SBI Growth
MAY 28, 2014
'Perhaps you have recently made a few hiring mistakes. You are not alone. Statistics show that 80% of employee turnover is due to bad hiring decisions. This is according to The Harvard Business Review. It is frustrating when you think about the time and dollars you invested. Productivity and morale take a hit.
MTD Sales Training
MAY 30, 2014
'The Wolf of Wall Street’s story; his rise, his lies, his demise and now the resurrection of Jordan Belfort’s career has fascinated me. So much so that when he came to London on 28th May at the Excel. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Steven Rosen
MAY 28, 2014
'By Steven A. Rosen. Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated. I asked him what he was going to do about it.
The Pipeline
MAY 26, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. No, I am not speaking to sales managers, directors or VP’s, but directly and specifically to front line sales professionals. It is your job to lead the customer to the right decision for their business based on their objectives. So why are you not stepping up, why are abdicating the only thing that justifies the job, why aren’t you doing your job?
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SBI Growth
MAY 24, 2014
'It’s the monthly Pipeline review call. As the Sales Ops leader, you’re responsible for managing this process. Just before you take role call you’re struck with a foreboding sense of Déjà vu.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Heretic
MAY 27, 2014
'I often hear salespeople brag, “We don’t really have any competition.” They believe their product or service is so superior to everyone else’s that they’re truly in a category of one. This is a dangerous mindset, because it’s patently false. No matter what you sell, you have competitors. And ignoring that reality will cost you [.].
The Pipeline
MAY 29, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. On May 8, 2014, I had the opportunity to do a Google Hangout with Stewart Rogers, of Salesformics (affiliate link). We touched on a range of topics relating to sales, sales tools, automation, social selling and more. The clip below is a highlight, we talk about the upside of marketing automation for sales people, and an example of a sales that started online, in a social discussion, moved off line and into the win column.
SBI Growth
MAY 25, 2014
'A client recently asked me about LinkedIn and its role in Social Selling. They’d heard of it helping others get business, but were skeptical of the claims. They figured it to be another fading fad that would eventually lose its appeal. They admitted to having a professional profile, but hadn’t done anything since. I thought about it for a second, and then asked him a question.
No More Cold Calling
MAY 27, 2014
'Are you living up to your customers’ expectations? Technology might make us faster, better, and stronger. But it has also made our customers much less patient. Buyer 2.0 expects us to move quickly—to deliver solutions and results almost immediately. To some degree, technology enables us to do that. But a word of warning: Faster does not always mean better.
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Sales and Marketing Management
MAY 25, 2014
'Issue Date: 2014-05-26. Author: Charlie Brennan. Teaser: What's most apparent about the real world of selling that is reflected in the blockbuster movie "The Wolf of Wall Street" is that sales professionals continue to be caught off guard in selling situations they should be accustomed to. What's most apparent about the real world of selling that is reflected in the blockbuster movie "The Wolf of Wall Street" is that sales professionals continue to be caught off guar
Understanding the Sales Force
MAY 28, 2014
'Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. Among all of the important articles this month is mine on The Top 5 Reasons Salespeople Fail to Meet Quota and the Common Link to All 5 Reasons.
SBI Growth
MAY 29, 2014
'Organizations fail when they don’t fail enough. A paradox every CEO should embrace. In other words, push the limits. Constantly test new ideas and embrace change. Your sales and marketing leaders need to be agile to keep up with the market.
The Sales Hunter
MAY 27, 2014
'Many times the sale is won or lost based on the ability of you, the salesperson, to develop an effective relationship. This applies whether it be B2B or B2C. Having an effective relationship with the customer can go a long ways to closing the sale and, more importantly, to closing sale after sale through an […].
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Jeffrey Gitomer
MAY 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.
MTD Sales Training
MAY 29, 2014
'You’re nearly there. The sale is drawing to a close and you’ve been negotiating back and forth. You can see the light at the end of the tunnel and finally the relief comes over you as they say. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
MAY 30, 2014
'The Annual planning process begins soon for many Sales Leaders. In preparation, it is a best practice to refine your sales strategy. Doing so enables you to build a revenue plan to acquire the necessary budget. This post will help you prepare a world class revenue plan to secure budget.
Understanding the Sales Force
MAY 27, 2014
'Understanding the Sales Force by Dave Kurlan From time to time I get pretty cool emails that make me want to write positive articles instead of negative ones. Today I got one from an OMG ( Objective Management Group ) Partner who wanted to let me know what he learned from one of his clients at a company that you all know quite well (but whose name will be withheld).
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 Sales Hunter
MAY 30, 2014
'While sitting in the Munich train station drinking my Pike Place coffee, I’m struck by not only the uniformity of how Starbucks does what it does, but also by the differences in what they do. Now, let’s look at the facts. Munich, Germany and Seattle, Washington USA (home of Starbucks) are at least 8,000 miles […].
Pointclear
MAY 27, 2014
'Today''s guest post is by Christopher Hosford, editor-in-chief and head writer at HosfordGroup LLC, a New York City-based content marketing agency. He is former East Coast Bureau Chief of Crain''s "BtoB" magazine, and former editor-in-chief of Nielsen''s "Sales & Marketing Management" magazine. He is a regular contributor to ViewPoint and can be reached at chris@hosfordgroup.com.
SBI Growth
MAY 27, 2014
'Effective incentive compensation is designed to reward desired selling behaviors. Your top sales reps have been living with the comp plan since kickoff. By now, they have figured out how to leverage this year’s plan. The top performers have calculated their income for the rest of the year. This is a crucial time for Sales leaders and their HR business partners.
Score More Sales
MAY 27, 2014
'Be agile or you will lose touch with your buyers – sales will spiral down – have they already? Agile is not just fast, it is a methodology for software development and project management where you do shorter amounts of work and assess, change, and improve. It’s seems unusual these days when a new business book talks about much in the way of new strategies or tactics.
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The Sales Hunter
MAY 29, 2014
'Recently, I wrote a post about dealing with low performers and I promised a series of follow up posts with more details. Here is the best way to start dealing with a low performer: As a sales manager, you need to first determine if the performance issues are attitude related or skill related. If it’s […].
MTD Sales Training
MAY 27, 2014
'My experience tells me that your pipeline is probably full of dead wood! It’s full of those who you’ve called and emailed but whom never respond to anything; it’s full of those who have said “it’s on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
MAY 29, 2014
'As CEO, you must have confidence in your sales leader to make their number. So to lose that confidence can signal a disaster to your year. On the surface, there are many reasons why confidence is lost. But the root of the problem may lie in an inability to be agile. Your sales leader may be unable to keep up with a rapidly changing environment. To be agile means to constantly stretch the limits of your team.
Pointclear
MAY 30, 2014
'Last week I attended the SiriusDecisions Summit in Orlando. This was my third summit and I have enjoyed them all. Author Malcolm Gladwell opened the session with a witty and insightful presentation on the concept of transformation. His point was that before a business can transform, it needs to reframe. To illustrate his point, he used the example of the invention of intermodal shipping, which allows for the shipping of a container full of goods on multiple modes of transport (truck, ship) with
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?
Score More Sales
MAY 26, 2014
'Two different sellers told me in the last week that they are not using LinkedIn as much as I had encouraged them to do because it doesn’t work for them and takes too much time. Both of these individuals have been doing the same old prospecting strategies for a number of years and both really would rather not change. Change is scary. Change involves admitting that you don’t have all the answers.
The Sales Hunter
MAY 24, 2014
'If you send prospecting emails, there could be a big problem with them! (Especially if you write them on your computer). The problem? Those emails are more than likely going to be read on a smart phone. They need to be written with that in mind. To find out how to write a great prospecting […].
SBI Growth
MAY 26, 2014
'Are your reps happy with the quality of leads marketing provides? Lead quality is one of the biggest complaints we hear from our clients. It’s the excuse given for lack of follow-up. How can a marketing leader fix this? The answer lies within your current customer base. This is where the best leads can come from. Last week one of our guys scheduled a meeting with the CEO at one of our clients to discuss additional projects.
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