Sat.May 07, 2016 - Fri.May 13, 2016

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Six Ways to Handle Rejection

Sales and Marketing Management

Issue Date: 2015-05-13. Author: Tim Brown and Dan Streeter. Teaser: Over the course of a career, even the best salespeople are going to be told no seven or eight times out of 10. It's important to learn how to handle rejection. Over the course of a career, even the best salespeople are going to be told no seven or eight times out of 10. It's important to learn how to handle rejection.

Course 182
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The 3 Most Important Questions about Sales Process and My Answers

Understanding the Sales Force

Sales Process is a topic I have chosen to write about around 25 times over the past 10 years. All 25 articles can all be found in my series on Sales Process. Lately, we are finally beginning seeing some improvements being made in this area. For example, back in the early 90's, when Objective Management Group (OMG) first began measuring the existence of sales process, only 9% of all salespeople were following one with any degree of consistency and effectiveness.

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Are You Spending More Time on Fewer But Better Prospects and Customers?

The Sales Hunter

At the start of the year, I challenged you to focus your time by minimizing the amount of time spent on prospects that ultimately go nowhere. We’re now into the 2nd quarter of the year, and it’s time to do an assessment. Below is what I wrote on this important goal in January of this […].

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Ways to Get More Leads, Sales and Customers

The Pipeline

The Pipeline Guest Post – Megan Totka. Businesses always want to find more leads and turn them into customers. If you know your products are amazing, your services solve a need in the marketplace, and can back up these claims, then you’re in good shape. Now it’s time to consider how you want to invest both your time and money into this endeavor.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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5 Books & Blogs That Will Make You Better at Inside Sales

DiscoverOrg Sales

So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales. We’re not trying to be gigantic hypocrites, but we are smart enough to recognize that there’s a balance. Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books.

More Trending

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5 Mistakes Salespeople Make Using Social Media

The Sales Hunter

Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to know. Here are 5 mistakes far too many salespeople make with social media: 1. Thinking that because they’re a new connection, you the […].

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3 Things You Won’t Hear Great Sellers Say

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . It has always been said that to succeed you should follow and mimic those who excel. But given the popular 80/20 myth in sales, and the fact that less than 60% of B2B reps make quota, you may be challenged to find someone to imitate. Fear not, there is hope, just flip the coin and work on avoiding what the also-rans and duds do.

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The Three New Rules of Sales Enablement: Just in Time, Situational, and Personalized

Sales and Marketing Management

Issue Date: 2016-05-09. Author: Joe Moriarty. Teaser: The good news for sales enablement executives is that the critical knowledge and expert resources are all there. The challenge is to enable this content in a way that effectively embeds it in the minds of the recipients. The good news for sales enablement executives is that the critical knowledge and expert resources are all there.

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What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

Pointclear

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling t

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Executive Sales Leader Briefing: Why Do Salespeople Resist Change?

The Sales Hunter

e just fine.ejustfine. Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the […].

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How to Overcome the “We are Handling That In House”

Mr. Inside Sales

If you are trying to set appointments for an outside sales team, or even if you’re trying to generate leads so you can do an over the phone demo later, then you know all about put offs and stalls. While I’ve previously discussed the common ones like, “I’m not interested,” and “Just email me something,” there others that are somewhat harder to overcome….

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Discover Yourself

Sales and Marketing Management

Issue Date: 2016-05-11. Author: Scott Schwefel. Teaser: No matter where you are in terms of self- awareness, and whether or not you know your true purpose in life, there are eight steps that will prove invaluable in your search for a better lifeand a better you. No matter where you are in terms of self- awareness, and whether or not you know your true purpose in life, there are eight steps that will prove invaluable in your search for a better lifeand a better you.

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7 Steps To Build & Maintain Connections With Your Clients

MTD Sales Training

If there’s one quality that we can always develop on our journey to being great at salesmanship, it’s the quality of connection. Ask any buyer what cements the relationship between them and their best suppliers, somewhere down the line this concept of connection will rise up. No buyer I know will say that they continue buying from a company without some form of bond or relationship with them.

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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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What is Marketing’s Role in Creating Prospects?

The Sales Hunter

Creating awareness and helping generate leads always will be some of the key roles of the Marketing Department. The challenge is to make sure Marketing gears its efforts toward reaching the right prospects and customers. During my time in Marketing positions, I found that Sales would doubt the work the Marketing Department was doing and […].

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In Sales The Most Important Thing to Say is….

Mr. Inside Sales

I know, it’s a catchy and kind of a trick title, isn’t it? And when I ask audiences what they think it is, they guess things like: “Asking for the sale!”. “When would the customer like delivery?”. “How many units do they want?”. Things like that. All these are good guesses – they are all closing questions and these are arguably the most important things to say, but the number one most important thing to say is….

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5 Books & Blogs That Will Make You Better at Inside Sales

Zoominfo

Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. But a commitment to lifelong learning is just as important; it keeps our minds sharp and gives us a wider perspective of the world outside our own backyards. With that said, here are five of the books and blogs we love. 1. The Sales Development Playbook by Trish Bertuzzi “As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is ab

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The It's Well Worth the Price Sales Pitch

Increase Sales

Today, once again, I heard “It’s well worth the price” sales pitch from a colleague who was justifying the prices charged by a local, upper scale men’s clothing shop. I had serious doubts when this shop opened because I did not believe the local market would support shirts selling for over $100 less alone shoes for $700 or men’s suits for over $500.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Sales Motivation Video: Relax and THIS Will Happen

The Sales Hunter

Start this week RELAXED! Do you know what happens when you relax? You make better decisions. You are able to better focus on what is within your control. Too many people waste too much time and energy getting frustrated and stressed about things beyond their control. That’s why I’m encouraging you this day to […].

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Interesting Answers to the Question You’ve Been Asking.

Anthony Cole Training

Why Do So Many of My Salespeople Fail to Perform as Expected?

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TAKE THE 2016 SALES PERSONA SURVEY & RECEIVE 5 SALES RESEARCH REPORTS

HeavyHitter Sales

BE A PART OF SALES RESEARCH HISTORY.   Noted sales researcher Steve W. Martin from the University of Southern California Marshall Business School would like to invite you to participate in a first-of-its-kind sales research project on the attributes, attitudes, and actions of salespeople, sales leaders, and pre-sales support engineers. We think you will find the study topics interesting and engaging!

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In Sales Discernment Is Always Present

Increase Sales

Funny thing about sales is discernment is always present. Should I send this email message or post update on my social media sites? Maybe I should just make a phone call or drop a short note via snail mail? Each day salespeople many many discernments about what actions they should or should not take. What I know is by investing 10 minutes of reflection at the close of business each day supports me in making those decisions for the next day.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Your Value Proposition Isn’t What You Say

Partners in Excellence

I’m amazed at the number of sales people that continue to think their value proposition is a pithy sentence that you say to a customer that all of a sudden causes them to pull out and sign a purchase order. Everyday, I get calls from sales and marketing people asking for help on their value propositions. After a few minutes of questions, they always seem to be looking for the same thing, “What are the few sentences that we can tell the customer that express our value and differentia

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The Hottest Sales Conference in 2016

A Sales Guy

If a sales conference is determined by its speakers, then it’s hard to argue that SalesMachine Summit 16 won’t be the hottest sales conference of the year. Check out this lineup; Seth Godin , Arianna Huffington , Simon Sinek , Gary Vaynerchuck , Billy Beane, and more. This is going to be a savage event. In addition to these killer keynote speakers, there are four tactical tracts (Sales Strategy, Sales Operations, Sales Development, and Sales Leadership) designed to provide robust, a

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4 Can’t-Miss Sales Enablement Sessions at SiriusDecisions 2016 Summit

BrainShark

Heading to Nashville for SiriusDecisions 2016 Summit? You’re among good company! . More than 2,500 attendees representing some of the most innovative B2B brands, are expected, and Brainshark is thrilled to be a premier sponsor.

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Realtors - Ignoring LinkedIn Is a Competitive Disadvantage

Increase Sales

As we are in the process of relocating, our home is up for sale. I must admit I have learned a lot about realtors and especially how many ignore LinkedIn as a marketing and selling opportunity. I do believe ignoring this social media channel places these realtors at a competitive disadvantage, let me explain. Yesterday, we had another “showing.” The realtor left her card and I immediately checked her profile out on LinkedIn.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Please Stop Insisting We Have A Problem

Partners in Excellence

I really appreciate sales people who bring us new insights about things happening in our industry and markets. We are anxious to learn, we are always interested in opportunities to grow our business. Recently, I’ve a number of sales people have been prospecting, insisting that we have problems. The problems are all over the place. One is insisting that our demand generation efforts are not producing results, our demise is imminent, but if I just take the time for a demo, he can provide t

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What is Social Selling?

A Sales Guy

About a month ago I sat on Salesforce.com’s series pass, Social Selling: How to Connect with the Modern Buyer. It was a great session. I got to hang with some of today’s social selling greats, Koka Sexton, Jill Rowley and Jamie Shanks. One of the questions was how I would define social selling, here’s my answer in a quick clip.

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Why “the economy” isn’t an excuse to fail

Close

2015 proved that even unicorns aren’t invincible. Snapchat’s value took a 25% hit. Evernote went through a second round of layoffs. Optimizely had to let go of 10% of their workforce. (Let’s not even talk of Zenefits.) Good Technology sold for less than half of its top valuation.

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