SBI Growth
APRIL 15, 2013
'You’ve invested in the technology. You’ve trained the entire sales organization. The sales process is finally out in the field. Will your efforts get the best possible return? Rolling out a new sales process is tough work. For Sales Operations, it’s one of the most important projects you’re responsible for. The risk is high because the money and time invested is significant.
The Sales Heretic
APRIL 17, 2013
'Whether you’re building rapport with a new prospect, negotiating the fine points of a big contract or working to resolve a customer problem, one of the best things you can do with your buyer is to agree with them whenever possible. Agreeing with customers helps to reassure them that you’re actually on the same side, [.].
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The Pipeline
APRIL 17, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. Each territory had two hunters, one for each product, two account development/management (AD) people, again one for each product, and an administrative person, all supported by a central customer care group, as to not overw
Steven Rosen
APRIL 13, 2013
'Welcome back to another episode of Sale Management TV. Last week I have had a number of coaching sessions with sales managers and came across a reoccurring theme. As you know the goal of coaching is to put a sales rep on a path for improving a behavior, skill or competency which will have a positive impact on their performance. What I have seen is that managers do a really good job identifying or diagnosing areas for improvement.
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SBI Growth
APRIL 13, 2013
'Is my Marketing Strategy broken? In a recent Sales Benchmark Index survey of 312 CMO’s and VP’s of marketing; the majority answered this question “I don’t know”. Download the Marketing Strategy Assessment here and determine if your Marketing Strategy is broken. 80% of CMO’s indicated they utilize competitive benchmarking to influence marketing strategy according to IBM research.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
APRIL 19, 2013
'The Pipeline Guest Post – Megan Totka. Social media websites are a great sales and marketing tool, there’s no denying it. I would venture to say that most companies have a presence on at least one social media site, and if they don’t, they should! Many companies are developing marketing campaigns that are design for both online and traditional marketing.
MTD Sales Training
APRIL 18, 2013
'Imagine you are in a restaurant, cafe or canteen, looking at the menu. You’re pretty hungry, but not overly so. You need to quench your thirst and fill your stomach, as you inspect what’s. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
APRIL 17, 2013
'This post is written for Marketing Leaders newly hired in an organization and those who want to keep pace in the industry. The first question new marketing leaders ask themselves is, “ how good is my team? ”. You may have a team with talent and strong capabilities or you may have dinosaurs. Despite what you inherit, your #1 goal entering the organization is to drive results.
Understanding the Sales Force
APRIL 17, 2013
'Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect.
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The Pipeline
APRIL 15, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. One common theme here and at other quality sales sources, is the need to cover the entire buying organization, top down, bottom up, and all sides. This not only eliminates the need to go around or over someone , but delivers a number of benefits and opportunities to sell and establish contacts and relationships.
MTD Sales Training
APRIL 19, 2013
'There are many tips and techniques that we as sales people can use to help us sell to our prospects and clients, but the majority of these sales techniques are focused around selling to an. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
APRIL 19, 2013
'Sales “ problems ” make it on to your agenda in many ways. As CEO, sometimes the board feels there is a sales problem that needs attention. The competition is a source of sales problems. It is not uncommon for customers to be a source of sales problems. There is one source of sales problems more active than all of these combined. Your team. Your team brings sales problems to you every month, quarter, and year.
The Sales Hunter
APRIL 18, 2013
'Below are 5 stupid phrases salespeople say right when they’re presenting the price and trying to close. (Usually what ends up happening is they offer a discount! Ouch!). Have you ever found yourself saying… Is that more than you thought it would be? Are you concerned about the price? How does this price compare with what you’ve been looking at?
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Score More Sales
APRIL 19, 2013
'It’s been a tough week in Boston. Monday was a day of extreme jubilation due to our annual Marathon tradition, then a sudden drastic low – lower than low. I choose not to detail the series of events – they are easy to find through any search engine. Today on Friday, there is a complete lock-down in Boston and 5 neighboring towns because of a suspect remaining on the loose.
MTD Sales Training
APRIL 17, 2013
'When you sell your products and services, it’s imperative that you learn your clients’ behavioural patterns and how they use your products to achieve results. They don’t buy your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
APRIL 18, 2013
'“How can I be sure I''m hiring the right sales leader?”. This post is for those who are recruiting and hiring sales leaders. It provides an overview of how to conduct a competency assessment specifically for Sales. It includes a 2-part downloadable tool for scenario-based interviews. Using the guidance and tool will improve the chances for making a successful hire.
The Sales Hunter
APRIL 16, 2013
'Why should they? Quit talking about what you have and start talking about what they want. We show up at a sales call with pretty pictures, a list of facts and other stuff the customer couldn’t care less about. This is not to say this type of information is not important. It is important, but only when used at the right time. The problem is most salespeople use this type of information at the wrong time.
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.
Jeffrey Gitomer
APRIL 16, 2013
'Tweet RSS readers may click here for the video. Here are 12.5 real world connection strategies to eliminate cold calling. These are not “no brainers.” They’re “brainers!” They’re ideas and strategies that require smart, hard-working people to turn the strategies into money: 1. Build relationships and earn referrals. Visit existing customers. Offer ideas and help. 2.
MTD Sales Training
APRIL 16, 2013
'One thing that salespeople have to do in abundance is to research the competition. But there is another mindset that you can work on that will offer a different perspective on things. Most. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
APRIL 17, 2013
'This post is written for Marketing Leaders newly hired in an organization and those who want to keep pace in the industry. The first question new marketing leaders ask themselves is, “ how good is my team? ”. You may have a team with talent and strong capabilities or you may have dinosaurs. Despite what you inherit, your #1 goal entering the organization is to drive results.
The Sales Hunter
APRIL 15, 2013
'Sales motivation is not rocket science. It is, very simply put, allowing yourself to be in a position to win regardless of what may occur to you. Below is a sales motivation checklist with vital questions. Ask yourself… 1. Are there people with whom I should not be associating because they have a negative outlook? 2. Do I sound positive and outgoing when I talk with people on the phone?
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Jeffrey Gitomer
APRIL 18, 2013
'Tweet AM I THE LEADER I WANT TO BE? Leaders rarely get to evaluate themselves. Below is your opportunity to take a brief look in the mirror. Take a few moments and give yourself an honest response as to your present skill level. NOTE WELL: If you only look at this list and don’t actually circle a number, you will not improve, nor will you have a guideline by which to do it.
No More Cold Calling
APRIL 18, 2013
'Sales suspects don’t count as sales prospects. Barry Trailer, managing partner of CSO Insights , makes the following bet whenever he speaks to sales audiences: “I’ll bet you my house that right now you’ve got good people working hard to get business you don’t want.” So far, Barry has been able to keep his house. Would you be willing to bet your home that your company is not trying to attract poorly-qualified prospects?
Score More Sales
APRIL 15, 2013
'“You have two ears and one mouth for a reason,” said my sales manager years ago, and it wasn’t the first time he had said it. I hated that saying, but to this day, years later, it left an impression and a great visual. There are two main reasons you want to listen more than you talk when having a conversation with a buyer: 1) You won’t learn anything if you do all the talking. 2) You may say too much when talking and shut down a real opportunity prematurely.
Sales and Marketing Management
APRIL 14, 2013
'Issue Date: 2013-04-15. Author: Richard Plinke. Teaser: If you're in sales and you haven't experienced periods of melancholy and self-doubt, then you're not doing it right. But good salespeople, like good marriages, are not the ones who never face any problems, they're the ones that work through the problems. If you're in sales and you haven't experienced periods of melancholy and self-doubt, then you're not doing it right.
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
APRIL 16, 2013
'The easiest way for you to increase your price is to increase the outcomes your customers receive from using what you sell. Think about it for a moment. Your customers will pay more if they believe they’re getting more, and that means the secret lies in being able to increase the benefits of what they get from you. To do this requires a different perspective from the start.
Anthony Cole Training
APRIL 17, 2013
'Sales don''t just "happen". At least, not in my business nor in the companies that I have the opportunity to work with. Over the last 20 years of partnering with sales organizations from coast to coast, from large metropolitan areas to small cities, sales have to be generated not merely collected. Sales have drivers, leading indicators and activities that, when executed at the right amount and the right way, will generate sales results.
Jeffrey Gitomer
APRIL 14, 2013
'Tweet If you love what you do, your passion will lead you to success, and your success will lead to your fulfillment. -Jeffrey Gitomer. The post Jeffrey Gitomer | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog.
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