The Sales Heretic
APRIL 22, 2014
'Networking is one of the best prospecting tactics around. Like any tactic, however, it can be used effectively or poorly. Poor networking isn’t just a waste of time, it can actually hurt your sales, because over time, you’ll develop a negative reputation. Here are ten big mistakes to avoid when you’re networking: 1. Not spending [.].
MTD Sales Training
APRIL 23, 2014
'A salesperson once said on one of our training programmes that no manager he had ever worked for had been a true ‘motivator’ He went on to describe how no-one he had worked for had even. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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SBI Growth
APRIL 19, 2014
'The trend over the last 20 years is to hire people from your industry. Most VPs feel if they do this their ramp time is quicker. The hire can be more productive in a shorter amount of time. And with the quarterly number looming, they need sales quickly. They also don’t have to spend their precious time training them. These hires might even bring some clients over to your company.
The Pipeline
APRIL 21, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. A few weeks back I had the opportunity to it down for a discussion with Heidi Schwende , Chief Digital Officer & Certified Internet Consultant WSI Digital Moxie, part of WSI Internet Consulting. The interview explored the importance of and the “how to’s” of SOCIALIZING YOUR SALES SUCCESS. Today I am presenting a small taste specifically focused on the shift in buyer behaviour, expectation and the impact of social selling on sales people and t
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Sales 2.0
APRIL 19, 2014
'The future of sales belongs to sales geeks. You can already see this in marketing. Marketing is already way more numeric and analytical than it used to be. And if you buy into the story that future sales people will look a lot more like “mini marketers” then sales people are going to need to be into numbers. And not just your quota and commission check.
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SBI Growth
APRIL 23, 2014
'The CEO just notified you that he’s cutting budget. He’s taking 100% of the cut out of marketing. This results in a cut of 20%. The CEO didn’t even look at other departments to share the cut. Questioning why your budget was cut, you realize you haven’t proven your worth. He sees marketing as a pure cost. This undercuts your credibility as the Marketing leader.
The Pipeline
APRIL 24, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Monday I shared a clip from a discussion I had with Heidi Schwende , Chief Digital Officer & Certified Internet Consultant WSI Digital Moxie, part of WSI Internet Consulting. The interview explored the importance of and the “how to’s” of SOCIALIZING YOUR SALES SUCCESS. Today’s snippet captures the discussion about trust, the lack there of for some traditional channels, while at the same time the elevated level of trust among social peers.
MTD Sales Training
APRIL 24, 2014
'It’s one of the biggest frustrations in a salesperson’s experience. You’ve done your research on the buyer and their company…you have uncovered all the possible objections the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
APRIL 21, 2014
'Issue Date: 2014-04-21. Author: Kevin Higgins. Teaser: Middle and low performers are tolerated on some sales teams because they help reach the overall quota. It's important to set standards and tip the boat if they're not met. Middle and low performers are tolerated on some sales teams because they help reach the overall quota. It's important to set standards and tip the boat if they're not met.
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SBI Growth
APRIL 22, 2014
'When Eads and Sullivan, the owners of the Solution Selling methodology, came out with a new book , I jumped at the chance to read it. The book is great and you should read it. Why?
Understanding the Sales Force
APRIL 21, 2014
'Understanding the Sales Force by Dave Kurlan You want to hire better salespeople, don''t you? And you''ve been told that if you use a sales assessment, you will be able to select better salespeople, right? And if you have a strong HR background, you may believe that benchmarking is a good first step. There are many uses for benchmarking in sales, and while the approach taken by most assessment companies helps them, it doesn''t really help you.
Score More Sales
APRIL 21, 2014
'It started innocently enough when I replied to my industry colleague and social selling advocate Jill Rowley via Twitter to something she asked me. I said, “let’s talk – by telephone” She responded by saying, What’s wrong with Skype or a Google Hangout? . It made me feel like the phone – the conventional phone, is being misaligned.
The Sales Hunter
APRIL 22, 2014
'Using email as part of your prospecting plan is a good idea — if you do it right! Here are 6 ways you can be more effective with your prospecting email: 1. Subject line Nothing will sink an email faster than a subject line. The subject line needs to be as powerful as the title of a […].
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SBI Growth
APRIL 22, 2014
'You have seen it throughout your career. Your primary responsibility is to generate revenue for your organization. You have a number that you are held to. Resources are provided and you are focused. And then you get new responsibilities or process added to your plate. These can be good changes like additional responsibility to groom you for further opportunities.
No More Cold Calling
APRIL 22, 2014
'Are you moving too fast to keep up? To go fast, we must slow down. That’s a wise saying. In our world of constant change and complexity, we feel compelled to speed up in order to keep up—with the latest technology, the latest thinking, or the latest news. And, of course, with our competition. Stop and Smell the Present. Here’s the problem: We’re trying to catch up with things that are in the past.
Understanding the Sales Force
APRIL 25, 2014
'Understanding the Sales Force by Dave Kurlan You get more bang for your buck on Fridays! Especially this Friday when you get my powerful rant below, as well as two bonus articles! The Selling Power Blog has my new article on why consultative selling is so difficult. Head over there for a great read! And over at Top Sales World , my article on the premature announcement that SPIN Selling is dead is one of the top 10 articles for last week.
The Sales Hunter
APRIL 22, 2014
'Want to know the secrets the “best of the best” use when they negotiate a deal? Of course you do! How do I know they’re the secrets of the best? For the last 10+ years, I’ve been questioning the best sales leaders to uncover what makes them so successful in negotiations. Of all the tips […].
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.
SBI Growth
APRIL 25, 2014
'A regional Vice President announced his retirement a few months ago. You and a couple of your peers were vying for the job. You got on the shortlist, but another manager got the promotion. You didn’t get selected for advancement. What happened?
Pointclear
APRIL 23, 2014
'Sales and marketing do get along—in organizations that foster collaboration. By Ginger Conlon, editor-in-chief, Direct Marketing News. Is it really marketing’s fault that sales can’t close deals? Is it the sales team’s fault that marketing collateral goes unused? Choose a point of contention. Who’s actually at fault?
Anthony Cole Training
APRIL 23, 2014
'Managing a sales team can be described as complicated, difficult, tough, impossible, thankless, endless. OR. you could make a case for and describe it as rewarding, exciting, challenging, critical for success, important, simple. So. which is it? From my experience, your answer will depend on: Your experience. Your bias towards the work required for success.
The Sales Hunter
APRIL 25, 2014
'Yes, this is a serious question. Is your dog a better salesperson than you? The reason I ask this is because far too many salespeople aren’t selling. All they’re doing is conveying information to the customer. If all you’re doing is passing information along to the customer, getting answers to questions, taking care of requests, […].
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SBI Growth
APRIL 20, 2014
'Your company has grown. That’s a good thing. New products are launching. Filling gaps in the market. All signs are saying it should lead to more growth. It should be an exciting time. There’s a catch though. As a Sales Enablement leader, you know there’s a gap. The content is lacking. Sure, content exists, but it’s not the right content.
Jeffrey Gitomer
APRIL 23, 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.
Sales and Marketing Management
APRIL 22, 2014
'Issue Date: 2014-03-01. Teaser: No one likes a naysayer, but sometimes she can be the most valuable person in the room. Too many business teams shoot the messenger instead of listening to the message, Megan McArdle states in a recent Bloomberg BusinessWeek essay. No one likes a naysayer, but sometimes she can be the most valuable person in the room.
The Sales Hunter
APRIL 20, 2014
'Are you still complaining about the competition? Stop it! The more time you spend focusing on the competition, the less time you are spending on selling. It’s time to ignore the competition. You have it in you to succeed, but only if you keep your focus on selling rather than on the competition. Copyright […].
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?
SBI Growth
APRIL 21, 2014
'When a new CSO takes over, he must be fast out of the gate. Chances are there are big visions for the future. It would be nice if this one survived to see the outcome. To help him succeed, Sales Operations must turn vision to tactics. Execution makes or breaks a sales initiative. Execution leads to adoption. When everyone is rowing in the same direction, success follows.
Jeffrey Gitomer
APRIL 25, 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.
Sales and Marketing Management
APRIL 24, 2014
'Issue Date: 2014-04-25. Author: Kathryn Roy. Teaser: In one week I came across two examples of inadvertent naming mistakes with harmful consequences. I hope these examples help you avoid repeating these mistakes. In one week I came across two examples of inadvertent naming mistakes with harmful consequences. I hope these examples help you avoid repeating these mistakes.
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