SBI Growth

DECEMBER 29, 2013

'Interviewing for the VP of Sales requires a lot of preparation. Many candidates spend hours honing interview responses. However, surprisingly few candidates spend enough time developing questions they should ask. This a big mistake. Sometimes the VP of Sales position is a great new opportunity. Other times, it is a role destined for failure. To understand whether the job is suitable, candidates must ask the right questions.

Quota 310

Quota Penetration Incentives Incentive 310

The Pipeline

JANUARY 2, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Buying Vs. Selling. As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. Let’s start by setting straight some unadulterated s**t that has made its way into main stream sales over the last few years. It came out of the impact of the 2008 economic realities and the rise of social media in its sales form, commonly known as social selling.

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

Steven Rosen

DECEMBER 30, 2013

'Set Goals and Succeed. By: Steven A. Rosen. It is great to have time off with family and friends. You may have taken some time off to reflect and make New Year’s resolutions. STOP! Don’t bother making New Year’s resolutions! Let’s face it, studies show that 92% of New Year’s resolutions just don’t happen. The reality is that you will have forgotten all your New Year’s resolutions by Jan 10th.

Face-to-face 285

Face-to-face Motivation Exercises Energy 285

Sales and Marketing Management

JANUARY 2, 2014

'Issue Date: 2014-01-03. Author: Meridith Elliott Powell. Teaser: What's the best way to get in front of top prospects? It's one of the most commonly asked questions in business development. The answer has been the same for as long as salespeople have tried to set appointments: If you want to get in the door, you must give the prospect a reason to open it.

Strategy 264

Strategy Prospecting 264

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.

Sales Cycle

SBI Growth

JANUARY 2, 2014

'This much is clear. Last year you missed the number. What’s not clear is why. At the end of Q2 your pipeline was healthy. You were on pace to hit your goals. Somehow the pipeline collapsed. By the end of the year 40% of your reps hadn’t made quota. So how were your forecasts so far off? As a Sales Operations leader, you use the pipeline to build budget and allocate resources.

Sales Process 308

Sales Process Hiring Forecasting Pipeline 308

The Sales Hunter

DECEMBER 30, 2013

'First goal is to not set goals you don’t have a plan to make. Setting goals without a plan is really a dream. Quit kidding yourself. Unless there is a plan, the ability to achieve a goal is going to be left to chance. Why leave something to chance? If you want chance, buy a lottery ticket or go to Vegas. Personally, I would rather put things in my control by making a plan.

Motivation 257

Motivation Account Positioning Sales 257

No More Cold Calling

JANUARY 2, 2014

'As you’re planning for 2014, forget resolutions. Set manageable goals instead. The New Year’s resolution checklists are the same every year—mostly about eating healthier, losing weight, and managing our finances better. The media is flooded with articles about resolutions right now. Our inboxes are crowded with email marketing messages chock-full of New Year’s resolution products and programs.

Referrals 240

Referrals Small Business Small Business Enterprise 240

SBI Growth

DECEMBER 30, 2013

'Marketing leaders should feel great about having a solid marketing plan locked in. Deep down CMO''s know they won’t get past January without changing the plan. Requests from sales leadership will alter the plan. Proactively embrace sales kick-off to validate and generate momentum for the plan. For most B2B companies the annual sales kick-off occurs in January.

Face-to-face 300

Face-to-face Lead Rank Lead Generation Google 300

Sales and Marketing Management

DECEMBER 30, 2013

'Issue Date: 2013-12-30. Author: Kurt Andersen. Teaser: It's always an accomplishment to wind up another year, but to help you prepare your teams for the New Year, here are three trends that will impact marketing and sales in 2014. It's always an accomplishment to wind up another year, but to help you prepare your teams for the New Year, here are three trends that will impact marketing and sales in 2014.

Marketing 223

Marketing Trends Sales 223

Advertisement

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.

Sales

The Sales Hunter

DECEMBER 28, 2013

'When you put your price across the table, do you then start compromising? Talking?! Squirming? Stop it! You’re blowing it! There’s a better way to give your price. The right way. With confidence and competence. And silence! To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .

Video 205

Video Discount Selling Skills How To 205

Jeffrey Gitomer

DECEMBER 30, 2013

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

200

200

SBI Growth

JANUARY 3, 2014

'2014 is upon us! With it comes a new sales number and a new opportunity for success. As a sales representative you are faced with many time commitments. How will you balance your sales efforts with creating the Ideal Life for yourself? It is easy to come off of the holiday and focus solely on work. You may forget to make time for some of the most important things.

Cancellation 296

Cancellation Face-to-face Territories Follow-up 296

Sales and Marketing Management

JANUARY 1, 2014

'Issue Date: 2014-01-02. Author: Michael Vaughan. Teaser: Understanding how to think is vital today. As organizations and workers, we are faced with complex problems and situations on a daily basis in which what-to-think solutions are no longer effective. Here are five practices that can help shift our thinking. Understanding how to think is vital today.

Face-to-face 222

Face-to-face How To 222

Advertisement

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

Data

No More Cold Calling

DECEMBER 31, 2013

'Here are six ways to be more successful (in your sales career and your life) in 2014. As we ring in the New Year, now is the perfect time to pay attention to what’s really important—in our work as well as in our personal lives. Don’t Let Technology Ruin Your Relationships. With all the cool tech toys we have at our disposal, it’s far too easy to get stuck in a digital un-reality.

Small Business 191

Small Business Small Business Exercises Enterprise 191

The Sales Hunter

JANUARY 3, 2014

'We all want to be able to close more sales and do it faster. Problem is too many salespeople wind up spending all of their time chasing sales that simply take too long to close. Let’s look at 3 things you can do now that will help you close more sales faster. First, only spend time with those people who can buy. Makes sense, but too many times the salesperson finds out too late that the person with whom they’ve been talking is only an intermediary who must ultimately gain approval f

Closing 199

Closing Selling Skills Follow-up Sales 199

SBI Growth

DECEMBER 28, 2013

'The New Year is upon us. Most sales leaders are getting ready to roll out new initiatives – Sales process, compensation plans, account planning, etc. There is much excitement and hopes are high. Here’s the rub: the majority of new initiatives won’t get fully adopted. There will be lots of fan-fare initially, but soon it fizzles out. They just won’t stick.

Compensation 296

Compensation Follow-up Call-back Engineering 296

Pointclear

DECEMBER 30, 2013

'I woke up thinking about the Frank Sinatra classic "That’s Life" this morning and thought the following was a pretty good description of my life since 2008: I''ve been a puppet, a pauper, a pirate, a poet, a pawn and a king. I''ve been up and down and over and out But I know one thing: Each time I find myself flat on my face, I pick myself up and get back in the race.

Film 193

Film Face-to-face Follow-up Call-back 193

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.

Retail

Jeffrey Gitomer

JANUARY 3, 2014

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Video 161

Video Training Sales 161

The Sales Hunter

JANUARY 2, 2014

'It’s a new year! Congratulations on the opportunity to make it happen for your customers. Don’t waste it getting ready. Don’t waste it laying out strategies and goals for the year. Don’t waste it organizing the office. It’s January 2, and the one thing you must do today is make some sales calls! Go ahead and let your competition spend January 2 on vacation, recuperating from New Year’s celebrations or merely wasting time getting organized.

Cold Calling 192

Cold Calling Motivation Call-back Networking 192

SBI Growth

DECEMBER 31, 2013

'Hanging up from your recent round of Sales Manager weekly meetings you realize something. The sales process you rolled out mid-year to increase sales isn’t working. In as little as one quarter, sales and morale are down. You are considering abandoning the process. Yet last year the sales management program you did implement is producing results. You followed the same program with sales process as you did with sales management.

How To 287

How To Case Study Follow-up Industry 287

Increase Sales

DECEMBER 29, 2013

'To challenge the status quo means understanding everything involved with the word “challenge.” In this context, the word challenge means to dare or better yet to defy something and in this case that something is the status quo. Then of course your status quo must be also defined because each of us have a different status quo. Sometimes it helps to answer this simple and not easy question: Are you where you want to be?

Energy 152

Energy Facebook Coaching Course 152

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.

Cold Calling

Keith Rosen

DECEMBER 28, 2013

'Everyone wants more time and delegation is one way to create it. Yet, we often have a hard time letting go, believing that we are the best person to handle the task in order to have it done correctly. Become a more powerful and less frustrated employee and manager by learning these ten simple steps to safe and effective delegation so that you can get your day back and focus on the things that matter most.

Scale 129

Scale Follow-up Sales Coaching Coaching 129

The Sales Hunter

JANUARY 3, 2014

'I’m excited to tell you about a new eBook Salesforce has available that includes 100 sales tips to make 2014 your best year ever. Just cruise on over to this link: Yes! I Want 100 Sales Tips from Salesforce!

SalesForce 188

SalesForce eBook Selling Skills Sales 188

SBI Growth

JANUARY 1, 2014

'Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. You ask yourself: “ What can I do different to ramp my reps faster?” Make a change in 2014. Design a program that will do that. Follow the 4 step process below to start this year off right. Download the 4 Step Fast Ramp Guide at the end of this post. It will help you find the gaps in your current fast ramp process.

Training 282

Training Buyer Persona Hiring How To 282

Increase Sales

DECEMBER 28, 2013

'The status quo is for many a comfortable place to be much like wearing that 20 year old, frayed sweater or sitting in that favorite chair. For it doesn’t require any critical thinking, any reflection, really any doing. You know every time you wear or sit in the status quo it provides feelings of comfort and security. Yet in reality the status quo provides false feelings and puts you in the land of nothingness where behavior change never happens.

Energy 145

Energy Facebook Consumer Course 145

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?

Marketing

A Sales Guy

JANUARY 3, 2014

'This is a follow up to the 11 Things Great Sales People Don’t Do. There are two sides to sales. The sales people and the those that lead them. Each of them has a distinct and different role. Sales people go and sell. They are the front lines. The sales leaders, they have to support, direct, lead and motivate the sales team. Like the best sales people, it’s what sales leaders don’t do that makes them great.

Hiring 117

Hiring Territories Sales Leadership Promotion 117

The Sales Hunter

DECEMBER 30, 2013

'Congratulations! It’s the last week of the year and you deserve a big huge CONGRATULATIONS! A great year it was, and one of the reasons it was great was because of everything you did. You might be reading this and feel a little perplexed. Don’t! The reason I say “congratulations” to you is simple — in a few days we get to turn the page on another year.

Motivation 169

Motivation Selling Skills Positioning Competition 169

Partners in Excellence

JANUARY 3, 2014

'“Well duuuhhh, Dave, thanks for that great insight!” As obvious as it sounds, one of the fastest ways to improve organizational or individual performance is to stop trying to sell where you lose. Yet, as obvious as it sounds, too many of the behaviors I see are focused exactly on that–selling where we lose. The problem is, too often we blindly chase after bad deals.

Analysis 92

Analysis Maximizer Forecasting Pipeline 92