SBI Growth
OCTOBER 31, 2013
'Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). At 8 hours per day, that’s 1,856 hours per year you can somehow monetize. A field Sales Rep should be spending around 64% of those available hours selling. What if you spent an hour or two more per week selling? You would close a few more deals per year. How do you achieve that?
The Pipeline
OCTOBER 28, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. With all the challenges sales professionals have to face in the field, the amount of tests they endure to their patience, it is sometimes disheartening when they are disrespected by their own colleagues, especially their front line managers. One common example is managers who answer their phone, text, e-mail during a meeting with one of their direct reports, especially during scheduled coaching or review meetings.
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MTD Sales Training
OCTOBER 31, 2013
'There’s one bug-bear that most salespeople tell us about when we run programmes for them. And it’s the lack of ability to get the decision-maker’s name when calling a company. Now, I totally. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
OCTOBER 28, 2013
'Technology addiction hooks users early—even before they’re out of diapers. I am not, I assure you, a Luddite. I am not scared of, intimidated by, or opposed to technology and all of the wonderful ways it can help us organize our lives—at work and at home. However, we can take our love affair with technology too far. Sixty-one percent of Americans say they’re addicted to the Internet.
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.
SBI Growth
OCTOBER 26, 2013
'The correct implementation of Social Selling gets your team appointments inside target prospects. These meetings are net new sales opportunities you wouldn’t have otherwise had. This drives an increased number of qualified buyers of your product into the funnel. Your team sells more. Revenue increases. The incorrect implementation of Social Selling drives no new revenue.
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MTD Sales Training
OCTOBER 29, 2013
'These words can cause you to deflate and give up immediately, because it means in your mind that nothing you can do can influence the shopper. No matter what you say, they’ll go somewhere else. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
NOVEMBER 1, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. We are all familiar with the battle cry of many in sales: People Buy From People. This is all well and good (if not always true), it does not always turn out the way some expect. Specifically for sales people who believe they have such a tight relationship with their buyers that they tend to ignore things that can cost them revenue and clients.
SBI Growth
OCTOBER 27, 2013
'This article is about retaining ''A'' player talent by developing new skills. The top reason good sales people leave an organization is their boss. A sub reason is that their boss doesn''t invest in their development. Providing simple sales training is easy. Developing a systematic approach to skill development is not. Training is your responsibility as a sales leader.
The Sales Heretic
OCTOBER 31, 2013
'Could your sales use a boost right now? Looking for a new idea or two? How about ten! Listen to my appearance on the CONNECT! radio show with Deb Calvert. In this hour-long interview, I share ten strategies and tactics you can use to increase your sales. Whether you’re a salesperson, sales manager or business [.].
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The Sales Hunter
OCTOBER 29, 2013
'We’ve all had situations where out of nowhere a prospect emerges. You’re salivating over how they’re perfect and how quickly you intend to turn them into a customer. Reason for your excitement is based on the customer asking you right at the start of the conversation what your price is. In fact, the prospect contacted you first. All you can think of is how good of a salesperson you are because they reached out to you.
The Pipeline
OCTOBER 30, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. We are all familiar with the concept of yield per call, based on revenue targets, how much do we need to generate per hour of selling, this assumes you are productively selling every available hour. The real test however is the perceived value your prospect got from the call, was it time well spent, will it yield a return for them, without a resounding yes, you risk not realising your yield per call.
SBI Growth
NOVEMBER 1, 2013
'Top sales reps share a common trait. They are determined to keep getting better. That explains the runaway success of a post by Steve Loftness six months ago. Why Top Sales Reps Will Be Unemployed in 2 Years set an SBI record for most views in one day. The post offered advice for top sales reps to avoid becoming obsolete. The post was widely read, shared and tweeted.
Score More Sales
NOVEMBER 1, 2013
'It takes time to build trust. That’s why there is a buying cycle– why most people don’t buy on the spot. Buyers and sellers are doing a dance where the buyer has gotten research and ideas online or through another trusted source – perhaps even narrowed their choices down, and now work to find what they believe is the best value for them. If you are selling remotely – by phone, email and even video chat – you need to demonstrate to your potential buyer that your solution will
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The Sales Hunter
OCTOBER 29, 2013
'Only two months left in the year. How confident are you in making your annual goal? It’s not too late, no matter where you currently stand. The worst thing you can do is pack it in and blow off the rest of the year. Here are 4 quick tips you can run with right now: First, realize the fastest business you’re going to get is from your existing customer base.
No More Cold Calling
OCTOBER 31, 2013
'How do you stand out among a sea of competitors and win new clients? I’m glad to see that the power of referral selling is gaining the respect and acclaim it deserves. For salespeople, it’s always a struggle to stay ahead of the competition. Blasting prospects with automated marketing messages doesn’t work. Neither does contacting them with pitches about trigger events. .
SBI Growth
OCTOBER 29, 2013
'There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. You are sprinting to finish the current year. You are jockeying for a fair ’14 number. You feel like a human yo-yo. You need to balance the two. Schedule a review of your 2014 plan at your office here. We will review your plan and leave you with suggestions to improve it.
MTD Sales Training
OCTOBER 30, 2013
'I love buying things. But I hate being sold to. I’m sure you’ve heard that many times, and have experienced it yourself so many times, too. And I had an example recently where I was sold to, but. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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 30, 2013
'Over the next several weeks, I’ll be elaborating on my 14 things great salespeople always do that average salespeople only think about. 1. Great salespeople set goals. How many goals have you set for yourself in the last 5 years? How many of them have you measured? If you’re like most salespeople, you have volume goals you measure and you may have some other goals you measure, but let’s be honest — the vast majority never get measured.
No More Cold Calling
OCTOBER 30, 2013
'Technology has its place in sales, but this is still a person-to-person business. There’s a new myth being circulated in the sales community. According to some “experts,” buyers know everything they need to know about our companies, products, and solutions before they ever speak to a salesperson. They suggest that buyers don’t really need us anymore—that the proliferation of information and the automation of sales have made salespeople irrelevant.
SBI Growth
OCTOBER 28, 2013
'Meet Doug Kuiper. He’s facing the extraordinary pressure of leading a Marketing organization at a firm poised to go public. This post gives an inside view to this pressure-packed situation. Even without the pressure of a public offering, CMOs are indispensable. They constantly prepare to meet tomorrow’s buyer behavior and marketing demands. The demands for the CMO keeping pace with the market require constant recalibration.
Bernadette McClelland
OCTOBER 29, 2013
'What if my prospect doesn’t have a problem? What if my prospect doesn’t have a problem? Then how do I sell to him? Great question and a question deserving of a different kind of answer, I think. We have been conditioned to think that we have to find the pain with a prospect. Give them a headache and provide the panadol. But what if there is no pain to be found.
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 28, 2013
'Are you wasting too much energy kicking yourself over how something yesterday or last week or even last month just didn’t go right? Knock it off! Only thing you’re doing is wasting your energy. Worse yet, you’re messing with your mind and chipping away at your sales motivation. Put the past behind you. Move on. Don’t sweat your mistakes.
Understanding the Sales Force
OCTOBER 28, 2013
'Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. This helps to shorten the sales cycle, increase closing percentages and most importantly, differentiate, allowing you to sell value instead of price.
SBI Growth
OCTOBER 30, 2013
'The responsibilities of Sales Operations continue to evolve. You require a team of proactive, strategic professionals. Making a bad hiring decision going into next year puts you behind the eight ball. A bad hire costs a ton more than just recruiting, salary and benefits. If you’re comfortable hiring an average player, stop reading. If you recognize the positive impact of hiring a top tier contributor, read on.
Jeffrey Gitomer
OCTOBER 29, 2013
'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.
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?
No More Cold Calling
NOVEMBER 1, 2013
'When it comes to technology, sometimes the oldies are the goodies. New, fancy technology can be alluring and exciting. But there’s a lot to be said for the “old school” ways of connecting with people. Take, for example, the telephone, invented by Alexander Graham Bell more than 137 years ago. He applied for his patent on March 7, 1876—forever changing the way people communicate.
Sales and Marketing Management
OCTOBER 31, 2013
'Issue Date: 2013-11-01. Teaser: As the blathering bozos in Congress say (when they’re not reading from Dr. Seuss books), I yield my column this month to the distinguished gentleman Michael Chasen, who helped build the education software startup Blackboard into a booming business that sold for $1.64 billion in 2011. Chasen summarized five brilliant rules for authentic B2B brand communications recently.
The Sales Hunter
OCTOBER 26, 2013
'The prospect or customer who wears you down on price will wear you down on everything else. Never discount your price. You do not want the customers you attract by discounting. You will set yourself up for dismal failure, because low prices create lousy customers. Build your business around quality customers who see value in what you offer. To hear more about this, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .
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