The Pipeline
JUNE 1, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . People often confuse training for a bunch of things that may or may not need to be present to achieve what they really want to achieve which is usually, change, and more specifically a change for the better, improvement. But improving, especially in sales, take a whole lot more than just training, and certainly more time than most people consider when it comes to training.
Sales and Marketing Management
JUNE 5, 2015
Issue Date: 2015-06-05. Author: Stephanie Chung. Teaser: Every leader should have honesty and integrity, but in order to succeed and inspire others to respect you and grow your business, there are a few additional traits every good leader should work to develop and perfect. Every leader should have honesty and integrity, but in order to succeed and inspire others to respect you and grow your business, there are a few additional traits every good leader should work to develop and perfect.
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The Sales Heretic
JUNE 4, 2015
Trust is vital in business. And if you want to boost your sales, there are four specific people you need to trust. Who are they? And why is it so crucial? Listen to my appearance on Breakthrough Radio with Michele Price. In this 9½ -minute segment, I discuss who these people are and why it’s [.].
No More Cold Calling
JUNE 2, 2015
Your Referral Sources aren’t mind readers. You wouldn’t socialize in a dark room, so why keep your clients and colleagues in the dark? You know who your Ideal Client is, but your customers, colleagues, and friends might not … unless you tell them. Want referrals to exactly the types of clients you want to meet—those who have budget and a need for your solution, who value your time and expertise, and who have the power to make decisions and close big deals?
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
The Pipeline
JUNE 4, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . No Magic, no voodoo, no silver bullets, no secrets, I’ll lay it all out; a proven technique for getting more appointments without increasing your prospecting time. This proven techniques works whether you are seeking face to face appointments with vetted prospects, getting prospects to attend an intro web meeting, or are conducting an inside sales function by phone.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Bernadette McClelland
JUNE 1, 2015
What’s the difference between a typical sales manager and yesterday’s salesperson? The answer is …not a lot! Both are driven by the signing of their contract in a world where the approach, the focus and the outcome is shifting to […]. The post What’s the difference between a typical sales manager and yesterday’s salesperson? appeared first on Bernadette McClelland.
The Sales Hunter
MAY 30, 2015
I’m digging into 14 things great salespeople do that set them apart from average salespeople. Today I’m talking about goal setting! Do you set goals? Before you think goal setting is not for you, watch the video. It’s not just about setting goals, but about setting the right ones. Your ability to set goals […].
The Pipeline
JUNE 2, 2015
I am participating in what promises to be one of this years most engaging B2B Marketing and Networking events. As a presenter, I have been given a special discount code that I’d like to share with you. FEATURED SESSION: SMB Interactive Panel Session. You don’t want to miss! The needs of small and medium size businesses (SMB’s) are often different based on the stage of their business growth.
Understanding the Sales Force
JUNE 4, 2015
Forbes conducted a survey of Fortune 500 CEO's and 82% of them said they would be hiring more people within 2 years. Why should that be important to you? To answer that question, let's talk about your KPI's, or Key Performance Indicators. The reason KPI's are more important than all of your other metrics is because they are, or should be, forward looking indicators, rather than lagging indicators.
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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.
Bernadette McClelland
JUNE 3, 2015
Why it should never have been called ‘The Challenger Sale’ Let me preface this post by saying I have generously highlighted a stack of passages in the book The Challenger Sale – Taking Control of The Sales Conversation [Matthew Dixon, […]. The post Why it should never have been called ‘The Challenger Sale’ appeared first on Bernadette McClelland.
The Sales Hunter
JUNE 4, 2015
It’s easy for people believe they offer customer service. It’s another thing to do it. Challenge is customer service is a moving target. What it means to one person may not mean anything to another person. The hospitality industry is built around customer service, and yet even within this industry, there are wide ranges […].
Pointclear
JUNE 5, 2015
In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales.
Understanding the Sales Force
JUNE 3, 2015
As I scrolled the list of concerts coming to Boston this year, two things stuck me. Most of the bands that are touring were popular when I was young (don't young pop artists tour too?) and the members of those bands are getting really old! There's something depressing about seeing 70-year-olds on the stage recreating their hit songs from decades ago.
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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
Anthony Cole Training
JUNE 2, 2015
Let’s start with the premise that we all have at least 1 bad habit. As I stated in a previous article about habits, a bad habit is one that takes you away or keeps you from accomplishing your objectives and goals. We all have at least 1. With that in mind, let’s assume that even your best sales people have a habit or two that, if identified and corrected, would help them sell more, be more productive or more effective.
The Sales Hunter
JUNE 1, 2015
Yes, it sounds crazy, doesn’t it? That you should LOVE hearing NO from a customer? But great salespeople recognize that a “NO” is rarely permanent, and once you get to the “NO,” you can start digging deeper into the customer’s needs. Don’t be derailed by “NO.” Embrace it. Check out the video to see […].
Pointclear
JUNE 2, 2015
What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. While it’s ultimately the vendor’s responsibility to execute the program, clients—whether they realize it or not—also play an integral role in the process.
Increase Sales
JUNE 2, 2015
No wonder so many dislike salespeople. Part of this reason is salespeople lie; they fail to tell the truth. Then they try to worm themselves out of the lying hole they just dug. Rule #1 – When you are in a hole, stop digging. We are selling our home and taking the “For Sales by Owner” path as one of my clients is helping me. Today, I experienced first hand how some realtors still do not know how to tell the truth when prospecting.
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.
Anthony Cole Training
JUNE 1, 2015
I’m going to skip over beliefs and skills today because, when I started thinking about this post, I decided I wanted to write about habits. “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” – Aristotle. About 6 weeks ago, maybe longer than that, I developed a new habit – not blogging. It was an easy habit to develop. One day, I didn’t post a blog, and then I didn’t post one the next day, or the next, or the next and, the next thing you know, it’s June 1 st.
The Sales Hunter
JUNE 2, 2015
One of the most frequent questions I get from people at all levels is whether or not social media is an effective way to prospect. My response to the question varies based on the type of prospect you’re trying to reach. Recently, I was asked to participate in a study regarding social media and […].
HeavyHitter Sales
MAY 30, 2015
In the late sixth century, Pope Gregory described the seven deadly sins from the least serious to the most, as superbia , invidia , ira , avaritia , tristia , gula , and luxuria. Translated from Latin, they are pride, envy, anger, avarice, sadness, gluttony, and lust. What do you think are the seven deadly sins of salespeople? Here’s my list, in order of least to most severe. Chattering.
Increase Sales
MAY 30, 2015
The absence of sales training is directly and firmly placed at the feet of leadership. These are the same leaders who took the dedicated employee from customer service, gave him or her a business card and told to “go sell.” Then when his or her performance is not at the same level as in his or her past role, the small business owners complain about the results.
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.
Anthony Cole Training
JUNE 4, 2015
I had no idea about beliefs and the relationship between my beliefs and how I executed as a sales person until I was introduced to the Objective Management Group Sales Person Evaluation Tool. That was about 21 years ago. Most of what we teach and coach at Anthony Cole Training Group regarding beliefs, selling and sales success is a result of our relationship with the OMG company and the use of their extraordinary evaluation tools.
The Sales Hunter
JUNE 5, 2015
As promised, I’m digging deeper into 5 Ways Voicemail Can Work for Prospecting. So far we’ve covered making sure voicemail is only one of your tools and keeping your voicemails short. We are now at #3: Your voicemail must contain something of value for the person receiving it. The message is not about you, […].
MTD Sales Training
JUNE 4, 2015
We often hear sales managers talk about their salespeople’s performance and how they can manage it effectively. They talk of motivation and engagement and how they can keep their people performing at the top of their game. There are effectively three different levels of performance and they can be categorised as follows: Being ‘in the groove’ . This old expression means doing something easily or well, performing excellently, or being attuned to something, as in ‘I didn’t have a good first quarte
Increase Sales
JUNE 3, 2015
Weekly sales meetings when properly conducted can unite sales teams especially when these 3-Cs are present: Communicate. Collaborate. Celebrate. Communicate. When the sales team members communicate their results of the previous week, this builds momentum. Listening to each others’ wins and obstacles lead to the next C. Collaborate. Many sales teams usually have experienced to not so experienced members.
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
JUNE 5, 2015
As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. I came across an old email sent to me from Ike Jablon. Ike is a media relations specialist at SoftwareAdvice a company that helps businesses find sales software.
SBI
JUNE 3, 2015
Summer is the time for people to catch up on their reading and to compile their favorites into “Summer Reading Lists.” I personally like a variety of business, sales, design, and psychology (neuro-science particularly) books and have a stack of recent reads and another stack of books on my to-read list. However, instead of writing a summary of my summer must-reads, I will do something a little different.
MTD Sales Training
JUNE 2, 2015
We often conjecture at what great salespeople do to create the status of being ‘great’. If, however, we were to study those people who are not so good, we can actually identify habits that act as warnings for us and enable us to avoid those activities that take us in a wrong direction. One dictionary defines ‘trait’ as ‘a distinguishing characteristic or quality, especially of one’s personal nature’.
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