SBI Growth
JANUARY 30, 2014
'The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. Not so much to others. If you are in an industry where social selling has high applicability, peddle faster. If you don’t modify your core sales model, your competitors will beat you. It is unwise to play it safe in this situation.
MTD Sales Training
JANUARY 29, 2014
'The Sales Manager’s Guidebook contains a wealth of valuable information for sales managers, split up into 3 manageable volumes which cover the main aspects of sales management. From the Guidebook you. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Understanding the Sales Force
JANUARY 27, 2014
'Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day. One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period. 5 people were placed on each team based on the following car
Steven Rosen
JANUARY 26, 2014
'By Steven A. Rosen. Tap into the WHY! Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question “how do I motivate and engage my sales force?” As we all know the answer is not so easy. Many sales managers ask me how to ensure that they have a highly motivated and engaged team.
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SBI Growth
JANUARY 25, 2014
'This post is for CMOs who are newly hired or evolving. Your #1 goal entering a B2B organization is to drive results. How does the modern CMO drive results? First they think like Billy Beane, the GM of the Athletics baseball team. Billy’s team evolved to leverage sophisticated metrics called sabermetrics to attain success. The sabermetrics were better indicators of offensive success & wins than traditional baseball statistics.
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The Sales Heretic
JANUARY 27, 2014
'Human history has been marked by technological innovations so significant, they ushered in an entirely new era. Think Stone Age, Bronze Age, Iron Age. Or more recently, the Age of Discovery, the Age of Enlightenment, the Machine Age, the Information Age. In his new book, The Age of the Customer, Jim Blasingame argues that we [.].
Bernadette McClelland
JANUARY 27, 2014
'3 Actionable Ideas To Shift Your Sales Results. “Today, you are a rooster! Tomorrow you’ll all be feather dusters unless you make your numbers!! So stop your BS and get out there and bury the competition!!” Now, you’d be forgiven for thinking you were on the set of Glengarry Glen Ross decades ago, but these words unfortunately came from the boardroom of a fine Australian corporation last week – straight from the mouth of the General Manager, himself.
SBI Growth
JANUARY 30, 2014
'As sales leader in a small or medium-size company, your resources are limited. Many times there’s not a process to get stuff done. You get one or two chances each year to execute an initiative. Even if you pick the right one, how can you pull it off? How do you ensure it will work? Far too many organizations spend more time on strategy than execution.
The Pipeline
JANUARY 30, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Change is hard for all of us, that much more so for sales people. On one side they are trying to get buyers to change, clearly articulating the upside of change. Some of the most creative modern prose have flowed from sales people enticing their buyer to change, “Your business dreams, are but one change away”.
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Jeffrey Gitomer
JANUARY 30, 2014
'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.
The Sales Hunter
JANUARY 28, 2014
'We’ve all blown it at one time or another. We’ve made negotiating mistakes that cost us more than we could have imagined. It’s time we get them out on the table, and hopefully as a result, we can avoid making these negotiating mistakes in the future. Are you making these 6 negotiating mistakes? 1. Not knowing when to walk away. If we don’t know at what point it makes sense to walk away, then we’re destined to make a commitment that simply does not make sense.
SBI Growth
JANUARY 26, 2014
'Sales or marketing challenges exist in every organization. Sales performance may be suffering. Or Marketing isn''t connecting with the market. The acute issues of 5-10 years back (sales process, CRMs, dialing or direct mail leads, etc.) aren''t the same today (social prospecting, content marketing, buying process maps, etc.). Some challenges are eternal (sufficient quality talent, sales coaching, account segmentation.).
No More Cold Calling
JANUARY 30, 2014
'Why doesn’t your email signature have a phone number? A prospect recently left a voicemail for me and stated his phone number so quickly that I had to listen to the message three times from two different phones. I didn’t even get his full name. It was David “something or other.” I have no way of finding him on LinkedIn. I will try the two numbers I think he said, and maybe I’ll get lucky.
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Understanding the Sales Force
JANUARY 28, 2014
'Understanding the Sales Force by Dave Kurlan. This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention?
The Pipeline
JANUARY 27, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I got a note from one of the pundits in my inbox telling me things I should do for sales success in the New Year. You may expect these type of things mid-way thru December till maybe January 10th, but after that it is just an indicator that they don’t really understand B2B sales at all, and the customers they get as a result, they deserve.
SBI Growth
JANUARY 29, 2014
'In a recent post, I discussed 5 reasons sales leaders should consider inside sales. This post is for sales leaders looking for further education on inside sales. Perhaps this is a strategy worth consideration to help make the number. Or, maybe the current inside sales team isn’t attaining its goals. Here is a 30 minute webcast called Building Inside Sales for Growth.
Sales and Marketing Management
JANUARY 26, 2014
'Issue Date: 2014-01-27. Author: Lisa Clark, Vice President of Marketing. Teaser: Reps may arrive at a call ready to disseminate rote information instead of solve problems that win deals. Brain science research at Harvard shows how managers can equip reps for value added conversations that can win deals. Reps may arrive at a call ready to disseminate rote information instead of solve problems that win deals.
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.
No More Cold Calling
JANUARY 28, 2014
'Trust me, they’re on to you. When I called to reconnect with a CEO I met at a conference, and who had invited me to contact her, her assistant, Joan, answered the phone. Joan asked me the purpose of my call. I told her where I’d met her boss and who’d introduced us. Then I mentioned the name of my company, which made Joan laugh. After putting me on hold for a minute, Joan told me the CEO was unavailable but wanted to talk to me.
MTD Sales Training
JANUARY 28, 2014
'We’re often asked to help salespeople put slides together for their presentation to prospects. Some ideas salespeople have are brilliantly creative; some are as boring as the proverbial wet. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JANUARY 31, 2014
'Big deals in B2B companies can account for as much as 50-80% of annual sales. Losing multiple big deals often results in missing the number. Why doesn’t a typical marketing budget/focus apply the 80-20 rule? Demand Gen is too often focused on the masses not the big deals. What can you do differently so you don’t miss the number? Download the Targeting Analysis Tool and start focusing on what really matters to the sales team.
Score More Sales
JANUARY 31, 2014
'There is so much noise out there on how to be your most productive as a seller that I think sometimes people get confused or perhaps paralyzed in what to do. Instead, you keep doing what you’ve done before and you’re getting the same, less-productive results. Change is hard for most of us. We are comfortable in the “what kind of works now” and so working to change and improve is less comfortable, right?
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The Sales Hunter
JANUARY 25, 2014
'You don’t want to be a lousy salesperson, do you? Lousy customers are driven by lousy salespeople, so if you want a profitable long-term relationship with your customer, you have to be a great salesperson! Being great has a lot to do with the questions you ask! To see what I mean, check out the video… Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
Sales and Marketing Management
JANUARY 30, 2014
'People working in marketing and communications have long understood that good results require more than just good luck. As a leader in these functions, if you’re failing to call the ball and be predictive about outcomes and impacts, you are behind the curve and your executives will see it. There may be something else you could invest in that yields more return – the opportunity cost of marketing and communications investment -- and you don’t want to make the wrong choice.
SBI Growth
JANUARY 28, 2014
'You lose a top performing rep and quickly go into a mental tailspin. You think about the ramifications and logical course of action. Questions surface such as: Can we salvage the relationship with the rep and keep him/her from leaving? Is it too late for a counter offer? What will happen to their sales and customers? Will this affect our ability to make the number?
Score More Sales
JANUARY 28, 2014
'You have so many apps and programs in sales, and more data than you could ever consume. So why are you not able to use it to predict more helpful business trends, share common memes throughout your organization or really add more value to your customers? Tons of data with little understanding – that’s what many small and mid-sized businesses are dealing with.
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.
The Sales Hunter
JANUARY 30, 2014
'A pretty simple question, but stop and ask yourself what your biggest sales success story is and I bet you will have to stop and think. I love asking salespeople this question, and I’m amazed at how few times people can quickly call out what their biggest success has been. Reason I like asking people this question is because I think knowing your success stories will help keep you motivated when things aren’t going the way you want them to.
Sales and Marketing Management
JANUARY 28, 2014
'Issue Date: 2014-01-01. Teaser: Success is a learnable skill, says Brian Tracy, a guy who has taught a thing or two on the topic. Success is a learnable skill, says Brian Tracy, a guy who has taught a thing or two on the topic.
Jeffrey Gitomer
JANUARY 27, 2014
'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.
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