Sat.Jul 26, 2014 - Fri.Aug 01, 2014

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Summer Sales Reading

The Pipeline

'A Relaxed Way To Sell Better! Things may slow down a bit in the sales world during summer, but you don’t need to let that slow your success. It is a great time to pick up a book and improve some aspects of your execution. The good folks over at Top Sales World , have made it even easier, they have pulled together The Top 50 Summer Reads. Click the link, get the book, sit back with a cold one, and soak up the knowledge.

Up-Sell 322
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Are You a Sales Rock Star, or Just a Member of the Band?

Jeffrey Gitomer

'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.

Training 329
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Social Selling Not Working for You?

No More Cold Calling

'Here’s why your social media strategy is falling flat—and how to bring it back to life. Your mother was right. There is a time and place for everything. So when and where is the best time to make a sales pitch? Save it for when your prospects genuinely like and trust you, because strangers on social media couldn’t care less. Sales is still about people buying from people.

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The Slow Death of a Business

The Sales Hunter

'Not long ago, I was sitting in a restaurant known for its breakfast. It’s 7:40 AM and I am the only customer. Ten years ago, you couldn’t find a seat in this place at this time of day. Now it’s a question of how much longer can the restaurant hold on. What changed? Everything, […].

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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.

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Focus On The Why – The How Will Follow – Sales eXecution 261

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . The headline seems simple enough, I bet most a nodding with familiar approval, yet when you watch many sales people in action, you see them focusing much more on the How, not the Why. This is especially fatal early in the process, when they start they prospecting, be that a call, an e-mail, or a social outlet, leading with the How, then wondering why they are not having the traction they seek.

More Trending

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He said, “One of us is wrong, and it surely isn’t me!”

Pointclear

'The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. Not to put too fine a point on it, but you’re giving us crap more than 50% of the time; they’re students, prisoners and competitors.” Was he right?

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How Top Sellers Keep Winning

SBI Growth

'Great sellers repeatedly grill themselves with two questions: How much more time does this opportunity merit? How can I be more certain of my judgment? Use the Buyer Alignment Guide to create razor-sharp execution. Protect yourself from hope, the great thief of your valuable time.

Buyer 247
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The Present Has Been Delegated

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Earlier in the week I wrote about the need for sales people to be “multilingual” in order to better understand and communicate with the types of buyers they may not have prospected or sold to in the past. A common example of this is when sales people accustomed to selling to users or front line managers, are instructed by their leadership to go ‘upstream’, and sell to senior decision makers, executives or the ‘C

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Free Your Time: Structure Your In-House Marketing Team for Smooth Agency Engagements

Sales and Marketing Management

'Issue Date: 2014-07-28. Author: Nick Herinckx. Teaser: It’s a far too common scenario: You build the capability of your marketing department by hiring agency support, but then find yourself buckling under the weight of managing the agency. Aren’t agencies supposed to take things off of your plate? There are some common reasons workload tends to increase with agency support, but the good news is that you can structure your marketing department to improve agency results while regainin

Marketing 218
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Four Questions That Will Boost Your Sales

The Sales Heretic

'What’s the biggest key to increasing your sales? Asking the right questions. Although not necessarily the questions you think! Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this seven-minute segment, I share four powerful questions that you need to be asking. Whether you’re a salesperson, sales manager, business owner or [.].

Segment 245
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Does Your Personal Brand Stack Up?

SBI Growth

'If I were to do a search on your name what would I find? Would I find industry accolades? Would you have a complete LinkedIn profile? Or would I see a picture of you doing a keg stand on vacation? Most sales leaders today aren’t thinking about their personal brand. What you do socially and at work has an impact on your career. If you don’t have a strong personal brand, you may not get promoted.

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The Digital Science of Selling

Jeffrey Gitomer

'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.

Training 240
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5 Ways to Network via Email in the Summer

The Sales Hunter

'It’s summer and schedules are going crazy. Between vacations, holidays and changes in the school year, it seems like trying to stay connected with people can be harder than ever. Challenge is you don’t want the network of people you try to stay in contact with to grow even more distant. Here are 5 […].

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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How To Be Social In Sales – Relationship Building

Score More Sales

'For some of us it is easy to be social in sales, for others it is an effort, and for a third group, a confusing idea. I have been meeting more and more leaders in mid-market companies who are simply confused about the value of having their sales reps focused on social selling because they don’t see the payoff. I was one of LinkedIn’s first 30,000 members way back in the early 2000’s.

How To 230
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How to Leverage Field Marketing to Make the Number

SBI Growth

'Field Marketing has become a corrupted role. Sales often under-utilizes their capabilities and Marketing doesn’t provide adequate support. By reading this post you’ll recognize if this is happening in your organization. You’ll also find out what to do to correct it.

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As Good as Your Last Successful Hire - 10 Tips for Consistency

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. Most executives struggle at maintaining any kind of successful momentum when it comes to consistently hiring salespeople that actually succeed. It''s easy to hire a great salesperson who, when all is said and done, sucks. It''s difficult to hire any salesperson who, in the end, performs great. Let''s leave the world of sales and look at my favorite topic for analogies, baseball, and although it''s very difficult this year, my favorite team, the Bost

Hiring 227
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Best Sales Books for Your Summer Reading List!

The Sales Hunter

'What’s on your list of books you’re reading this summer? Below is what I’ve read the last few weeks or will be reading shortly. And at the bottom of this post is a link to a much longer list of excellent sales books, thanks to my friends at Top Sales World. I have no doubt many […].

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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.

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How To Be Social In Sales – Listening

Score More Sales

'We have written about social sales relationship building and social sales research. Let’s stop and think for a minute about the most simple form of integrating social into your selling with listening. It sounds so simple, yet good social listening is an art and science. Social listening is an art because of nuances you are looking for, and patterns to see.

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Why I Never Trusted Consultants

SBI Growth

'When I was a VP of sales, I didn’t like consultants. Wait – worse than that. I didn’t respect consultants. Consultants were arrogant know-it-alls who didn’t understand my business. I didn’t trust them, either. They might find out I was doing something wrong and sell me out. They developed super complicated processes that rarely got implemented.

Resources 237
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Guidelines For Asking The Best Quality Questions In A Sales Meeting

MTD Sales Training

'The brain is the most wonderful computer on the planet. In fact, it’s pretty much an insult to the brain to compare it to a computer. Even the most powerful computer built is left a distant second to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Who is Your Sales Meeting Benefitting?

The Sales Hunter

'We all have sat through good and bad sales meetings, and it’s time to get serious about what I see happening far too often. The problem is the weekly sales meeting the manager has with their sales team. You know what I’m talking about. You probably are either in one on a regular basis […].

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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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Money Monday How to Focus on Buyers

Score More Sales

'It is easy to get distracted in a sales career. One of the worst things that can happen is that you don’t keep an eye on your “more probable” buyers – those buyers who seem close to making a decision, have an eminent need, and are qualified buyers. Have you lost track of a pending sales opportunity? Does your focus shift? On one hand, I’d like to say that there is no excuse for this, however, I know it happens all the time because of poor tracking.

Buyer 207
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Can Your Marketing Team Implement Your Vision?

SBI Growth

'As a marketing leader, you have a revenue contribution goal. We are more than half way thru 2014. The question you should be asking yourself is – are you going to hit it? Has your team been able to execute your vision and contribute to revenue?

Marketing 235
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How To Justify The Value Of What You Are Offering To The Prospect

MTD Sales Training

'I met with a prospect not long ago and we spoke at length about his concerns and how he needed his salespeople to move away from the status quo and start bringing in more sales. Without that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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VIDEO SALES TIP: HOW You Bail on a Customer Matters!

The Sales Hunter

'I know. We all have sales calls that occasionally don’t go well. We start to get the sense early in the sales call that this person is not going to be a good customer or even going to buy at all. How do you end a call like that? Do you end it with respect […].

Video 226
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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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3 Critical Rules of Prospecting

Anthony Cole Training

'Today, let’s talk about effective prospecting. At Anthony Cole Training, we have a program called The Rules and Gottas of Prospecting. I must honestly tell you that there is a fine line between a rule and a gotta and it gets a little fuzzy sometimes. But, that’s a whole other discussion. Today, I want to talk with you about 3 of the 5 rules that we cover in that session. 1) You don’t have to LIKE prospecting; you just have to do it. – I learned this rule from David Sandler.

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Can You Trust the Data in Your CRM?

SBI Growth

'You depend on your CRM system to give you actionable insight. Leading and lagging indicators tell you how well the Sales team is performing. Dashboard reports give you ‘at a glance’ visual cues throughout the week. But is your CRM getting insight from other systems? Is it connected to Marketing, Support, or Finance databases? If it isn’t, your data may be incomplete and, potentially, unreliable.

CRM 235
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The Crux of Innovation

Sales and Marketing Management

'Issue Date: 2014-08-01. Author: Michael Scholl. Teaser: Commercial innovation is an approach that does not wait decades for a new invention. It is about identifying existing customer needs and existing willingness to pay. Commercial innovation is an approach that does not wait decades for a new invention. It is about identifying existing customer needs and existing willingness to pay.

Customer 185