The Sales Heretic
SEPTEMBER 10, 2014
'One of the most common objections salespeople, professionals and business owners encounter is the dreaded Price Objection. While the wording can vary from prospect to prospect, the gist is, “That’s too expensive.” Fearing the loss of the sale, too many sellers respond by immediately dropping their price. While this can sometimes close the sale, it’s [.].
SBI Growth
SEPTEMBER 8, 2014
'Last week I spent time onsite with a VP of Sales. As we were reviewing priorities for next fiscal year, I noticed hesitation. He was struggling on many of the items we discussed as top priorities. I sensed that something was holding him back. He knew he needed to make changes, but he was afraid to act. Fear was impacting his ability to lead.
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The Pipeline
SEPTEMBER 8, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. To be fair, the thought behind the move is positive, rewarding deserving contributors, keeping good talent in house, and all that.
No More Cold Calling
SEPTEMBER 9, 2014
'Strip away the tech to increase sales effectiveness. I used to add long columns of numbers once, and I was always correct. I never had to add backwards or have someone else check my math. To this day, I can still look at numbers and ascertain whether they have the correct number of zeros at the end. Those of us who grew up before the world was dominated by calculators learned the reasons behind calculations.
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Sales and Marketing Management
SEPTEMBER 8, 2014
'Issue Date: 2014-09-08. Author: Liz Wendling. Teaser: In sales and dieting, there really is no easy fix for instant results, and most of the hard work is done when nobody is watching. If it were really that easy to see results without lifting a finger, everyone would have the perfect body and a booming business. In sales and dieting, there really is no easy fix for instant results, and most of the hard work is done when nobody is watching.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
SEPTEMBER 11, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Nobody talks about the world being flat or round, so why does this topic merit discussion, there so many other more important unsolved mysteries in sales. Take a look at what I mean: What’s in Your Pipeline? Tibor Shanto . Accountability Activity Management Alignment Attitude Business Acumen Excuses execution Metrics Objectives Sales Culture Sales Numbers Sales Success Sell Better Time Allocation Video Change Management Commitment how to sell
MTD Sales Training
SEPTEMBER 9, 2014
'When discussions move round to the subject of sales, conversations often get quite negative. The profession has, in many circles, a bad reputation and it’s obvious to many that the salespeople they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
SEPTEMBER 11, 2014
'Social selling exposes your business to a world of opportunity. A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. (There really isn’t such a thing, but we try.) A Chinese woman connects with me on LinkedIn and then visits the States to begin a business conversation.
SBI Growth
SEPTEMBER 11, 2014
'There is one month left in Q3. This is the time of year leaders begin to plan for 2015. As you look back on 2014, did your marketing team accomplish their goals? Did your team provide enough leads for your sales leader? As you review your performance, and contemplate next year, you have two choices.
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Bernadette McClelland
SEPTEMBER 8, 2014
'I have lied… “I have no intention of telling you the truth. Instead I’m going to tell you a story. This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. Make no mistakes. This is not about tactics or spin or little things that MIGHT matter.
The Sales Hunter
SEPTEMBER 10, 2014
'Here are the 10 best tips for successful selling. I based these tips on my 30+ years of selling and working with hundreds of organizations and thousands of salespeople. In the end, it comes down to these 10: 1. Be consistent. Nothing will create more success than consistently taking one step forward each day. […].
Understanding the Sales Force
SEPTEMBER 8, 2014
'Understanding the Sales Force by Dave Kurlan. Trust me when I say that this is a great article, but before we get to it, I have a few post-vacation links for you. This is important! We want you to be part of our next White Paper on Sales Force Effectiveness. Would you kindly take no more than 5 minutes to answer some questions about the sales force at your company?
SBI Growth
SEPTEMBER 7, 2014
'The right marketing strategy provides: Twice the job tenure. Double the personal brand presence. Performance that beat EPS (Earning Per Share) estimates 88% of the time. Are you performing at this level?
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Bernadette McClelland
SEPTEMBER 8, 2014
'I have lied… “I have no intention of telling you the truth. Instead I’m going to tell you a story. This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. Make no mistakes. This is not about tactics or spin or little things that MIGHT matter.
The Sales Hunter
SEPTEMBER 12, 2014
'“Businesses fail not due to a lack of financial resources, but due to a lack of intellectual resources.” When a business fails, the first person that tends to get blamed is the banker. I’ve heard this far too often and I have to ask myself, “If the business was a good business with potential, […].
Pointclear
SEPTEMBER 9, 2014
'Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market. We can agree that without marketing (the ability to create demand and sell) no company succeeds, and yet so many companies fail to succeed as marketers. They may create a terrific product and learn how to manufacture it efficiently, and yet they approach marketing as an afterthought.
SBI Growth
SEPTEMBER 9, 2014
'Children believe in myths. Adults know better. When it comes to Sales Operations, it’s better to believe in fact over fiction. In SBI’s Annual Research Report we gathered facts about the best sales teams. We asked: “What are the top 10% of sales teams doing differently that is contributing to their outstanding performance?” One answer: strategy.
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.
Sales and Marketing Management
SEPTEMBER 10, 2014
'When it comes to marketing initiatives, getting the biggest “bang for the buck” is essential. Accordingly, defining and analyzing the success of everything from tradeshow participation to social media campaigns are critical. At the same time some marketers wonder at what point did return on investment (ROI) become the holy grail of measuring success?
MTD Sales Training
SEPTEMBER 11, 2014
'When we do buyers’ surveys, it is interesting to note how many people tell us that they are overwhelmed at work. The amount of work they have to do has increased exponentially and you’ve seen and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
SEPTEMBER 11, 2014
' A few years back, there were a lot of salespeople who realized they weren’t salespeople. There were a lot of companies that realized they didn’t have a sales team. In both cases, what they realized is they were merely order takers, and the success they had was merely due to answering the phone and […].
SBI Growth
SEPTEMBER 6, 2014
'Substitute “sales leader” for “entrepreneur” in the quote shown. You’ve just described many sales leaders, especially in smaller companies. They’re stuck in the status quo: on the razor’s edge of making or missing the number. Same as last year. And probably next year. Feeling the fear that comes with indecisiveness.
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Score More Sales
SEPTEMBER 8, 2014
'A multi-faceted prospecting strategy allows you to meet your buyer where they are. Not everyone likes using the phone – especially many in IT. Others don’t respond to email but they will pick up a phone occasionally or will listen to your voice mail message. I talked to some sellers last week who told me that they only use the phone to prospect with.
MTD Sales Training
SEPTEMBER 10, 2014
'In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced with more professional, more knowledgeable and more powerful buyers. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
SEPTEMBER 8, 2014
'What is the one new question that you can ask your customers today? If you are serious about standing apart from your competitors and making a difference for your customers, it’s going to show up in the questions you ask. Be committed to coming up with one new question you can ask your customers […].
Sales and Marketing Management
SEPTEMBER 11, 2014
'A bad hire is not only bad for business, it can also be very costly. International talent management experts estimate the average cost of a poor hiring decision to be equal to 30 percent or more of that hire’s first year’s probable earnings – that could result in costs upward of $50,000 for replacing a senior executive. Factor in productivity loss and lost opportunities, morale implications, turnover and recruiting costs and the price tag starts to skyrocket.
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?
Anthony Cole Training
SEPTEMBER 8, 2014
'I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. I enjoy reading HBR publications even though some of the research findings they provide are way over my head. The various contributors always get me thinking and re-thinking about what I think I know about sales and sales management.
Increase Sales
SEPTEMBER 8, 2014
'Mention the M word (marketing) to salespeople and immediately see negative body language to verbal denial to even actual fear. Last week when I questioned a vendor about his product being more about marketing than actually selling, he said “No, it provides the opportunity to gather sales leads.” Duh, gathering sales leads is marketing! Unfortunately, way too many salespeople confuse marketing with selling even though they are probably engaged in marketing more than they realize.
The Sales Hunter
SEPTEMBER 9, 2014
'You know the price you need to get, but you’re afraid the prospective buyer is going to reject it as being too high. You’re concerned about how to present the price, and the more you think about it, the more nervous you become. Here are the specific steps you can take to present your […].
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