Sales 2.0

MARCH 30, 2014

'A lot of salespeople don’t like to do research. That’s the way it seems hanging out in my “buyer’s chair” again this week. As much as Sales 2.0 and social selling tools improve (and they have), we are still only as good as how we use these tools. I guess at some point the tools will be so good they will slap salespeople in the face with the exact information they need to really personalize everything they are doing but until then it seems to me that salespeople that do their homewor

Tools 323

Tools Face-to-face Social Selling Banking 323

Jeffrey Gitomer

MARCH 31, 2014

'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 326

Sales 326

The Pipeline

MARCH 31, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Many people seem to equate action with productivity, doing things to “move forward”. And let’s be honest, in many ways some of the things I and my peers write and serve up on a regular basis, can easily be read to support that view. But the reality is that building in some flux to your sales time is an important element of success.

Up-Sell 317

Up-Sell Consumer Exact Account 317

Steven Rosen

APRIL 2, 2014

'Edgy Interview with Dan Waldschmidt. By: Steven A. Rosen. I had the pleasure of interviewing my friend, Dan Waldschmidt , about his new book titled EDGY Conversations : How Ordinary People Can Achieve Outrageous Success. Dan is an edgy guy and his personal story helps you understand what true success is. Dan lives on the edge and has almost fallen over.

Sports 313

Sports Workbooks Intent Face-to-face 313

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Sales Cycle

The Sales Heretic

MARCH 31, 2014

'In a recent post, I listed 54 Things Buyers Want More Of. But buyers also want less. Sometimes buyers want less of some things in addition to more of other things. Other times buyers are only interested in less. (This is especially true of people who tend to be negatively-focused rather than positively-focused.) So what [.].

Buyer 306

Buyer Positioning Marketing Customer 306

Sales and Marketing Management

MARCH 30, 2014

'Issue Date: 2014-03-31. Author: Joe Boissy, Chief Marketing Officer, Vendavo. Teaser: B2B sales will always demand a certain level of art and emotional intelligence. The same can be said for B2C sales. But it is possible to take the guess work out of B2B sales. With hard numbers backing their decisions, salespeople will be able to stand by prices with confidence, just like retail salespeople used to.

B2B 296

B2B B2C Retail Data 296

The Pipeline

APRIL 2, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Those of you who have followed this blog for a while are more than familiar with Dan Waldschmidt , we have done webinars and other events, and his guest post a couple of years back Retarded Sales Behavior and The Reasons We Under-Perform , had one of the biggest responses I have had to a guest post. He never fails to deliver to his moniker of EDDY CONVERSATIONS.

Conversion 292

Conversion Sports Webinar Metrics Face-to-face 292

MTD Sales Training

APRIL 1, 2014

'If you search on Amazon for books on selling, the list goes on for ever. The advice out there is profound, in its complexity and number, and much of it is relevant only in certain cases or when you. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Selling Skills 253

Selling Skills Influencer Sales Tools Tools 253

SBI Growth

MARCH 30, 2014

'In my last post, we went looking for your personas. For many, they were not where they should be: everywhere. According to loss calls, missed deals occur because your sellers are ''selling'' too hard. Outselling your competition requires you to intimately know your customers. One suggested remedy is to conduct insight-driven buyer research. This would improve the quality of your personas and customer engagement.

Buyer Persona 300

Buyer Persona Remedy Sales Operations Buyer 300

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Sales

Pointclear

APRIL 3, 2014

'Toss the technology. Relationships rule in sales. The Internet is the most powerful, life- and business-changing tool created in generations. But while technology has forever altered our sales processes, it won’t save our sales careers. It won’t solve our business-development challenges, nor will it improve our relationships with our customers. That’s our job.

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

Score More Sales

APRIL 2, 2014

'This is the first in a multi-part series on how sales professionals can learn ways to create content, grow visibility and become a thought leader in their industry. A lot of people tell you to do this, but the difference here is that we’ll share with you what we have done, and what others in sales have done to build an online platform. It takes time and investment, just as exhibiting at trade shows does.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

MTD Sales Training

APRIL 2, 2014

'A friend of mine recently had the need to change his company car. There was a massive choice for him in the price range that he had been given, so he had to narrow the choice down using a series of. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 227

Buyer Customer Company 227

SBI Growth

APRIL 3, 2014

'You just left a meeting with your sales leader. He informs you a RIF is coming. 20% of your team has to go. You have four weeks to decide what reps are leaving the organization.

Resources 292

Resources Sales Management Meeting Sales 292

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Data

The Sales Hunter

MARCH 30, 2014

'Too many salespeople spend too much time on their computers “researching” and “getting ready” to prospect and sell. Enough already! Time to get off your computer and go make something happen. Check out the video to see what I mean and then begin this week with ample sales motivation. It’s time to make something happen: […].

Selling Skills 226

Selling Skills Motivation Video Research 226

Understanding the Sales Force

APRIL 3, 2014

'Understanding the Sales Force by Dave Kurlan For a change, rather than contributing to all the noise about inbound replacing outbound, inside replacing outside, insights replacing sales steps, buyers'' process replacing sales process, let''s talk about something that has a huge, relevant impact on selling, regardless of how the opportunity came to be.

Face-to-face 215

Face-to-face Decision Maker Call-back Outbound 215

Score More Sales

APRIL 4, 2014

'Columbo was a “Who Done It” mystery show on television back in the late ’70′s, ‘80s and ‘90s (and in reruns for years) with the great Peter Falk – a movie actor – starring as Lieutenant Frank Columbo. He won 5 Emmy awards and 10 Golden Globe nominations for his portrayal of the sloppy looking detective who always solves the crime.

Inside Sales 212

Inside Sales Conversion Twitter Google 212

SBI Growth

APRIL 1, 2014

'Obsolete? You may be thinking this is an April fool’s joke. CMOs are in higher demand than ever. It is April fool’s day for those who think CMOs are no longer needed. The gap between great CMOs and Obsolete CMOs is growing.

Resources 288

Resources Marketing 288

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

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Retail

No More Cold Calling

APRIL 3, 2014

'Stop walking around, and start talking around. The best business deals happen when we talk to our buyers, ask them the right questions, and help them create the best solutions for their business challenges. We earn clients’ trust and loyalty by making ourselves an invaluable resource. The same is true in sales management. The very strategies you use for attracting clients are the key to increasing sales effectiveness for your team.

Hiring 212

Hiring Fashion Cold Calling Small Business 212

The Sales Hunter

APRIL 4, 2014

'It’s time to dig deeper into our sales prospecting process to understand better what is working and what we might need to change. Let’s put the normal measurements/questions aside and really challenge ourselves. Here is my list of 6.5 questions we need to ask: 1. What is it about our prospecting process that is compelling […].

Prospecting 221

Prospecting Selling Skills Sales 221

Sales and Marketing Management

APRIL 3, 2014

'Issue Date: 2014-04-04. Author: Jeffrey L. Josephson. Teaser: You may need 15 to 20 factors to characterize a lead, but that has nothing whatsoever to do with measuring marketing’s success, which is what many lead scoring advocates suggest. You may need 15 to 20 factors to characterize a lead, but that has nothing whatsoever to do with measuring marketing’s success, which is what many lead scoring advocates suggest.

Lead Rank 204

Lead Rank Lead Scoring Leads Marketing Qualified Lead 204

SBI Growth

MARCH 29, 2014

'First quarter is wrapping up. Or maybe your fiscal year is just about to start. Either way, you’ve likely got some tough questions to answer. Are you getting results from your enablement efforts so far? Are you equipping your sales team to make the number this year? These are common questions for all good sales enablement leaders. But do you know what the BEST sales enablement leaders are doing today?

Sales Enablement 282

Sales Enablement Social Selling Up-Sell Sales 282

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Cold Calling

No More Cold Calling

APRIL 1, 2014

'In an era powered by technology, connecting with individuals still matters. What a refreshing change of pace it is to actually do business with a real human being—unless, of course, that person is rude, unfriendly, or too engrossed in technology to treat you like you’re important. What Are Your Customers Saying About You? Recently, while getting a haircut, I overheard a conversation between my hairdresser and another person on her staff. “Why is our mail carrier always on her cell phone?

Cold Calling 209

Cold Calling Small Business Small Business Enterprise 209

The Sales Hunter

APRIL 1, 2014

'Settling for average is simply not good enough. Where is your head at and why do you think you will ever achieve success if you’re a small thinker? Recently I wrote 14 Things Great Salespeople Do and I’m pleased to say it’s now in an ebook you and every other salesperson you know must read. Why? […].

eBook 217

eBook Selling Skills Motivation Sales 217

Anthony Cole Training

MARCH 31, 2014

'I started this series - 5 Keys To Building Successful Sales Teams with this post: 5 Keys to Building a Successful Sales Team/Career. I finished that post with the following statement: I believe that, with all the variables that contribute to the outcome of a sales team, there are 1) just a few that really matter, 2) just a few that you can really control, 3) some that you can manage, 4) some that you can improve and 5) some that you have to ignore.

Hiring 201

Hiring Face-to-face Objections Motivation 201

SBI Growth

MARCH 31, 2014

'“We have decided to go with a different candidate.” Throughout our career, most of us have heard these words in some form or another. You have worked hard. You have put up sales numbers, taken on additional responsibility and made personal sacrifices. You feel – no – you KNOW this job should have been yours. And yet, someone else has been awarded the prize.

Promotion 275

Promotion Resources Positioning Sales 275

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

Jeffrey Gitomer

APRIL 3, 2014

'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 192

Training Sales 192

The Sales Hunter

APRIL 1, 2014

'A question I get asked a lot when speaking to sales groups is, “When is it appropriate to present multiple offers to a customer?” The situation is something we can all relate to. You have a customer you want to close, but you’re just not sure which option they might want or what price they […].

Strategy 215

Strategy Closing Groups Relationals 215

Increase Sales

MARCH 29, 2014

'I want it now, not yesterday! I want it to work, immediately! I want it cheap! How often do we hear of the desire for the quick and easy along with the cheap? Today I was watching a movie entitled “The Executive Suite” where William Holden spoke these very insightful words that are as true today as they were back in the 1950s. “The quick and easy is a loss of faith in the future.” When we expect anything, business solutions, personal relationships, learning, or even weig

Facebook 170

Facebook Course Closing 170