Sat.Dec 12, 2015 - Fri.Dec 18, 2015

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Why We Still Need Salespeople

Sales and Marketing Management

Issue Date: 2015-12-14. Author: Sean Gordon, CEO of Intelliverse. Teaser: Technology may be able to assist with lead generation, but it can’t replace human interaction or build relationships. Buyers still need to trust that salespeople have their back – no matter what. Technology may be able to assist with lead generation, but it can’t replace human interaction or build relationships.

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Are Sales People Masochists?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are always looking for “the pain” or “pain point”. One reason I am told they are looking for the pain is that they can then offer up the cure along with an invoice, and have a happy client. Given that a relatively small part of the market will admit to pain, I am not sure this is the most prudent approach to starting a lasting relationship, but it is what it is.

Quota 176
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How Do You Start Your Day?

Steven Rosen

#Firestarters – How I Begin My Day With Host Miles Austin. I was interviewed by technology expert Miles Austin using a new communication platform called Blab. Miles is an expert on tools and technology for sales people. As a means of introducing and helping other leaders become familiar with Blab, Miles created a series of interviews called #Firestarters.

Tools 164
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Here’s Your 2016 Sales Planner

MTD Sales Training

It’s coming up to that time of the year where we review what we’ve accomplished in 2015 and look ahead to 2016. To that end, I have created a special report that will help you and your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Report 185
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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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How to Train Millennials and Generation Z for Success

Sales and Marketing Management

Issue Date: 2015-12-18. Author: Brian Cleary, Chief Strategy Officer, bigtincan. Teaser: To stay competitive, sales organizations must reinvent their approach to sales team training by adjusting to meet the needs of the millennial and Z generations. While daunting, there are a couple of things that can help point organizations down the right path. To stay competitive, sales organizations must reinvent their approach to sales team training by adjusting to meet the needs of the millennial and Z ge

Training 159

More Trending

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10 Ways to Close Faster for More Sales in 2016

The Sales Hunter

There is a way you can get 2016 off to a great start and then build on the momentum going forward. Here are 10 ways to close faster for more sales in 2016: 1. Quit spending time with prospects who don’t fit your customer profile. If you want to be seen as a high-value […].

Closing 140
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The Top 10 Sales Blog Posts Of 2015 – As Voted For By You!

MTD Sales Training

It’s that time of year where we look back and see what we’ve achieved this year and, at the same time, look forward to next year. We’ve brought you bi-weekly tips all year long and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 157
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How Do You Start Your Day?

Steven Rosen

#Firestarters – How I Begin My Day With Host Miles Austin. I was interviewed by technology expert Miles Austin using a new communication platform called Blab. Miles is an expert on tools and technology for sales people. As a means of introducing and helping other leaders become familiar with Blab, Miles created a series of interviews called #Firestarters.

Tools 120
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Will Someone Please Stop Teaching Real Estate Agents Bad Marketing?

Increase Sales

We are currently in the process of selling our home here in Northwest Indiana. This experience has demonstrated to me three facts about many, not all , real estate agents: They do not understand the sales process and therefore, They consistently engage in really bad marketing and this results in, They violate the #1 Sales Buying Rule. The Sales Process.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Sales Motivation Video: Help Others Achieve the Impossible!

The Sales Hunter

One of the great privileges in sales is that you get to help people achieve things they didn’t think were possible. The next time you are on a sales call or in a sales negotiation or listening to a customer for the first time, remember that you are offering more than solutions. You truly […].

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#Firestarters – How I Begin My Day featuring Dan Waldschmidt

Fill the Funnel

Listen To The Audio Version. Follow Me On Blab. Powered by the Simple Live Press. I knew this morning was going to be a different interview from the others in the series because of our guest Dan Waldschmidt. I have known Dan for many years and appreciate the energy, commitment and enthusiasm that he brings to everything he does. When his book Edgy Conversations: How Ordinary People Can Achieve Outrageous Success was released, Dan sent me a pair of boxing gloves to go along with the book.

Funnel 68
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The ONE Question to Get More Sales

A Sales Guy

The One Question To Get More Sales. I get it, you get it, we all get it. In sales, we’re supposed to ask questions. Isn’t that what we’ve always been told for years? Nothing new right? But what if there was something “NEW.” What if the “NEW” was the type of questions we’re supposed to ask. What if the questions we’ve normally asked were the wrong questions?

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Why Must The First Outreach Be a Sales Pitch?

Increase Sales

I am so very tired of the daily avalanche of emails or even phone calls where the other person is making a sales pitch right out of the gate. Really, that works? Credit: www.gratisography.com. The 3 Sales Buying Rules. #1 Sales Buying Rule: People buy from people they know and trust. If I don’t know you, how can I trust you? Why would I then even consider buying from you?

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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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Executive Sales Leader Briefing: Who Are Your Peers?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. I value the peers I […].

Sales 121
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#Firestarters – How I Begin My Day featuring Steven A Rosen

Fill the Funnel

Listen To The Audio Version. Follow Me On Blab. Powered by the Simple Live Press. Today’s guest on #firestarters was Steven A. Rosen from Star Results. I think you will like the approach Steven uses to achieve his significant success and how he keeps track of the important actions in his life. One of @steve­narose­n #firestarters secrets is what he calls “the Focus Board”.

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When Scripts And Tools Aren’t Enough

Partners in Excellence

Sales enablement continues to push the boundaries in improving the capabilities of sales professionals. New tools, training, processes, capabilities all focus on helping sales people be more impactful, relevant, timely–as well as more efficient and effective. Analytics help us identify customers with a higher propensity to buy. Prescriptive approaches help guide us down a path that maximizes success (do this, don’t do that).

Tools 71
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Why Being Liked Doesn’t Necessarily Increase Sales

Increase Sales

Maybe you remember Sally Field accepting her Academy Award and making the statement “You like me.” She like others was confused about why people bought her performance. Her colleagues knew her and trusted her and that knowing and trusting translated into actual votes. Sally Field along with many other salespeople heard for years to increase sales (in her case votes) people must know, like and trust you.

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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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Speed Sells

The Sales Hunter

Speed sells. It’s simple. Let’s not complicate things. If the customer wants to buy, close the sale and close it NOW. Let me explain what I mean. While working with a VP of Sales, he shared with me how he and his firm had been in the market for some very sophisticated systems that […].

Closing 121
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Sales training – too important to be owned exclusively by training

Sales Training Connection

Sales reps need to know more and their knowledge must be at a higher level of proficiency today than ever before. To be among the emerging winners, sales reps must not only be able to sell a competitive advantage; they must be a competitive advantage. They must bring value to the customer by the way they “sell” as well as by what they sell. All this means that sales training has moved closer to center stage and the spotlight is a little bit brighter than in yesteryear.

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Are We Getting Better As Sales Professionals?

Partners in Excellence

Some of you know that one of my biggest vices is high performance vehicles. My garages, at various times, have been filled with cool motorcycles, old American muscle cars, and occasionally an exotic vehicle. Recently, I indulged in buying a new car. It has some awesome technologies, all oriented to making my driving experience better and easier. The car is fantastic, it almost parks itself (actually in Europe it would).

Tools 68
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Disruption in Selling Real Estate Is THE New Sales Reality

Increase Sales

Real estate listing sites such as Zillow.com, Trulia.com, Realtor.com and For Sales By Owner have disrupted selling real estate. Today’s buyers are now far more educated than ever before. Education is the second disruption. Finally, this education has led to the third disruption in selling real estate, perceived values that existed yesterday are not necessarily present today.

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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VIDEO SALES TIP: Calling CEOs at the Top of the Hour

The Sales Hunter

When you call a CEO at the top of the hour, you are more likely to reach them. Executives often are in between meetings at the top of the hour and are more likely to be at their desk. Just be sure that if you do reach them, you ask if it is a good […].

Video 121
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CRM 2016: Stop Thinking Technology; Start Thinking Strategy

Cincom Smart Selling

From its inception , CRM has focused primarily on sales, pipeline and forecasting orders. And with very few exceptions, it has remained essentially the same until the last few years, when a new evolution of CRM began incorporating new devices, analytics and mobility. Today’s reality is that your CRM system can, and should be, much more than a recordkeeping system.

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What If You Couldn’t Discount?

Partners in Excellence

I always worry starting a post with, “When I first started selling… ” I fear that I sound like one of those grizzled veterans living in the past. But when I first started selling, the company did something somewhat unique. The price was the price—period, exclamation point. The quantity purchased didn’t matter, the unit price was the same.

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Are You Forgetting the Third Rail in Sales Training?

Increase Sales

Implementing sales training even for the smallest B2B firms is expensive. There is the duo investment of time and money as well as buy in from the executive leadership team and the actual participants (salespeople). These are the first two rails in any sales training program or even executive coaching. Yet the third rail in any learning engagement is often ignored.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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5 Questions You Must Ask About Your Sales Process

The Sales Hunter

Ask a sales leader what a key reason for their success is, and they’re bound to say that one of the things is having a sales process every member of the team is focused on executing. As critical as a sales process can be in building sales for your team, it can quietly work against […].

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Why The Question Is More Important Than The Answer

Sales Result

There's a common analogy that "The journey is more important than the destination ", the concept being that embarking on a journey and the experiences along the way are more important than reaching a final resting place. Such experiences shape human beings and allow us to understand and interpret our world. This concept applies to critical thinking; surely you've heard the phrase "The question is more important than the answer.

Sales 62
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Are You Doing What It Takes To Be Successful in The 21st Century? #nottaught

A Sales Guy

The 21st century has ushered in some pretty big changes. Most of us are intellectually aware of the changes. We’re not oblivious to them. We whip around the terms information age, 21st century, the millennia, etc. like free candy from a Pez dispenser. But few of us have completely internalized these changes, and how the changes have affected us.

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