SBI Growth
MARCH 4, 2013
Plagued by Sales Rep turnover? Is it high compared to your competitors? If this is a trend, do you know why? This post is to help discover the root cause of Sales Rep turnover. It is for HR Business Partners working with Sales Leaders. Included is a tool that helps pinpoint your root cause of turnover. $25 Million a year! Is this a problem to resolve?
Steven Rosen
MARCH 8, 2013
There are so many sales books written, which make it difficult to separate the engaging books from the dry academic ones. “ Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson” is an engaging book loaded with real-life selling stories. It. is written for all salespeople but specifically targets the one-call-close simple-sale salesperson.
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The Pipeline
MARCH 8, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. When working with sales teams there are some specific things I look for to understand the makeup of the team and its members. These are things that indicate how open they are to learning, to change and to commit to the effort it takes to change THEIR reality. There generally different indicators based on their industry, tangible vs. none tangible, and the nature of the sale.
MTD Sales Training
MARCH 7, 2013
The way that sales professionals sell has gone through massive changes over the last few decades and the sales process has gone from a one way “push the benefits” monologue on the behalf. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
SBI Growth
MARCH 5, 2013
This post is written to help educate CEOs on why the number got missed. Perhaps the quarter is not shaping up well. The number is a tiny spot on the horizon. The board is going to be on your rear end if this doesn’t get fixed quickly. Your background is in operations, not sales and marketing. You need help understanding the issues in order to fix them.
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The Pipeline
MARCH 4, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. Probably the most important role in a sales organizations ability to ensure successful and consistent execution of their sales process is the front line sales manager. They are the ones that distill the central message down to the local team. They are the ones who ensure that the discipline and the measures that are required to succeed are implemented, adhered to and improved, both in day to day interactions with their team members, and in their de
The Sales Heretic
MARCH 4, 2013
Recently, a friend of mine in Colorado posted a complaint on Facebook about a major retailer that was doing an online promotion. The promotion ended at midnight, but when she went to the web site to take advantage of it, shortly after 10 pm Mountain Time, she discovered that the retailer meant midnight Eastern Time. [.].
SBI Growth
MARCH 7, 2013
In this post we will explore the power of storytelling in competitive deals. Storytelling is an undervalued skill. It is the reason you lose competitive deals you think you should have won. There have been many sales methodologies focused on uncovering needs. They will tell you to match your solution to those customer needs. This is only part of a successful strategy.
MTD Sales Training
MARCH 5, 2013
“We’ll give it some considerable thought…” “We’ll get back to you as soon as possible…” “I’ll definitely think about it…” How. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
The Pipeline
MARCH 6, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. The pressure of time, or more specifically, a lack of time, for sales professionals continues to build for sales professionals. Sales people often ask me for ways to achieve something by skipping steps or finding short cuts for critical steps of the cycle. Especial when there are specific things that have to be executed in one stage of the cycle/process before you can move to the next; some may not seem important at the time, but are fundamental t
Jeffrey Gitomer
MARCH 8, 2013
Tweet What are you doing to keep your salespeople? Here’s a list of 23.5 elements to build and grow a stellar sales team: 1. Structure a fair compensation package that is commission based The more they sell, the more they earn. People get into sales because it’s got the potential for great financial rewards. Create an attractive package. 2.
SBI Growth
MARCH 2, 2013
First of all, what is a win theme? A win theme is your value proposition compacted into a manageable sound bite. It is an efficient and memorable way to convey your offerings. The value in win themes is that they can become a powerful mantra. Effective mantras can span sales opportunities and resonate with the customers’ buying criteria. Connecting with customer priorities is what will make win themes the most successful.
MTD Sales Training
MARCH 8, 2013
Ok, let’s be honest…if I asked you how many of your clients walk away from an interaction with you or your team and feel absolutely astonished by the level of customer service they have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
Sales and Marketing Management
MARCH 2, 2013
Issue Date: 2013-0303. Teaser: Prospects have experienced your brand long before they contact your sales team, which means they control the conversation. The “push” mode of building brand no longer works. rebuilding a B2B brand must include addressing the look, feel, message and functionality of the brand’s Web presence. Prospects have experienced your brand long before they contact your sales team, which means they control the conversation.
No More Cold Calling
MARCH 7, 2013
Should you offer incentives to Referral Sources? The short answer is NO. When you provide a referral, your reputation is on the line. You refer someone you know and trust to take care of your client or colleague just as you would. Referrals are far more powerful when they’re given out of an authentic desire to connect people who can benefit from knowing each other—rather than to get a kickback.
SBI Growth
MARCH 8, 2013
No! The pendulum has shifted many times. At certain points in time the answer to this question was “yes of course”. At other times, all lead generation was the responsibility of sales, after all, they have to make the number. Those days are over. As the CMO, the expectation is that your team provides a minimum of 25% of the revenue. This includes leads closed and in-year revenue recognized.
MTD Sales Training
MARCH 4, 2013
Many times, your prospect will state that the budget they are working to is fixed, cannot be moved and must not be exceeded. They have a firm figure in mind and you would be asked politely to leave. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Score More Sales
MARCH 5, 2013
Recently I had the pleasure to interview Kyle Porter, co-founder and CEO of SalesLoft , a sales intelligence software company. Kyle and I first met when he came to Boston for B2B Camp Boston last year. Kyle is a co-founder of B2B Camp- an “unconference” for B2B sales leaders, CEOs, and sales professionals. Kyle is very enthusiastic and seems to really enjoy talking about selling.
Jeffrey Gitomer
MARCH 2, 2013
Tweet Many people will tell you to get a positive attitude, or that a positive attitude is essential for success. But very few tell you HOW to achieve one, so I will. Here’s how: I just gave you the first clue: Surround yourself with “happy.” Create a happy living space. The second: Expose yourself to happy media like sitcoms and cartoons.
SBI Growth
MARCH 6, 2013
The best idea, unadopted, is worthless. The strongest business case, poorly presented, has no chance. As the top sales leader, you are probably pretty good at presenting information. For most of us, it’s an absolute condition of employment. If this is true, then why are so many C-Level presentations so bad? An acquaintance recently asked me to review a presentation he’d created for his CRO.
Understanding the Sales Force
MARCH 4, 2013
Understanding the Sales Force by Dave Kurlan This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. Steve Martin lists 7 characteristics that he says differentiate great sales forces from good ones. His seven are: Strong Centralized Command and Control with Local Authority. Darwinian Sales Culture.
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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.
The Sales Hunter
MARCH 7, 2013
Remember that saying, “You only get one chance at a first impression” ? That is the truest statement when it comes to email marketing! In a nanosecond, your prospect is going to decide whether or not they are going to open your email. You may have spent 15 minutes or several hours composing the “perfect” email, and quicker than you can blink, they have deleted it.
Jeffrey Gitomer
MARCH 4, 2013
Tweet Sales is sales. It’s not who you’re calling on, or what you’re selling. It’s how you present yourself. If you sell used cars, computers, perfume at a department store, or million dollar yachts — there’s very little difference in anything other than your earnings. Whatever the level of your sale, it’s likely that you’re at your sales comfort level.
SBI Growth
MARCH 3, 2013
Companies rise or fall on the success or failure of a new product launch. So do careers. As the marketing leader, you play a pivotal role in bringing the new offering to market. From product development to field marketing, you are a lynch pin in the new release supply chain. To be successful, there are two essential questions a marketing leader must answer: How am I going to educate my customers and prospects on the new product?
Anthony Cole Training
MARCH 5, 2013
Predicting sales success is something that many companies attempt to do, but they still struggle with forecasting accuracy. Over the last 10+ years, tools like SalesForce.com, ACT, SalesLogic and Base have been developed that provide capabilities for sales management and finance to gather data, gain insight, manage sales opportunities and predicit future sales success.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
The Sales Hunter
MARCH 5, 2013
What would it mean to you or your company, in real dollars, if the prospecting emails you’ve sent turned into customers? It’s hard to have your email stand out when there are 89 BILLION business emails sent every day! Now think of your ideal customer. You are sending them emails and so are your competitors, along with their colleagues, bosses, customers, friends, family members, blog sites, and favorite stores.
Sales and Marketing Management
MARCH 7, 2013
Issue Date: 2013-01-01. Teaser: We’ve all heard the adage that stories sell, but did you know that claim has been scientifically proven? Jerome Bruner, a cognitive psychologist, said that a fact wrapped in a story is 22 times more memorable. To prove the point, Michael Harris, Chief Executive Officer of Insight Demand (InsightDemand.com), a sales training company that helps salespeople tell better stories, presents this scenario to help you recognize how stories move people to action more
Jeffrey Gitomer
MARCH 7, 2013
Tweet. Subscribe to my YouTube channel TODAY to get more of your sales questions answered! The post Jeffrey Answers a Question on Value Propositions | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog.
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