Sat.Dec 29, 2012 - Fri.Jan 04, 2013

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Why make New Year’s Resolutions?

Steven Rosen

Let’s face it most New Year’s resolutions fail. Studies show that 92% of New Year’s resolutions just don’t happen. You may have already forgotten yours. Welcome back to work. Once again, you are dealing with the daily minutia of the 100+ emails you received over the break, meetings throughout the month of Jan and dozens of voice messages. There is no way you are going to be able to focus on your New Year’s resolutions.

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Just Mailing It In (#video)

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. It is bad enough when this expression is used figuratively, but it is sad and dangerous when sales people actually and literally do it. What’s in Your Pipeline? Tibor Shanto.

Video 285
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Logic Versus Emotion: Getting The Balance Right During The Sale

MTD Sales Training

Scientists tell us that humans have more than one brain. Some people you know may disprove that rule (only half a brain?!) but the truth is that everyone has three parts to their brain: firstly, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 277
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Social Media Marketing Is NOT the Same As Social Selling

No More Cold Calling

Everyone yelling, “Me, too!” as they hop on the social media bandwagon makes for a crowded ride. Understand the platforms, distinguish yourself, and get ahead of the noise. Want to get the real scoop about social selling? There are a lot of fakes out there and a lot of confusing lingo. My colleague, Barb Giamanco tells it straight and without techie talk.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Why sales forces are not performing to their potential?

Steven Rosen

Front line sales managers drive performance! Consider the following: The #1 performance factor for sales people is the quality of their manager. The #1 manager activity associated with rep success is coaching. Highly effective sales coaches impact sales performance by as much as 20%! The #1 reason why top performing sales reps leave an organization is their relationship with their manager.

Coaching 282

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How To Build Your Sales Pipeline in 2013

MTD Sales Training

On my first day at work, I was given a list of people to call and a phone. I was told that the more people I called, the more success I would have. Well, although it was a partly successful , I soon. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Pipeline 276
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Death of a Sales Tool: The ROI Calculator

SBI Growth

As the CSO, you want to arm your reps with every tool to give them an advantage. One of the most common we see is the ROI Calculator. At first glance, the ROI document seems like a great idea. Enter the customer’s current numbers. At the bottom, in a bordered box, it spits out an ROI figure. How can the customer say no to that? Anybody who has placed an ROI calculator in front of a customer knows differently.

ROI 254
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Better Conversations Will Produce a Better 2013

Sales and Marketing Management

Issue Date: 2013-01-02. Author: Chris Bijou. Teaser: The greatest assets any sales team has are the best responses they provide to current and potential clients. Collaborating as a team to improve responses and conversations should be the highest priority of sales teams for the coming year. Here are 10 traits that will help improve sales teams’ conversations and push each team member to become a quota-busting salesperson.

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“Fiscal Cliff” Selling – Sales eXchange 181

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. As of the time of me writing this piece, America was still rushing head-long towards the “Fiscal Cliff”, by the time you read this, they may have even gone over. A pretty stupid thing for a bunch of guys who every two years spend a lot of time telling how smart they are; some of them will even try to convince you that it is indeed an accomplishment.

Energy 241
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Has “Informed Calling” Replaced “Cold Calling?”

The Sales Hunter

People are quick to say how cold-calling doesn’t work and how if you’re doing cold-calling, you’re wasting your time. If you choose to believe cold-calling doesn’t work and you are going to rely exclusively on referrals, then I suspect you either have a very low-level of expectations or you have a network that rivals a political organization.

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A LeadGen Marketing Year in Review: Are you Keeping Pace?

SBI Growth

Over the past year, there have been many great Marketing & Lead Generation blog posts. What best practices have you applied to your business? What opportunities are planned for the future? I offer you an executive summary of key takeaways from SBI’s marketing related posts. I have compiled the top 15 questions to evaluate your performance against best-in-class marketing operations.

Marketing 238
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Lessons from 2012’s Successes and Failures

The Sales Heretic

What are the best failures to learn from? Somebody else’s! And here’s a unique opportunity to learn from the mistakes of six different business experts. Join me, Michele Price, Dino Dogan, Andrea Waltz, Ian Cleary and Stephanie Calahan for a special episode of Breakthrough Business Strategies Radio. In this hour-long program, we share our biggest [.].

Strategy 227
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Choose Activity Goals to Grow Sales

Score More Sales

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. Sometimes they are realistic and helpful, other times they are poor guesses done by people who don’t know how to set good revenue goals. In my sales career I had new revenue goals that seemed attainable, others that seemed like a healthy stretch – doable if everything worked together.

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Time to Throw out the “Sales Trash” of 2012

The Sales Hunter

How’s your sales process? Do you have any sales trash? Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales. Time to throw that stuff out and start 2013 on the right foot. It’s a great time to throw out any pieces of your sales process or how you spend your day that just don’t make sense.

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New Quota? Two Questions You Need to Ask Next

SBI Growth

New year. New quota. If you are a Sales Rep in this reality, ask yourself these two questions: Is my new quota fair? To meet my new quota, how can I find buyers ready to buy? Sales Reps with fair quotas and BANT qualified buyers blow away their numbers. This truth was reaffirmed recently when I interviewed a software sales rep named Geoff. He consistently performs in the top 5% of his sales team.

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It’s A New Year!

Jeffrey Gitomer

Tweet Here are a couple things you should resolve to do in the coming year that will allow you (and me) to over succeed and over achieve: 1. Allocate your time in 30-minute segments. This gives you a full understanding of whether your time is being “spent” or “invested. 2. Take at least two of your allocated segments (one hour) and dedicate them to writing each day.

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Top 3 Sales Posts of 2012 and Bonus Video

Score More Sales

It’s been quite a year, and amidst all the noise, some stellar pieces of sales advice to help grow your front line revenues. We are just sharing some favorites, including one amazing video (get your pen and paper out for it) from our friend Todd Schnick of The Intrepid Group, our own top posts, and some great sales community sites. Sit down with a coffee or tea and gain some insights to help you kick 2013 off as the best sales year ever.

Video 210
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Guide to Using Buyer Need Data

This guide explains how to use Buyer Need Data to identify prospects who could use your solution *before* they demonstrate intent.

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Major Accounts vs. Sales Prospecting: Where to Spend Your Time?

The Sales Hunter

This argument has been going on for years. Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. Challenge is, “Why does each side believe what they do?” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting.

Account 204
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Maximize Your "B Player" Sales Talent in 2013

SBI Growth

Welcome to the final SBI blog post of the year! By now, HR and Sales leaders have solidified their common 2013 goals. A comprehensive talent management plan is essential. Before you get deep into the New Year, consider some unexpected advice about B players. Also, take advantage of a downloadable tool to make the most of your human capital. Time for Topgrading.

Maximizer 234
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Selling With Enthusiasm

Anthony Cole Training

I was in church on the 24th of December for Christmas Eve mass. Seated in front of me was a mother and daughter. The daughter looked to be about 6 or 7. She had jet black curly hair, dark complexion, brown eyes and a wonderful child's smile. To begin the mass, we all stood as the cantor instructed us where to go in our hymnal to find our opening song.

Licensing 181
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How Social Selling Skips The Sales Process

Increase Sales

The last few days I have been engaged in several conversations about social selling and the overall sales process. There seems to be an ever growing gap between social selling and actually realizing the goal to increase sales. What some sales people believe is just by being social through the various Internet sites will somehow automatically increase sales.

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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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VIDEO SALES TIP: Do You REALLY Believe in Your Price?

The Sales Hunter

Your eyes reveal a lot about how much you believe in your price. Are you giving eye contact? Are your other non-verbals and body language conveying confidence in your price? Don’t kid yourself. Your customer will pick up on any inconsistencies. If you are saying one thing with your words, but your eyes and body language are saying something else, they will believe the non-verbals.

Video 184
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3 Places Sales Leaders Should Look if You Missed the Number in 2012

SBI Growth

Another year has gone by, and you fell short on your sales number. What’s next? Don’t waste time worrying about 2012 anymore. It’s gone. There’s nothing you can do to change it. But you can excel in 2013 because of your shortcomings in 2012. There are 3 main areas to look to answer these questions. And with these answers come chances for improvement in 2013. 1.

Lead Rank 231
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The "1" Thing I've Been Wrong About in Selling

Anthony Cole Training

Well, if I really stop to analyze the last 20 years Anthony Cole Training Group has been in business I am sure that I would find multiple things that I've been wrong about but for today let me just focus on this ONE thing that I've been wrong about. Now to take a minute to defend myself I haven't been wrong about this one thing all the time. There have been moments in sales training sessions and when working with sales managers I have made a better clarifying statement about this ONE thing for s

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The Can’t Lies Hurdles to Increase Sales

Increase Sales

Over year the years, I have lost count of the times I heard “I can’t do this” or “I can’t do that” when working with small business owners to sales professionals. In most cases, these can’ts are internal lies that become hurdles to the capacity to increase sales. For most of us when we speak the word “cannot” or “can’t,” we are internally reaffirming a don’t that began in our early childhood and from that negative co

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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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Reflections on 2012 and Building Plans and Goals

The Sales Hunter

How was your 2012? What I find interesting is how different 2012 turned out than the way it was planned. This is what makes life and business so interesting. I’m a firm believer in planning things out and establishing goals. For those of us in sales, planning and goal setting are essential skills, but I’ll go beyond just sales and say both of these skills are a must for everyone.

Maximizer 183
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Jeffrey Gitomer - Untitled Article

Jeffrey Gitomer

Tweet “It’s not about right or wrong – it’s how you react to and handle the problem.

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Joyful Selling!

Anthony Cole Training

I was in church this holiday season and, seated in front of me, was a mother and her 6-year old daughter. The daughter had jet black curly hair, a beautiful complexion, brown eyes and a wonderful child's smile. As we began the service, the music director instructed us to turn to song 358 for the opening song, which would be Joy to the World. The little girl pumped her fist in delight and, when the music began, she sang along with a great deal of enthusiasm.

Licensing 160