SBI Growth
OCTOBER 1, 2013
'The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing. CEO''s don’t accept activity reports from Sales leaders without revenue results. Expectations of marketing accountability have increased to the level expected of sales performance. It’s easy to get caught up in reporting activity and miss the big picture.
MTD Sales Training
OCTOBER 1, 2013
'It’s always a wonderful moment when you get to the point of no return. Yes, that emotive moment when the prospect sees how much better off they would be if they agreed to your bended-knee plea to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Pipeline
OCTOBER 4, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Many adhere to the saying that goes “perception is reality”, no arguing that, but for sales professionals the mantra needs to be “Expectations are reality”. Regular sales people let their perceptions dictate their reality, and are often limited by their own perceptions, those of their buyers’, and of course the perceptions they glean from the pundits’.
Steven Rosen
SEPTEMBER 30, 2013
'Sales Management Tip #49: The Theory of 8. By. Steven A. Rosen. Sales managers who execute with excellence use my simple Theory of 8. Yes want to change a behavior, get your reps focused than you need to repeat your message 8 times. Hi I’m Steven Rosen for Sales Management TV. Winning sales managers that execute with excellence may seem like they are senile.
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.
SBI Growth
SEPTEMBER 28, 2013
'A recent study by CEO.com shows that 70% of Fortune 500 CEO’s are not on Social Media. LinkedIn, the leading social network for business professionals, shows an 11% growth rate in CEO presence. This is by far the greatest CEO presence of all social platforms. Ignore this trend, and run the risk of being left behind by your peers. In addition, 45% of all LinkedIn users can make a business decision.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
SEPTEMBER 30, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. No no no, I am not switching from the second oldest profession to the oldest, but rather speaking about how to make small efforts pay off big. A Red Light Call is simply a call you can make while stopped at a red light driving between appointments or wherever. While it can be thought of being in the same group as Coma Calls , they are different.
No More Cold Calling
OCTOBER 3, 2013
'Failure to close is just a symptom of a larger prospecting problem. You’d be surprised how often I hear, “My salespeople can’t close.”. It’s never about closing. Never. That’s just the symptom. The problem is that salespeople neglect to follow through with important activities during earlier stages of the sales process. Trying to teach reps how to close without addressing the broken links in your prospecting system will not yield sustainable results.
SBI Growth
OCTOBER 3, 2013
'Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities.
MTD Sales Training
OCTOBER 2, 2013
'There isn’t just one rule of selling, of course. When many salespeople get together to chew the cud, the discussions often get round to comparing their best sales lines, closing techniques and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Advertisement
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.
The Pipeline
OCTOBER 2, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. There is an all too familiar ritual that unfolds at the end of every fiscal period, for some it is monthly, for most it is quarterly, and at year end. Being that Monday was quarter end, I was reminded again. A friend who is a rep with a technology company, cancelled a meeting we had set for this afternoon, and you know it, his voice mail this morning at 8:00 simply said, “Man, I need to change our meeting, last day of the quarter, you know how it
Understanding the Sales Force
OCTOBER 4, 2013
'Understanding the Sales Force by Dave Kurlan Some companies need to validate our validation. Objective Management Group (OMG) uses Predictive Validity - the most time-consuming and expensive form of validation. Unlike simpler methods of validation, Predictive Validity requires that we prove a connection to on the job performance. The challenge is that our predictive validity is so good, some people just don''t believe it and they want to revalidate it themselves.
SBI Growth
OCTOBER 2, 2013
'Social Selling is hot. We get requests to explain how sales reps use social to generate revenue. It seems all the focus is on your sales reps. But how does a Sales VP use social selling? How are you planning for Social in 2014? This question doesn’t get asked that often. And it should. Your use of Social Selling will determine if you make the number in 2014.
The Sales Hunter
OCTOBER 2, 2013
'Voicemail is a tool you can use in prospecting. Key is to leave a voicemail that reflects you in a positive manner. This does not mean you leave a message about how great you are. Instead, you leave a message that offers the other person something of value. Here are 10 Tips for Leaving a Good Prospecting Voicemail: 1. If your goal is to get the phone call returned, don’t leave enough information to allow the person to make up their mind.
Advertisement
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
Jeffrey Gitomer
OCTOBER 1, 2013
'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.
Sales and Marketing Management
SEPTEMBER 30, 2013
'Issue Date: 2013-09-01. Teaser: Having "Breaking Bad" withdrawals after Sunday's finale? Ben Wasserstein examines the pros and cons of Walter White's management style. Having "Breaking Bad" withdrawals after Sunday's finale? Ben Wasserstein examines the pros and cons of Walter White's management style.
SBI Growth
OCTOBER 4, 2013
'My last blog discussed how to Make it Rain in Q4 and close the year strong. Today I have shifted the focus to next year. Making it rain is great, but sometimes (as many reps know) that isn’t enough. Oftentimes misguided quotas can become astronomical and outlandish. This blog addresses how sales reps can ensure their quota is realistic and attainable.
Understanding the Sales Force
OCTOBER 2, 2013
'Understanding the Sales Force by Dave Kurlan A title like, "Presidents & CEO''s: 4 Out of 5 Sales Managers Are Ineffective", will cause some Sales Directors, Sales VP''s and Sales Managers to click and read the article. That''s OK, but a spoiler warning: if you feel threatened by hearing the truth about yourself or your sales team, or would be uncomfortable sharing the truth about you or your team with the President or CEO, you should probably exit this article right now.
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.
Pointclear
OCTOBER 1, 2013
'Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. It doesn’t develop naturally; it takes work. Once you have established a relationship with a client, you must maintain the relationship. In recent years, many sales reps have focused on getting new business, overlooking the importance of retaining the clients you already have, says my latest guest on Po
Score More Sales
SEPTEMBER 30, 2013
'The best service professionals around the world show appreciation for their customers and internal team. Those of us in remote, professional selling (also known as Inside Sales) need to be more aware of the massive, incredible power of appreciation. I submit that there is more power in this idea than in most any other aspect of selling, and have written about its power before.
SBI Growth
SEPTEMBER 30, 2013
'One of the biggest purchases a Sales Department makes is the CRM system. Companies that have successfully implemented a system tout benefits like: Increased rep productivity. Greater pipeline transparency. More aligned sales reps and materials. Integration of multiple systems to automate routine tasks. However, we’ve witnessed a varied success rate across CRM implementations.
The Sales Hunter
SEPTEMBER 30, 2013
'Recently, I was sitting with a salesperson with more than 20 years of experience. We were discussing his opportunities and goals, not just for this year, but for the next 5 years. As I asked him questions about various things for him to try, he would come back and state how each item I suggested simply was not possible. I’m fine with people pushing back on my ideas, but what I found interesting was how everything he told me was, in his opinion, beyond his control.
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.
Anthony Cole Training
OCTOBER 2, 2013
'I received an email with 21 tips. They come from Tony Robbins. They didn''t come to be directly from Tony but from one of those email, good luck, chains. When I discovered they were from Robbins I thought the sender, my wife Linda, was sending them to me because a) she felt like I needed luck, we needed luck, or b) there was some cool stuff in here about sales or sales management.
Score More Sales
OCTOBER 4, 2013
'Sales enablement is much talked about and often misunderstood or misrepresented. Just what is sales enablement and how does it affect the organization as a whole? This week at DemandCon I saw one of the best presentations about Sales Enablement I’ve seen given by Jerry Rackley of DemandMetric. So what is sales enablement? It reminds me of my many sales positions in small, midsize, and large companies where we all knew what the “sales prevention” departments were.
SBI Growth
SEPTEMBER 29, 2013
'In my previous blog, I wrote about obtaining LinkedIn referrals. In the digital age of selling, LinkedIn referrals are like gold. But in order to find the gold, you need to know where (and how) to look. That’s where this blog comes in. Social debt is one of the most powerful tools to obtaining new referrals. In this blog, I will cover 5 different ways that you can create social debt.
Understanding the Sales Force
OCTOBER 1, 2013
'Understanding the Sales Force by Dave Kurlan The folks over at Insight Squared recently posted this interview with me. It touched on sales management but there wasn''t enough time to do it justice. I have written about sales management a lot in my Blog over the past 7 years with at least 75% of the roughly 1,100 articles on the subject. If you are a new reader there is a lot of material to sift through.
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?
The Sales Hunter
OCTOBER 1, 2013
'You’re coming into the end of the year. You’re short on where you want to be and you sense you need to do something drastic to make the number. One way to make it is by offering a few customers a discount to get them to either buy for the first time, buy more, or move a purchase up from next year. These all sound like options you should explore.
Sales and Marketing Management
SEPTEMBER 30, 2013
'The old adage, “people love to buy, but hate to be sold” is rephrased from the seller side to “salespeople love to win, but hate to lose.” Sales management might say “I want to help salespeople win, but win the right business.” The key is the hot pursuit of a win can backfire if salespeople are going after deals that aren’t profitable.
Jeffrey Gitomer
OCTOBER 3, 2013
'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.
Expert insights. Personalized for you.
331 
Let's personalize your content