SBI Growth
FEBRUARY 22, 2013
As a Marketing Leader, you pay attention to the competition’s marketing and lead generation tactics. But how close of an eye do you have on them? Do you actively monitor and research? Most of you are nodding your head yes. Let’s dig deeper. Are you monitoring how the buyer is interacting with the competition? This is often overlooked. I’ll offer a tool to help you identify competitive gaps across many areas.
Jeffrey Gitomer
FEBRUARY 19, 2013
Tweet Make a sale – that’s the easy part. Now comes the hard part: Doing everything else. Making the sale is not just the money and the victory. It’s also the foundation for a relationship – as long as the rest of the process flows as you have sold it. Here are the “beyond the sale” elements than make a relationship probable: Deliver. After a sale there is an expectation for delivery.
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The Pipeline
FEBRUARY 18, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. There is no doubt that our attitudes shape our outlook, impact our activities, and as result drive our outcomes, both good and bad. This is why so many people default to attitude when they are trying motivate their team. The challenge is that there are time when a change in attitude can motivate an individual or a group to overcome obstacles and move forward.
MTD Sales Training
FEBRUARY 18, 2013
‘Let me tell you a story…” I remember my mum using those words many times, and it used to grab my attention as I was whisked away into far-off lands, awed by mythical creatures and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
SBI Growth
FEBRUARY 21, 2013
To outperform their peers, Social Sellers use LinkedIn as a sales tool. They use their profiles to demonstrate value and build trust with the Buyers. Their LinkedIn profile becomes an integral part of their personal brand. In this article I outline 4 principles of an effective LinkedIn profile. Then I provide a LinkedIn Profile Writing Guide to help perfect your own profile.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
FEBRUARY 22, 2013
Guest Post – Megan Totka. When thinking about writing a blog for a business, most people are not thinking about the blog itself bringing in revenue. The objective is usually to draw people in to the website with a good story , where they will then click around and perhaps make a purchase. But why shouldn’t the blog itself try to make money and connections?
MTD Sales Training
FEBRUARY 20, 2013
Let’s say you’re going to visit a new prospect. You have all the details you need and you’ve prepared for the visit. The only thing you need to do now is get to their office or. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
FEBRUARY 16, 2013
A trend is emerging among Sales SVPs: they Make the Number every other year. You make it - the CEO “rewards” you with a huge increase. Miss it - the next year the goal is more reasonable. Make the reasonable goal – the next year is unreasonable again. And on and on the cycle goes. The right Marketing Methodology can enable you to break this cycle. Your Marketing Methodology is simply your company’s guidelines or procedures for marketing your solutions.
The Sales Heretic
FEBRUARY 18, 2013
Six seconds may not seem like very much time. Certainly not enough to accomplish anything substantial. And yet it’s plenty of time to make a difference in your sales. Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this seven-and-a-half-minute segment, I discuss how much impact you can make in six [.].
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One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
Score More Sales
FEBRUARY 22, 2013
If you are active on LinkedIn and using it to grow your business, you probably get these requests all the time. I have written about them before – the generic or “slightly modified” request to connect on LinkedIn. We teach sales professionals about the “Big 10″ items you need to pay attention to and do correctly for success on growing your visibility and your revenues using LinkedIn as a tool.
MTD Sales Training
FEBRUARY 19, 2013
My team and I have sat in on many visits with sales people, listening to great examples (and not so great!) of consultancy sessions, where the client has specific needs and the salesperson deals with. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
FEBRUARY 18, 2013
“Starving the future to feed the present is a mistake - it leads to obsolescence and stagnation. Sometimes it is hard to make this understood.” Burton Richter, Nobel Laureate. We have seen a tremendous rise in the interest and use of buyer personas since 2002. The year I first introduced the methodology for creating buyer personas specifically for marketing and sales.
Understanding the Sales Force
FEBRUARY 21, 2013
Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. I suggest that you read it first, returning to this article for the analysis. I thought that the first half of the article was spot on. I thought that the second half was as bad as the first half was good.
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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.
Score More Sales
FEBRUARY 20, 2013
Click here to view the embedded video. I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. Gerhard Gschwandtner has a great interview with Colleen on Ei in this video. It seems that everyone understands the symptoms, but few can address solutions.
MTD Sales Training
FEBRUARY 22, 2013
As a sales professional, improving and advancing your listening skills is one of the most important things you can do to help you prospect and sell more. Being able to listen to what your prospects. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
FEBRUARY 19, 2013
Will fixing a sales problem accelerate your path to promotion? It should. You are time starved now more than ever. If you tackle the right problem, it will help you make the number. It will help you get promoted. This tool will expose you to the 6 biggest problems sales leaders face. Solving one of these can accelerate your path to promotion. CEOs Want Problem Solvers.
The Sales Hunter
FEBRUARY 18, 2013
It’s an issue that has been around for years and it isn’t going away anytime soon. The problem is the customer won’t pay more because the salesperson spends too much of their time convincing the customer they shouldn’t pay more. Yes, I believe salespeople work against themselves way too much and wind up encouraging the customer to actually pay less than they would be willing to pay.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Score More Sales
FEBRUARY 18, 2013
In selling there is a lot of big talk about closing deals, as if the act of “closing” is a verb and is something to do TO your prospective client or customer. Gain control of these feeble buyers, right? One of the most talked-about sales books in the last couple years is The Challenger Sale. The complete title is: The Challenger Sale – Taking Control of the Customer Conversation.
Anthony Cole Training
FEBRUARY 21, 2013
Learning about sales and selling is one of the things I enjoy most about what I do. When I started my personal quest to improve my understanding of sales, my ability to execute a sales process effectively and to ultimately improve my sales results, there was much for me to learn. My first introduction into sales was with Nautilus Equipment Inc. in Dallas, Texas.
SBI Growth
FEBRUARY 20, 2013
It’s like deja vu’ all over again. Your CSO - scowl on his face – says: “Set-up calls with the RVP’s now! I want to review every deal in the pipeline over $200k. They need to commit to a closing probability for each one. You'll have to re-work the forecast and get it back to me tomorrow. It has to be rock solid” You’re closing in on quarter end and your boss needs an updated manual pipeline forecast for the CEO.
The Sales Hunter
FEBRUARY 19, 2013
Regardless of how bad the sales call might be going, you should never leave a sales call without closing on something. Doing so gives you momentum on which to build. Too many times when a call is not going good, it becomes too easy for the salesperson to think there is nothing else they can do. That’s the worst perception a salesperson can have.
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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
Jeffrey Gitomer
FEBRUARY 20, 2013
Tweet A person who seems to have all the answers, usually isn’t listening. The post Jeffrey Gitomer | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog.
Sales and Marketing Management
FEBRUARY 21, 2013
Issue Date: 2013-01-01. Author: By Peter Mollins, Vice President of Marketing, KnowledgeTree. Teaser: Successful marketing increasingly depends on well-timed, relevant and proven content being delivered to prospects. The trend of buyers researching products well before they engage with a representative is only going to increase. This, combined with the sheer volume of marketing communications and vehicles, has led to an ever-growing need for marketing automation and lifecycle tools.
SBI Growth
FEBRUARY 17, 2013
This post is written for a Sales Leader. You want more consistent performance from your team. To ensure this, you are undertaking new sales improvement initiatives. Will your people adopt them? The reason adoption fails is a lack of planning prior to implementation. For a project to be successful, adoption must begin when the initiative starts. Change management is not a one-time event.
The Sales Hunter
FEBRUARY 21, 2013
The argument I hear is how sales leadership is something that only involves top performing sales people, sales managers or those who work for a company with huge market share. People who say this are shortchanging themselves and their potential. Sales leadership is a fundamental to anyone in sales who is striving to grow their sales and profit. You might be a new salesperson or one assigned to the servicing only small companies.
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In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.
Jeffrey Gitomer
FEBRUARY 18, 2013
Tweet Change is not a four letter word…but often your reaction to it is! -Gitomer. The post Jeffrey Gitomer | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog.
Pointclear
FEBRUARY 19, 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. Ben Franklin said, “Time lost is never found again.” Yet it isn’t the time lost but the things unaccomplished in that time which become a huge problem for sales and marketing people.
Increase Sales
FEBRUARY 16, 2013
The truth behind failed sales training coaching is the curriculum, the process, the methodology call it what you will has been designed for the 1.8% of businesses and does not necessarily translate to the reality of 98.2% of all businesses (SMB). What does this mean you may be asking yourself? As of 2008, 98.2% of all US businesses had 99 employees or less.
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