SBI Growth

NOVEMBER 2, 2013

'A key challenge for every marketing team is producing quality content. The solution is to create an internal content marketing capability. The primary drive behind producing content internally is creating buying process content. This is content that aligns with the prospects buying process. It pulls prospects through the buyers journey faster Your internal team has more product knowledge than any 3rd party content writer.

Lead Rank 312

Lead Rank Lead Scoring Airlines How To 312

MTD Sales Training

NOVEMBER 5, 2013

'As a sales manager, you probably have the responsibility of manning your company’s exhibition stand. But like most sales managers I have met with over the years, it’s unlikely that you have received. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Trade Show 306

Trade Show Sales Management Leads Marketing Qualified Lead 306

The Pipeline

NOVEMBER 8, 2013

'By Tibor Shanto - tibor.shanto@sellbetter.ca. What’s the old saying: If it walks like a duck, quacks like a duck, then it must be a duck. While that may be true for Donald or Daffy, it is not the case is sales. But a number of sales people I have worked with seem to believe that this Duck Method is a good way to sell. Here is an example, about a month ago I got a call from a rep selling a “sales productivity” tool.

Closing 281

Closing Tools Lead Rank Lead Scoring 281

Understanding the Sales Force

NOVEMBER 6, 2013

'Understanding the Sales Force by Dave Kurlan One of the many things that hold salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn''t allow them to exceed expectations and never has them succeeding beyond everyone''s wildest dreams is their fear of failing. Fear of failing doesn''t affect everyone that sells.

Sales Qualified Lead 276

Sales Qualified Lead Hotels Hubspot Decision Maker 276

Advertiser: ZoomInfo

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Sales Cycle

SBI Growth

NOVEMBER 3, 2013

'In a 2013 study by IBM, 33% of CEO’s are out of touch with customers. 76% of executives want to know their customers better. The internet has forever changed how organizations engage with customers. The fact is that buyers complete 60% of the purchasing journey on their own. You have to ask yourself the question. How well does your team know the customer?

Customer 306

Customer Sales Qualified Lead Demographics Margin 306

The Pipeline

NOVEMBER 6, 2013

'By Tibor Shanto - tibor.shanto@sellbetter.ca. We’ve all heard that communication is 60% body language, 30% intonation, and 10% the words we use (give or take). While this is an important statistics for sellers to keep in mind, it means nothing to those who sell or set appointments by phone, where there is no body language, and it’s down to intonation and words; and as we have said before, words may not break your bones, they could hurt your sales.

Intent 278

Intent Cold Calling Compensation Inside Sales 278

Understanding the Sales Force

NOVEMBER 3, 2013

'Understanding the Sales Force by Dave Kurlan I''ve heard this stated so many ways and so many times. "Dave, you need to know that our business is all about relationships!". There are four possible relationship scenarios: Strong relationship and you have the business. Strong relationship but you don''t have the business. Lack of relationship and you have the business.

Cancellation 257

Cancellation Guarantee Analysis ACT 257

SBI Growth

NOVEMBER 7, 2013

'Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. It was much higher than you planned. It resulted in a poor start in the first quarter. And you are still feeling this pain deep in the fourth quarter. Everyone wants to know the quota from corporate before Day 1 of the Year.

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

MTD Sales Training

NOVEMBER 5, 2013

'Watching Derren Brown at the theatre a few weeks ago made me realise how little we mere mortals know about the way the mind works. He’s a great showman and artist, and readily admits that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 277

Buyer Sales 277

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Sales

The Pipeline

NOVEMBER 4, 2013

'By Tibor Shanto - tibor.shanto@sellbetter.ca. No one argues the need to listen in sales, as I have written about here before what you listen for is key. Sometimes it comes down to the question you ask ; other time to how well you listen, eliminating distractions and not just listening to the client, but hearing what they are saying. And while many talk about Active listening, they practice Selective listening; looking for cues to pitch and push their agenda over the buyer’s.

Intent 272

Intent Face-to-face Commission Buyer 272

No More Cold Calling

NOVEMBER 5, 2013

'Technology is fantastic, but it will never replace a great salesperson. You are the ultimate sales technology! As a buyer, I don’t care how your technology works until I know what it can do for my business. The same is true for your prospects and clients. Over the last 30 years, I’ve seen technologies come and go. Many of them have contributed to the effectiveness of salespeople, but none of them has managed to replace us.

Sales Technology 249

Sales Technology Small Business Small Business Enterprise 249

SBI Growth

NOVEMBER 5, 2013

'Every year-end your top reps are thinking, “ Should I stay here another year ”? Despite your best efforts, you will lose reps. Departing “A” players feel like a brutal gut punch. However, it’s the second body blow that can cripple you: the aggressive new quota from the CEO. He doesn’t care about vacancies. He just wants more revenue. Now you''ve got to do more with less.

How To 296

How To Territories Hiring Quota 296

Understanding the Sales Force

NOVEMBER 7, 2013

'Understanding the Sales Force by Dave Kurlan As you probably know, many people have been writing premature obituaries about the impending death of selling. Of course, that''s been going on since at least 2006 when I posted my first rebuttal to this silly claim, and as recently as last month when I posted my latest rebuttal. It''s being perpetuated by extremist marketers who are claiming that inbound will become the be-all end-all.

Hiring 248

Hiring Inbound Trends Positioning 248

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Data

The Pipeline

NOVEMBER 2, 2013

'November 26, 2013 – Toronto. As we head into 2014, sales teams and companies will need to elevate their game to deliver expected results. In today’s challenging environment a crucial element of succeeding in that goal will come down to leadership. Whether you are leading a team, a company, or looking to add to your individual skills, it is always good to seek input and share with other dynamic leaders.

Relationals 271

Relationals Strategy Tools Opportunity 271

No More Cold Calling

NOVEMBER 8, 2013

'Take a page from the playbook of John Farrell, who led his team from worst to first. I know I should be a National League fan. I live in San Francisco and have season tickets to the Giants’ games. But there’s always been “something” about the Red Sox that pulls me in. Perhaps it’s the fact that these perennial underdogs have a way of surprising baseball fans over and over again.

Small Business 237

Small Business Small Business Enterprise Enterprise 237

SBI Growth

NOVEMBER 4, 2013

'Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? How should I be preparing to Make the Number in 2014 ? Sales Kick-Off is right around the corner – what am I going to do? Last week, Matt Sharrers wrote a great blog that addresses questions 1 and 2.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

Jeffrey Gitomer

NOVEMBER 6, 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.

239

239

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

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Retail

The Sales Hunter

NOVEMBER 5, 2013

'Regardless of how you felt your last sales call went, there are a few things your customer just called me about and asked me to share with you. The customer said there’s no need to say “thanks,” but they do want you to adhere to these things the next time you come by: 1. Next time you visit me, would you please shut up and quit talking so much?

Customer 240

Customer Call-back ACT Selling Skills 240

No More Cold Calling

NOVEMBER 7, 2013

'Avoid these sales management pitfalls. Sales execs recognize that coaching contributes to performance. But by how much? And how are they supposed to find the time? Most sales leaders are so busy that the only coaching they have time for is asking reps who they plan to call during any given week. But that’s not coaching. That’s checking in.

Coaching 237

Coaching Sales Coaching Margin Small Business 237

SBI Growth

NOVEMBER 6, 2013

'CMO’s report a honeymoon period of six to twelve months before they ‘own’ the result. Impacting a marketing team’s output in that short period of time requires a quick start. How long is your honeymoon? B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Marketing contribution as a % of Pipeline Opportunities.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

Score More Sales

NOVEMBER 8, 2013

'In talking with many sales reps this week I’m hit with two words that come up when I talk with the most engaged, most passionate, and most financially successful. These two words are tenacity and optimism (with a reality check). 1 – Tenacity: n : persistent determination [syn: doggedness, perseverance, persistence, persistency, tenaciousness, pertinacity].

Lead Rank 224

Lead Rank Lead Scoring Proposal Outbound 224

Advertiser: ZoomInfo

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Cold Calling

The Sales Hunter

NOVEMBER 5, 2013

'I’m continuing on my quest to tell you 14 things great salespeople do. 2. Great salespeople don’t settle for average. They are continually looking to not just make a number but blow past the number. At the end of a year, they don’t shut down because a number is in the bank. They keep going! It’s the last quarter of the year and you know you are going to make your number.

Banking 228

Banking Motivation Selling Skills Closing 228

No More Cold Calling

NOVEMBER 6, 2013

'If the executive chairman of Google can do it, so can you. As executive chairman of Google, Eric Schmidt is often invited to deliver commencement speeches at college graduations. What’s the one surprising piece of advice this tech guru always shares? Turn off the technology. In May 2009, he told the graduating class of the University of Pennsylvania: Turn off your computer [and] your phone, and discover all that is human around us.

Commence 233

Commence Face-to-face Small Business Small Business 233

SBI Growth

NOVEMBER 8, 2013

'“Every Friday I get on the call with my sales directors. It’s the same every week. They’re just reporting the news.” Many organizations run into this phenomenon with their sales leadership. The managers get on the line and report their commits for the month. They explain why they will make or miss the month’s number. Excuses for missing the commit are fairly standard.

Licensing 281

Licensing Margin Report Sales Operations 281

Pointclear

NOVEMBER 5, 2013

'Too often, sales leads are dropped and business isn’t closed. 70-94% of all leads generated are ignored by sales reps because few leads sent to sales are sales-qualified. In all this marketing and sales chaos, little to no ROI can be measured from marketing investments. In an optimized salesforce, however, sales executives focus on closing business rather than finding business and virtually 100% of leads sent to sales are sales-qualified.

Sales Qualified Lead 223

Sales Qualified Lead Video Lead Generation SalesForce 223

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?

Marketing

The Sales Hunter

NOVEMBER 3, 2013

'How focused are you, and do you allow yourself to be swayed by outside voices and noises that tend to be overwhelmingly negative? The Boston Red Sox recently won the World Series, and if you follow Major League Baseball, you will know the last two years for the Red Sox haven’t exactly been good. In fact, they started off this season right where they left off — terrible.

Sports 214

Sports Motivation Exact Influencer 214

Understanding the Sales Force

NOVEMBER 5, 2013

'Understanding the Sales Force by Dave Kurlan Yeah, just in case you didn''t get that, I''ll lay it out for you. In a recent mining of Objective Management Group''s data from June of 2013, there was a huge increase in the number of salespeople using social sites like LinkedIn, Twitter, Facebook, Spoke, Plaxo and Reachable for selling. The graph looked like this: I was impressed with this development.but.there is a huge problem with this.

Social Selling 202

Social Selling Networking Groups Twitter 202

No More Cold Calling

NOVEMBER 4, 2013

'No one wants to get your spam email and cold calls. How many spam emails and cold calls do you receive every day? My total is more than 40. Reps engage in this mindless activity because it doesn’t require much thought or effort, and they hope someone will actually respond. But we all sit on the delete button while sorting through our never-ending Inboxes, and we make those cold emails disappear with the tap of a finger.

Cold Calling 198

Cold Calling Hiring Small Business Small Business 198