SBI Growth
APRIL 14, 2017
Joining us for today’s show is Skip Miller, an executive who knows a thing or two about sales training. Today’s topic is focused on ending continued investment in sales training that doesn’t produce results. Skip has trained over 300,000 salespeople.
Score More Sales
APRIL 14, 2017
Al Martin was the best sales manager I ever had. He led by example and you could often see a split second of decision making before Al would give you an answer based on his very clear sense of right and wrong. Once Al and I went in person to a sales call. The executive we were to meet with was running late. Rather than sit and wait, Al (who was about 6’5”) stood up in the waiting area and slowly paced – occasionally checking his watch.
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DiscoverOrg Sales
APRIL 12, 2017
If you consider various levels of quality—cars with lots of speed and no torque, or kitchen appliances with cheap motors—it’s easy to agree that quality affects user experience, good or bad, in a big way. Fast, friendly service at a restaurant can improve your dinner experience as much as a perfectly cooked steak. Data is no different. Quality is a factor, and accuracy matters a lot.
The Sales Heretic
APRIL 11, 2017
Every business speaker, blogger, podcaster, columnist, and comedian owes a huge debt of gratitude to United Airlines. In forcibly dragging a paying customer off an overbooked plane at Chicago’s O’Hare airport, United has given us all great content to use on stage, in print, and online. And they’ve given us an incredible amount of content [.].
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
The Sales Hunter
APRIL 12, 2017
Without a doubt, the number one reason people don’t want to get into sales is because they don’t like rejection, and the thought of having to prospect makes their stomach curdle. Call me weird or call me an outlier, but here are my 10 reasons why I’m proud to have the privilege to prospect. (I’m […].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
APRIL 13, 2017
Author: Ian Levine, Chief Sales Officer, RO Innovation The modern B2B sales and marketing journey has evolved. The internet empowers buyers with more access to information, most likely 50 to 80 percent of the way through their cycle before they engage a salesperson. In response, sellers are producing more content marketing than ever to touch buyers earlier; but, ironically, they are making buyers feel more overwhelmed – and even annoyed – by the overwhelming amount of online content.
The Pipeline
APRIL 13, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . Time is the most valuable resource sales people, or any people have, it is the only none renewable resource, once it is spent, it is gone forever, except for the memorise, and for many in sales the memories are not that happy, and not worth reliving. How we choose to utilise it will determine our success.
Sales 2.0
APRIL 14, 2017
I was reminded the other day of one of the “classic” problems that is experienced by so many people during the sales process – proposals that have “gone to Neverland” The scenario goes like this…you meet with a prospect and they ask for a proposal; you spend a considerable amount of time developing a proposal (I have frequently seen IT solution sales people spending two days out of their selling week just developing one proposal); you send them a proposal and
The Sales Hunter
APRIL 9, 2017
Challenge yourself this week to not rely so heavily on email! Pick up the phone and call that prospect or customer you want to reach. Don’t let yourself make excuses for not calling! There is no substitute for conversation. Check out the video to see what I mean: Copyright 2017, Mark Hunter “The Sales Hunter.” […].
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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.
Pointclear
APRIL 14, 2017
Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive.
Sales and Marketing Management
APRIL 10, 2017
Author: Joe Andrews In recent articles, we looked at why an analysis of your ideal customer profile (ICP) and total addressable market (TAM) is foundational to modern sales and marketing initiatives, and also provided a framework for how to get started with your analysis. Now that you’re equipped to define your ICP, you can accurately determine your TAM.
Understanding the Sales Force
APRIL 10, 2017
Image Copyright Sezer66. Sales Management is challenging. With coaching accounting for 50% of the role, it doesn't leave much time for anything else. Yet pipeline management, along with the ability to motivate, recruit and hold salespeople accountable are also required. For many sales managers, those four activities simply aren't much fun. But what if I told you there was a way to completely eliminate the need to manage the pipeline, motivate, recruit and hold salespeople accountable?
MTD Sales Training
APRIL 12, 2017
The only constant today is change. When you look back 10-15 years, it barely seems to be the same world we are living in. And yet, there are some things that remain constant and never-changing, and I’d like to share ten sales truths that are everlasting. These are things that can drive our values and ideals, mainly because they are so consistent, they operate at the deepest level for us.
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Mr. Inside Sales
APRIL 10, 2017
Next week, I’ll be presenting two breakout sessions at the Microsoft sponsored AA-ISP’s Leadership Summit in Chicago. If you’re going to that event, make sure and email me so we can meet during the conference: Info@MrInsideSales.com. You can read more about the event here. I’m going to be presenting both sessions centered on the importance of having and using best practice scripts (one B2B and one B2C session).
Sales and Marketing Management
APRIL 10, 2017
Author: Joe Andrews In a previous article we laid out why knowing your ideal customer profile (ICP) and total addressable market (TAM) is critical to growing your revenue. They bring focus and efficiency to your team, and they enable you to execute targeted go-to-market strategies like account-based marketing. But if you don’t already have your ideal customer profile defined, figuring out where to start can quickly become daunting.
The Sales Hunter
APRIL 14, 2017
As many of you know, I am a big advocate for continually learning. I believe it is the only way we keep our sales skills sharp and our awareness high on new opportunities that may come our way. As a leader, how strong of a learning advocate are you for the people you lead? Are you a […].
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
APRIL 8, 2017
Have you ever read a article about selling that discussed the first rule of sales? I know I have. These articles usually refer to one of the following such as: People buy from people they know, like or trust. Ask open ended questions. Research your sales prospect. Understand your solution. Know your market. Yet even these are great suggestions, I contend the first rule of sales is to know yourself.
Sales and Marketing Management
APRIL 10, 2017
Account-based marketing (ABM) is red hot today, and for good reason. According to ITSMA , 84 percent of marketers are seeing higher ROI with ABM than other marketing programs. But before you jump on the bandwagon, it’s important to recognize that successful ABM starts by diligently selecting your account and contact targets. You could have your sales team select the accounts, but ABM should ultimately be driven by marketing because they own the target selection across industry, market, and role.
A Sales Guy
APRIL 10, 2017
Look sometimes “rules” and “regulations” blind us to the most obvious and simple solution and this was the case for United Airlines this weekend. United overbooked a flight. It happens, I get it. In an effort to maximize bookings and make sure flights are full, airlines commonly overbook anticipating people don’t show, miss their connections, etc.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Increase Sales
APRIL 11, 2017
By now many in the US and all over the world have heard about or viewed the video of the United Airlines passenger being forcibly taken off from the airplane. Here is a real time example of how misalignment continues to be the true foil impeding organizational success. As someone who avoids airline travel like the plague because of the hassle, it has been a long time since I actually read the policies stated when purchasing an airline ticket.
Anthony Cole Training
APRIL 12, 2017
IT STARTS WITH UNDERSTANDING PERFORMANCE.
Keith Rosen
APRIL 8, 2017
Squirrels search for the nuts they planted in the fall, and eventually stumble upon the ones they buried. For salespeople, when the leads are pouring in, they may stumble upon a sale but it doesn’t mean the salesperson or their manager are as good as they think they are. It was about 6am on a beautiful, sunny morning when I was sitting outside on my deck, enjoying a cup of coffee.
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?
Increase Sales
APRIL 14, 2017
As part of my overall social selling efforts, I regularly ask those who wish to connect with me on LinkedIn what prompted their LinkedIn invitations. A more recent response was the following: “I just thought that it would boost my business so that’s why I joined hope you having a great day thank you.” This struggling entrepreneur (yes I am presuming he or she is struggling) is engaged in the all too common spray and pray marketing behaviors.
A Sales Guy
APRIL 8, 2017
I’ve never been afraid to admit I don’t know how to do something. I’ve never been afraid to call someone up and say, “Hey, I need help.” Not being afraid to ask for help has had a tremendous impact on my career and my own personal growth. It’s because of my own experiences that I believe we need more mentoring. I can’t write this without giving David Brock mad love and support.
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