No More Cold Calling
OCTOBER 15, 2015
Don’t alienate your social networks by asking for referrals the wrong way. Are your reps just clicking buttons to invite people to connect on LinkedIn? Or worse yet, to ask for referrals? The “standard” invite has become pretty standard. But it’s not enough for salespeople, whose job is to build relationships. Where’s the “hello?” Where’s the conversation?
The Pipeline
OCTOBER 15, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . People love to complain about micromanagement, even when at times they are just being actively managed , which is a perfectly good and welcome practice for front line management. While I agree that true micromanagement is neither effective nor desired, at times it is easy to understand why some managers turn to it.
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The Sales Hunter
OCTOBER 13, 2015
Does your level of sales drive your motivation or does your motivation drive your sales? Yes, it is a chicken or egg type of question. In my mind they drive each other, but in the end I want to close as many sales as possible, so it means my motivation needs to be at […].
Sales and Marketing Management
OCTOBER 16, 2015
Issue Date: 2015-10-16. Author: Ray Smith, CEO, Datahug. Teaser: Most sales organizations are content to examine deals in hindsight to find pitfalls in their sales process. You can use these five metrics to reveal them while the deal is still alive. Most sales organizations are content to examine deals in hindsight to find pitfalls in their sales process.
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Increase Sales
OCTOBER 11, 2015
We think, read, speak and write words all day long. Maybe it is time to ask ourselves this question: What’s in a word? Each of the words we think, read, speak and write have their own history. Some of these histories are minute, but others are like a loaded 747 crammed with people, baggage and fuel. Until we invest the time to reflect upon the words we think, read, speak and write, we may be missing opportunities to improve our own lives and the lives of others.Conversely, we may be harming ex
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
OCTOBER 11, 2015
Do you have a huge goal on your list for this year… and you still haven’t made much progress? Take just ONE step on that project! And then repeat. You can do this, but you have to be willing to take one step. Check out the video to see what I mean: Copyright […].
Sales and Marketing Management
OCTOBER 11, 2015
Issue Date: 2015-10-12. Author: Neal Gottsacker, President and CEO of airSpring Software. Teaser: Today, enhancing and accelerating the sales process requires a new level of engagement and access to knowledge between the organization and its field sales representatives, and more importantly, between the sales representative and the customer. Today, enhancing and accelerating the sales process requires a new level of engagement and access to knowledge between the organization and its field sales
Increase Sales
OCTOBER 15, 2015
During the last quarter of most calendar years, businesses begin planning for the next year especially when it comes to sales training. Sales managers to small business owners look to sales skills to increase sales. This may be a mistake. After being in industrial sales for over two decades, I personally witnessed our sales teams working hard to increase sales.
MTD Sales Training
OCTOBER 14, 2015
Years ago, I was working with a salesman who considered himself to be one of the best in his business. If he ever failed, he said that it was the prospects that the company gave him that caused the problem, not him. If profits from his accounts were down, it was the customer’s fault for wanting something for nothing. It was never his problem. I had the ‘privilege’ of going on two calls with him while I was consulting with his company.
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The Sales Hunter
OCTOBER 13, 2015
“No” is a buying signal. I’ll take a “no” any day over a customer who won’t make any decision at all. At least a “no” is something I can work with. When a customer says “no,” we have to remember what they’re saying. The “no” is a no, but only for that moment in time. […].
A Sales Guy
OCTOBER 12, 2015
You “Can’t” It’s not that you can’t get ahold of the CEO. It’s not that you can’t make Presidents Club. It’s not that you can’t find more “A” players. It’s not that you can’t penetrate that big account. And it’s not that you can’t get your team to use a CRM. It’s that you haven’t yet ; and that is an entirely different situation. The minute you say you can’t it’s over.
Increase Sales
OCTOBER 14, 2015
With so many small businesses with under 20 employees (97.7% of all U.S.businesses), content article marketing through blogs or distribution sites has become the a popular marketing tactic. For example,write an article on LinkedIn Pulse and you will attract attention and maybe even get a new sales lead. Credit www.picjumbo.com. The problem with content writing is the writing should comprise around 20% of your time.
MTD Sales Training
OCTOBER 12, 2015
There’s no hard and fast rule for being the best in sales. Natural ability plays a part, but the way you develop your communication skills , your competencies and knowledge of uncovering opportunities will take you further in your career. There are processes you can go through to develop your sales talent but, in my experience, there are five keys to building quality salesmanship, and I’ve made them easy to remember by using the vowels of the alphabet.
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The Sales Hunter
OCTOBER 16, 2015
Jeb Blount nails it with his book, Fanatical Prospecting! Ask me why and I’ll say it’s the way he gives practical no-holds barred proven techniqes to help you successfully prospect. The big thing that separates this book from so many others on the topic of prospecting is Jeb doesn’t sugar coat it and say how […].
A Sales Guy
OCTOBER 13, 2015
It’s not uncommon for me to get calls from business owners, CEO’s, heads of sales, etc. asking for help. In some cases, there is a good need to work together, and we enter into a contract. Other times, for whatever reason, it just doesn’t make sense. In these cases, the person or company isn’t ready, they don’t have the money, they have resource issues, etc.
Increase Sales
OCTOBER 16, 2015
What separates good from great small businesses? I think the answer is fairly simple – Forward Thinking Leaders. Many business consultants write volumes and volumes about what makes a great business. However at the end of the day, those companies that are ahead of the flow are led by forward thinking leaders. Steve Jobs was one such person. Many mid-size to small businesses that drive the daily local to state economies are also headed by individuals who think ahead, who are not satisfied with
Sales Training Connection
OCTOBER 13, 2015
Sales detective. There is little doubt that salespeople in the B2B market are finding their buyers’ journeys more complex and more subject to change than ever before. These added complications are due to factors from the disruptive trends of the time to the simple fact that more people are engaged in the buying process. If buyers change how they buy , then sellers need to change how they sell.
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.
The Sales Hunter
OCTOBER 15, 2015
If you want new strategies for driving revenue and acquiring more (and better!) customers, then you won’t want to miss the upcoming Customer Acquisition Symposium DC-2015. On November 13 in McLean, VA, I will be speaking with 5 other sales thought leaders at the symposium. B2B sales professionals will benefit greatly from the TED-like presentations […].
Partners in Excellence
OCTOBER 11, 2015
Marketing has been developing fantastic content. They are leveraging every analytic tool imaginable, they’ve got marketing automation tools, they’re active on social channels, doing everything possible to generate demand. Sales people wait for the coveted SQL–the Sales Qualified Lead. Regardless of what’s been agreed between marketing and sales, to a sales person the SQL is a buying ready (hopefully PO ready) lead.
Increase Sales
OCTOBER 10, 2015
Yesterday I read some research about how the best technology will not replace good teaching. My sense is the same could be said about good selling. Technology is a tool not a replacement for good teachers, good salespeople, good physicians to good leaders. When individuals and businesses jump on the technology bandwagon to quickly fix what ails them, sometimes they believe the tool becomes more important than the person using the tool.
Engage Selling
OCTOBER 16, 2015
“Why” is not going to give you the answer you’re looking for. Instead, focus on the “What” and “How.” Looking for more strategies for creating massive sales success, get your copy of Nonstop Sales Boom?
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.
The Sales Hunter
OCTOBER 10, 2015
I know it sounds harsh, but your sales presentation sucks — if you are relying on it so heavily that it is a roadblock to authentic dialogue. What happens when you come into a meeting with the customer or prospect and you are determined to stick to the presentation is you may actually shut down any […].
Partners in Excellence
OCTOBER 15, 2015
There’s a lot written about the shift from field sales to inside sales. It makes sense–but I wonder is there really much of a distinction between inside and outside sales. Perhaps our notions of inside and outside sales are outdated and we might be better served just focusing on sales. In the “old days,” there were clear distinctions between inside and outside sales.
Increase Sales
OCTOBER 12, 2015
Grab your most recent to do list. If you are like many of the people I know, you may have one list or several of these lists. To do lists have been around for years, probably hundred of years. Yet how many people still fail to get things done? From my experience, the answer is a lot. Yes writing what we must get done is essential for most people.
Engage Selling
OCTOBER 15, 2015
Could your testimonials actually be repelling your potential buyers? Let’s face it, demonstrating social proof that your product or service actually creates results is a fantastic way to develop interest in your marketplace. The only problem? If your testimonials don’t contain the proper elements, not only will people not buy from you, but you’ll also […].
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?
Your Sales Management Guru
OCTOBER 13, 2015
Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever! In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures, reengineering business systems and improving marketing effectiveness. CEOs have strengthened their balance sheets with better asset management, reduced their inventory and cost levels with just-in-time methodologies, and increased direct mail and advertising effectiveness through thorough testing and
Partners in Excellence
OCTOBER 12, 2015
Actually, the full context of this phrase comes from Shakespeare’s Romeo and Juliet, Act 2, Scene 2, Juliet says: “What’s in a name? That which we call a rose… By any other name would still smell as sweet…” It turns out that roses aren’t roses aren’t roses. At last count, there were 150 species of rose and thousands of hybrids.
Increase Sales
OCTOBER 13, 2015
Have you experienced the frustration of peaks and valleys when it comes to meeting sales quotas? For the majority of mid-size to small businesses, you are not alone in that frustration. Credit [link]. Possibly one reason for this frustration is there has been no time in reflection. Peaks and valleys for many are a repeat of history. For example within the consulting and training industry, November, December and January are historically slower months because all dollars have been spent.
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