Sat.Dec 21, 2013 - Fri.Dec 27, 2013

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So How Did You Do With That One Thing? – Sales eXchange 231

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Last year around this time in a video titled “ The One Thing “, in which I challenged you to avoid the temptation of pursuing whole changes and resolutions going into the New Year, and instead focus on one thing. One thing that will measurably improve you execution, you’re selling, and when you master that one thing, build further from there.

Intent 285
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Seven Business Mistakes and What You Can Learn From Them

The Sales Heretic

'“Learn from the mistakes of others. You can’t live long enough to make them all yourself. ” —Eleanor Roosevelt What happens when seven business experts come together and share their biggest mistakes from the past year? An incredible outpouring of raw honesty, riotous laughter, keen insights and valuable advice. Listen in as Dino Dogan (founder [.].

Strategy 264
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What Do the IDC Predictions Mean for the B2B CMO?

SBI Growth

'A top trend in B2B marketing is the adoption of the Marketing Operations role. Not surprising, International Data Corporate (IDC) weighs in this month. On Dec 17 th , IDC released its top 10 predictions for CMOs. Below is the excerpt from their press release. The Top 10 Predictions are: The CMO role becomes "open for definition" as today''s CMO job description becomes considerably more complex and critical.

B2B 263
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9 Steps to Boost Sales in 2014 Part 3 Execution

Score More Sales

'In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. Now how are you going to make this happen? Through taking action. You will take big action, but it usually happens through many small steps. What is the Best Way to Eat an Elephant? US Army general Creighton Abrams famously said, When eating an elephant, take one bite at a time.

Lead Rank 255
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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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Sales Tactic: Using Your Own Brand

The Pipeline

'The Pipeline Guest Post - Megan Totka. Does everyone in your company, whether in the sales arena or not, use the products and services that your company offers? If they aren’t, they should be. If you want your customers to use a product, you’ve got to be a strong brand representative and utilize your products in your everyday life as well. Now, if you are in sales for a wine company, am I saying that you should drink that wine exclusively?

Hiring 256

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CMO: Why Don’t Your Prospects Care?

SBI Growth

'You’re asking yourself “Why aren’t my prospects responding to my campaigns?” or “Why isn’t my customer count growing?” The warnings are clear; lack of new logo acquisition and increased churn. Minimal change in cross-sell / upsell as a percentage of total revenue is another. Here’s the bad news: your target audience just isn’t listening. The fact is customers and prospects aren’t responding to your campaigns.

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9 Steps to Boost Sales in 2014 Part 2 Planning

Score More Sales

'Now that you are working to grow visibility as a seller and think like a publisher, work to craft a plan to make sales increases happen. Over many years and hundreds of sales teams, I’ve seen the most successful sellers work a plan and plan their work. As I think back to the years I sold technology and financial services and professional services – my best successes were those where I felt I knew where I was headed.

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Words to Live by for the Next 12 Months – What are Yours?

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.

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Evaluating Your Sales Performance: What Changed For You This Year?

The Sales Hunter

'As the year draws to a close, it’s important to assess what happened and, more importantly, what you can learn from it to help you gain an advantage next year. A question I believe strongly in is asking yourself is, “What has changed in my job this past year?” Ask it with particular focus in looking to identify what are the things you’re now doing differently than you did at the beginning of the year.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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How Will You Measure Your Year?

SBI Growth

'You made the number. You celebrate. According to your compensation plan and bookings report, you won. This is a flawed way to measure winning and losing as a sales leader. Yes, making the number is important. And revenue is a lagging indicator. You need a leading indicator. This post will discuss a new way sales leaders should measure performance. It will focus on how to sustain results through the acquisition of new capabilities.

Scale 233
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Sales Enablement: The Cure for What Ails You

Sales and Marketing Management

'Issue Date: 2013-12-23. Author: Paul Rafferty. Teaser: With studies showing that up to 80 percent of B2B buyers find their supplier on their own, getting found is just the first step in a process that is all about engaging the prospect long enough to convince and close. With studies showing that up to 80 percent of B2B buyers find their supplier on their own, getting found is just the first step in a process that is all about engaging the prospect long enough to convince and close.

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Starve the Doubts Podcast – Do You Love Sales?

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.

Sales 165
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Great Salespeople Don’t Rely on a Canned Presentation (Part 13 of a series!)

The Sales Hunter

'Just a few more items to go on our list of 14 things great salespeople do that average salespeople only think about. Today we come to #13: Great salespeople don’t rely upon a canned presentation. For that matter they don’t like presentations, because they know to truly understand the needs of the customer, they have to listen. And that means having a discussion with the customer.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Top Priority: Retaining Top Sales Reps

SBI Growth

'Top sales performers share a common trait – relentless time management. This is the story of my day last week with the #1 sales rep for a B2B technology firm. It started at 6:15 a.m. with an email from Jerry confirming our rendezvous at Starbucks. This post will reveal what makes Jerry successful. And what prevents him from even greater success. This post will also help HR and Sales leaders answer a vexing question: “What do we need to do to retain and empower our top sales talent?

Hiring 233
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What Do You Do?

Increase Sales

'How many times are we asked “What do you do? When we are employed by others that question is far easier to answer than when we are small business owners or independent salespeople. In listening to the responses of many, I have found most confuse the what of what they do with the how of what they do. When people respond to the question of what do you do with a role answer such as “I am a… ” this is the how of what they do.

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Top Tweets This Week

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.

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VIDEO SALES TIP: AreYou Really Making a Difference?

The Sales Hunter

'When was the last time you took a deep look at your business and at yourself? Are you truly confident? Are you truly competent? Key to your success is knowing you are making a difference for the people you come in contact with. To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .

Video 208
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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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Uncover the Blind Spots in Your Territory

SBI Growth

'When your territory is changed, it opens a lot of questions for Sales Reps. Good Managers can provide answers, but typically from the “big picture” perspective. Total revenue potential, changes in quota, expected numbers of new customers are common themes. But can you, the Sales Rep, make a living in this new patch? How much work will it take to meet your goals?

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Why the 8 Areas of Life Balance Are Counteredbalanced

Increase Sales

'Did you know Buddha over 2,000 years ago discussed having a balanced life? He even constructed a six spoke life wheel. Today things are just a tad busier and because of that I expanded this concept to 8 areas of life balance along with this feature not found in most other life wheels – Counterbalance. As you look to the 8 areas of life balance wheel to the left each area is directly opposite another area where there is usually direct impact.

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This is How I Work (Series)

A Sales Guy

'This week, I was challenged to write about ‘how I work.’ Inspired by LifeHacker , Anthony Iannarino moved the idea into the sales field. The progression has gone: Anthony, Charlie Green , Dave Brock , Dave Stein , Jill Konrath , Trish Bertuzzi and now me. Here’s the Inside Scoop: Location: Denver, Co and Vail Colorado (all depends on the snow).

Travel 109
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Merry Christmas!

The Sales Hunter

'On behalf of the team — Beth, Julie and myself — we want to wish each and every one of you a very Merry Christmas! May we all take time to stop and reflect on the year and the wonderful goodness we have experienced. May we also never forget the true meaning of Christmas and the message of this special day. “For unto you is born this day in the city of David a Saviour, which is Christ the Lord.” – Luke 2:11.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

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.

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The New Face of Competition

SBI Growth

'Everywhere you turn, there is more competition. The competition is clamoring for your customers and your piece of the market. In addition, customers have tight budgets and business purchasers scrutinize expenditures like never before; winning over new customers and upselling old ones has become more challenging. Differences in how you engage your customers have become a critical skill to master.

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High Growth Coaching Model, What Is That?

Increase Sales

'So how do you replicate success as an executive coach, business coach or even sales coach? The answer to that is to have a proven high growth coaching model. What I have discovered is those who engaged in professional executive coaching sometimes confuse their high growth coaching model with their overall coaching process. For consistency of communication, a model is the overall structure of something much like a house.

Coaching 144
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A Little Christmas Spirit

A Sales Guy

'I hope everyone is having wonderful Christmas Season. Here is a great video to help put you in the spirit. Pour some eggnog, start a fire and get ready, Santa is on his way.

Video 107
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Sales coaching: it’s about more than improving skills – A sales tip

Sales Training Connection

'Sales Tip. Sales coaching – so much of the advice shared in sales training programs and incorporated into sales coaching books and blogs focus on skill development. While it’s certainly a very important perspective, the John Duff (CEO of 3C Interactive) interview in Corner Office makes an interesting build on the objectives for coaching. Duff makes the point: I want a coach who both helps people learn stuff and also inspires them.

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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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The Most Overlooked Job in Sales Operations

SBI Growth

'Recently, I''ve been working with a client to analyze their customer data. They sell both directly and indirectly and the effort required end-user level detail. Their recent shift to new finance systems and a sales restructure created added complexity. This data was key to the client making sound strategic decisions for future growth. They’ve done well to make sense of jumbled data but at great cost.

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The Sales Verb Confusion, Egos and Success

Increase Sales

'Listen to sales people from those working in the field to those selling sales training coaching programs and you will undoubtedly hear this one verb more than any other: Create. This word is used continually as in we create: Value. Needs. Wants. Salespeople do not create value, needs or wants. These buying decision drivers are within each potential customer.

Lead Rank 139
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Insight, Influence, Value Creation, Trust……

Partners in Excellence

'In simplifying our communications, we tend to isolate topics. It’s easier to talk about Constructing Insight just by focusing on that. Or likewise for Influence, Trust, and any number of topics on increasing our ability to connect with our customers. In reality, we can’t isolate these topics, none stands alone, each is required, each strengthens the other.