Sales 2.0
MAY 2, 2014
'“A scoop of Insideview with some Jigsaw special sauce.” That’s my best shot at summing up a new “Sales 2.0” tool that I think you should check out. The tool is Owler. Owler is a new company from the fellow who founded none other than one of my favorite Sales 2.0 tools of all time: Jigsaw (now Data.com as Jigsaw was sold to Salesforce.com in 2010 for a tidy $142 million in cash —I love saying that.).
SBI Growth
APRIL 26, 2014
'We often hear from CEOs that they don’t see the ROI for social media. Many CEOs still question the legitimacy of social media in their space. In case you’re wondering, these people are wrong. I will address three common questions/comments we hear from the C-suite and sales leaders.
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The Pipeline
MAY 1, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. One of the opportunities offered by the web 2.0 world, or as many around sales like to call it social selling, is to leverage a number of tools to improve and accelerate the quality of interactions, especially at the early part of the sales cycle. The challenge is how to leverage the various tools, integrate them into your daily sales-flow and work-flow, without adding, or being forced to alter your work-flow in order to get benefit.
MTD Sales Training
APRIL 29, 2014
'If you’re like most people, you will often have those infuriating moments when you forget something important, like a phone call you promised to make or a specific request from a customer that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Sales 2.0
APRIL 27, 2014
'“As we discussed, I’ll get back to you with ideas and the data you requested on A, B & C”. That’s how an initial meeting ended recently with a technology sales person. In general, I liked the way this sales person ran the meeting with us. She started the meeting by asking questions to discover our needs and problems. We gave a bunch of a feedback and the seller collected our responses.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Heretic
APRIL 29, 2014
'Pricing unquestionably affects sales. But what exactly is the “right” price? Are you charging enough? Too much? Is it time to raise your prices? Are you constantly being pressured for discounts? If you struggle with any of these issues, check out my appearance on the Reality Check Podcast with Craig Price. In this 30-minute interview, [.].
Jeffrey Gitomer
APRIL 28, 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.
Understanding the Sales Force
APRIL 28, 2014
'Understanding the Sales Force by Dave Kurlan When we discuss trust, it''s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn''t trust you. These issues led to my White Paper on Trust, a study that had some very surprising and revealing results. If you haven''t seen it or downloaded it, you can get it here.
SBI Growth
APRIL 29, 2014
'The CEO is cutting the marketing budget. Which projects stay on the list and which ones get cut? This post is part 2 of a 3 part series. The focus is dealing with a marketing structural redesign based on budget cuts. In part 1 , we dealt with your marketing teams work capacity. Part 2 focuses on marketing project prioritization.
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Score More Sales
APRIL 29, 2014
'Think back to when you needed to buy something from a retailer in your town. You had a need today, so you got into your car and drove to the store. You went up to the counter and there was no one in sight to help you. Finally someone approaches you, long after you started thinking about leaving to go somewhere else. You asked for the item and you were told it was not available.
The Sales Hunter
APRIL 29, 2014
'Just because somebody wants to negotiate a deal with you doesn’t mean you should. Too much time is wasted negotiating with people you shouldn’t negotiate with. Yes, the challenge is to be able to identify these people, and that’s what I’m providing you with here. Not only is this a list of who not to […].
Pointclear
APRIL 29, 2014
'It''s a Problem for Sales and Marketing! “Weed the garden,” I said to the company president. “You have people who haven’t made quota in over a year and you’ve kept them employed, listened to their excuses, and accepted an inflated pipeline. Each week they knock themselves out telling you about everyone they spoke with and how the future will be better, but they give you little or no sales.” Non-producing salespeople drain cash and precious support resources,
SBI Growth
APRIL 28, 2014
'Successful sales compensation plans are specifically designed to drive desired behavior. One form of desired behavior is that your top sales reps don’t quit. Especially in small and medium-sized companies, Sales VPs must retain good reps. Smart compensation plans can be a big factor.
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Score More Sales
APRIL 27, 2014
'Not thinking of myself as much of a hacker, I was curious to see how the Sales Hacker Conference would be this past week in NYC. It was being held in a space normally filled with ping-pong tables, a DJ, and a bar. Magically transformed, this space which turned into a decent learning environment for hundreds of attendees was a creative solution for a big-enough space in New York City to get a lot of business people together.
MTD Sales Training
MAY 1, 2014
'When we are working with a client, we need to know what would be the best way to encourage them to make decisions that draw them to our products and services. It’s been known for some time by. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
APRIL 26, 2014
'Do you have world wide recognition of your business? Many salespeople and companies are missing out on a lot of business simply by not having a presence on the internet. One of the easiest ways to create a global presence is by putting testimonials (written and video) on the internet. If prospects were to search […].
SBI Growth
APRIL 27, 2014
'Your company was just acquired by a private equity (“PE”) firm. This is a game changer for you in many ways: New board. New operating partners. Increased expectations. High urgency. As the sales leader, this can bring a lot of stress. What’s your response going to be?
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.
Score More Sales
APRIL 30, 2014
'Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. A startling fact, presented over and over in b2b studies shows that most sales reps do not follow up enough – despite the few we know of who seem to overcall – or follow up too many times with unqualified opportunities.
Understanding the Sales Force
MAY 1, 2014
'Understanding the Sales Force by Dave Kurlan It''s a big problem with many of the sales blogs you read. One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide.
No More Cold Calling
MAY 1, 2014
'You’ll never have a high-performing sales team if you don’t set them up for success. “I don’t have time to coach, and I don’t have the skills.” That’s what one sales leader told me. I was dumbfounded. One of the key skill sets for a sales leader is the ability to coach teams—to increase sales effectiveness by giving reps the training and tools they need to develop client relationships and get deals done.
SBI Growth
APRIL 30, 2014
'Most sales leader will be hit with a Hiring Freeze sometime in their career. Maybe you are dealing with one right now. After the initial cursing and panic subsides, it’s time to think of a plan. More than likely you have been in the process of interviewing candidates for open positions. Now you are wondering, “How am I going to hit my number?
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Score More Sales
APRIL 28, 2014
'While listening to a presentation at a conference recently, the presenter got me thinking differently. When someone can do that, you know you are in the right room. The presenter was Sean Burke and his talk was called, The World’s Youngest Billionaires Guide to Social Selling. The title caught my attention and since I had recently met him through his company’s list of 100 Social Sales Influencers it seemed like a good idea to sit in on this one.
The Sales Hunter
MAY 1, 2014
'Sales is about connecting with the customer. Problem is too many of us in sales make the connection with the customer by way of assumption — or, I should say, our personal assumption. Recently, I was talking with a person who I consider extremely knowledgeable and a very capable business person/salesperson. Each time I’m with […].
Sales and Marketing Management
MAY 1, 2014
'Issue Date: 2014-05-02. Author: Susan Adams. Teaser: In incentive marketing, there’s a great deal of chatter about gamification, but the thinking behind it can get pretty murky and it’s important to understand how this “must have” really works. In incentive marketing, there’s a great deal of chatter about gamification, but the thinking behind it can get pretty murky and it’s important to understand how this “must have” really works.
SBI Growth
MAY 2, 2014
'Ever feel like endless, one-off requests are crippling your Sales Ops team? Sales Ops can be a dumping ground for all types of support. Consider why this is often the case. You’re charged with improving sales efficiency and effectiveness to make the number. In doing so, Sales Ops engages with nearly every other function in the organization.
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?
No More Cold Calling
APRIL 29, 2014
'Here’s what I learned from the legendary songstress. Liza (with a “z”) is an icon, a once-fading star who’s making a major comeback. Does she look the same? None of us do. Is her voice the same? Of course not. But I still jumped at the opportunity to see her in person. I’m glad I did, too, because everyone in the room that night learned some valuable lessons about grace under pressure and connecting with an audience —lessons that could serve salespeople well.
The Sales Hunter
MAY 1, 2014
'I’m writing this from the Starbucks at the intersection of Westheimer Road and I-610 in the Galleria area of Houston. If you’re not familiar with the area, Google it. It’s 24/7 busy due to the density of everything. As I write this, I glance over and notice the line at the counter is 18 deep. And the […].
Sales and Marketing Management
APRIL 28, 2014
'Issue Date: 2014-04-28. Author: Edward G. Brown. Teaser: “Too much work and not enough time” is the perfect motto for lowering morale, losing customers as well as employees, shrinking sales and decimating profits. “Too much work and not enough time” is the perfect motto for lowering morale, losing customers as well as employees, shrinking sales and decimating profits.
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