The Sales Heretic
SEPTEMBER 6, 2016
Sales is service and service is sales. So if you want more sales, you need to be providing more than just good service. You need to provide exceptional service. What does that mean, exactly? Listen to my appearance on Breakthrough Radio with Michele Price. In this 8-minute segment, I share five elements of extraordinary service. [.].
No More Cold Calling
SEPTEMBER 8, 2016
In B2B sales, it’s important to make a good first impression. You are your brand. Your company has a brand, but people buy from you, not your company. If you’re a jerk, it doesn’t matter how great the business is. Buyers will find another salesperson from your company or go to your competitor. Today your online brand is just as critical as your in-person brand.
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MTD Sales Training
SEPTEMBER 6, 2016
You will have known for some time that the ideas of selling have changed over the years, so that the emphasis is now less on the process of sales and more on the processes the buyer goes though in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
SEPTEMBER 8, 2016
Earlier this week I posted an article that told the story of the biggest sales lesson of my life. I received so many emails about that article because it seemed to really resonate with my readers. Yet, as much as it resonated, there was one question that several of them asked in their emails. They wanted to know why we were in that tenement building in the first place.
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The Pipeline
SEPTEMBER 5, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . This post makes most sense read on Labour Day, on a deck with a cold one in hand, which is where you should be today! Being that it is Labour Day, and the de facto end of summer, I thought we can take a look at a lighter side of sales while still giving us something to think about without having to think too hard, something many of us in sales are already good at most days.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
SEPTEMBER 8, 2016
I had a voice-message left on my phone last week from a sales call. There were basically two things wrong with it. The first was the caller didn’t say who he was or the name of the company. I had no. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
SEPTEMBER 6, 2016
Often times the different functions inside an organization work in silos. This causes missed revenue growth goals, and a great deal of wasted time and resources. At the end of the day, a company’s fate is sealed by strategy. Watch.
Score More Sales
SEPTEMBER 6, 2016
For years, those of us leading B2B sales teams or working with companies on onboarding new sales reps shook our heads at the disconnect between many college-educated graduates and their ability to do basic communication skills needed for success in a professional sales career.
Sales and Marketing Management
SEPTEMBER 6, 2016
Issue Date: 2016-09-05. Author: Mark Donnolo. Teaser: Unless you want a Wild West situation in your sales organization, you should probably set quotas, and set them correctly. But one quota-setting approach does not fit all situations. The old “take last year’s goal and add 10 percent” method is usually a bad idea. Quota-setting methodologies vary based on the market and types of accounts.
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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.
The Sales Hunter
SEPTEMBER 6, 2016
Today I want to give you an excerpt from my new book, High-Profit Prospecting. Consider the below strategic questions as you look at your own prospecting process: 1. What about my prospecting process is compelling to the customer? When I say “compelling,” I am talking about the customer’s willingness to engage and share with you […].
SBI Growth
SEPTEMBER 8, 2016
On this month’s SBI TV episode we spoke with 2 great guests, Paul Rosen, chief sales officer at OnDeck Capital, and Aaron Stead, senior vice president of sales at Infusionsoft. Both have had phenomenal success. Paul’s company has gone from $0.
Jeffrey Gitomer
SEPTEMBER 6, 2016
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Anthony Cole Training
SEPTEMBER 8, 2016
My wife and I just came back from Minong, Wisconsin where we visited with our friends, Barb and Gerald O’Dell. Gerald, Barb and I go back a long way, over 30 years. We all met and worked together at Iowa State University. We parted ways for awhile until Gerald became the athletic director at the University of Cincinnati. Later, Gerald, a man of great integrity, decided it was time to leave UC and leave athletics for good.
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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 Sales Hunter
SEPTEMBER 9, 2016
Have you ever noticed how much more energy you have when you’re around others? Are you one who when working out in a gym or out for a run with others find yourself running faster? It’s pretty basic, but we all tend to perform better when we’re around others (as long as those other people […].
SBI Growth
SEPTEMBER 7, 2016
SBI recently spoke with Charlie DeLacey, the vice president of corporate development and strategy at the Kenan Advantage Group. The company is a $1.5 billion dollar transportation and logistics business. And their growth rate has been in excess of 10-15%.
Increase Sales
SEPTEMBER 5, 2016
Labor Day here in the USA is a day to celebrate the results of daily labor. Think back to the earlier origins of this country. Settlers carved farms out of wilderness. Even into the 20 th century and the wave of legal immigration created thousands of small farms that led to the industrial economy. Tenacity is one shared value that all these workers from farmers to steel workers had in common.
Anthony Cole Training
SEPTEMBER 6, 2016
When evaluating sales performance - past, present and future - it’s difficult to figure out what information or data to trust when making decisions. Just like investments where past performance is not a guarantee of future results, past sales performance does not guarantee anything for the future. It gives you some, not all, insight into sales results, but it doesn’t tell you how the result was created.
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 8, 2016
We’ve all received stupid messages through Linkedin from people trying to sell us stuff. The stupidity of the message is how they’re all feature driven and dealing with something you could care less about. It’s things like this that have people wondering if Linkedin is a viable sales tool. Recently, I did a short webinar […].
SBI Growth
SEPTEMBER 5, 2016
Do you have a list of dream accounts to target? Many marketers strive to replace leads with opportunities for the sales team using account based marketing. We recently interviewed Leo Tucker, the senior vice president of global marketing for PGi.
Increase Sales
SEPTEMBER 9, 2016
B2B buyers are becoming far more educated and astute. A 2014 DemandGen reported: 65% of the buyers shared the winning vendor’s content marketing had a significant impact on their buying decision. 68% indicated they increased the amount of content used to research and evaluate their purchases. Of course it is easy to be comfortable about writing posts on building rapport, asking open ended questions, to what CRM tools a salesperson should have.
Anthony Cole Training
SEPTEMBER 9, 2016
18 years ago this morning. I didn't wake up.
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 6, 2016
Gerhard Gschwandtner, editor of Selling Power magazine, interviewed me recently regarding my new book, High-Profit Prospecting. Talking with Gerhard is more than an interview — it’s a quest into your inner self! Few people understand how the human mind works when it comes to sales as well as Gerhard does. Each time I’m with him, I […].
BrainShark
SEPTEMBER 7, 2016
Today, B2B buyers have more access than ever before to resources that guide their technology buying decisions. Because buyers can do extensive research before getting in touch with a company, B2B sales reps’ jobs have become even harder.
Increase Sales
SEPTEMBER 7, 2016
Yesterday my husband and I heard another sales presentation by a very professional real estate broker. During his sales message, he misspoke a couple of times. Probably a less educated buyer would not have picked up on these inconsistencies. He is not the first salesperson I have encountered in the last nearly 40 years who has said the wrong thing.
Engage Selling
SEPTEMBER 8, 2016
Want to know the easiest way to lose control of the sales process? Time and time again, I’ve seen salespeople hold off on presenting their price to a prospective client until the final written proposal.
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 4, 2016
We are entering one of the best selling periods! Now is the time to get meetings scheduled as summer wraps up and we head into the fall season. If you want to finish the year strong, do not wait. Build momentum now and be disciplined in ramping up your prospecting efforts. Check out this video to […].
Increase Sales
SEPTEMBER 9, 2016
What does perfect really means? What does it mean for those in SMB sales? Personally I have always been leery of using the work perfect in any headline or even conversation. Possibly it is because of my strong belief that perfect is illusive because of our own beliefs, biases, experiences and perspectives. What works for one salesperson may be perfect for that person and be a total flop for another.
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