Sat.Feb 07, 2015 - Fri.Feb 13, 2015

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The Sales Manager’s Success Checklist

Steven Rosen

'By Steven A. Rosen. January sales are in, how are you doing? Are you on track for a successful year? This is a difficult question to answer. How can you assess if you are on track? It is far to early to look your at sales. Go through the checklist below and see how many items you have completed to ensure that you are on track. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success.

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Eliminating Sales Team Time Wasters

Sales and Marketing Management

'Issue Date: 2015-02-09. Author: Brian Cleary. Teaser: Mobile technology enhances the sales conversation at precisely the right moment and helps tackle two of the biggest problems for sales professionals – wasted time and lack of organization at work. Mobile technology enhances the sales conversation at precisely the right moment and helps tackle two of the biggest problems for sales professionals – wasted time and lack of organization at work.

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10 Ways to Edge Out Your Competitors in 2015

No More Cold Calling

'LiveHive and Top Sales World share insights and best practices from 10 sales thought leaders. We now operate in parallel universes—the one in which we live and breathe every day, and the virtual world online. There’s so much information to aggregate, assimilate, and contextualize in order to be relevant to our prospects and clients. Between mobile, social, and big data, the sheer volume of information we handle on a daily basis is more than human beings had to manage even a few years ago.

Hiring 237
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A Real Sales Hack

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. . While there may be debate as to whether he said it or not, P.T. Barnum , is often credited with the statement: “There’s a sucker born every minute” And who said it really does not change the fact that it is true, and true across all spectrums of the population, including people who call themselves salespeople.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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3 Ways To Ensure Price Isn’t The Main Criteria For Decision Making

MTD Sales Training

'Many salespeople believe that their customer base revolves around the concept of price. That is, price is the be-all and end-all of their decision-making process. Certainly, if they listen to what. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

More Trending

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What to Do if Customer Demands You Match a Competitor’s Price

The Sales Hunter

'How do you respond to the customer who says they will buy from you only if you first match the price offered by a competitor? First thing you need to do is not panic. This is a customer tactic used by many sharp buyers on unsuspecting salespeople to gain a quick discount. Many […].

Discount 195
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So What If You’re Wrong – Sales eXecution 284

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . The other day I was on a call with a rep, she was well prepared, she met with her manager and I in advance, and started the call as planned. A few minutes in she asked a question laced with assumptions, and as luck would have it, all wrong assumption. It wasn’t a major point, but you could feel her discomfort.

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If You Don’t Invest In Yourself, Then Why Should Your Customers?

MTD Sales Training

'I was talking to a client of ours last week and he mentioned something that made me stop, think and agree with him. He said that he is getting tired of salespeople trying to sell to him without doing. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 204
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12 Sales Time Hacks so You Can Sell More

Score More Sales

'Want to know some of the top time hacks that sales reps can use to get more done? I recently did a webinar on being more productive in sales with Velocify. The recording , geared toward sales leaders but helpful for anyone in selling will give you even more ideas than what I’m listing here. Below are 12 of the top time hacks you can put in place to grow sales.

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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VIDEO SALES TIP: Do This To Master Time

The Sales Hunter

'How are you doing with time? Are you time challenged? I want you to start segmenting parts of your calendar in short chunks. Allocate these chunks to specific tasks. I like 15-minute chunks, but you can do 30-minute or 45-minute chunks or whatever works for you. Check out this video to see how efficient […].

Video 195
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Why Social Media Doesn't Work [PowerViews LIVE Highlights]

Pointclear

'On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Right off the bat you may be thinking, “Social media doesn’t work? It’s everywhere!” This is true. Marketing organizations today are using social media for business purposes—more now than ever before.

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ABC? No, Never Be Closing!

MTD Sales Training

'I’m an avid reader of good quality books on many subjects, and one that my team put my way last week has intrigued and interested me. “Never Be Closing” by Tim Dunne and Tim Hurson is an inventive. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Closing 201
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After the Sales Training

Understanding the Sales Force

'If you were listening to Top 40 Radio back in the 70''s, then you may remember the hit song, After the Lovin '', by the artist that all the girls and women loved, Englebert Humperdinc k. For those of you who were not yet born in 1976, Englebert had a string of hits - all love songs. After the Lovin'' was his biggest hit and while it may not be a perfect analogy for my article, it makes for a great Blog title.

Training 165
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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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Introvert Apocalypse… Sales and Leadership is Here!

The Sales Hunter

' A unique question I get asked quite often (so maybe it’s not so unique) is whether an introvert can make a good leader. The person who always asks me this question is an introvert. I sense they’re asking me the question because they want to get some sort of an affirmation that […].

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Why Sales Team Isn't Performing As Expected (Pt.7) - Sales Management

Anthony Cole Training

'To all those sales executives I work with, here is a topic near and dear to my heart - Managing/Leading/Motivating sales people to success by setting standards and expectations. Normally, this isn’t such a challenge for sales people to understand. If they sell more, they make more money, leverage the comp program or qualify for the "President''s reward" trip.

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A Common and Ignored Barrier to Effective Sales Training

Increase Sales

'“We need some sales training” is heard quite often by small business owners to regional sales managers to even independent sales representatives. And in most instances, what is really wanted is effective sales training, not just any training solution. Yet for this sometimes rather expensive solution to have a positive return on investment does require addressing this often common and ignored barrier of job descriptions.

Training 132
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A Forward-Thinking Customer Conversation Can Focus on the Past

Sales and Marketing Management

'Issue Date: 2015-02-13. Author: Charles Brennan Jr. Teaser: Conversations with prospects are intended for future sales, but there is value in getting them to focus on the past. Conversations with prospects are intended for future sales, but there is value in getting them to focus on the past.

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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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Brian Williams and the Lesson for Salespeople

The Sales Hunter

'If Brian Williams were in a sales role selling to you, would you buy from him? Would you be less likely to buy from him today than you might have been a few weeks ago? The likely answer is “yes.” We would be less likely to buy from him, yet ask yourself this question: […].

Sales 181
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Sales Teams Performing Below Expectations (#6) - The Challenger ?

Anthony Cole Training

'My purpose for brining the Challenger Sale into this series is to tie the concept of Challenger Sales People to the overall discussion. I read about the book a couple of years ago in a Harvard Businss Review article. I found it interesting then, and find the book interesting now. I know that doesn''t sound like a resounding endorsement but I''m all the way through the book and my purpose here isn''t to argue for or against the premise, findings and suggestions of the book.

Hiring 160
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Even The Best Sales Stagger When This Happens

Increase Sales

'Have you ever observed small businesses buying other small businesses because they see them as “best sales” opportunities? Then in many instances within 6 months to 18 months, the acquiring small business announces the sale of the recently acquired business. What happened to all those “best sales?” Sales does not operate in a vacuum.

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Sales Compensation and Stupid Human Tricks

Understanding the Sales Force

'Copyright: 123RF Stock Photo.

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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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Sales Motivation Video: You Become Who You Hang With

The Sales Hunter

'Who you associate with matters! With that in mind, who are the five people you hang with the most?! There’s just no doubt about it — we become who we hang with. Your success, your motivation, your perspective — all of it is greatly influenced by the time you spend with other people. For that […].

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Reasons Sales Teams Perform Below Expectations #6 - The Challenger?

Anthony Cole Training

'My purpose for bringing The Challenger Sale into this series is to tie the concept of "Challenger" Sales People to this overall discussion of reasons why sales people do not perform as expected. I read about The Challenger Sale book a couple of years ago in a Harvard Businss Review article and had forgotten about it until I "rediscovered" it recently.

Hiring 120
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Dreams Are the Fodder for Your Future Goals

Increase Sales

'Dreams, we all have them from the fancy cars, high paying jobs, homes with children to doing the impossible. Louie Armstrong said “Goals are dreams with endings.” Yes, dreams are our future goals, where we see ourselves down the road. What is interesting is many adults have lost the ability to dream. They have become so focused on the day to day grind, they forget those childhood dreams.

Journal 126
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10 Reasons Why Prospects Don’t Make the Best Choices

SBI

'You’ve heard the term “Decision Paralysis.” Heck you’ve probably encountered any number of prospects who suffer from the malady. Decision paralysis leads to long sales cycles and is the bane of most salespeople. But there is another phenomenon that affects the sales process in equal measure. It’s when buyers out-right make the wrong decision.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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5 Ways to Present Your Price and Get It!

The Sales Hunter

' Giving your price to a customer can be incredibly stressful. It doesn’t have to, if you have a plan and are confident. At the core of the process is being confident that what you are providing your customer is going to help them achieve an outcome they didn’t realize was possible. 1. Present as […].

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The Prospect Said Yes, Why It Doesn’t Mean Sh*t

A Sales Guy

'I’m sitting in a pipeline meeting and I ask the rep if the deal is going to close. He says, “Yes!” Great I say, how do you know? The rep responds with; “The prospect told me. She said they’re gonna go with us.” Do you know how many times I’ve hear a rep say the prospect said they are in and the deal never closes?

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Marketing Goes Way Beyond Paid Advertising

Increase Sales

'Back in the Mad Men days, marketing was just paid advertising. Pay big bucks for some high price advertising firm to get you recognized and you will achieve success. Today the landscape has dramatically changed and for the better if you are a small business. You no longer have to pay big bucks for paid advertising to attract attention. Please note this does not mean you will not spend some dollars or even more time as time is money.