Understanding the Sales Force

FEBRUARY 19, 2015

'Image Copyright: 123RF Stock Photo. Yesterday, I was listening to a radio promotion when they said, "Take a selfie with a standie and then, using your smartphone or tablet, upload it to Facebook, or tweet your image using hashtag [something I can''t remember].". Now, pretend it''s 1995, and reread the quotation. Twenty years ago, would you have recognized any of the words other than "take", "and", "then", "using", "your", "or" and "to?

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Consultative Selling Twitter Google Sales Cycle 246

The Sales Heretic

FEBRUARY 18, 2015

'Our thoughts determine our actions and our actions determine our results. If your results are not what you’d like them to be, odds are the root cause is one or more negative thoughts you’re harboring despite the fact they’re holding you back. In my work training and coaching salespeople, professionals and business owners, I’ve noticed [.].

Discount 245

Discount Coaching Training Sales 245

No More Cold Calling

FEBRUARY 19, 2015

'This childhood game taught us an important lesson: You can’t listen and talk at the same time. Remember the tin-can phones we made as children? We had lots of fun constructing them with our friends, and then seeing how far apart we could get and still hear each other. Just in case you never did anything this low-tech, the premise is simple: You connect two cans with a long piece of string, stand far enough away from your partner to pull the string taut, and then take turns talking into the cans

Social Media 243

Social Media Cold Calling Small Business Small Business 243

The Pipeline

FEBRUARY 19, 2015

'By Tibor Shanto - tibor.shanto@sellbetter.ca . While all for having a sales process or road map, there is plenty of room for choice, and there are some elements of sales success that are achievable via many paths. You have choice within a defined structure, the result is pretty much the same regardless how of the path taken. As a seller, your success will not be adversely impacted by the choice.

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Call-back Buyer Proposal Up-Sell 240

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.

Sales Cycle

Steven Rosen

FEBRUARY 16, 2015

'Announcing The Inaugural Toronto Sales Performance Summit. Sales executives – have you attended conferences where there was a lot of hype but no substance? Most sales conferences are fun but light on ideas that can impact the performance of your organization. I have experienced this many times. Two of my fellow Toronto sales experts, guru and thought leaders have felt the same way.

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Conference How To Survey Sales Leadership 239

No More Cold Calling

FEBRUARY 17, 2015

'Age and experience give entrepreneurs and salespeople a competitive edge. If you remember the year 2000 (Y2K) and the fear that the Internet would crash—and take the global economy with it—then you will probably recall this: The people who were recruited to ensure we didn’t have a technology apocalypse were the recently retired, older techies who knew COBOL.

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Hiring Small Business Small Business Cold Calling 236

The Pipeline

FEBRUARY 16, 2015

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Given that we are sitting in sub-zero temps in the north east, -25 C in Toronto, any call you’re going to make today is going to be a cold call. But if you’re a complete B2B sales professional, you’re probably making cold calls even if it is nice warm and sunny, cause that’s what pros do, not like those cheap plastic replicas that are afraid of picking up the phone and talking to a buyer.

Call-back 237

Call-back Cold Calling SAP Face-to-face 237

MTD Sales Training

FEBRUARY 18, 2015

'Is there just one reason? Can we actually narrow down the whole sales process to just one step? Naturally, there are a myriad of stages that people go through before they make the decision to go with. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Buyer Sales Process Sales 219

The Sales Hunter

FEBRUARY 20, 2015

' How do you view leadership? I get tired of too many people running around saying they’re leaders based on what they do on their job. They think because they’re in charge of “X” or “Y” they are a leader. Leadership is far more than an activity based on the position you hold. Leadership is […].

Sales Leadership 211

Sales Leadership Positioning Sales 211

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Sales

Anthony Cole Training

FEBRUARY 16, 2015

'Without a doubt, Sales and Sales Management is an art and a science. On January 13 th , I posted the first article in the Series: Why Isn’t Your Sale Team Selling As Expected? In the 7 posts for the series, I’ve covered the following: The Pareto Principle & Perry Marshal l – 80% (approximately) of your sales results come from JUST 20% of the team.

eBook 187

eBook Analysis Follow-up Trends 187

The Pipeline

FEBRUARY 15, 2015

'Sales Performance Summit. April 6, 2015. JOIN US AT. The Rotman School of Management. 105 St. George Street, Toronto, ON, Canada. According to STAR Results’ global 2015 STAR Sales Manager Survey, the number one area of focus for sales leaders is Improving Performance Management. Nearly half of sales reps did not achieve quota over the past few years.

Sales Methodology 232

Sales Methodology Survey Promotion Quota 232

Pointclear

FEBRUARY 18, 2015

'Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed. Well, I hate to break it to them, but without marketing the majority of companies will either fail or fail to reach their full potential.

Lead Management 182

Lead Management Leads Marketing Qualified Lead Media 182

The Sales Hunter

FEBRUARY 17, 2015

' Here are 9 factors that influence your sales results… Your competitor The industry you sell in Outside factors – economy / legal / etc. Time Your customer Your customer’s customer Your customer’s competitors The products / services you sell You Take a look at the list and ask yourself which of the nine items […].

Influencer 194

Influencer Selling Skills Motivation Industry 194

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Sales and Marketing Management

FEBRUARY 19, 2015

'Issue Date: 2015-02-20. Author: Jason Forrest. Teaser: Hey sales managers, what your boss, peers and team members expect you to do is exactly the opposite of what you need to do to be truly successful in your role. Hey sales managers, what your boss, peers and team members expect you to do is exactly the opposite of what you need to do to be truly successful in your role.

Exact 171

Exact Sales Management Sales 171

Understanding the Sales Force

FEBRUARY 17, 2015

'Copyright: 123RF Stock Photo. Lost deals, as well as sales calls and sales meetings that go south, make up a huge portion of our coaching calls with clients and their salespeople. After all, everyone can learn a lot more from what went wrong than they can from what went right. We also coach clients and their salespeople on how to win the deals that are currently in the later stages of their pipelines.

Decision Maker 171

Decision Maker Coaching Pipeline Course 171

Increase Sales

FEBRUARY 16, 2015

'Last week I attended a well orchestrated business to business networking luncheon. I was very impressed with those in attendance until I heard one small business professional tell the other 20 people in attendance the following: “My best referral is anyone with a pulse.” I had actually spoken with her before the meeting started and she appeared to have a somewhat cohesive marketing message.

Ideal Customer Profile 146

Ideal Customer Profile Referrals Small Business Small Business 146

The Sales Hunter

FEBRUARY 17, 2015

'This situation comes up quite often, and it did again the other day in an email I received from a small business owner. This business owner heard me speak a couple of years ago and has been an avid follower of my blog ever since. The business owner’s problem was simple yet tough. He […].

Vendor 187

Vendor Cold Calling Consultative Selling Selling Skills 187

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.

Retail

Fill the Funnel

FEBRUARY 19, 2015

'It’s intuitive. Tools don’t make the carpenter. Neither the doctor nor the musician. Nor do they make the sales person. I have had the privilege of watching my brother Paul grow into one of the premier custom interior carpenters in Colorado. He creates multi-million dollar home interiors that are the talk of Breckenridge, Vail, Aspen and more.

Tools 103

Tools Hiring Ideal Customer Profile Scale 103

HeavyHitter Sales

FEBRUARY 17, 2015

'  I’ve had the privilege to work with and study hundreds of technology companies and their sales organizations. Based upon my experience, here’s my list of some of the best technologies to sell in 2015. While it includes companies that range from startups to billions in sales, all of these businesses provide fantastic technology-based solutions that dovetail to key trends taking place in the market.     Proofpoint   – The movie “The Interview” proved that one data breach

Company 100

Company Government Microsoft Retail 100

Increase Sales

FEBRUARY 20, 2015

'For any business from the smallest to the largest, market reach is essential. Potential buyers must know about you, your company and your solutions. This is why marketing is the first phase of the 3 Phase Sales Process. To achieve this essential component for business growth and business success is 100% connected to marketing one’s message. Social media probably better than any other marketing channel achieves market reach with in many cases very little capital outlay.

Social Media 129

Social Media Influencer Media Marketing 129

The Sales Hunter

FEBRUARY 17, 2015

' Prospecting is not for the faint of heart. Every week I find myself answering questions from clients regarding how to implement a successful prospecting plan. Biggest question people have is, “How come nobody returns my phone calls and nobody responds to my emails?” The numbers are low. Even for the best of the best […].

Prospecting 187

Prospecting Selling Skills Sales How To 187

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.

Cold Calling

SBI

FEBRUARY 18, 2015

'With more than 1,000 sales tools on the market, everyone feels a little uncertainty. Not only do you have to decide what’s worthy and what isn’t, the sheer volume makes you wonder if you’re ahead or behind in the adoption of tools. You have vendors and peers speaking at events, conferences, and LinkedIn groups and it’s enough to make you feel that your company must be the only one that’s not keeping up.

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Survey Sales Tools Report Tools 100

Sales Training Connection

FEBRUARY 18, 2015

'Sales reps and new college grads. From time to time we come across articles that tell a tale of doom for Sales as a career. The stories predict dramatic reductions in the number of sales reps as the future unfolds. So if you are in Sales or are thinking about it, it is only a journey for the occupational brave-of-heart – so they say. Given this rather draconian version of the state-of-the-career, we were delighted to read a recent article in the Wall Street Journal by Lauren Weber.

Hiring 97

Hiring Commission Engineering Pharmaceuticals 97

Increase Sales

FEBRUARY 17, 2015

'LinkedIn continues to grow in popularity as a social media channel as well as sales leads tool. One way to attract attention and build credibility are LinkedIn Endorsements. These skill sets pop up as one views the LinkedIn profiles of others or even one’s own profile. This past week I received the following email from a LinkedIn Expert: Dear Cherished 1st Degree Connections: I’m taking my own coaching advice and recently updated my LinkedIn Skills ‘tapestry’.

LinkedIn 126

LinkedIn Ideal Customer Profile Face-to-face Lead Rank 126

The Sales Hunter

FEBRUARY 19, 2015

'I hate to break the news to you, but your customers really don’t want to buy from you. Just so you don’t get too upset, keep in mind that they don’t want to buy from your competitors either. What is really disturbing is they haven’t wanted to buy from you for a long time. […].

Customer 184

Customer Customer Service Selling Skills Closing 184

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?

Marketing

A Sales Guy

FEBRUARY 17, 2015

'I did a 30 minute interview on sales people mistakes the other day as part of the Sales Surge Summit. You can see the entire thing here. I tackle the importance of empathy in selling, how to prioritize and a few other fun elements of selling. While you’re there be sure to check out the other speakers, they put together a good group of sales cats for this summit (Anthony Ianarino, Dan Waldschmidt, Matt Heinz, Ken Thoreson and more.

Video 95

Video Groups Sales How To 95

Fill the Funnel

FEBRUARY 19, 2015

'It’s intuitive. Tools don’t make the carpenter. Neither the doctor nor the musician. Nor do they make the sales person. I have had the privilege of watching my brother Paul grow into one of the premier custom interior carpenters in Colorado. He creates multi-million dollar home interiors that are the talk of Breckenridge, Vail, Aspen and more.

Tools 88

Tools Hiring Ideal Customer Profile Scale 88

Increase Sales

FEBRUARY 19, 2015

'Culture will make or break an organization. No where is that more prevalent than in mergers and acquisitions (M&A). Companies acquire other companies because they want business growth in existing marketing or new markets. Unfortunately, the majority (50% if not more depending upon the research source) of M&A fail because of culture. Companies fail to look beyond the balance sheet.

Customer Service 126

Customer Service Ideal Customer Profile Face-to-face Twitter 126