Sat.May 04, 2013 - Fri.May 10, 2013

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Top 10 Reasons Why Salespeople Let Price Drive the Sale

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Selling value. What comes so easily to the top 6% and some of the top 26% is so very difficult for others. Most of your salespeople have very little capability to build value in the first place. Talking about what your company does better or differently is not building value. Telling a prospect what your value proposition is, does not build value.

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It Is Personal

The Pipeline

'By Tibor Shanto – tibor.shanto@sellbetter.ca. One questionable piece of advice sellers are given is not to take “things personally” While I understand the sentiment behind it, encouraging sellers to not go down a dark hole, there is something wrong with telling professional sales people, in fact professionals of any type, not to take it personally.

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How To Make Our Goals Clear

MTD Sales Training

'We know that clarity brings results. It helps us focus on what we desire and so attracts the right results our way. But how do we establish that clarity? What can we do to ensure we have our goals. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 274
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B2B sales is not obsolete!

Sales and Marketing Management

'Issue Date: 2013-05-01. Author: By Jule Schwartz. Teaser: The idea of B2B sales being relegated to the role of order-taking as a result of inbound marketing may make marketers feel like heroes, but surveys - and real life on the frontlines - suggests it's not that simple. The idea of B2B sales being relegated to the role of order-taking as a result of inbound marketing may make marketers feel like heroes, but surveys - and real life on the frontlines - suggests it's not that simple.

B2B 233
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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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Inbound Marketing’s Top 4 Newest Insights

SBI Growth

'I recently had a cup of coffee with a good friend and marketing peer. Kathy is the CMO of an emerging software company. She has helped build the company with superb demand generation efforts. Kathy always has great insights to share. This time however Kathy was incredibly frustrated. She has been trying to reduce her cost per lead, but have not been able to get below $360 per qualified lead.

More Trending

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Remember These Four Basics of Successful Selling

MTD Sales Training

'As top salespeople, we are always searching for the Holy Grail, those elusive qualities that make a real difference in the way we sell and the results we achieve. Making sure we hit our targets, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 262
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Is the "Lack of Commitment to Sales Success" Finding Predictive?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan So you have your sales force evaluated and in addition to learning why you are getting the results you are getting, and what you can do to significantly improve those results, you are suprised by some of the individual findings on some of your salespeople. One of the findings that generates the most push-back is Lack of Commitment to sales success.

Hiring 238
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Love Your Losses (and No Decisions)

SBI Growth

'VPs of Sales are hungry for any information that gives them an edge. They demand competitive trends, perceived weaknesses, and explanations on why the big deal fell through. However, capturing competitive intelligence is difficult. Some companies capture loss information using a dropdown menu embedded within the CRM Opportunity. Others purchase enablement software in the hope that an algorithm will pinpoint the problem.

Report 243
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Four Beliefs That Are Crippling Your Sales

The Sales Heretic

'If your sales aren’t as strong as you’d like them to be, there’s a good chance your belief system is a big part of the problem. Specifically, there are four beliefs that are pounded into us—by well-meaning but misguided people—which hamstring our ability to sell effectively. Listen to my appearance on Breakthrough Business Strategies Radio with Michele [.].

System 236
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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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Why Matching and Mirroring Really Works

MTD Sales Training

'Have you heard of matching and mirroring? It’s the concept psychologists talk about when they refer to us building unconscious rapport with another person. They talk about matching their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 261
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Monday Sales Motivation: Ignore the Noise and be YOU

The Sales Hunter

'It’s way too easy to believe others when everyone seems to be saying the same thing. We get this from the media and from those we associate with. Case in point — Japan. Reading the news, you would think the country was in dire straits between the state of their economy, an aging population and natural disasters. I recently spent a couple days in Japan and didn’t see it.

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3 Tips for Ultimate LinkedIn Competitive Intelligence

SBI Growth

'In my last post , I discussed gaining competitive intelligence in an online world. One clear way to achieve this is via social media. Facebook and Twitter were covered previously, but LinkedIn was not. This is because LinkedIn is a social network specifically built for professionals. As a result, it is full of tools and avenues you can utilize. Competitive intelligence has never contained so much information.

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Sales insights from a gentleman thief

Sales and Marketing Management

'Issue Date: 2013-05-01. Teaser: A recent New Yorkerfeature on Apollo Robbins described the Las Vegas-based entertainer as a “theatrical pickpocket” who, in pursuit of his craft, has incorporated principles from aikido, sales and Latin ballroom dancing. The sales part left us curious, so we gave him a call. A recent New Yorkerfeature on Apollo Robbins described the Las Vegas-based entertainer as a “theatrical pickpocket” who, in pursuit of his craft, has incorporated prin

Sales 207
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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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5 Steps In Dealing With A Buyer With No Authority- Video Blog

MTD Sales Training

'I am sure you have come across this many of times, going through all the details with a potential buyer and finding out they need to get approval from someone else or a committee. We refer to these. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 258
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Help Your Customers Achieve What Seems Unreachable

The Sales Hunter

'When you help your customers achieve what seems unreachable, you are paving the way for both of you to succeed. I’m always fascinated when I talk to salespeople who are so intently focused on their product or service that they lose sight of what the product or service actually means to the customer. This goes way beyond “benefits” of what you sell.

Customer 224
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How Top Sales Reps Prevent Worthless Training Efforts

SBI Growth

'Every year, Sales Reps are forced into mandatory training. Their company wants them to learn a new process or skill. As expected, the Sales Reps complain and resist. The question Reps want answered: how does this training help me make more money? My advice to Sales Reps: stop complaining and do something about it. Assess the value of your training and do one of these three things: If the training is bad, then tell your manager exactly why.

Training 241
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Three Rules for Attracting and Retaining Top Sales Talent

Sales and Marketing Management

'Issue Date: 2013-05-05. Author: Candace Arnold. Teaser: Few things keep top salespeople engaged more effectivley than a fast, efficient and highly rewarding sales compensation program. So why are today's compensation programs so difficult to understand and even harder to manage? All incentive compensation management systems should adhere to three simple rules.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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Inside Sales Power Tip 112 – Challenge Yourself

Score More Sales

'Going through the motions in a sales position is bad for you as a sales rep and it is not good for your company, either. One of the best things a company can do to get this message across is to have the company president or CEO stand in front of new sales reps (on-boarding training, perhaps?) and make this clear. When I ran CCBN University (the corporate learning arm of a rapidly growing tech company, which was sold to Thomson Retuers), I always looked forward to our president, Rob Adler kickin

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Why Cost Per Lead is Irrelevant

No More Cold Calling

'Guest blogger, Matt Heinz, shares three sales metrics that will keep your pipeline full of qualified leads. Generating qualified leads is the job of sales. When a qualified lead becomes a qualified opportunity, we’re really ahead of the sales game. And when our sales and marketing teams work together effectively, that’s an unbeatable combination.

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How to Plan Your Sales Year

SBI Growth

'“ When do I get it? ” I am being asked this question a lot. I work with CEOs, and their sales and marketing leaders. They are an impatient group. “It” refers to the deliverables associated with the sales effectiveness project. Things like head count plans, compensation and quotas, methodologies, etc. I typically get asked this when a customer buys our Sales Productivity Benchmark.

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Should Marketing Be Held to the Same Quota Standards as Sales?

Pointclear

'Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development. You can connect with Andy on LinkedIn or via email.

Quota 201
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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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LinkedIn Celebrates 10 Years with Big Enhancements

Score More Sales

'Click here to view the embedded video. They say time flies when you are having fun – especially in sales. LinkedIn sent out a great email to its members which included the video you see here. We included it because I’m crazy about LinkedIn as a sales tool, and because LinkedIn and I go way back – nine years, in fact. As member 29,426 in a peer group of 225 million +, you could say I saw great potential in LinkedIn way back when.

LinkedIn 206
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Sales Leadership Friday: Two Deadly Words in Sales… “If” and “Then”

The Sales Hunter

'I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” Here is how this plays out: If we could come out with a cheaper model, then I know I could sell more. Here’s another one: If we had a decent CRM system, then I know I could track leads better.

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Yoga for Athletes, Part 2

Anthony Cole Training

'A guest blog by Bob Wehrmeyer © 2013 Wehr Publishing. All Rights Reserved. Let me admit right up front that I am a yoga coward. I like yoga. I do yoga. I believe in yoga, but I am a yoga coward. I am a yoga coward because I can’t always admit that I practice yoga, especially to other athletes. It''s hard to tell the guy in the weight room or shooting baskets you can’t stay because you’re running to save a spot in yoga class.

Exercises 168
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PowerViews with Tony Zambito: Buyer Predictability

Pointclear

'My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. His "Buyer Foresight" approach helps organizations gain predictability by understanding the behavior of their buyers in a changing market.

Buyer 189
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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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Top Sales Academy Offers Online Sales Education

Score More Sales

'Do you know there is an online program where you can gain sales skills from some of the top sales experts in the world? What if I told you the program was underwritten by sponsors so that there is no cost to you to participate? This is an organization I have been a part of for several years and can attest to its professionalism and educational content.

Education 194
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4 Best Strategies if You Have to Discount Your Price to Create Cash Flow

The Sales Hunter

'A lot of salespeople and small business owners will say they need to discount their price to get a sale. They claim they need to do it to generate cash flow to allow them to stay in business. I get it. I’ve been in that same situation having owned several small businesses over the years. The problem is trying to discern the difference between discounting your price to create cash flow versus using it as a lousy excuse to validate your inability to close a sale any other way.

Discount 194
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Jeffrey Gitomer’s Deal of the Week #600 – Celebrating Sales Caffeine

Jeffrey Gitomer

'Tweet. The post Jeffrey Gitomer’s Deal of the Week #600 – Celebrating Sales Caffeine appeared first on Jeffrey Gitomer’s Sales Blog.