SBI Growth
JANUARY 28, 2013
Your fiscal year just came to an end. Your top rep walked into your office, collected his commission check and resigned. He contributed 20% of your new revenue number last year. It was twice your next best producer. He made more money than your sales leader. He hit the top commission rate. Yet, he left. Why did you lose your top rep? Here’s a secret: It’s not all about the money.
The Pipeline
FEBRUARY 1, 2013
Guest Post – Michael Ashford. Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. But B2B selling, especially to large corporations has evolved into a complicated process.
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MTD Sales Training
JANUARY 29, 2013
We’ve discussed before how the science of sales means you have to be totally aware of your numbers. You need to identify how your ratios are connected to the results you achieve, so you can. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Score More Sales
JANUARY 29, 2013
Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. I think that big organizations my company sells into have a very big influence at alumni and C-level meetings our C-level contacts attend throughout the year. The referral from this level would be very powerful. Would you agree?
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.
SBI Growth
JANUARY 31, 2013
I’ll send an SOS to the world. I’ll send an SOS to the world. I hope that someone gets my. Message in a bottle. Sting (Song: Message in a Bottle). Does your messaging strategy feel more like an SOS strategy? Is it a strategy built on hope? We have all been there. Your team has developed a messaging strategy. You exit the meeting with a plan to move forward.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
JANUARY 28, 2013
There are many emotions that we experience when we are in front of a prospect. We may be nervous about the reaction we might get when we meet up. We might be concerned that we may miss a key. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
JANUARY 28, 2013
Issue Date: 2013-01-29. Author: Jaynie Smith. Teaser: Drop the company history and mission statement from the sales presentation and give prospects the information they need to make a purchase. But what exactly is that? Drop the company history and mission statement from the sales presentation and give prospects the information they need to make a purchase.
SBI Growth
JANUARY 30, 2013
You just received your quota for 2013. It went up. You barely made the number last year. How can you squeeze more out of your team? One of your goals is to land this next big job. Will your career aspirations take a hit if you don’t Make the Number this year? Excellence in 2013 starts with you. Yet, you are not alone. You need better performance from your reps.
The Pipeline
JANUARY 28, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. I often think that Nike got their famous tag line only half right, they should have added the word Now to Just Do It! If you are a follower of this blog, you know I am big on process, a structured approach and a tight approach to time and what activities we spend time on. Many mistake this for rigidity, and often push back on how it limits their creativity and spontaneity.
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MTD Sales Training
JANUARY 30, 2013
Your brand is what goes before you. Everything you do reflects on that brand. Your image can be enhanced or stained depending on what you do or say to or with prospects. Branding is a professional. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
JANUARY 26, 2013
Are you prepared to walk away instead of lowering your price? You should be! Below is a short video sales tip that explains this vital sales skill more. I did this video as part of the Sales Mastery Summit that Mary Poul hosted several weeks ago. Check it out: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .
SBI Growth
JANUARY 27, 2013
Meet Hanna. She is the new HR Business Partner to the Sales Organization. Hanna is the 3 rd HR Business Partner in 12 months. Hanna has an advantage over her predecessors. This advantage will give her a long tenure serving sales. The advantage is being Outside-In. HR and Sales leaders who need better collaboration must read this post. It includes a tool: a profile of the Sales leader (Hanna’s advantage!
Jeffrey Gitomer
JANUARY 30, 2013
Tweet Listen Up! Where is your attention? “Pay attention!” Ever hear those words when you were growing up? Hundreds of times, right? And you probably thought you were being scolded. Actually, when you were told to “pay attention,” you were getting one of life’s most valuable lessons. Now you’re grown up, and I bet you still haven’t learned that lesson.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
MTD Sales Training
FEBRUARY 1, 2013
[[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
JANUARY 28, 2013
Understanding the Sales Force by Dave Kurlan. This past summer, the Boston Red Sox celebrated their 100th Anniversary. Every living player and manager who wore the uniform was invited and many came to participate. Those veterans included National Baseball Hall of Fame members Carlton Fisk, Jim Rice and Carl Yastrzemski. The veterans are loved and cherished by the fan base.
SBI Growth
JANUARY 26, 2013
You’re the newly minted marketing leader. The CEO has brought you in to help scale the business. All eyes are on you. You need to make an impact your first year. Every marketing leader in similar circumstances asks themself these two questions: What do I need to accomplish in year 1? How do I get there? There are four fundamental steps to developing and executing your Year 1 marketing strategy: Develop a Lead Generation Strategy.
No More Cold Calling
JANUARY 31, 2013
Social media doesn’t “warm” your call, you do. A company tells its salespeople to do their research—to gather every piece of sales intelligence; exploit all of their social media channels; know a little bit about the prospect and the trigger events at his company; and then all their salespeople need to do is call or email with a pithy, targeted message to get the meeting.
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Jeffrey Gitomer
JANUARY 26, 2013
Tweet. For years I have taught my children and my audiences to say “thank you” rather than “I’m sorry.” It’s a positive and powerful way to present yourself in a tenuous situation or conversation. It’s a positive communication that stops a negative one. And it leads to truth rather than excuse, responsibility rather than blame. It’s my version of an attitude AHA!
The Sales Hunter
FEBRUARY 1, 2013
If you want to increase your closing ratio and increase the amount of money you make on each sale, then increase your confidence and increase the level of confidence the customer has in you. We’ve all heard the old line about how people buy from people they like. No argument from me regarding this. I believe it 100%. I think, however, the line really goes much deeper and it should be something like “people will pay more for something when they’re buying from people they have co
SBI Growth
FEBRUARY 1, 2013
Are you getting paid what you are worth? Are you making as much or more than your peers? You certainly hope so. Find out your value with this tool. An automatic value score will be calculated for you. Why Does this Matter? You have paid your dues. You have 15-25 years of experience starting as a sales rep. You became a Sales Manager, followed by a Sales Director.
Pointclear
JANUARY 31, 2013
Joining me today is Josiane Feigon, President of TeleSmart. TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. As publisher of TeleSmart’s “Trend Report,” Josiane has spent most of the last decade tracking the biggest challenges that sales leaders face each year. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Sales and Marketing Management
JANUARY 31, 2013
Issue Date: 2013-02-01. Author: Monika D'Agostino. Teaser: CEOs should lead the company, not the sales process. But in far too many companies the CEO is conducting sales training, sitting in on sales calls and otherwise coming to the "rescue." It's confusing and it needs to stop. CEOs should lead the company, not the sales process.
Jeffrey Gitomer
JANUARY 31, 2013
Tweet Be friendly first, and everything else falls into place. How friendly are you? How easy is it for you to connect and make friends? Master friendly and you have taken a huge first step in networking.
SBI Growth
JANUARY 29, 2013
Two weeks ago, Sales Benchmark Index interviewed a very successful SVP of Sales. We asked him what kind of events caused him to consider sales and marketing help. When would he consider hiring a consulting firm like ours? His answer was interesting. Here’s what he said: “I know what I want to do. What I need from you is to teach me how to educate my CEO. ”.
The Sales Hunter
JANUARY 29, 2013
Voicemail can be a great way to tell somebody “thank you” for their business or assistance. I’m not saying this as a reason to forgo the handwritten thank you note. No, what I’m saying is you use it in addition to the handwritten note. Think of the number of times when you have been working with a customer and somebody does something to assist you.
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?
Anthony Cole Training
JANUARY 31, 2013
At Anthony Cole Training Group, we perform a sales team evaluation before we begin working with a group. The findings provide everyone - the sales executives, the individual sales people and us - with actionable insights as to “why” the sales team functions the way it does. Additionally, the Impact Analysis (findings) gives us a guide as to what can and should be done to improve sales outcomes with the right sales leadership, management systems and process.
Score More Sales
FEBRUARY 1, 2013
Last week I set aside about 60 business books and without much effort offered them to you for a donation of just $5 per book, and shipping costs to you in our Books for Food project. First, people contacted me wanting one specific book. Then another specific book. I thought it could turn into a tough, time consuming project. Then, people started asking for 4 or 5 books – then 9 or 10 books.
Jeffrey Gitomer
JANUARY 29, 2013
Tweet There is no one way to happiness. Happiness is the way. It’s inside your head FIRST and everyplace else second.
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