SBI Growth
SEPTEMBER 19, 2013
'If you are like most of corporate America, your year is ending soon. You have started planning for next year. Part of that may include reviewing the success of some of your initiatives. Perhaps you: Rolled out a new sales process. Changed your sales compensation plan. Improved your new hire onboarding. Taking stock of this year’s initiatives begs the question: What was the impact?
Jeffrey Gitomer
SEPTEMBER 20, 2013
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The Pipeline
SEPTEMBER 18, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Most would agree that sales is not strictly a numbers game, but as with other issues such as closed ended questions , the pendulum at times seems to swing too far in one direction. While no one will argue that there needs to be a greater focus on quality than quantity, you also can’t get away from the fact that numbers play a great role in sales success.
MTD Sales Training
SEPTEMBER 19, 2013
'In Part One and Part Two of this series, we identified two criteria buyers use to make decisions. Here, we discuss a third. First, a recap: People’s decision-making criteria will always give. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Advertiser: ZoomInfo
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SBI Growth
SEPTEMBER 17, 2013
'2013 is the year Social Selling became Mission Critical. Companies are trying to grow new business. Yet many reps struggle to get that critical first meeting with a decision maker. Social Selling is a proven method of securing the first appointment with buyers inside of target accounts. There’s a lot written these days on Social Selling. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
SEPTEMBER 16, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Many sales people will tell you that one of the most common and frustrating objections they get from prospects, is “Let me think about it, I’ll be back to you”. It has enough optimism in it to suggest there may be some hope or opportunity, but not enough substance to make it useful. In the end “thinking is not the same as acting” and at the time you get this objection, what we need is action, anything less than that is second or third prize, not
The Sales Hunter
SEPTEMBER 19, 2013
'Far too many salespeople have been conditioned to believe they need to have everything perfectly prepared before making a prospecting phone call. I am very much opposed to that belief. Yes, I agree we need to be prepared when we are making any type of prospecting call, whether it be in person or on the phone. Problem is that sometimes the level of preparation we would prefer is just not possible.
SBI Growth
SEPTEMBER 18, 2013
'Sales Leaders leverage Sales Training as a tool for improvement. HR Leaders in Learning and Development get tasked with making it happen. Both leaders should know what emerging practices are available. This will prevent wasting your sales or HR dollars on low-return methods. This article lists sales training poisons SBI has seen - and their respective antidotes.
Pointclear
SEPTEMBER 16, 2013
'Voicemail in today’s sales arena can be your secret sauce to connecting with your prospects or it can be a death knell. When done correctly, voicemail is powerfully effective. In fact, our experience shows 20% - 30% of all sales opportunities we generate for clients result from leaving a carefully crafted voice message. In today''s PowerMinute you will hear why it is important to leave voicemail messages when prospecting and how to do it successfully to generate a positive response.
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The Pipeline
SEPTEMBER 14, 2013
'There isn’t a small business in Canada that doesn’t want to be more innovative in their thinking, products and processes. At many companies, being first with a concept and first to market are critical just to survive. In these times of accelerating change, The Art of Small Business responds to what is happening in the world now in the areas that are critical to the success of any small organization.
The Sales Hunter
SEPTEMBER 17, 2013
'Trying to reach senior level people requires strategies that typically do not work for others. Consider these 4 secrets: 1. Send senior level people an email late Friday afternoon or Saturday morning. This is one of the best techniques you can use, as senior level people don’t ignore email on the weekend. In fact, for many extremely busy executives, the weekend is the one time of the week when they will spend an extended period of time on email.
SBI Growth
SEPTEMBER 20, 2013
'This article is about how to cut through the noise and evaluate your organization. It focuses on the forms of Discovery you need to get a true picture. The top sales executive in every organization faces the same problem: spin. Everyone in your org chart wants you to interpret the results a certain way. How can you find out what’s really going on? Learning the truth is critical for your sales strategy.
No More Cold Calling
SEPTEMBER 19, 2013
'The best sales reps are 250 percent better at qualifying leads than their peers. As salespeople, the most important indicator of our success is the state of our pipelines—whether they’re full of qualified leads that will keep us hitting our numbers in the months to come or clogged with prospects who will never pay off as clients. Yet, research from The TAS Group shows that: • 46 percent of reps feel their pipelines are accurate • Two-thirds of all salespeople miss quota • Over half of
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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
The Pipeline
SEPTEMBER 20, 2013
'The Pipeline Guest Post - Megan Totka. The fall season brings to mind lots of different imagery – changing leaves, beautiful colors, pumpkins, Halloween, and holidays like Thanksgiving and Christmas on the proverbial horizon. Fall and the subsequent holiday season are a huge time of year for sales. People are buying all kinds of things, from school supplies to gifts to housewares to new services, you name it, and people are likely to buy it.
Sales and Marketing Management
SEPTEMBER 15, 2013
'Issue Date: 2013-09-16. Author: Carol Eversen. Teaser: Whose brand are your clients in a long-term relationship with, your firm’s or your salesperson's? The two can come together successfully if your marketing department empowers your salespeople. Whose brand are your clients in a long-term relationship with, your firm’s or your salesperson's?
SBI Growth
SEPTEMBER 16, 2013
'Q4 is quickly approaching, already clearly visible on the horizon. Now is the time to act and seize the day. Truly, the competition will be waking up soon to try and close the year strong. Your efforts this month and next will help to solidify your sales success. Recently we trained a team of 50+ sales reps from a B2B enterprise company. Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?
Score More Sales
SEPTEMBER 15, 2013
'This is the time of year to talk about America’s sport and the love of football. If you are not a sports enthusiast, please read on, because even if you know nothing about football you could benefit from this post, and learn more about how sports conversations can help you in business. . I love football. Last year I joined a Fantasy Football League for the first time.
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
SEPTEMBER 16, 2013
'Top-performing salespeople take full responsibility for their business. They don’t look to find reasons why things can’t be done and they don’t look to blame others when things aren’t done. The question — “Why not?” — is a good one. When we ask it about ourselves, it calls into action what we do, as well as what we aren’t doing.
Understanding the Sales Force
SEPTEMBER 17, 2013
'Understanding the Sales Force by Dave Kurlan My regular readers have seen this number before: 74% of all salespeople suck, so most salespeople need a lot of help, yet training and coaching are only two pieces of the puzzle. These days, most training can be done more economically and effectively than ever before thanks to AdobeConnect and its powerful, interactive, engaging, live, online training platform.
SBI Growth
SEPTEMBER 15, 2013
'As a Sales Operations leader, you have 3 major challenges heading into 2014. Identifying which of the ever-evolving stream of data points will help determine success. Understanding how your customers are evolving and determining whether your sales team is keeping pace. Persuading the executive team to make necessary strategic shifts to hit next year’s targets.
Jeffrey Gitomer
SEPTEMBER 18, 2013
'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.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
The Sales Hunter
SEPTEMBER 17, 2013
'One of the biggest reasons I don’t like discounting is that it not only destroys the value proposition, it also attracts lousy customers. Customers who are price driven are the same ones who are going to push you on everything else. The problem is too many times the salesperson doesn’t realize until it’s too late. The general feeling is that discounting the price to get a sale is better than no sale at all.
Score More Sales
SEPTEMBER 16, 2013
'Some of the newest people to become inside sales reps are those who have left the field for now – perhaps forever. Many outside sales positions with fat travel accounts and face-to-face client meetings are slowly being switched over to inside positions. Thousands of outside rep jobs have even been eliminated. This is because companies are working to be more competitive or even just stay in the game, in some cases.
SBI Growth
SEPTEMBER 14, 2013
'The biggest talent problem today is not deciding to replace a ‘C’ player. It is trying to do it without taking a quota hit. Oh, and while you have to face the challenge of ramping a new rep. We find numerous obstacles Sales VPs and Sales Managers face. Some common concerns we hear when trying to pull this off: Getting a replacement requisition approved through Finance and HR.
Pointclear
SEPTEMBER 17, 2013
'Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. A successful sales manager must go out of his or her way to guard the time of their sales reps—and that means eliminating unnecessary distractions, which can be many in today’s world, says my latest guest on PowerViews, Chris Snell, inside sales manager for Care.com.
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?
The Sales Hunter
SEPTEMBER 14, 2013
'Think how often you call a prospect or customer and reach their voicemail. Do you ever wonder if you should leave a message — or if you should just call back another time? What you decide in that moment can dramatically impact your sales success. Check out the below video to see something you must know about voicemail: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .
Increase Sales
SEPTEMBER 14, 2013
'“You do have an action plan to improve sales performance?” is a question I regularly ask potential sales coaching or small business consulting clients. Believe it or not, the answer is “No.” And they wonder why they are not making business growth progress. So without any planning (thinking) actions are taken that usually do not deliver the most “bang for the buck” as the old expression goes.
MTD Sales Training
SEPTEMBER 18, 2013
In Part One of this series, we identified a reason why your buyers make decisions, either by moving away from a painful scenario or by moving toward a beneficial one. In this section, we look at another way your buyers decide. Let’s do a quick recap… People’s decision-making criteria will always give away a lot of information, as they help you understand their beliefs, values and behaviours.
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