real estate listings.
Sales Training Connection
JUNE 8, 2015
Sales Networking. Sales reps often find themselves at industry conferences and other meetings where they should be networking. However, in too many cases they fail to optimize the opportunity because they are not sure what to do. So, by default, they end up spending their time in line to share a moment with a keynote speaker or attending yet another breakout session that is all about nothing.
Partners in Excellence
JUNE 8, 2015
I was asked to participate in a deal review. It was one of those “mega” deals, the one you dream of, the one that will make your year–or at least give it a significant boost. In preparation, I started to review the opportunity in the CRM system. I discovered my client was pretty late in the cycle. Apparently, the customer had been thinking about this problem for some time.
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.
Engage Selling
JUNE 11, 2015
I have a question for you. Do you really know where your revenue comes from? Most businesses can probably answer that question pretty quickly. It’s obvious, right? Not so fast. Recently, we’ve been involved in a very large sales reorganization. There are three sales teams, a channel sales team, a field sales team and an inside sales […].
The ROI Guy
JUNE 11, 2015
Shy the pyrotechnics and crazy stunts, but still to the delight of the 2,000+ on hand, SiriusDecisions played the role of “Myth Busters” at their latest Summit in Nashville. Analysts Marisa Kopek and Jennifer Ross retold the “tall tales” of Gartner, Forrester and CEB, about the Death of a Salesman. The myths? That B2B buyers were thought to be anywhere from 57% to 85% complete in their decision making process before contacting sales.
Your Sales Management Guru
JUNE 9, 2015
Salespeople: Know When to Say When. Ken : Today we have are offering a guest blog from Adam Honig who is the co-founder and CEO of Spiro Technologies. There are many skills a salesperson needs to perfect to become a legendary seller. But pushing hard for a sale, no matter the circumstances, isn’t one of them. Sometimes it’s best to know when to say when.
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