SBI Growth
MARCH 10, 2014
'Most CMO’s have created Buyer Personas. Best in Class CMO’s go a step further to invest in creating buying process maps. The most important question these CMO’s ask is “Did we get it right?” Buyer Personas have to be right. Your company is building products, content and campaigns based on the personas. The sales force utilizes them to make sales.
The Pipeline
MARCH 10, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I overheard an interesting discussion recently at the airport. Two guys talking about eating out a lot, could even have been road warrior sales types. One was waxing poetic about how is sick and tired of seeing tipping jars at staff cafeterias, or fast food places. When his buddy asked why, his reply was that the people in those place do not do anything that merits a tip.
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The Sales Heretic
MARCH 13, 2014
'I recently read about a restaurant in Alexandria, Virginia called The Sushi Bar. Even before it opened, it received a lot of publicity for an unusual reason: The restaurant bans all children 18 and under. Owner Mike Anderson wanted to create a dining experience that would enable adults to eat without children around. He envisioned [.].
Sales 2.0
MARCH 8, 2014
'I was packing up my things to go home for the night and my office phone rang. “Hmm”, I thought, “I better not pick this up or I’ll be late getting home as promised and then they’ll be trouble” So I let it ring to voice mail. But of course curiosity overtook me so once the voice mail light lit up I checked it. “Nigel, it’s John from XXX company.
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SBI Growth
MARCH 12, 2014
'It’s every Sales Manager’s worst nightmare. The exit of an A-player is painful. The impact reverberates across the sales team. Your boss questions your ability to manage. Your team questions your ability to lead. Customers are left wondering what happened. How do you ensure you don’t lose your top performers? There are three things A-players care about: Their Boss – It’s essential your top performers respect and trust you.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
MARCH 13, 2014
'“He keeps talking in techno waffle! I don‘t understand half of what he says. I’ve got a simple problem that needs solving, not something that requires a Rocket Scientist!“ -. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
MARCH 10, 2014
'Understanding the Sales Force by Dave Kurlan Clients frequently ask about the percentage of candidates recommended by Objective Management Group''s (OMG) Sales Candidate Assessment and why it is so low. When clients are feeling the urgency to hire salespeople and too many candidates are not getting recommended their knee-jerk reaction is to change the customized criteria on the role configuration so that more candidates can be recommended.
SBI Growth
MARCH 14, 2014
'“Are we truly differentiating ourselves in the market?” I was recently asked this by the sales leader for a large software company. It was on the heels of losing a multi-million dollar opportunity. The fifth one in the last quarter.
Sales and Marketing Management
MARCH 13, 2014
'Issue Date: 2014-03-14. Author: Bill Rosenthal. Teaser: Tablets are helping sales profession be productive pretty much any time, anywhere. But having a more versatile way to present information doesn’t necessarily translate to more effective presenting. Sales reps have to understand that what they say is as important as what they show on the tablet.
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MTD Sales Training
MARCH 11, 2014
'Those questions were raised at a recent sales course we ran, and they are interesting because most salespeople are trained to present and close at every opportunity. In fact, in one of my favourite. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales 2.0
MARCH 9, 2014
'I got this email a few weeks ago from someone I did not know at the time. I liked it and replied to the email. I think this email has several ingredients you could use in your email prospecting. Nigel, I’m a young entrepreneur looking for your input as you are a sales 2.0 leader. I have 1 very, very quick question and if you could answer it, it would mean the world to my team and I.
SBI Growth
MARCH 13, 2014
'Jim Collins coined the phrase “getting the right people on the bus and wrong people off.” The concept is one that CEO’s deal with regularly. An additional challenge is ensuring that the right folks are in the right seats with depth of coverage. You have the right people; however you’re not sure if you’ve got the right talent waiting in the wings.
Jeffrey Gitomer
MARCH 10, 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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MTD Sales Training
MARCH 12, 2014
'A few years ago I was privileged to hear an American speaker discuss what were the worst habits that salespeople displayed. Among some of the answers that came up were poor listening, presenting the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
MARCH 12, 2014
'We’ve all heard stupid voicemails, and if you’re like me, you do two things. One, you delete them before they’re done, and two, you remark to yourself how the person leaving it is a village idiot. Let me share with you 5 stupid voicemail mistakes: 1. Speaking without any energy or volume. The other person can’t see you, but they are still painting a picture in their mind as to who you are.
SBI Growth
MARCH 8, 2014
'Here, there and everywhere you’ve heard about buyer personas. Advances in marketing automation makes accurately identifying buyer habits and preferences simple. Knowing these customer attributes is now table stakes. Chances are your organization has invested in them. They were either created internally or with the help of a third party. Those personas are costing you.
Understanding the Sales Force
MARCH 14, 2014
'Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. This article was named Top Sales Article for last week and this article was named a Top 10 Sales Article for last week, both over at Top Sales World.
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.
The Pipeline
MARCH 8, 2014
'Return On Objectives - Harnessing Objectives to Drive Better Sales Conversations. Learn how to change the sales conversation and who should be having that conversation with! Presented by . Join me on March 19, at 3:00 pm Eastern. . Objective Based Selling looks at how to align the conversation with the buyer’s objectives, and leveraging those objectives to create a better conversation that drives mutual opportunities and success.
No More Cold Calling
MARCH 13, 2014
'The best way to motivate your sales reps is to believe in them. Sales managers can wreck a sales career or launch it. They can motivate reps who seem hopeless or derail the efforts of rising sales stars. Rene Zamora, a sales management thought leader and this month’s guest blogger, has a unique perspective. He says the foundation of great sales leadership is simple: Believing in your team.
SBI Growth
MARCH 11, 2014
'Every sales force has issues. Some issues can be improved, some can be ignored. Top sales organizations know that improvement is key to survival. Continuously improving builds Sales Force Effectiveness (SFE).
Pointclear
MARCH 11, 2014
'Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. There is no such thing as “warm calling,” says my latest guest on PowerViews, Joanne Black. You’re either cold or you’re hot—lukewarm doesn’t cut it. Joanne is the author of No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust and one of America’s leading authorities on referral selling.
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The Sales Hunter
MARCH 11, 2014
'We’ve all been told that selling product features is not the way to sell, but even knowing that, it seems it still is what happens, not only by salespeople, but also by marketing. Case in point: I recently was prompted to change a password for some software I have. Needless to say, it was a pain and the last thing I wanted to do. Problem was there was nothing I could do but change the password if I wanted to use the software.
Sales and Marketing Management
MARCH 9, 2014
'Issue Date: 2014-03-10. Author: Mike Coney, President and CEO, Unitrends. Teaser: Increased customer power has spawned a new kind of sales professional who now lives somewhere between hunter and farmer – the “builder.” Builders are aggressive in the hunter mold, yet they till the fields with farmer-like precision. Increased customer power has spawned a new kind of sales professional who now lives somewhere between hunter and farmer – the “builder.
SBI Growth
MARCH 9, 2014
'For most of us, the end of the quarter is approaching. This can be a heads-down “crunch time”, trying to move the ball past the goal. You have a good idea about where your individual opportunities stand. How do you prioritize your efforts as a whole to get the most return? Too many times, the end of the quarter turns into solely tactical execution.
Pointclear
MARCH 13, 2014
'Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you. The interviews are available on our blog and YouTube channel. In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic.
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?
Anthony Cole Training
MARCH 10, 2014
'Over the last 5 years, when conducting keynote sessions or workshops, presidents and senior sales executives overwhelmingly want to know – How do I motivate my sales people and keep them motivated? The answer that I give them is one they never like, but they soon understand: You cannot motivate them nor can you keep them motivated. Let me make this clear; I am not a student of motivation.
Jeffrey Gitomer
MARCH 8, 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.
Score More Sales
MARCH 10, 2014
'Did you know that this week may contain the best professional development event of the year for you? If you are a sales leader or sales executive, you do not want to miss the Sales Acceleration Summit 2014 on Thursday, March 13th. I was thrilled to be one of the presenters last year, and excited to be speaking again this year. My presentation is about the Sales Pipeline Success Puzzle.
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