Are you the “Toast” of your meetings?
Jeffrey Gitomer
DECEMBER 1, 2014
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Sat.Nov 29, 2014 - Fri.Dec 05, 2014
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Questioning Assumptions
The Pipeline
DECEMBER 4, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I remember reading somewhere about a company that had set up different office, each with a different motif. One would be full of things relating to fishing, another would be all decked up with pictures of golf courses and golf related chachkas. The goal was to stump the sales people who would come through, often it played out to be stump the chump.
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Are YOU An Effective Sales Coach?
Steven Rosen
DECEMBER 2, 2014
'By Steven A. Rosen. Do you know how effective your sales managers are? Are you a highly effective sales coach? The Corporate Executive Board (CEB) Executive found: Sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. Highly effective sales managers drive 19% more sales than their less effective colleagues.
Selling Value - Everything You Always Wanted to Know
Understanding the Sales Force
DECEMBER 3, 2014
'Copyright: kchung / 123RF Stock Photo. Some news stories just don''t go away. Today those stories include Ferguson, Bill Cosby, ISIS and The NFL''s Domestic Abuse Problem. There is also Obamacare, Immigration and Ebola. They remain in the news more because the media continues to milk these stories than readers demand to know more. When we look at the sales stories of the recent past, the topics that sales experts continue writing about are Social Selling, Inbound Marketing, LinkedIn, Twitter, C
The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
[Message to Management]: Top Earners Deserve More of Your Time
No More Cold Calling
DECEMBER 2, 2014
'All sales reps need coaching and guidance, but rainmakers deserve extra attention. The sales manager announces the top performers of the year. Drum roll, please. The “winners” learn the exotic location of the President’s Club. Applause resounds throughout the building as these sales champions are paraded like Superbowl winning gods across the sales floor.
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Sales Leaders – What is your biggest priority in 2015?
Steven Rosen
DECEMBER 3, 2014
'Early results are showing that sales leaders are most concerned about improving the performance management skills of their sales managers. 50% of sales leaders who have taken The 2015 Sales Management Survey have identified performance management as their #1 priority in 2015. Over 97% respondents agree or strongly agree with the statement “One of the sales manager’s most important responsibilities is to proactively manage and address performance issues”.
Your Profile Is More Than A List of Your Jobs
Sales and Marketing Management
DECEMBER 1, 2014
'Issue Date: 2014-12-01. Author: Kristina Jaramillo. Teaser: With a little care and some creativity, you can communicate the value that B2B prospects are looking for through your LinkedIn profile. With a little care and some creativity, you can communicate the value that B2B prospects are looking for through your LinkedIn profile.
3 Dangers for Salespeople Who “Assume”
No More Cold Calling
DECEMBER 4, 2014
'Assumptions tank deals and ruin sales pipelines. Remember the old saying about what happens when you assume? You make an “ass” out of “u” and “me.” Yet salespeople tend to make a lot of assumptions. We assume that: Because we had a good meeting with a client, we can forecast the business at 50 percent. Because someone downloaded a whitepaper , we should call him.
Key Sales Strategies for December
Understanding the Sales Force
DECEMBER 1, 2014
'Copyright mreco99 / 123RF Stock Photo. It''s hard to believe that it''s December already. It seems like only yesterday that I made my annual reposting of one of my most popular articles of all time - a terrific holiday article that is worth a read even if you read it each of the previous 4 Decembers. Top 3 Lessons from Tchaikovsky''s The Nutcracker.
Supercharge Your Sales: 5 Steps to Effortless Selling
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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.
Closing Mistake: Did the Customer Know You Were Asking for the Order?
The Sales Hunter
DECEMBER 2, 2014
'You may have thought you asked for the order, but did your customer know you were asking for it? Surprisingly, there are quite a few times when the customer doesn’t even know the salesperson is trying to close. The situation usually happens like this: Either the salesperson is so timid and scared of hearing […].
Selling My Way Into Morgan Stanley
Sales and Marketing Management
DECEMBER 3, 2014
'Issue Date: 2014-12-03. Author: Corey Weiner. Teaser: When you have something useful and legitimate, barrel your way in to see sales directors and presidents. Politely anyway. When you have something useful and legitimate, barrel your way in to see sales directors and presidents. Politely anyway.
Guest blog: 8 Questions with New York Times Bestseller Joe Sweeney
Jeffrey Gitomer
DECEMBER 4, 2014
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
Treasure Trove of Inside Sales Tips
Score More Sales
DECEMBER 3, 2014
'Sometimes you get stuck and just need a dose of inspiration. That’s why we went back to the Score More Sales blog vault and put together our top tips from the popular “Inside Sales Tips” series we ran this past year. You can download the free ebook here [link]. We’d love for you to check it out, get inspired, and make one extra call today.
Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys
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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
Sales Motivation Video: How to Scoop Up Business During the Holidays!
The Sales Hunter
NOVEMBER 30, 2014
'Talk to your customers now about their needs over the next several weeks. Be proactive and you will be scooping up business that otherwise won’t be on anyone’s radar. Check out the video to see what I mean: Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author […].
Sales Playbooks: The Xs and Os of Company-Directed Sales Organizations
Sales and Marketing Management
DECEMBER 5, 2014
'Issue Date: 2014-12-05. Author: André Martinelli. Teaser: In a company-directed sales model, knowledge transfer is institutionalized in personal sales playbooks that set expectations, provide resources and offer guidance to all reps. Creating, rolling out and holding managers accountable for a company sales playbook is a hallmark of a company-directed sales organization—and the foundation of its success.
"Old Tools" Work Really Well in Sales Management
Anthony Cole Training
DECEMBER 5, 2014
'As I have written before, I grew up on a farm in Hammonton, NJ., the Blueberry Capital of the World. As a matter of fact, come this next Monday, I was born there 60 years ago at 7:14am on a Wednesday morning at the Esposito Home (A small, privately-run hospital). When growing up on a farm, it is beneficial to learn how to use certain tools. Learning what the tools are at an early age was extremely helpful especially when dad (Ray) was working underneath a pickup truck or in the middle of a trac
Are You Making Selling a Lot Harder?
Increase Sales
DECEMBER 3, 2014
'Salespeople and business professionals continually tell me “Selling is hard, much harder today.” . I would agree given there are more small businesses popping up in the marketplace along with extra layers of decision makers. Yet I do not necessarily agree selling is that much harder that it was years ago. Let us remember, sales professionals of 30 plus years ago did not have the technology advantages of today.
Retail Tech: Empower Associates, Optimize CX, and Boost Productivity
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
How Buying Departments Destroy Salespeople
The Sales Hunter
DECEMBER 2, 2014
'The dreaded buying department is the nemesis for too many salespeople. In fact, not only do many salespeople dread it, but most marketing teams do as well. Why? It’s simple – the masters of the buying department know how to get the best of the vendor sitting across from them. Truth is there is no […].
Understanding Customers’ Perspective To Improve Client Interaction
MTD Sales Training
DECEMBER 2, 2014
Unfortunately, conflict is an unavoidable aspect of the human condition, and is likely to creep into the conversation any time expectations differ. Conflict can raise stress levels and leave long-lasting effects on employee health, decreasing job satisfaction, and increasing absenteeism and tenure rates. It is critical that employees who interact with clients on a regular basis work to improve their conflict management skills, and specifically, their ability understand the customer perspective.
Grab The Right End of the Problem For Effective Sales Management
Anthony Cole Training
DECEMBER 3, 2014
'My dad used to tell me, “Anthony, sometimes you have to pick up the dirty end of the stick.” Well, actually, my dad’s quote was “Sometimes you have to pick up the shi**y end of the stick.” For the life of me, I had no idea what he was talking about then…and I still didn’t know what he meant until many years later. Why would I ever want to pick up the shi**y end of the stick when there was a perfectly clean end to grab?
So What Truly Separates Top Sales Performers from Everyone Else?
Increase Sales
DECEMBER 4, 2014
'Pick up any publication on business or sales or read your favorite sales guru’s blog and sooner or later you will read about what makes top sales performers top. The only thing is the lists are different. Sure, some of the same sales skills or talents may be repeated, but no list is 100% the same. The reason for this discrepancy is that salespeople are human beings and human beings are unique.
3 Sizzling Ways to Warm up Cold Calls
Advertiser: ZoomInfo
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.
Quit Sucking Each Other’s Exhaust
The Sales Hunter
DECEMBER 4, 2014
'Yes, knock it off! Stop doing it! Quit sucking each other’s exhaust. What I’m getting at is how every company wants to benchmark themselves against their peers. Worse yet, the only ideas they’re open to are things they see their peers doing. No wonder stupid keeps on becoming even more stupid! We see it […].
6 Methods To Discover What Your Customer Really Thinks About You
MTD Sales Training
DECEMBER 3, 2014
One of my trainers had an interesting conversation with a salesperson on a recent course. The discussions revolved around how close we should get to a customer’s business and whether there is value in knowing how the customer really thinks about us. The salesperson agreed up to a point but said he didn’t know how to get this knowledge, as many of his customers wouldn’t offer any help when they carried out customer satisfaction surveys.
Commit To Sales Activity.and Stick To It
Anthony Cole Training
DECEMBER 2, 2014
'Well…I already blew my goal to blog every day that I work in December. That happened when I failed to do so yesterday, December 1 st. But, I didn’t blow my commitment to making phone calls to prospects every day I work in December. As a rainmaker for Anthony Cole Training Group , I have a responsibility to keep an active pipeline of prospects. I made a choice.
Small Business Saturday Is America’s Economic Engine
Increase Sales
NOVEMBER 29, 2014
'Today’s American economy is driven by small business and today, the Saturday after Thanksgiving, is dedicated as Small Business Saturday. This day of recognition is relatively young and was founded by American Express in 2010. Here are some facts about small businesses here in the US. My sense is many other countries share similar statistics.
Connect, Care, Convert: Secrets to Establishing Trust with Niche Markets and Turning Them Into Clients
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Do You Know What Your Customer Really Needs?
The Sales Hunter
DECEMBER 5, 2014
'Awhile back, I started a series on negotiation tips. I shared that you should Sell First. Negotiate Second, Only Negotiate After They’ve Rejected Your Offer Twice, and Determine if You Are Dealing with the Decision Maker. This brings us to the #4 Tip: Know what the customer needs When we know the needs of […].
Is There a Sales Enablement Bubble and Will it Burst?
SBI
DECEMBER 3, 2014
'Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “ Is the Sales Enablement Space a Growth Market or a Hype Bubble? ” I have to give him some credit – he got my attention and raised a very important question. I wanted to know what drove him to write the article and I talked with him last week.
Honoring the Great Zig Ziglar
Keith Rosen
NOVEMBER 30, 2014
'It’s been 2 years since the passing of Zig Ziglar, but his message continues to be a timeless reminder of what it means to be extraordinary. When Zig died two years ago, the world suffered a great loss – and I lost a mentor, a role model and a friend. It was a privilege and honor to spend a day with Zig Ziglar, one on one at his corporate office in Dallas.
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