Sat.Jan 18, 2014 - Fri.Jan 24, 2014

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Sell Or Negotiate – What’s Your View?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Had the opportunity to listen in on an interesting discussion the other day between two sales practitioners, they were not aware of me, or what I do, I was just snooping. One, we’ll call him Fred, was telling the other, Joe, that he was looking forward to a negotiations program his company was sending him to, he felt this would help his sales.

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Why Did You Choose 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.

Training 289
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The New Rules of Sales Execution: Stop Enabling and Start Executing

Sales and Marketing Management

'Issue Date: 2013-01-20. Author: By Amanda Wilson, Director, Product Marketing & Programs, Qvidian. Teaser: In order to empower sales to achieve their revenue goals, companies need to equip sales teams differently so they can execute effectively. Here are three new rules to stop enabling the poor behavior and start executing. In order to empower sales to achieve their revenue goals, companies need to equip sales teams differently so they can execute effectively.

Revenue 241
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Who Makes the Better Salesperson? A Man or a Woman?

The Sales Hunter

'Many of you reading this would say I’m venturing into risky territory by talking about this, but I’m willing to discuss the elephant in the room. This question comes up a lot when I’m talking with both sales leaders and salespeople. The interesting thing about this issue is how little there is in actual writing about it. I find that interesting since the question comes up a lot.

Hiring 278
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Customer Information – Why Protection is So Important

The Pipeline

'The Pipeline Guest Post - Megan Totka. In the sales business, we hold the key to tons of information from customers. While it may be something as simple as their name, address, and phone number, it’s amazing what can be done with that information if it gets in the wrong hands. Sales companies also often store all kinds of other information – credit or debit card numbers, social security numbers, and so much more.

More Trending

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7 Overused Words You Should Avoid

No More Cold Calling

'Is anyone else tired of hearing buzzwords? It has been said that cursing shows a lack of vocabulary. Maybe so, but I find buzzwords to be even more uncreative and obnoxious. And in Sales 2.0, buzzwords are flying around as frequently as bees in summer. A buzzword (a term first used in 1946 as student slang) is a word or phrase used to impress, or one that is fashionable, according to Wikipedia.

Fashion 254
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The Ultimate Cheat Sheet for Campaign Offers

SBI Growth

'B2B CMO’s are focused on driving revenue into the pipeline. Success is largely determined by the quality of campaign offers. Yet there’s little attention within marketing teams on developing quality offers. Every CMO is looking for ways to increase performance. Optimize campaigns at the offer level to increase campaign results. Even a small change in conversion effectiveness can change a failed campaign into a robust ROI.

Campaigns 246
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Slow Down For Faster Results – Sales eXchange 235

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I’m a firm believer that our habits and how we execute specific tasks do not vary widely from task to task. Sure we may be a bit more diligent when we are doing something important for the boss, bit more casual in social endeavours, but in most cases it is about degrees, not wholesale differences.

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Improving Your Value Proposition

MTD Sales Training

'As the saying goes, ‘Beauty is in the eye of the beholder’ Well, just as each person has their own individual idea of what constitutes beauty, each prospect will have their own concept. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Proposal 252
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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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Do What You Say

Score More Sales

'Do what you say, say what you do. Your word is the one thing that follows you wherever you go. You build trust with others this way, and in business it is critical to be a person of your word. This is a timely updated post of a previous one because I had a couple of mis-steps here due to company growth and not always capturing information into a safe container – right as it happens.

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How Social Prospecting Helps Forecasting

SBI Growth

'It’s a topic that won’t go away. Marketing is not driving the quality sales leads the field needs. It is causing your pipeline to clog. Very few leads from marketing convert to accounts. You’re hearing it from your Sales Managers and reps. Your VP of Sales is sick of the excuses. He tells you to produce more consistent forecasts ASAP. You must come up with an effective fix.

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7 Secrets to Successfully Presenting Your Price (and Getting It!)

The Sales Hunter

'You’ve had a great sales call, the customer is motivated, they’re ready to buy and you know you can close the deal. Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2.

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The Ultimate Question That Gives You The Ultimate Answer

MTD Sales Training

'In a book I hold dear in my library, business loyalty guru Fred Reichheld revealed the question most critical to your company’s future: “Would you recommend us to a friend?” Just think about that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Loyalty 252
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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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Use Big Rocks to Grow Your Sales

Score More Sales

'There is no substitution for goal setting, then creating plans of action and then taking that action. This is the time of making plans and creating goals to make this year better than years past. The famous author on achievement and inspirational speaker Dr. Stephen R. Covey used to demonstrate the idea of getting accomplishments done by putting rocks, stones, and sand into a bucket.

Lead Rank 236
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Retain & Enable the Sales Magic Middle

SBI Growth

'Sales people quit when they lose confidence. The top 20% of reps are confident because they consistently hit quota. You don’t make the number on the top 20%. You make it on the magic middle. The Magic Middle is the 70% of reps performing somewhere between poor and excellent. This is the group that keeps sales leaders up at night. As the head of sales you need to retain them and improve their performance.

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Sales Execution - What Should You Pay Attention to?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention?

Proposal 233
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The One Leadership Secret You Can’t Ignore

Sales and Marketing Management

'Issue Date: 2014-01-21. Author: Vinay Nadig. Teaser: I talk about 20 core leadership secrets in my executive coaching, speaking and writing. But if someone asked me to name only one that can make an immediate impact, I would pick the behaviors to counter setbacks. While I can’t say that I am totally immune to the vagaries of rejection and setbacks, here are five simple and quick daily practices I use that have helped me and can help you as well.

Coaching 194
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Taking away a marketing manager’s excuses!

Pointclear

'I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). I listened to excuses about a series of initiatives we were undertaking. The different department heads were telling everyone why they were not delivering on their commitments. It was at that moment I learned an important lesson: there are two reasons why someone doesn’t want to do something: They don’t know how.

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4 Keys to a Fatter Wallet in 2014

SBI Growth

'Any ‘A’ Player will tell you that success is built around 3 main concepts: Possessing the right skills. Having a solid plan. Execution. January is coming to an end. Chances are you have just returned from your annual Sales Kickoff (SKO). SKO’s are great to re-energize and learn about sales direction for the upcoming year. But what about that sales training you received?

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What Does it Take to Become a Sales Manager?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan I was listening to a Boston Sports Radio Station, the same one I wrote about here. Today''s guests were Christian Fauria , former tight end of the New England Patriots, and Matt Chatham , former linebacker of the same New England Patriots. They were discussing the very recent resignations of 3 coaches from this year''s Patriots team and the co-hosts asked, "Would you like to coach?".

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Improving Lead Generation in Sales

Sales and Marketing Management

'Issue Date: 2014-01-24. Author: Larry Caretsky, CEO, Commence Corporation. Teaser: Four key questions can form the basis of a formalized qualification process that sales reps use to qualify leads instead of relying on their “gut instinct” or potentially biased opinions formed by their knowledge of the lead. A planned and repeatable process means your sales staff will focus on the best prospects and spend minimal time with unqualified leads.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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The Secret of Lousy Service and How to Fix It

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.

Loyalty 213
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The Guide to a Customized Sales Training Program

SBI Growth

'Why do you need customized sales training program? Well…there are a few reasons: 1) People learn differently, so an out of the box approach is ineffective. 2) You need to expedite the learning curve of your sales reps. A customized sales training program will do both of these. The importance of a customized approach is paramount to the effectiveness of your organization.

Training 232
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14 Signs You’re Addicted to Technology

No More Cold Calling

'Which bad tech habits will you break in 2014? These days, you can’t go anywhere without running into people who have their faces glued to their smart phones and their minds somewhere in the Cloud. It’s frustrating, disrespectful to the people around them, and even dangerous. Are You an Addict? If you’re too addicted to technology to focus on the people around you, it might be time to start weaning yourself off the Internet … if only just a little.

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Do You Really Know the Definition of Value?

The Sales Hunter

'Salespeople love to think they’re smart. We like to think we’re so good at our profession that we have the ability to know what the customer is looking for even before they ask. Let’s fact it — we all think we have that “sales gift.” Now let’s look at the real problem. I don’t think it’s that we as salespeople think we know what the customer wants.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Sales Success and Pipeline Management - The Myth

Anthony Cole Training

'Let’s start a revolution! Who’s in? We all know the problem. It doesn’t matter your role: VP of Sales, President of the company, sales manager, sales professional, and professional sales development expert. What we all know is that pipeline management is a myth! It doesn’t exist! What exist are sales enablement tools (CRM) that provide a repository for information about sales suspects, prospects and opportunities.

Pipeline 169
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Are Your New Reps Prepared for the Real World?

SBI Growth

'Your company is growing quickly. You have an aggressive number for the year. The only way to make it is to hire more heads. But you’re worried: How long will it take for them to be Customer ready? What instruction do I need to give them? How can I ensure their success? One of the big gaps between a mature and young organization is onboarding time. Mature organizations typically have a robust training program.

Hiring 231
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Leaders Are Readers So What Have You Read Lately?

Increase Sales

'Stay informed in especially important in today, information overload culture. Between the blogs, the online journals, the eBooks to printed publications everyone has access to reading great information. Years ago I heard “Leaders are Readers.” I believe this to be true because my father was a voracious reader and I guess he turned me onto reading.

Journal 179