The Sales Heretic
MAY 12, 2015
Whether you’re delivering a sales presentation to a prospect, an internal briefing within your company, or the keynote speech at a conference, the first words out of your mouth have the power to make or break your effort. The way you open your presentation impacts your credibility and tells your audience whether or not they [.].
Sales and Marketing Management
MAY 10, 2015
Issue Date: 2015-05-08. Author: Kristina Jaramillo. Teaser: Strategy is the biggest difference between a B2B sales and marketing team that drives demand and enjoys consistent sales leads and revenue opportunities and one that just has a presence and lots of connections that they are not engaged with. Strategy is the biggest difference between a B2B sales and marketing team that drives demand and enjoys consistent sales leads and revenue opportunities and one that just has a presence and lots of
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No More Cold Calling
MAY 14, 2015
If you don’t ask, you don’t get. The lights dimmed. You could feel the anticipation in the room as everyone waited for the Master of Ceremonies to announce the salesperson of the year. All the company’s top executives were in attendance, along with the global salesforce and sales support team. When Jennifer’s name was announced, the room broke out in applause and cheers.
Understanding the Sales Force
MAY 14, 2015
It was a beautiful spring day and while I was walking to lunch yesterday I was thinking about my slugglish metabolism. When I was young, I never stopped walking, running and bicycling and I probably burned more calories than I consumed. I was only 115 pounds when I graduated from high school! I'll turn 60 later this year, and other than the baseball coaching I do, and using the golf cart the few times I play golf each year, I am as close to inactive as possible.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
The Sales Hunter
MAY 12, 2015
You have the prospect who you know would benefit from working with you, but they simply will not respond to you. Question arises in your mind, “Should I continue trying to connect with them or should I instead simply move on?” This question comes up a lot when I’m working with sales teams. There is no […].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
MAY 12, 2015
Gartner’s Tiffani Bova identifies three dangers looming over modern sales organizations. Life throws a lot of curve balls—both good and bad. Car accidents and natural disasters are every bit as unpredictable as winning the lottery or finally meeting your soul mate. What is predictable is the challenges sales organizations face. Sales organizations are finding it harder and harder to deliver predictable revenue, and historical sales models are beginning to show cracks.
MTD Sales Training
MAY 13, 2015
Growth and progress are two of the fundamental attributes that mark out a successful salesperson. As the only constant in business is change, it makes perfect sense to create opportunities to enhance. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
MAY 15, 2015
We are on a roll looking at the critical things you need for a negotiation to go well! Already we have covered: Sell First. Negotiate Second Only Negotiate After They’ve Rejected Your Offer Twice Make Sure You Are Dealing with the Decision Maker Know their Needs! Now we have arrived at another vital aspect: […].
Sales and Marketing Management
MAY 15, 2015
Issue Date: 2015-05-15. Author: Miles Jennings, CEO and founder, Recruiter.com. Teaser: Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider. Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider.
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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.
Pointclear
MAY 12, 2015
The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” I didn’t know how I was going to break the news to him that if this was the best they can do with their marketing program, they will never have more than an ‘also-ran’ business that earns a basic living for its founder, but never makes a significant mark in the marketplace.
MTD Sales Training
MAY 12, 2015
Every person you have ever met has a strategy they use to make decisions. Whether it’s to go for a particular food or to choose a particular career, the way people decide is hard-wired into the parts. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
MAY 10, 2015
Great salespeople stand apart because they do not settle for average. Are you the type of salesperson who is purposely pursuing the drive and discipline it takes to be great? I believe you CAN be that salesperson. And a big part of it happens when you don’t settle for average. Check out the video to […].
Increase Sales
MAY 9, 2015
What image comes to mind if I would say to you “Lead as a shepherd leads?” Since certain words conjure specific mental images, you may be visualizing the poetic character of Little Bo Peep to the religious figure of Jesus Christ. These images are for the most part positive images and we associate the word lead with specific visual images stored in our memories.
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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
A Sales Guy
MAY 12, 2015
This weeks show The Word was one of the best. It tackled a subject I think many sales people struggle with and that’s the difficult customer or climate. It can seem cliche, but it’s not. Customers and prospects need to work with sales people in order for a good sale to take place and when they won’t everything goes south. This episode of The Word tackles this challenge with Anthony Iannarino and Tim Ohai.
SBI
MAY 14, 2015
Conferences are often filled with a room full of quiet, tired people hoping their travel and time away from the office will be worth it. The recent Sales 2.0 conference held in San Francisco was no exception. That is, until Alice Heiman, the Emcee and Chief Networking Officer walked on stage. Her beaming smile and warm, gracious energy sparked a fire.
The Sales Hunter
MAY 14, 2015
I have covered a few different tips that are essential to negotiating well. So far, we have looked at Sell First. Negotiate Second, Only Negotiate After They’ve Rejected Your Offer Twice, and Make Sure You Are Dealing with the Decision Maker. Today we come to tip #4: Know their needs! The more needs the […].
Increase Sales
MAY 11, 2015
Have you ever come across a mid size to small business on the Internet and in perusing the website could not find the principals, the owners of that business? What I have discovered is this “Can’t Find Me” marketing curtain appears to be more common with businesses offering professionals services such as sales training or executive coaching.
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.
A Sales Guy
MAY 15, 2015
One of my favorite quotes is; Your actions are speaking so loud, I can’t hear what you’re saying! I’m not sure why, but I’ve been saying this a lot lately. It’s easy for us to say something. It’s easy to commit to an idea, an action, a movement. What’s hard, is doing it. It’s hard putting in the work, the time, effort, taking action.
Sales Training Connection
MAY 15, 2015
Sellers need to change now. Are you ready? According to Bain & Company, B2B sales executives have seen tremendous disruption in recent years – and there’s no reason to think it won’t continue. Today buyers are often well into their buying process before they even initiate conversations with sellers. Companies have researched the competitive options, eliminated a few and have become informed about the products and services of the remaining alternatives.
The Sales Hunter
MAY 12, 2015
I was speaking to a sales organization that was under a full throttle “price attack.” Every salesperson was complaining how customers were being adamant about receiving a discount if they were going to buy. It was clear they needed a solution and one they could put into place immediately. I shared with them what […].
Increase Sales
MAY 14, 2015
Most people want to be liked and this is true for those in leadership roles. Unfortunately, reality creates a continuing conundrum. Credit www.gratisography.com. This past week I received a new review for my book, Be the Red Jacket in a Sea of Gray Suits , the Keys to Unlocking Sales Success. This review was a one star (the only one star review so far) and to say the least disappointed me especially when I read the comment: “Very basic information available everywhere for years and rathe
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
SBI
MAY 11, 2015
Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles CallidusCloud , a suite of cloud solutions that accelerate sales all the way from lead, to money. . Special note: we’ll be attending this week’s CallidusCloud Connection (C3) event in Las Vegas. Follow us @SellingTools to keep up on all the happenings at the event.
Partners in Excellence
MAY 12, 2015
The executive team of a large division of a very large corporation called me to “fix the sales problem.” We were to have a meeting to discuss the issues they faced and to discuss potential corrective actions. I’d asked for data to better understand the sales performance issues. I, also had short phone discussions with a few key sales managers to understand the issues.
The Sales Hunter
MAY 9, 2015
Have you heard of the assumptive close technique? I think this is one of the easiest ways to close a sale, and it never ceases to amaze me how few salespeople use it! The more you use it, the more you will see why you need it in your closing repertoire. Check out the […].
Increase Sales
MAY 13, 2015
Very few people enjoyed being told no, less alone being told no on a regular basis. In sales, how we deal with being told no is called “handling rejection.” What many sales training programs and even sales coaches fail to realize that there is a direct connection between the handling rejection and emotional intelligence. Within the Innermetrix Attribute Index, handling rejection is defined as: “The ability to handle rejection on a personal level is based almost solely on the i
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?
Engage Selling
MAY 15, 2015
Don’t handle poor performers poorly. There’s a more productive way to help them recover. Get the details in this week’s video sales tip. Is a member of your team constantly missing their targets? Give them a copy of Nonstop Sales Boom!
Partners in Excellence
MAY 15, 2015
There’s the old saying, “Nothing happens in an organization until a sale is made!” Usually, it’s sales people saying it, often trying to defend their positions in the organization. While the statement is true, we really need to revise it to more closely reflect the reality of what it takes to generate revenue, and the emerging new role of the sales professional.
Your Sales Management Guru
MAY 11, 2015
Acumen Management Group, Ltd. Sales Management Audit Plan. Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization. PLEASE SCORE 1-5, 5= HIGH. Rate how well do you know the true or real total value of your pipeline? 1, 2, 3, 4, 5. Rate how comfortable are you that you know what percentage of the pipeline in the current category is required to ensure the current sales budget is exceeded?
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