The Pipeline
MARCH 16, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . 24 hours is all any one of us get each day, how we choose to spend that time will determine our success. In the past I have written and spoken about the importance focusing on time allocation and utilisation, and not worrying about time management. One key element on my approach is to allocate time to all high-value activities.
No More Cold Calling
MARCH 19, 2015
'Create a fulfillment mindset for your prospects. Did you ever get fired because you lost a deal? I did. I’ve never shared this before…publicly. I was so close to nailing a million-dollar deal—something no one in my company had ever done. My company was one of 12 vendors under active consideration. And I pulled out all the stops. I was attentive to their needs and had multiple meetings with the entire team responsible for the decision.
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Sales and Marketing Management
MARCH 16, 2015
'Issue Date: 2015-03-16. Author: Tom Searcy. Teaser: Shifts in the business-to-business buying process have transformed selling as we know it. If you want to thrive in this new era of sales, it is now up to you as a sales manager to view territories, customers and products as if assessing a financial portfolio that you are responsible for investing.
Understanding the Sales Force
MARCH 18, 2015
'Next week I have a special treat for my readers. I will post an article that features my least read articles of all time - sounds very exciting, doesn''t it? While I was looking for the least read articles I consistently came across a whole bunch of my articles that were related to music. I found enough to create a another article series. By the way, do you know about my article series?
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The Pipeline
MARCH 19, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Having trained hundreds of sales people in effective telephone prospecting, I have witnessed a number of recurring patterns which impact success, both negatively and positively. One key to success is being present and in the call, not “just calling it in”. Coming out of the training most will apply what they learned quit literally, almost religiously.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
MARCH 19, 2015
'Issue Date: 2015-03-01. Author: Staff. Teaser: Salespeople need to establish competency, but social psychologist Heidi Grant Halvorson says in their rush to do so, they may unwittingly be shooting themselves in the foot. The author of “No One Understands You and What to Do About It” lays out a better path to successful conversations. Salespeople need to establish competency, but social psychologist Heidi Grant Halvorson says in their rush to do so, they may unwittingly be shooting t
MTD Sales Training
MARCH 18, 2015
'We often talk about how to present solutions and results-oriented discussions with prospects for when they need to know how we can help them. Naturally, there are many ways to get the prospect aware. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
MARCH 15, 2015
'It’s Monday and you should be focusing on your customer’s outcome! I am amazed at the number of salespeople who spend too much time consumed with their sales presentation or their product features. None of that matters as much as your customer’s outcome. Once you understand what your customer wants or what they are trying […].
Understanding the Sales Force
MARCH 16, 2015
'Copyright: / 123RF Stock Photo. You feel confident when you buy from a company that is the best in their industry and has achieved a long track record of success by consistently delivering great results. You might be one of those companies too, but it''s more likely that you have a company that must repeatedly prove itself. New salespeople have even greater challenges when they sell products and services that must be proven.
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Pointclear
MARCH 17, 2015
'Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development.
MTD Sales Training
MARCH 19, 2015
'I remember seeing a psychologist on TV talking about how he worked with people on how to change their lives for the better. He succeeded with some people and had not such big success with others. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
MARCH 17, 2015
' Yes, this is random but hear me out. Dogs can sell better than many humans. 1. Dogs are loyal to those who take care of them. Dogs learn pretty quickly where their food comes from, and once they know, they become quite focused on the person. Think about this from a salesperson’s perspective. Are […].
Sales and Marketing Management
MARCH 19, 2015
'Issue Date: 2015-03-01. Author: Paul Nolan. Teaser: I have always tried to avoid writing the formulaic editor’s note that inventories the content of the issue and tells readers how entertaining and educational it all is. But as I read through our March/April issue’s pages before we went to press, what struck me most is how entertaining and educational the content is.
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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.
Pointclear
MARCH 19, 2015
'On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and Growing … in 2015.” A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015.
Anthony Cole Training
MARCH 20, 2015
'This might be the biggest stretch ever in the history of my blog. How can I possibly tie the NCAA Basketball Tournament (also known as March Madness) to selling? Honestly, I’m not sure…so I will be making this up as I go. Let me begin by setting the stage for selling and how I see it is similar to the event of March Madness. Prospecting > games that are played by all Division I teams throughout the year.
The Sales Hunter
MARCH 14, 2015
' On March 31, I’m privileged to join 5 of my peers in a free 60-minute video session geared solely to give YOU sales leadership strategies you can use right now! OmniJoin is sponsoring this event — 6 Leadership Strategies that Drive Massive Revenue Growth — which you can sign up for now. I encourage you, […].
Sales and Marketing Management
MARCH 19, 2015
'Issue Date: 2015-03-20. Author: SMM Staff. Teaser: The death of trade shows has been forecast since the days of dial-up modems, but whenever budgeting time rolls around, many companies are hesitant to cut exhibiting out of the mix. We asked sales and marketing managers whether they continue to derive value from their trade show marketing investment.
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.
Increase Sales
MARCH 19, 2015
'Small business owners to survive and ultimately thrive must increase sales. Sometimes, they receive advice to give away their solutions for “free” as an incentive to gain credibility or build trust. Unfortunately, this marketing strategy may lead to their target market expecting free and creates the “I don’t do free” sales obstacle.
Anthony Cole Training
MARCH 20, 2015
'This might be the biggest stretch ever in the history of my blog. How can I possibly tie the NCAA Basketball Tournament (also known as March Madness) to selling? Honestly, I’m not sure…so I will be making this up as I go. Let me begin by setting the stage for selling and how I see it is similar to the event of March Madness. Prospecting > games that are played by all Division I teams throughout the year.
The Sales Hunter
MARCH 19, 2015
'Meeting with a team of salespeople recently, the topic of “bad prospects” came up. Every salesperson mentioned how they were guilty of having prospects who had little chance of ever becoming a customer. Question is, “If they have little chance of becoming a prospect, then why should we even think they’re a prospect?” […].
SBI
MARCH 15, 2015
'Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles BombBomb, a smart selling tool that helps you build stronger relationships with your prospects, faster. Sales ToolSkool Video Transcript: This week’s topic is about a tool that lets you build stronger relationships, faster. I’ll be talking about BombBomb. BombBomb makes it easy to connect with your prospects and customers, in a completely unique, and far more engaging way – by adding video to your email communicati
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Increase Sales
MARCH 17, 2015
'Some say selling is different today than yesterday.Whether this is true or untrue, small business owners still must hire top sales candidates quickly. With 97.7% of all U.S. businesses having under 20 employees, a bad hire is extremely costly. These small business owners with their limited resources also must adhere to EEOC guidelines or face some very ugly and expensive consequences.
A Sales Guy
MARCH 16, 2015
' “Selling is not just show up and throw up!” . Mark Roberge. Demos are increasingly becoming the path to making the sale, and if you mess up the demo, it sabotages the sale. Unfortunately, too many salespeople and therefore sales organizations do crappy demos. I see this as the fastest growing sales problem today. So, with that said, I wanted to get someone who knows how to do killer demos to school us all on how to a demo that works and helps the sale, not hurt it.
The Sales Hunter
MARCH 17, 2015
' “Are there times I should not negotiate?” This is a question I get asked far more frequently than I would expect, so it’s time to share what I tell individual salespeople when they ask me this. Yes, there are times you should not negotiate, but typically it’s not due to what people expect. Here […].
SBI
MARCH 18, 2015
'This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . This week I interview K.V. Rao, CEO of Aviso. Nancy: What does Aviso do? What problem/s are you solving for sales and/or marketing organizations?
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.
Increase Sales
MARCH 20, 2015
'Small business problems fall into one of two categories: People. Process. Unfortunately, many leaders misidentify these small business problems as symptoms. For example, last week in speaking with an executive director, he indicated communication was his greatest barrier to organizational success. As our conversation continued and he shared additional information, I said to him: “From what you have shared, communication is a symptom of both an ineffective process and people who have fail
A Sales Guy
MARCH 20, 2015
'I got hip to Meerkat about two weeks ago. Like most people, I saw the all the noise coming out of SXSW and so became curious. This week while at Insidesales.com Accelerate conference I decided to take Meerkat for a spin and see what it’s like. I Meerkatted Hall of Fame QB Steve Young’s talk. Steve is a pretty funny guy. I tried to upload it here, but it’s too big a file.
The Sales Hunter
MARCH 20, 2015
'Far too many salespeople roll over and play dead the moment the customer pushes back on their price. All of the macho bravado the salesperson exhibited getting ready for the call is gone in a flash. Stop and ask yourself, “Why does this happen?” And don’t think for a moment you haven’t done the […].
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