No More Cold Calling
JULY 7, 2016
A LinkedIn connection is not a sales lead. It happened again. I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately received a cold calling message from someone looking only for lead generation: I’d love to talk and hear about you, what’s happening in your business and how you think I can contribute to your success.
SBI Growth
JULY 3, 2016
Developing an ‘A’ player profile is a direct result of aligning your talent strategy with your corporate, product, marketing and sales strategies. Simply put, you cannot construct an ‘A’ player profile without strategic alignment. Building an ‘A’ player profile is the.
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MTD Sales Training
JULY 7, 2016
Have you ever had that time when a prospect has been really horrible to you? I mean aggressively horrible, even resorting to swearing or downright nasty comments? It does happen, and unfortunately. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Bernadette McClelland
JULY 7, 2016
The Boss walks through the door, he steps onto the platform, he opens his mouth and words of wisdom, inspiration and life lessons spew forth, weaving us into the world of musical euphoria. Cyndi Lauper sings about it, The LGBT crowd wave their flags around it. And Bruce Springsteen will not sing because of it… What is the theme? Their TRUE COLOURS!
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The Pipeline
JULY 4, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Much of the discussion around social selling vs. traditional selling, or even old school selling like cold calling, has distracted many from the central issue, successful selling. When was the last time someone congratulated you on landing a big account and asked you “BTW, Ann, did you use social or other selling to win this deal?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
JULY 5, 2016
Let’s face it. You can’t prospect if you don’t start, and starting is the problem too many salespeople have. The number of excuses salespeople can come up with range from logical to just plain avoidance. Here are 10 things you can do right now to help you stop procrastinating on doing the prospecting you know […].
Bernadette McClelland
JULY 5, 2016
Sales is not just about selling an idea, a product or a service. It is SO MUCH more than that. The biggest factor that prevents salespeople achieving their targets or overachieving them is, {drumroll, because you probably already know the answer}… themselves. Not a lack of closing skills, not having difficulty overcoming objections, not getting the right words and the right script, but themselves.
Sales and Marketing Management
JULY 7, 2016
Issue Date: 2016-07-08. Author: Stephen Davis. Teaser: In many ways, technology has turned even inside sales reps into independent businesspeople. There is less day-to-day interaction between managers and reps in the field. Unified communications (UC) systems can help shine a light on the daily performance of your mobile workforce. In many ways, technology has turned even inside sales reps into independent businesspeople.
SBI Growth
JULY 7, 2016
You have a strategy in place, but is it getting executed? In order to hit your revenue growth goal you must make sure you are connecting your strategy with execution. We recently spoke with Kermit Randa, the CEO of PeopleAdmin.
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Steven Rosen
JULY 5, 2016
My friend Barbara Weaver Smith, founder and CEO of The Whale Hunters, has a new book and I want to encourage you to get it. It’s called Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers , and it’s for fast company entrepreneurs, sales VPs and sales managers, large account sales team leaders from inside sales and field sales—whether you’re already managing global accounts or you haven’t yet gone global with your biggest accounts.
Score More Sales
JULY 6, 2016
Top sports teams know a secret that we can all use in business and especially sales. You don’t always win. Sometimes you lose. If you don’t dwell on the loss you can win again tomorrow. I was thinking about this again recently when I heard that the Red Sox had lost 21-2 to the Angels at Fenway Park.
Mr. Inside Sales
JULY 7, 2016
Last week, in Top Characteristic Number Two, I introduced the concept of scripting out the very best responses to the selling situations and objections you get into 80 to 90% of the time. I urged you to practice, drill and rehearse these responses until they become automatic. The point here is that you are practicing the right responses. You see, the thing about practice is that it doesn’t make perfect, as everyone has heard.
SBI Growth
JULY 4, 2016
People buy from people. Ultimately, there is no substitute for face time. This means organizations need a world class field marketing program. SBI recently interviewed Kim Salem-Jackson, the senior vice president of worldwide field marketing at Informatica about this topic.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
The Sales Hunter
JULY 3, 2016
I don’t want you thinking just about 2016! I want you thinking about your 18-month goals too! When you look out 18 months, it changes the way you use your time (your greatest asset!) Ultimately, it also changes the questions you ask and the customer relationships you build. Check out the video to see what […].
The Pipeline
JULY 7, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Monday I wrote about the power of the Why > How one-two punch. Rather than doing the conventional probing around the decision process, who is involved, what are the steps, are there steps defined or is it ad-hock, etc. Ask anyone if they are the ones to make the decision, and they’ll likely say yes, ask about Why and How the current vendor was selected, and you may find a different scenario, with additional and at times more important play
Steven Rosen
JULY 5, 2016
My friend Barbara Weaver Smith, founder and CEO of The Whale Hunters, has a new book and I want to encourage you to get it. It’s called Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers , and it’s for fast company entrepreneurs, sales VPs and sales managers, large account sales team leaders from inside sales and field sales—whether you’re already managing global accounts or you haven’t yet gone global with your biggest accounts.
SBI Growth
JULY 2, 2016
Your corporate strategy carries a lot of weight. It sets the direction for the entire organization, especially the sales and marketing teams. My colleague, John Staples, Partner at SBI, and I recently spoke with Jim Schleckser about developing corporate strategies.
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.
The Sales Hunter
JULY 8, 2016
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 or complete the below information: I […].
DiscoverOrg Sales
JULY 6, 2016
Looking for a No-BS podcast that will elevate your sales results? Brian Burns, host of the weekly podcast, “ The Brutal Truth ,” interviews leaders in the sales space and offers key insights into succeeding. Originally aired 6/24/16, his interview with DiscoverOrg CEO, Henry Schuck, focused on the importance of access to the right information, which is particularly crucial in enterprise sales because the accuracy of that information directly correlates to improving sales commissions
Sales and Marketing Management
JULY 2, 2016
Issue Date: 2016-07-01. Author: Scott Brinker. Teaser: There’s a persistent “myth” in software development: great developers are 10X more productive than average developers. I call it a “myth” in quotation marks because there’s disagreement around that statement in the software community. For one thing, it’s hard to precisely measure the difference.
SBI Growth
JULY 8, 2016
Keith Cox is vice president, Americas, at UPS Capital, a UPS company focused on providing finance and insurance to businesses with physical supply chains. In a recent conversation with SBI, Cox discussed how his sales team consistently makes its number. Cox.
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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.
Increase Sales
JULY 2, 2016
The world is changing at rapid speed. What this means for those who want sustainable sales success is embracing their own professional development. No longer can professional salespeople rely on corporate sales training. No they must forge their own professional development if they want to stay relevant and ahead of the flow. Credit: www.picjumbo.com.
A Sales Guy
JULY 6, 2016
Ask yourself how many times in a day, a week or month you say, “I didn’t have time.” We all do it. It’s a common default phrase we are all guilty of. The truth is, however, our inability to get things done or commit to things has nothing to do with time. In Spazz Out 4, I break down why time is NOT your problem. What are you prioritizing?
Markempa - Inside Sales
JULY 2, 2016
Learn how to apply the three keys for effective teleprospecting that drove an 839% in marketing qualified leads along with resources and tips you can use to get better results.
SBI Growth
JULY 3, 2016
Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads.
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Increase Sales
JULY 7, 2016
An interesting side discussion happened within this posting, 7 Top Tips to Hire and Keep Rock Star Salespeople. This one thread focused on the desire to increase sales compared to the lack of compensation to top sales performers and the 100% commission out of the hiring gate. Another comment mentioned the unwillingness for sales management to pay for salespeople.
A Sales Guy
JULY 8, 2016
In Take 25 of #heykeenan I take on gender in sales and why great salespeople don’t become great sales leaders. I have a passion for woman’s issues in the workplace, so I loved it when I got this question. Women in sales is a real issue, and so is promoting the right people into the right roles. This Take was a fun one. I also share a little-known fact about the Brexit, enjoy!!
SalesLoft
JULY 6, 2016
The modern customer is constantly evolving, often at an alarming pace. That means that in order to be successful, sales professionals need to be agile and adaptable to these constant changes. A key element of a sales professional’s ability to adapt is their coachability. Do they take feedback well? Do they apply corrections and instructions positively and diligently?
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