Sat.May 25, 2013 - Fri.May 31, 2013

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The 30 Hour Work Week

The Pipeline

'by Tibor Shanto – tibor.shanto@sellbetter.ca. No this is not an alternate to Timothy Ferriss’ The 4-Hour Workweek , a good read I would recommend, many applicable ideas for B2B sales pros; but this piece is about helping sales people deal with and conquer one of our biggest challenges. One of the biggest reasons (excuses) I hear, and hear very often from sales people as to why they don’t have enough (any) prospects in their pipeline, is that they just don’t have the time to prospect

Intent 303
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Jeffrey Gitomer | Give Value First

Jeffrey Gitomer

'Tweet RSS readers click here for video. The Life and Sales Philosophy of Jeffrey Gitomer. I give value first™ I help other people. I strive to be the best at what I love to do. I establish long-term relationships with everyone. I have fun…and I do that every day. The post Jeffrey Gitomer | Give Value First appeared first on Jeffrey Gitomer’s Sales Blog.

Video 296
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The Evolution of Social Selling

Sales and Marketing Management

'Issue Date: 2013-05-01. Author: Dave Stein. Teaser: Too many companies leave social media learning and development up to the individual sales rep. This fractured approach can keep your reps from adapting to the new ways that customers are buying products and services, which means fewer wins. Too many companies leave social media learning and development up to the individual sales rep.

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The Sales Process of Least Resistance

SBI Growth

'80% of CEO’s believe their brand provides a superior customer experience. Only 8% of their customers agree. -Bain & Co. CEOs have a problem. As a Sales Ops leader, you can help. Ease of doing business with your sales team is the linchpin of B2B customer experience. Sales reps are the face of the organization. Most often, however, they are shackled by internal processes that are time killers.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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3 More Tips For Effective Telephone Prospecting

The Pipeline

'by Tibor Shanto – tibor.shanto@sellbetter.ca. On Monday I wrote about the need to counterbalance for some of the realities of telephone prospecting , and some things sellers can do to compensate. Today I offer up some other basic things you can do, to improve your success in some simple ways. Some of these things may seem mundane and basic, but that doesn’t lessen their importance in consistent results from telephone prospecting.

More Trending

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4 Secrets on How to Respond When They Say, “I Just Want to Know Your Price.”

The Sales Hunter

'The phone rings and the person says they just want to know your price. Is this a customer, a prospect, a suspect, or just somebody knee-jerking you? We’ve all had that price statement posed to us in one form or another. It’s tempting to get excited, and the new salesperson is the one most likely to get excited, thinking it’s a customer.

Discount 253
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The Real Reason You're Losing the Big Deal

SBI Growth

'My professional life is focused solely on helping the VP-Sales “Make the Number.” I’m amazed by the continuous misdiagnosis made by Sales Leaders. Sales Leaders often focus their energies on one person – the Account Executive (AE). This is a huge mistake. This article will discuss why your focus needs to extend beyond the AE. At times, other team members are to blame for lost deals.

Hiring 269
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Effective Telephone Prospecting Tips – Sales eXchange 202

The Pipeline

'by Tibor Shanto – tibor.shanto@sellbetter.ca. If you are a sales person who does not use the phone to proactively prospect for potential clients, you may not find this post of interest, on the other hand you may find something to spark you to take up the habit. As with many things in sales, to successfully engage and move through the process, you need to do some things that are counter intuitive, don’t conform to how you may act or behave in regular circumstances.

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What is the State of Marketing in 2013

Score More Sales

'It is time to review how a customer experiences your brand says IBM. The annual “State of Marketing” Global Survey of Marketers has again been completed, and results were announced at the Smarter Commerce Global Summit last week. The biggest takeaway? A shocking statistic of $83B lost each year in poor customer experiences. IBM again went to 500 marketing professionals in 15 industries to ask critical questions and uncover from a marketing standpoint to help us all improve marketing

Marketing 241
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Inc Magazine Gets it Wrong on Sales Prospecting

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan I have to question Geoffrey James for an article he recently posted on Inc. Magazine''s online site. He opens the article by saying that for most companies " the ability to find potential customers is the difference between growth and bankruptcy." His opening might be a bit of an exaggeration. The reality is that it could be the difference between growth and lack of growth because most companies that aren''t growing aren''t going bankrupt.

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Generate 25%+ of Sales Pipeline Opportunities from Marketing

SBI Growth

'B2B Chief Marketing Officers are enthusiastic about sharing tangible results. There is a strong desire to connect marketing spend to revenue. Lead Generation is the surest way to drive tangible return on marketing investment. Building a robust B2B Lead Generation program requires the adoption of best practices in two areas; Demand Generation and Lead Management.

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#Contest – See @Biz @ThisIsSethsBlog! In Toronto

The Pipeline

' Enter To Win Today & Take advantage of A Special Offer! The Art Of Marketing – Canada’s Marketing & Innovation Conference is coming to Toronto on Wednesday June 5th , and you don’t want to miss this line up. The line up features: Biz Stone – co-founder of Twitter. Seth Godin – New York Times Bestselling Author. Charles Duhigg – Author, The Power of Habit.

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The Mindset That Keeps Problems Unsolvable

MTD Sales Training

'Problem-solving is a key skill for business people, and salespeople are no exception to this rule. Problems occur in many guises; they aren’t just restricted to what is going on when the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 239
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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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Inside Sales Power Tip 115 – Be Social

Score More Sales

'There are three major reasons you need to have regular time blocked off in your calendar for being social online. In past posts I’ve talked about how your social footprint is your 365 day per year, 24×7 online trade show where your buyers and potential referral partners can learn about you on their own schedule. Specifically you can gain in three huge ways by making time each week in your schedule for this: Gain Visibility .

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How Big Data Can Help the Sales Leader

SBI Growth

'Unless you’ve been living under a rock for the last two years, you’ve heard about “ Big Data ”. However, most Big Data examples concern large B2C companies. These companies are harvesting vast amounts of internet activity and point of sale data. Many of the B2B sales leaders simply dismiss the Big Data revolution. They say, “I’ll never have that kind of data, why should I bother?

Data 259
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A Passion For Life

The Pipeline

'For many, summer is a time to take it back a notch, relax, and enjoy a slower pace. For others it is a time to bear down and focus on things they want accomplish, they spend time preparing their next adventure and conquests. If you’re not ready to left the summer drift by, and see it as an opportunity to reignite your passion and take things to the next level, we have good news for you.

Travel 257
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5 Reasons You Don’t Want to be a Sales Manager

The Sales Hunter

'It is time to get it out on the table and say once and for all that if you are a sales manager, you are in a dead-end position. If you are a salesperson and you want to be promoted to a sales manager position, it’s time to change your thinking. Let me share with you 5 reasons why you don’t want to be a sales manager. 1. Sales managers manage processes.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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5 Tips to Get Started with Referral Selling

No More Cold Calling

'5 Tips to Get Started with Referral Selling from joannesblack. Cold Calling is a waste of time and resources. People who don’t expect, or want your call are not your top prospects. Help celebrate the launch of my June Referral Selling Masters Program with 30 minutes of top referral tips: • Why cold calling is the bottom of the barrel—and how to tell when you are conducting a cold call, even when you think you aren’t • Why referrals are gold—and yet almost no one is investing in their nurt

Referrals 227
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Book Review: The Gamification Revolution

SBI Growth

'A few weeks ago I got an email from a client telling me “ You have to read this book.” This client, Hi Leva of Clear Channel, has a good eye so I paid attention. The book, The Gamification Revolution , by Zichermann and Linder, discusses how to leverage game mechanics to beat the competition. The concept of gamification is catching on in B2B sales and marketing.

Lead Rank 246
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Define leadership. Now redefine it in terms of you.

Jeffrey Gitomer

'Tweet It occurred to me that most people who write about leadership are no longer leaders. Easy for them to espouse their Monday morning philosophy-harder for the leaders under fire to take ” former leader” direction. I just read an article in a business magazine written by a well-known “former leader.” I was horrified. One of the “key” points was that “clarity is the antidote of anxiety”; therefore “clarity” is the main concern of the

Lead Rank 209
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Sales Motivation Monday — No Paperwork! No Expense Reports!

The Sales Hunter

'Many of you in the United States are not working today because it is Memorial Day. Enjoy the holiday! I wanted to be sure, though, to put a post out here for all of our readers from other countries (as well as to give U.S. salespeople something to read when they return on Tuesday.). If you’re one of the many salespeople who spends Monday morning taking care of paperwork and finishing the expense report from the previous week, you should re-think that!

Report 232
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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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Failing to Meet Your Quota?

No More Cold Calling

'Even though most salespeople haven’t met quota in years, sales managers have greater expectations than ever. Here’s how to generate more leads and blow your numbers out of the water. Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study , the same number as the previous year.

Quota 214
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The Top 10 Most Viewed SBI Presentations of All Time

SBI Growth

'It is an exciting time to be a CEO, or a sales leader. But, it is also a confusing time. The approaches to “making the number” seem to change monthly. As a result, you often ask me “ What are my peers doing? ”. To answer your question, I looked at the analytics from our Slide Share account. We have 66 presentations posted, on a wide array of sales subjects.

Analytics 244
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Smarter Commerce Global Summit 6 Tips for Midmarket Companies

Score More Sales

'created by @imagethink for #smartercommerce. The Smarter Commerce Global Summit held annually in the U.S. did not disappoint. Having been to last year’s event, I found this year’s Summit in Nashville, with more than 3,000 attendees to be meatier, yet easier to digest. For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement.

Company 208
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The Price You Charge is an Extension of You

The Sales Hunter

'Your price is a reflection of you, and the last thing you want to be seen as is a low-price salesperson. The reason is simple. If you’re known by the low prices you charge, your customers will do one thing — push you to offer an even lower price. On the other hand, if you’re known as a salesperson who helps customers with their problems and is therefore seen as a problem solver, you’ll attract a completely different customer.

Discount 230
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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Sabermetrics for Sales - Projecting Sales Revenue

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan What if there was a way to project sales success even more so than what Objective Management Group has mastered during the past 23 years? What if we could do what Bill James and a bunch of sabermaticians have done in Baseball? Not that long ago, baseball hitting statistics were limited to batting average (AVE), Runs Batted In (RBI) and Home Runs (HR).

Revenue 199
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The Key to Maximize Your Sales Training

SBI Growth

'Pulling sales reps out of the field significantly decreases selling time. Sales training eats up a lot of this non selling time. As Sales Leaders we know sales training is key though. The ASTD(American Society for Training & Development) reports an 18% increase in productivity for every 3 hours spent training. But traditional training methods cost more with fewer results than before.

Maximizer 243
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Busting Sales Myth #3 - When Enough is Enough

Anthony Cole Training

'Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" I responded with, "Ask me another question because that''s the wrong one.". Too often highly successful sales peope reach a point in their carrer where they become complacent.