Sat.Mar 22, 2014 - Fri.Mar 28, 2014

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The Top 10 Sales Movies That You MUST Watch

MTD Sales Training

'We’re big film fans in the office and any new sales person (or member of staff come to that) that starts with MTD, I always grill them as to the movies they’ve seen about sales! “Have you watched. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Film 334
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Social Selling is Just Good Selling – Sales eXecution 244

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Last week I had the honour of placing in the top 10 of the 30 The Top 30 Social Salespeople In The World. But more than ever before it highlighted the need to unhyphenate sales, and focus on those things that make sales people good at what they do. I can’t speak for the others on the list, but I do not see myself as a social seller, but as a sales person who takes the profession seriously, and as a result of that commitment use every available

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How EMPATHY can kill a sale!

Bernadette McClelland

'How EMPATHY can kill a sale! I had a client ask me about the importance of empathy last week, and before reeling off the standard answer, I gave it a little more thought and so would be keen to hear your views. It doesn’t matter where you go, you will find that one of the main qualities a salesperson must have is the ability to enter a prospect or customer’s world.

Scale 299
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Is Your Sales Pipeline the Wrong Shape?

Sales and Marketing Management

'Issue Date: 2014-03-24. Author: Jason Jordan. Teaser: Dumping leads into the classic sales funnel results in a significant amount of wasted effort on deals that will never make it to the final stage of the pipeline. It’s time for a new, more productive model. Dumping leads into the classic sales funnel results in a significant amount of wasted effort on deals that will never make it to the final stage of the pipeline.

Pipeline 277
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Complaints Can Lead To Sales – If You Handle Them Right

MTD Sales Training

'No matter how well you’ve done your job, there will always be things that are outside of your control. Things that would drive your customer mad. Things that would make them annoyed. And things. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Retention 293

More Trending

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Please don’t just touch my base

Sales 2.0

'“How are you?” When I first came to the US (in 1991) a fellow student asked me this question as we were walking by each other in Philadelphia. I’d heard that Americans were much friendlier than Brits so I thought it was very nice of this person I did not know to care about my well being. In typical British style I answered “not bad” That apparently concerned my new friend and lead to a 10 minute conversation to make sure I was not seriously ill.

Call-back 274
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Coaching A Talented/Unmotivated Rep?

Steven Rosen

'Stories From The Field. By Steven A. Rosen. Janet is an experienced and successful district sales manager who could work in any industry and for any company. In fact, there are many Janet’s in all companies. Janet is performance-driven, a very good coach and a people person. Each month Janet is put to the test with different sales reps she must coach to success.

Coaching 288
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How To Discover Needs At The Start Of A Prospect Meeting

MTD Sales Training

'In a previous blog post called “Why You Should Only Present Solutions To Needs & Not To Problems” I stressed the importance of presenting your solutions to the prospects needs and not just their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 289
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Here’s the Email Used to Generate 1,000 Sales Leads

Jeffrey Gitomer

'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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3 Sizzling Ways to Warm up Cold Calls

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.

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12 Reasons Why Your Friend Should Not Be in Sales

The Sales Hunter

'It’s time to give you the information you need to help you tell your friend that they’re simply not cut out for sales. I know it sounds like I’m being harsh. Problem is there are salespeople who are struggling because of one reason or another and sometimes we have to be in someone’s face to […].

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Reaching Prospects

Score More Sales

'Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. In order to find the right buyers and interact with them you need to firmly understand the market niche that you are going after and who your buyers are. You need to know how to find these buyers, and then determine what your options are in connecting with them.

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A 5 Step Guide To Better Leads

SBI Growth

'Most sales professionals have relied for too long on Marketing to provide leads. In addition they complain the leads are unqualified and a waste of time. The irony is that most sales professionals are not producing their own opportunities. All you have to do is open CRM and pull up the pipeline dashboard. Inspect how many opportunities exist in the pipeline.

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And People In Hell Also Want Ice Water

Pointclear

'James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. He stands 6’5” in custom-made cowboy boots, and wears a wide-brimmed straw cowboy hat that cost as much as the boots. Likeable and direct, he pointed a lot and pointing makes me uncomfortable.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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7 Keys to Successful Negotiating

The Sales Hunter

'There is no need to dread negotiating. If you do dread it, then chances are you’re not going to succeed. Here is my list on 7 key things you can start doing right now to improve your negotiating skills: 1. Be prepared to walk away. Have 100% confidence you can and will do it if […].

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Social Selling Success Stories

Score More Sales

'Many who work for companies – especially mid-sized ones selling to other businesses – get stuck in doing the same old things year after year to build sales. What if you could break out from being unstuck, and catapult your company and maybe even yourself to higher visibility and more revenues? Last week, a list on Forbes contained my name as one of the top 30 social selling influencers in the world.

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How to Make Sure You Don’t Get Passed Over Again for the Big Job

SBI Growth

'It just happened to you. The Divisional President just called. They fired your boss, the Chief Sales Officer. The President said he ‘had another opportunity’ or ‘we decided to go in a different direction.’ Wow, you think. I just talked to him two days ago. Everything seemed great.

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5 Keys to Building Successful Sales Teams - Keep Them Motivated

Anthony Cole Training

'In a previous blog, I talked about my own motivation as it related to my athletic career. In an earlier earlier post (yes, I typed it twice to make the point that it was even earlier than the first), I wrote about my motivation today to drive revenue to Anthony Cole Training Group – to build a sustainable business so that those who depend on us (our clients, development experts, and employees) would not have to worry about the future of the company.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Expectations? What a Cross-Country Trip in a Station Wagon Can Teach Us.

The Sales Hunter

'Family vacations as a kid meant piling into the station wagon, loading it down with camping gear and driving hour after hour, day after day. You see, I grew up near Seattle and my dad’s idea of a vacation was to visit America — and by America, I mean North America. One year it was driving […].

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Message to Management: Are You Losing Your Top Talent?

No More Cold Calling

'If your sales reps are overwhelmed, they might decide the job’s not worth the stress. The job of sales reps is to sell—to maintain strong sales pipelines and spend their time talking to clients. When you force them to spend hours entering data, coaching new hires, and attending long, boring meetings, they’ll leave. More than 60 percent of organizations report that a top priority is dealing with “the overwhelmed employee,” according to Sales Benchmark Index.

Hiring 214
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How to Turn 'B' Players into Top Sales Performers

SBI Growth

'Sales people are difficult to retain. Good salespeople are hard to find. The demand for experienced top-tier salespeople is extremely high. This is a constant challenge for sales leaders and their HR business partners.

How To 243
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The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B

Pointclear

'I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant. Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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Sales Motivation Video: Get Away From Your Desk

The Sales Hunter

'It’s time to make things happen. And for many of you, that means you need to get away from your desk. Get out there and meet with prospects and customers. Even if you sell at your desk, then you still need to make things happen, and that means more time on the phone. Check out […].

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Is Your “A List” Too Big?

No More Cold Calling

'If you don’t have time to talk to all of your top clients, you might have too many. The senior vice president of a major bank recently told me that his team reaches out to their clients once a year. “Each of my reps has 250 clients,” he explained. “They can’t possibly talk to all of them.” I couldn’t believe what I was hearing.

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5 Secrets to Great Sales Coaching

SBI Growth

'Your Sales Leaders talk to their people on a regular basis. You have forecasting calls every other week. Pipeline reviews. One-on-ones. But something’s missing. Why are good people leaving? This post explores how sales coaching can improve retention. Do You Really Know Why Good People Leave?

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How to Thrive In Sales

Score More Sales

'After reading Guy Kawasaki’s post about Arianna Huffington’s book, “Thrive – The Third Metric to Redefining Success and Creating a Life of Well-being, Wisdom, and Wonder” it got me thinking about how to correlate it to the sales department in a mid-sized or SMB business. It sounds easy for Guy or Arianna to talk now about money not being everything because, well – they are both in a different financial bracket than most of us.

How To 200
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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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We Are On the Path to 1,000 Sales Leads

Jeffrey Gitomer

'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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You’ll Do A Lot Less of THIS if You Prospect Better…

The Sales Hunter

'Do you know what you’ll be doing less of if you become better at prospecting? Negotiating. You’ll be doing a lot less negotiating. I imagine that is music to your ears, because who of us really likes negotiating? Most salespeople I meet really don’t care for negotiating or prospecting. BUT, what I find interesting is […].

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3 Big Forecasting Blunders

SBI Growth

'Nothing enrages a CEO like a quarter that completely misses forecasts. One VP of Sales summed it up nicely: “It’s worse to not know the number than it is to miss it” But many sales leaders don’t have a clue until the final day.