Sat.Jun 15, 2013 - Fri.Jun 21, 2013

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Never wing a sales approach call

Bernadette McClelland

'Never wing a sales approach call. I have been engaged to work with a sales guy in a coaching/mentoring role – someone who has the right sales DNA but has plateaued. One of the tasks I had him to before the day ended, was to advance at least one sale. In this particular case, he chose to follow up a stalled lead. He picked up the phone and before I realised, he had flown straight into it, enthusiasm in top gear and adrenaline pumping.

Lead Rank 299
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You’re Great At What You Do – But What You’re Doing Isn’t That Great

The Pipeline

'By Tibor Shanto – tibor.shanto@sellbetter.ca. One of the things that makes great sales leaders great, is their ability to delicately balance various and at time juxtaposing dynamics in sales. One of the more subtle but potentially very impactful of these is in achieving structured change and improvement in the way their organizations and individual sales people sell in changing environments.

Scale 303
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Twitter thoughts and Twitter thinking. Tweet and Re-Tweet.

Jeffrey Gitomer

'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.

Twitter 281
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4 Reasons Low-Price Customers Are Destroying Your Business

The Sales Hunter

'Quit kidding yourself! You’re not making any money off the low-price customer, regardless of what you think. Let me give you 4 reasons. Reason 1: The customer who demands a lower price from you is also going to be the customer who nags at you all the way through the sales process and long afterward. Low-price customers are wired to think they can get everything cheap and they can get people to do for them whatever they ask.

Discount 276
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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What Starbucks Teaches Us About Commoditisation

MTD Sales Training

'On a recent trip to London, I called in at a Starbucks for a refreshment before visiting a prospect. I was in a great mood (I nearly always am!) and just wanted to have a drink while I prepared. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

More Trending

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The Cost of Doing Nothing

SBI Growth

'The problem with your sales force has been diagnosed. You’ve determined the requirements of any solution. Now it’s time to outline your options – and Do Nothing is one of them. This post gives you the reasons why “Do Nothing” is not the best option. If you do nothing else, you must get “ The Do Nothing Guide ”. It contains 20 categories for which to consider the impact of doing nothing.

Hiring 257
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What do you do EVERY DAY to build attraction and brand?

Jeffrey Gitomer

'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.

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Questions That Get You Quality Answers

MTD Sales Training

'One of the best qualities that we can develop in sales is the skill of asking questions. Being able to obtain information from prospects is a pre-requisite to providing answers and services to them. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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3 Point Summer Sales Tune Up!

The Pipeline

'By Tibor Shanto – tibor.shanto@sellbetter.ca. As part of my monthly column for The Globe and Mail Report on Small Business , this month I outlined three things sellers can do to ensure that not only does summer not need to be slow or a down time, but in fact there are specific things you can do to win business, and set yourself up for the rest of the sales year.

Pipeline 267
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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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The Secret to Hiring Great Sales Leaders

SBI Growth

'Those who build great companies understand that the ultimate throttle on growth for any great company is not markets, or technology, or competition, or products. It is the one thing above all others; the ability to get and keep enough of the right people. -Jim Collins, Good to Great. It’s June and you’re not sure your sales leader is going to last through the year.

Hiring 256
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Sales Leaders Don’t Close Sales!

The Sales Hunter

'If you’re a sales leader — and by that I mean a person who leads salespeople — then the last thing you should be doing is closing sales. Your job is to lead the sales team and coach your salespeople. Your job description doesn’t say anything about closing sales. I speak often on the topic of the “ 4-legged sales-call.” This is the call where you as the leader goes with the salesperson to make a sales call.

Closing 243
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A Quick Answer To ‘Tell Me About Your Company?’

MTD Sales Training

'A lot of salespeople are proud about their company and the products and services they sell. This gives them confidence when it comes to discussing options with their prospects, because they feel. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Company 248
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Socratic Questions Help Prospects Uncover Truth

Sales and Marketing Management

'Issue Date: 2013-06-17. Author: Peri Shawn. Teaser: Effective sales questions can help uncover information that moves the sales process forward. Here’s how salespeople can ask better questions, and stay away from questions that can alienate prospects. Also, why it’s sometimes best to avoid the word “why.” Effective sales questions can help uncover information that moves the sales process forward.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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How Big Data Can Help the CMO

SBI Growth

'Marketing leaders are in a unique position to embrace Big Data. Marketing professionals have largely embraced the analysis of data. Campaign data is highly scrutinized for insights. Customer research data is routinely analyzed with the gusto of seeking the Holy Grail. In many ways, today’s Big Data capability is the answers to every marketer’s dreams.

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Personality Tests, Sales Candidate Selection - How Tests Measure Up

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan A recent article in Columbus Business First discussed background checks and use of personality tests. The most important line in the article read, " Personality often is the best insight into whether a person is a good cultural fit for a specific company.". Notice that they didn''t say that personality is the best insight into whether a person will succeed in sales.

Hiring 228
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Power of Short Questions on a Sales Call

The Sales Hunter

'One of the biggest problems salespeople have is not asking enough questions. Salespeople love to talk and when they do ask a question, it can many times wind up being so long and convoluted that the customer has no idea what the salesperson is asking. For many salespeople, trying to figure out the right question to ask is too hard for them. (We’ll have to leave that issue for another time, but believe me it’s real!).

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Good Reads for B2B Sales - Are You Drowning in Sales Quota?

Pointclear

'Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will Google Glass Revolutionize Buying and Selling? In this article, Gerhard Gschwandtner raises an interesting question about Google’s latest technology, Google Glass.

Quota 213
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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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How to Survive a Mid-Year Quota Increase

SBI Growth

'You have been on the receiving end of this phone call. ‘I need more from you and your team this year. Forecast says we are down 15% and the CEO wants to reissue quotas. Splitting the increase amongst your peers, your number just went up by 5%. Figure out how you are going to adjust and make it happen now. I know you can do it.’. Our ‘ Flip the Funnel ’ Guide will help you.

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Sales Leadership Challenges to Having a World Class Sales Force

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan World-Class Sales Organization. We hear those words a lot. Some companies aspire to it. Others claim to be there already. You are more likely to hear claims like those from a large enterprise, but you have better odds of actually finding it in a small to midsize company. World-Class Sales Organization. Some would say it''s a description of a company''s people.

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4 Best Ways to Prevent Summer Sales Call Cancellations

The Sales Hunter

'Summer is upon us, and with that, salespeople’s focus begins to wander. I always feel if my competition wants to slack off during the summer, I am more than happy to pick up their customers. While some salespeople do cut back during the summer, it also can be the customers who start canceling appointments. Here are a four ways to prevent sales call cancellations in the summer: 1.

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Inside Sales Power Tip 118 – Share Insight

Score More Sales

'Do you have a prospective customer relationship that went dark on you? Did you have a good conversation, perhaps did a demo, they responded favorably and then nothing else? It is frustrating when this happens because it could indicate one of a number of things. They liked what you talked about but are back in the throes of their position with no time for you.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Do You Have What It Takes to Get Promoted?

SBI Growth

'Have you asked yourself this question before? If so, consider your core competencies as a sales leader. Don’t get passed over again. Read on to learn what it takes to shift from individual contributor to sales leader. In the coming months interview activity will increase for executive sales leaders. In his blog Are You Good Enough to Win the SVP Job?

Promotion 233
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Prove Your Worth

No More Cold Calling

'You turn heads when you talk ROI. You believe in what you’re selling. You know you’ve got a great product. You’ve seen clients get results time and time again. So wouldn’t it be nice if prospects would just take your word for it? It would, but they won’t. Your buyers have to justify every dollar they spend, which means you have to prove that your solution is worth their investment.

ROI 191
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VIDEO SALES TIP: Best Tricks to Boost Your Sales Motivation

The Sales Hunter

'Does your sales motivation just tank every now and then? If so, you’re not alone! All salespeople have things that chip away at their sales motivation. That’s why you need to know the best tricks to boost your sales motivation. Check out the below video to hear what some of those tricks are: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .

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All Real Salespeople Love Sales Leads (but there is a tiny caveat)

Pointclear

'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. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead. Until SalesForce came along and called every raw name in the database a lead, most of us thought—there are inquiries and there are leads.

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Solving the Biggest Tech Challenges in RevOps

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.

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Should a Marketing Leader Tell the CEO Everything?

SBI Growth

'If you are a small company marketing leader, updating your CEO can be a challenge. There are two approaches I regularly see: Tell the CEO your game plan upfront. Fly under the radar, execute & update as requested. There are pros and cons to both approaches. Let’s explore them. Flying Under the Radar. This is definitely the high-risk, high-reward option.

Marketing 232
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Best Books to Improve Leadership | Leadership Tips

Jeffrey Gitomer

'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.

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What New Opportunity Will You Uncover This Week?

The Sales Hunter

'Remember as a child how excited you were in the days leading up to your birthday, Christmas or some other big event? You couldn’t wait for that day to arrive, because you knew it was going to be amazing! Why not approach this week the same way you approached those special days as a child? Go ahead…do it! Your sales motivation is depending on this kind of attitude.