SBI Growth
JANUARY 13, 2014
'“The only thing that is constant is change.” – Heraclitus. The beginning of the year can be filled with challenges, such as: Getting back to work after the holidays. Preparing for the BIG kickoff meetings. New products or services in your portfolio. Changes in personnel. A higher sales number to hit. As a sales representative these are a few of the hurdles you may face.
The Sales Heretic
JANUARY 16, 2014
'I recently celebrated a birthday, which I tend to do about every year or so. In addition to the cards, phone calls, texts and Facebook messages from friends and family, I also received numerous e-mails from businesses I frequent. Each e-mail bore warm wishes for wonderful day and presented me with a special “gift”—a coupon [.].
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Steven Rosen
JANUARY 14, 2014
'By Steven A. Rosen. You plan to have a breakthrough year in 2014. You are a strong sales manager and you know your business, your customers and your reps. Hopefully you have had an awesome holiday and are charged up ready to have a great year! I don’t know any sales manager who plans to fail, but some fail to plan. The purpose of this article is to help you focus on the 3 sales management secrets that are going to give you the success you desire.
The Pipeline
JANUARY 13, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Sadly I am at an age where I find myself saying “I remember the first time that was cool”, I have seen thin ties come and go enough times enough time to know not to throw out any ties, because it is only a question of time before someone says, “wow, that’s a cool tie, is it new?” The only thing I can’t remember if it was 1987, 1993 or 2007 when I actually first bought it.
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SBI Growth
JANUARY 11, 2014
'Have you ever presented a “ sales golden nugget ” that your audience didn’t understand? It is so compelling, yet your sales training class did not grasp it. Did you look around the room to see if they were still listening? Did anyone wake themselves up with a “snore”? This post is about the importance of sales training fundamentals. The best sales training content is forgotten without memorable delivery.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
JANUARY 14, 2014
'Stephen Covey is, and always will be, one of the most influential figures not only in my life, but in many people’s lives I know. His death tragically cut short an input to humanity that will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
JANUARY 13, 2014
'Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? Consider the way that most companies hire people for sales roles. They skim through resumes, select only those that have the experience they look for, do some preliminary phone interviewing, and bring in the best for a series of face-to-face interviews.
SBI Growth
JANUARY 14, 2014
'As CMO, you are expected to contribute to the revenue goal. The benchmark for this contribution is 30%. How are you going to get there? More email campaigns? Those don’t work anymore. Email open rates have declined to 4.4%, according to Google. The chances of getting an email through to the decision maker is very low. And the chances of them taking the call to action are even worse.
No More Cold Calling
JANUARY 14, 2014
'Dinner table talk can be the key to your child’s future. Did you grow up with everyone sitting around the dinner table looking at their devices? That might be commonplace now, but it wasn’t a generation ago—even for Gen Y. Over the past several months, I’ve spent a lot of time talking about how technology addiction can be detrimental to your sales career.
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MTD Sales Training
JANUARY 15, 2014
'There’s a great strategy in communication that, I promise, will revolutionise the way you gain an understanding and rapport with a prospect. It’s something that I have to practice time. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
JANUARY 11, 2014
'The first word you should say after you give your proposal? NOTHING! That’s right! You shouldn’t say one word at all. Use silence to your advantage. Too many salespeople sabotage their profit by wavering on their confidence in their price. To see what I mean, check out this video: Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .
SBI Growth
JANUARY 17, 2014
'As the CEO, you have a company growth objective. It could be customers, margin, or top line revenue. Whatever the reason, the objective is real. This year, you’ll likely answer to a board or major equity investor about it. Your job security is on the line. Your plan must be aligned with their expectations. According the “Year-End CEO Report” conducted by Challenger, Grey & Christmas, CEO turnover rose in 2013.
Score More Sales
JANUARY 15, 2014
'Imagine walking into an elite networking event at a posh hotel, private club, or top restaurant. You walk right up to a CFO or COO from a prospect company of yours and start talking about yourself for the next three minutes. How well do you think you’d be listened to and received? Next imagine seeing a CEO that does not know you and suggesting to him that you should connect online – for no reason other than that they are a person you trust?
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MTD Sales Training
JANUARY 13, 2014
'I had a very interesting conversation with one of my clients this week. We had trained many of his sales people, and he wanted more development for a select few of his team who had been with the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
JANUARY 15, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. While experiences vary, there is no denying that sales kick-offs can be effective on a number of levels. Beyond creating focus and setting the theme for the year, it was at times an opportunity to take in a speaker who brings a unique, or perhaps new view on sales and sales success. But the reality is that not everyone has an opportunity to participate in such an event.
SBI Growth
JANUARY 16, 2014
'You just got passed over for a promotion. You are angry, frustrated and unsure why this happened. As a Sales Manager, you have great results and outstanding performance reviews. When you ask your boss what happened you get vague and unsatisfactory answers. His fear is rooted in the uncertainty of how he will replace you. You are left to your own devices in finding your own career goals.
The Sales Hunter
JANUARY 14, 2014
'Sales are slow, the competition has never been tougher, and to top it off, customers are looking for a reason to buy. Problem is the reason customers are looking is because they want a low price. Sound familiar? Can you relate? Here are 9 reasons why selling on a low price does not work: 1. The discounted price you gave to the customer is now the price they expect every time they buy from you. 2.
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Pointclear
JANUARY 14, 2014
'A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I like to call “inbounditis”) negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick. The 3 major symptoms of inbounditis are: 1) deal sizes slowly decreasing as inbound leads increase, 2) high-performing reps avoiding inbound lead follow-up, and 3) the percent of sales accepted leads decrease while lead quotas increase.
Score More Sales
JANUARY 13, 2014
'It is challenging and stressful to get a new sales position – even if you already work for the company in another position, or if you already have been in sales elsewhere and consider yourself a pretty good seller. Once the excitement wears down a bit, there are real issues about ramp up and metrics and productivity that a sales position can’t hide like other positions in a company.
SBI Growth
JANUARY 15, 2014
'T he New Year has started. Every sales leader has a fresh list of HR projects to accomplish. Each initiative seems to be the #1 top priority. The ones that aren’t hot today will soon become urgent. This will surely overwhelm the Human Resources business partner. Today’s post will help align HR projects with Sales goals. It’s the story of Tracy, the business partner for sales at a B2B technology company.
The Sales Hunter
JANUARY 16, 2014
'First off, I need to confess I spend a lot of time in Starbucks. Regardless of where I am in the United States or the rest of the world, I tend to migrate to a Starbucks to get some coffee. Grande every time, with no room for cream. Recently I was sitting in another Starbucks (this one happened to be in a suburb of Houston… and those of you who know Houston, realize this statement is an oxymoron).
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No More Cold Calling
JANUARY 16, 2014
'How much of your workday do you actually spend selling? The New Year is in full swing. Now is the time to kick your prospecting efforts into overdrive, build a strong pipeline for 2014, and determine if you’re really getting the most traction out of each and every day. Chances are, you’re not. Most salespeople only spend about 10 percent of their workdays actively selling, and another 10 percent on prospecting, according to Augusoft.
The Pipeline
JANUARY 16, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Those of you have kept or keep diaries, know that one of the reasons it has such great value is not just because you open up about intimate secrets, but that you share everything, not just the good, not just the bad, but all that and everything in between. You were able to go back and relive the experience, and more often than not glean lesson and things you would do differently if you had to do them all again.
SBI Growth
JANUARY 12, 2014
'Recently, I was with a client discussing their long-range strategy for sales. Core to their strategy was tightening their alignment with Marketing and Product Development. It quickly became crystal clear how important Sales Ops was to this EVP. The organization is a Fortune 500 global player. Many of their clients are worldwide leaders in their industry sectors.
The Sales Hunter
JANUARY 17, 2014
'I didn’t want a speech. I only wanted to buy. I was motivated to buy, but then why couldn’t I buy? It’s simple: The person I was talking to on the phone was determined to read through his entire script. We’ve all been there as a customer and yet I have a feeling we have also been there as a salesperson. No finger pointing. Instead, I’ll point to myself and admit I’ve done it.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
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Sales and Marketing Management
JANUARY 13, 2014
'Issue Date: 2014-01-13. Author: Jeffrey L. Josephson. Teaser: As compelling as the inbound marketing message sounds on the surface, it simply doesn’t stand up to logic in the B2B sector. As compelling as the inbound marketing message sounds on the surface, it simply doesn’t stand up to logic in the B2B sector.
Anthony Cole Training
JANUARY 13, 2014
'Yes, the title, "Improve Sales Forecasting to Improve Sales Performance?" is a question. It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. I was on LinkedIn this morning and saw an ad which read, "5 Keys to Improve Pipeline Forcasting Accuracy and Reduce Revenue Risk!". A couple of things.
Bernadette McClelland
JANUARY 13, 2014
'5 Ways to Kick Start Your 2014 Sales Calls. One of the great eye openers when working with a sales person is asking them to share what’s on their calendar for the next week and the reality that sometimes brings with it. But more of an eye opener is asking them to share what’s on their call plan and the reality that brings with it – or lack of reality!
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