Sat.Feb 23, 2013 - Fri.Mar 01, 2013

article thumbnail

Are you a ‘more or less’ person?

Bernadette McClelland

'Are you a ‘more or less’ person? You may be better at doing a task than I am. However, I am not less than you. Let me explain… 27 years ago a little girl from a broken home never got to know her dad because he chose not to include her in his life. Growing up she placed this man on a pedestal, hoping one day he might notice her and invite her into his world.

article thumbnail

Twelve Things Your Company Needs to be Doing on Social Media

The Sales Heretic

Social media is the most powerful communication tool since the Internet itself. Most companies, though, are barely tapping into its potential. Want to maximize the power of social media to boost your sales? Here are twelve activities you should be doing regularly. 1. Highlighting promotions Having a sale? A special offer? An event of any [.].

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Open Ended Sales Meetings?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Not long ago I posted a piece about the positive side of “closed ended” questions , and their place in the sale cycle. As with many things it is rarely the case of one versus the other but more of which is more appropriate for the scenario, and in sales for achieving the objective you set out to accomplish.

article thumbnail

How To Find Out Valuable Information About Your Prospects – Video Blog

MTD Sales Training

When you first meet with a prospect, how much information do you normally get out of them? If we’re being truthful, you normally don’t get enough information about them to really understand their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

article thumbnail

Change With Your Customers, Not The Competition

SBI Growth

As the VP of Sales, you’re pulled in 15 directions. You’re providing accurate forecasts to the CEO. You’re coaching and mentoring Sales Directors and Managers. You’re implementing new processes and practices to improve performance. You’re pushing deals over the finish line. But have you lost sight of your customers? Many Sales VPs are innately aware of the competition.

More Trending

article thumbnail

Buyers are Not Liars – Sales eXchange 189

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. A few years ago I did a three day program in California, the first day one of the participants, a very likable fellow, kept repeating a common phrase used by sellers – “buyers are liars”. I told him I did not agree and moved on. The next day, same guy, had switched phrases slightly, and he was reminding me of another popular falsehood that “sellers are liars”; again I questioned the accuracy of the statement.

Buyer 275
article thumbnail

Is Your Prospect Satisfied With Another Supplier? Here’s How To Change That

MTD Sales Training

A family friend told me recently how she had a total change in the way she viewed her job, and asked me if I could help her get back the motivation she once had. Naturally, I helped her out. But her. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

Outsource or Insource? Evaluation Lens for Marketing Leaders

SBI Growth

Marketing leaders are faced with difficult decisions regarding outsourcing. As new technologies and skillsets are required, CMO’s are turning to consultants. What functions should be built in-house vs. outsourced? It is a common business practice among world class companies to outsourcing significant levels of strategy and execution. The strong get stronger.

Marketing 247
article thumbnail

Are You a Salesperson or a Customer Service Person?

The Sales Hunter

The title on your card says “sales.” Your job description says “sales” and you’re part of the sales team. If that’s the case, then why are you acting like a customer service person? I’m not bashing customer service people. They play a key role in the sale process, but I believe strongly salespeople and customer service people are to be doing two different tasks.

article thumbnail

Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

article thumbnail

4 Twitter Prospecting Strategies

Score More Sales

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. Brands mastered this first, and now even some reluctant CEOs and marketers in small mid-market companies are getting on the bandwagon. Some will say that it is not important to have a following – but I disagree.

Twitter 232
article thumbnail

The Effects Of Giving Discounts On Your Products

MTD Sales Training

I always enjoy reading true stories that readers send in. They offer a real perspective on how life is like for sales guys out there in the big world. Sometimes these stories highlight points that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Discount 265
article thumbnail

What to do with Bad Lead Data

SBI Growth

After my last post I received an email from a skeptical reader. “I have just been hired as a Sales Operations and Execution leader…I downloaded your Diminishing Authority Map. It struck me that you included Lead Gen as a key responsibility. In no Sales Ops role I’ve been in have we played a part in generating or managing leads…While I feel that LG is best housed in Marketing I would be interested to hear where you have seen this.

Lead Rank 246
article thumbnail

Best Time to Call a Hard-To-Reach Person: Top of the Hour

The Sales Hunter

Without a doubt, the best time to get a hold of the hard-to-reach person is between :58 and :02 each hour. The reason this is ideal is because it is the one time when a busy person is most likely to be between meetings. If the person also is one who spends a lot of time on conference calls, then they are likely to answer the phone at the top of the hour in anticipation of a conference call scheduled to start at that time.

article thumbnail

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

article thumbnail

Inside Sales Power Tip 102 – Clarify Value

Score More Sales

Sales pro, when you are a consumer, do you make quick decisions after being very clear of the pros and cons of the purchase you are about to make? Whether you do your research online or not, don’t you decide quicker when the value (or lack of value) is clear? This is a KEY point for new sellers. For some reason, we tend to assume that others understand how very valuable our company, its products, and its services are.

article thumbnail

What The Modern-Day Buyer Is Telling You – If Only You Would Listen!

MTD Sales Training

We’ve said it many times and it deserves repetition… Most salespeople sell today as they did yesterday, to buyers who don’t exist anymore. The sales techniques that are still being. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 258
article thumbnail

How HR Can Help Sales with Social Prospecting

SBI Growth

HR leaders ask themselves, “How can I make an impact with Sales?” At the same time, Sales leaders ask, “Who can help me to make The Number?”. The use of social media is on the tip of everyone’s tongue. Dan Bernoske 's recent blog pos t provides keen insight into the value of social selling. But most B2B businesses do not know how to leverage the power of social media.

article thumbnail

Strategic Salesperson vs. Tactical Salesperson

The Sales Hunter

Too many salespeople are what I refer to as tactical salespeople. Opportunity, however, lies in being a strategic salesperson. I believe the difference is huge! And it can be the difference between selling at a low margin short-term and selling at a high-margin long-term. A tactical salesperson is focused on the features of what it is they sell. The questions they ask are all geared around getting the customer to think and see why they need what it is they’re selling.

Margin 249
article thumbnail

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

article thumbnail

Stop Buying Lists—Referrals Win the Sale

No More Cold Calling

In sales, the easy street is paved with landmines. Buying lists won’t boost your sales, but referrals will. Picture a world where we can buy lists of qualified leads and convert each one into a new sale. Better yet, let’s put that podcast under our pillows and awaken to find hundreds of new sales to qualified clients—all of whom then refer us to their colleagues, co-workers, and family.

Referrals 222
article thumbnail

5 Steps to Creating Your Own Company Culture

Sales and Marketing Management

Issue Date: 2013-02-27. Author: David Vik. Teaser: Companies must be transparent in what they do and why they do it to attract and retain people. It's not easy, but these five tips provide a good head start. Companies must be transparent in what they do and why they do it to attract and retain people. It's not easy, but these five tips provide a good head start.

Company 205
article thumbnail

Stay Relevant During an Industry Shift

SBI Growth

Many industries are shifting. The definition of an industry shift is perhaps best understood by looking at a few examples. Here are three: Here is a New York Times article discussing how the trade show industry is getting flipped on its head. Here is a Fast Company article highlighting the tectonic shifts happening in Healthcare. Here is a Financial Times article explaining how the telecom industry is changing more now than it ever has.

Lead Rank 235
article thumbnail

Hire A Salesperson Based on Their Attitude Not Their Skill

The Sales Hunter

Recently I was doing training session for a group of sales managers and we got on the topic of hiring and what are the qualifications of a good hire. For years I’ve always said hire on attitude not on skill. Too many sales managers think they can take shortcuts to making their number. They think if they suddenly hire a couple of salespeople who have great skills and knowledge of the marketplace, then everything will be great.

Hiring 234
article thumbnail

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.

article thumbnail

How the Landscape Quickly Changes on Your Salespeople

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Do you see the two pictures? Here in New England, we get perhaps one day each year when we are fortunate enough to see how beautiful the world can appear when it is covered with freshly fallen snow against a back-drop of sun and blue sky. That was the case earlier this week. Ironically, just 9 hours later, the scene had changed dramatically, from one of beauty, to one of pure ugliness.

article thumbnail

Celebrating the Sale | Jeffrey Gitomer | Real World Sales Advice

Jeffrey Gitomer

Tweet. When you make a sale you celebrate. That’s okay for a minute or two. Then what? What are you doing for that customer after the sale has been completed? How are you installing? What value messages are you creating? How are you helping them use? What are you doing for your customer take would make them loyal, referable, testimonial-able, and talking about you on a word-of-mouth basis about how cool you are to other potential customers?

Referrals 202
article thumbnail

Stopping the Talent Exodus of ‘A’ Player Sales Managers

SBI Growth

The loss of a talented sales manager is troubling. Not only is it bad for morale, but it’s also bad for business. Unfortunately, there’s no time to dwell on the pain it may cause your organization. You have to quickly start thinking about next steps. What’s done is done – you lost an ‘A’ Player. There’s one positive you can take from the situation: Determine what you can do to prevent it from happening again.

article thumbnail

Culture Always Wins: Closing the Cross-Cultural Sale

Pointclear

Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. Your leads may be perfect. They may have the budget and the authority to buy. They may need what you’ve got. They may be ready to purchase. But there’s one problem: They’re on the other side of the world. And for all the talk of globalization, the potential for misunderstandings and mistrust is exponentially higher when salespeople are forced to reach across the cultural chasm.

Closing 198
article thumbnail

Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

article thumbnail

How far we’ve come; how far we can go

Sales and Marketing Management

Issue Date: 2013-01-01. Teaser: In researching our cover story topic online, we discovered Funnelholic.com, a fun and insightful B2B blog by Craig Rosenberg, an independent consultant based in Northern California. In his Jan. 5 post titled “Ridiculous ramblings about the marketing automation market,” Rosenberg talked about the changes this new software platform has already experienced.

Software 185
article thumbnail

Sales & Life.

Jeffrey Gitomer

Tweet. Love of sales + love of life = a happy result. Check out my Sales & Life DVD where I present five elements to help you get from good to better to best NOW! Purchase a copy of Sales & Life here. The post Sales & Life. appeared first on Jeffrey Gitomer’s Sales Blog.

Sales 178
article thumbnail

VIDEO SALES TIP: How You Can Continually Improve

The Sales Hunter

Are you the same salesperson you were years ago? I hope not! But sadly, I do meet salespeople who are not continually refining their skills and growing in their abilities. I think you can implement what I call “1% CIP” to be at the top of your game. Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .

Video 175