SBI Growth

JANUARY 22, 2013

Few marketing teams of $100M+ companies are built for modern demand generation. Marketing team structures too often are remnants from the days of print ad dominance. Sure they’ve evolved, but the core structure is often the same. Modernization has been performed by adding ‘vertical’ skills onto existing structure. Few organizations have retooled. New skills such as SEO or Social expertise were added to existing structure and/or outsourced.

Demand Generation 322

Demand Generation Demand Generation Targets Marketing Customer 322

MTD Sales Training

JANUARY 22, 2013

Are you feeling overwhelmed with the amount of sales calls to make, prospecting to do, admin to catch up on, proposals to complete? Join the club! There are many people out there who are in despair, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Proposal How To Prospecting Sales 306

The Pipeline

JANUARY 21, 2013

By Tibor Shanto – tibor.shanto@sellbetter.ca. As the euphoria of the new year beings to fade and the harsh reality of winter and the pipeline begin to set in, it is a great time to go to your Coma List. What is a Coma List? It is a list containing two types of prospects: Those people who were involved in a sales cycle with you some time in the last 18 months, but did not go to decision, with you or any other vendor (You can say these are the folks in a self-induced coma, maybe there needs to be

Call-back 296

Call-back Vendor Pipeline Sales Cycle 296

Bernadette McClelland

JANUARY 22, 2013

'VIP’S, Demonstrations and Showcases. Each of you who read this newsletter are in business, each are responsible for generating sales revenue and each of you do that through the product or service you sell. Only thing is – how many people know about what you have to offer the world? Do you know what the value of your product or service is?

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Cold Calling Referrals Google Competition 255

Advertiser: ZoomInfo

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.

Intent Data

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? This article will help you figure this out, as well as identify next steps. Evolving faster than your competition has never been more important than today. This adage has been true enough in generations past.

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Outside Sales Inside Sales Compensation Follow-up 319

The Pipeline

JANUARY 25, 2013

Guest Post – Megan Totka. It’s that time of year – the time that many people enjoy even more than the holiday season. NFL playoffs and the Super Bowl have rolled back around, and they bring with them one of the greatest advertising displays of the year. The Super Bowl has always been known for being one of the most expensive advertising opportunities.

Advertising 275

Advertising Advertising Scale Social Media 275

Sales and Marketing Management

JANUARY 20, 2013

Issue Date: 2013-01-21. Author: David Tovey. Teaser: There is a global crisis of trust and an increased level of cynicism never before experienced. Sales growth cannot occur unless you overcome this "guilty before proven innocent" attitude from today's B2B consumer. There is a global crisis of trust and an increased level of cynicism never before experienced.

Consumer 258

Consumer B2B Sales 258

SBI Growth

JANUARY 23, 2013

Sales VPs consistently ask me: ”How can I control my boss?” You can’t. But you can manage him. 117 Chief Sales Officers gave us feedback. Download the Sales VP Relationship Assessment to get the questions created from their answers. Or download it if you want to know what to do to manage them. In fact, it’s stated in the book Success for Dummies. “Be successful by doing what your boss wants you to do.

Forecasting 308

Forecasting Quota Coaching Objections 308

MTD Sales Training

JANUARY 23, 2013

There are many ways that you can use social media these days to improve your standing in your market place. But, if you are serious about your personal brand and how you can get your name out and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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LinkedIn Social Media Media Marketing 264

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Sales

The Pipeline

JANUARY 22, 2013

Today is your last chance to enter to win tickets for the The Art of Sales… , taking place in Toronto, January 29, 2013. It is simple to win , just tell us what’s the number one challenge you have in selling today, that given the opportunity you are determined to overcome by this time next year. Could be anything, better planning, work a process, overcome call reluctance, you name it; and then tell us what impact addressing will have on your sales success.

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Conference Opportunity How To Sales 249

No More Cold Calling

JANUARY 24, 2013

New data suggests that there are fewer than five degrees of separation—your referral network just got turbocharged. New social media data debunks the well-known factoid that it’s just six degrees of separation that connects us to others. Staying in touch with your social network just got even more important. Here’s why, according to Southwest Airlines’ Spirit magazine (Sept. 2012).

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Referrals Airlines Social Media Networking 243

SBI Growth

JANUARY 20, 2013

As the books are closed on 2012, you can reflect on your performance. How did your team do? How did you do perform personally? For example did you: Reach your New Customer acquisition targets? Retain your most important customers? Manage your talent properly? Reduce turn-over? Embrace the digital age of selling? Make your number? Let’s focus on this last one for now.

Hiring 306

Hiring Margin Quota Inbound 306

Score More Sales

JANUARY 25, 2013

At a recent round-table with inside sales leaders, our topic was about effectively leading Gen Y / Millennials. We all agreed that generally speaking this group of employees match up to the tasks of what solid, successful inside sales professionals do – with one caveat. There is a larger need for feedback. The feedback requests are not just “how am I doing” but also in wanting a lot of guidance and in career planning at the company.

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Inside Sales Construction Lead Gen Lead Rank 235

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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.

Intent Data

The Pipeline

JANUARY 23, 2013

By Tibor Shanto – tibor.shanto@sellbetter.ca. This time of year is an interesting time for the retail trade. As memories of the holiday season begin to fade and the last of the Boxing Day (week, month) sales come to a close, retailers begin another annual ritual, the “Inventory Clearance Sale” Makes sense, retailers want to clear old and non-selling inventory, freeing up cash, so they can reinvest it in more profitable inventory.

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B2B Margin Retail Pipeline 244

Jeffrey Gitomer

JANUARY 20, 2013

Tweet Here are the elements that I believe define and comprise the dream, goal, and achievement process: Thinking. Ideas pop into your head. Write them down. Dreaming and daydreaming. Thoughts make (let) your mind wander to desire, possibility, and “what if.” I love to daydream. Don’t confuse daydreams with pipedreams. You will never win the lottery.

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Intent Study Motivation Opportunity 235

SBI Growth

JANUARY 24, 2013

Speed, it is the most commonly used word among Sales and Marketing leaders today. It has come up in every interview we have performed. It is now a critical attribute of successful B2B sales and marketing organizations. Why? Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. How do you achieve speed? Stitch the sales and marketing organizations together by making data meaningful via a robust sales performance management system.

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Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

Score More Sales

JANUARY 21, 2013

To be successful in selling you must be a student of communication. What I mean when I say that is that selling is all about being a great communicator and learning how to move people forward. By becoming a good (or even great) communicator, you take the first step in mastering selling. When you are an inside sales rep, you are communicating by voice and perhaps video only.

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Video Outbound Intent Buyer 227

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.

Buyer

The Sales Hunter

JANUARY 24, 2013

It seems every salesperson is focused on what their goals are for 2013. Nothing wrong with that, but don’t forget about your customer’s goals. Make it a key part of every sales call over the next 30 days to find out what your customer’s goals are for 2013. If you have customers you’re not scheduled to meet with in this time period, then it’s time to get on the phone and talk with them.

Positioning 232

Positioning Motivation Customer Opportunity 232

Jeffrey Gitomer

JANUARY 21, 2013

Tweet MASTERMIND GROUND RULES: • A mastermind is NOT a corporate meeting. • A mastermind is not a politically correct meeting – it’s wide open. • A mastermind IS a real-world meeting designed to generate answers in less than 60 minutes – and those answers are to be taken out into the field, or delivered over the phone, the same day or sooner. • A mastermind is all about what CAN BE DONE. • If a member acts like a jackass, toss them IMMEDIATELY. • Keeping the focus on ONE SUBJECT PER MEETING cann

Guidelines 211

Guidelines ACT Meeting Objections 211

SBI Growth

JANUARY 21, 2013

Remember how unsure you felt at the beginning of 2012? If you’re like most of the CSOs we’ve interviewed, chances are you feel better about this year. The storm clouds have passed. Europe has stabilized (for now). Congress avoided a fiscal nightmare (in spite of itself). Businesses are talking about making interntal investments. Despite the optimism, now is not the time to relax.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

Score More Sales

JANUARY 23, 2013

One of my weaknesses, as a “student of sales” and as a “student of life” is in buying business books. Real, hard bound and soft cover old school books. As one of those odd ducks who only reads non-fiction, over the years I’ve gathered hundreds of books on the shelves. Additionally, I get a lot of books mailed to me to review, and some were given to me as gifts.

Marketing 218

Marketing Outbound Follow-up Influencer 218

Advertiser: ZoomInfo

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.

Lead Qualification

The Sales Hunter

JANUARY 21, 2013

What can we learn from Lance Armstrong? A lot! I’m amazed at how he thinks because he does an interview with Oprah Winfrey that we are to now forget about everything he did in the past. Sorry, but it’s not going to happen. Here is my list of what we can learn with regards to sales from Lance Armstrong: 1. If the customer doesn’t believe you, then don’t expect them to buy what you’re selling. 2.

Google 219

Google Motivation Up-Sell Sales 219

Jeffrey Gitomer

JANUARY 23, 2013

Tweet A positive is contagious, and is vital to networking success. How do you expect to have a positive attitude if you are not doing something positive in the morning every day?

Positioning 204

Positioning Networking Sales Training 204

Sales and Marketing Management

JANUARY 21, 2013

Issue Date: 2013-01-22. Author: Michael Dane. Teaser: B2B customers want to have a working, two-way engagement with companies they choose to partner with, and it starts with the brand promise. B2B customers want to have a working, two-way engagement with companies they choose to partner with, and it starts with the brand promise.

B2B 201

B2B Company Customer 201

Anthony Cole Training

JANUARY 24, 2013

By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group. “I’d rather laugh with the sinners than cry with the saints….only the good die young”. Our sales brew today is all about celebrating Global Belly Laugh Day. Yep, you can Google it if you want. January 24 th is Global Belly Laugh Day. So, what does laughter have to do with selling?

Face-to-face 194

Face-to-face Banking Google Conversion 194

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

Understanding the Sales Force

JANUARY 22, 2013

Understanding the Sales Force by Dave Kurlan. I wrote this article on the difference between Sales Process and Sales Methodology and this article on how Sales Models are different from Process and Methodology. Do you remember algebra? One such formula may have read like the following: 4 is to 1 as x is to 3. It would have looked like the following image.

Sports 191

Sports Sales Methodology Consultative Selling Video 191

The Sales Hunter

JANUARY 19, 2013

Want to succeed in sales negotiation? You need to understand the role of Time , Trust and Tactics. Too many salespeople go into sales negotiations where they are short on time and short on trust, so the salesperson resorts to tactics. Not surprisingly, the buyer often is the one who then turns the tables and uses tactics against the salesperson. To better understand how significant time, trust and tactics are in successful sales negotiations, check out the below video: .

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Negotiation Video Motivation Sales 199

Pointclear

JANUARY 22, 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. Salespeople often complain about receiving enough new leads, but are short on answers about the leads you gave them, now aging and becoming potentially less valuable. I remember Dan Rogers, the president of SmartLead by AdTrack, stating that sales leads are one of the few assets marketing creates that have a declining value mont

Lead Rank 170

Lead Rank Lead Scoring Leads Marketing Qualified Lead 170