Sat.May 17, 2014 - Fri.May 23, 2014

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10 Lessons a Great Salesperson Can Learn From Einstein

MTD Sales Training

'It’s been long-established that humans learn from modelling the success or failures of others, and their can be no better model in terms of 20th century advancement than Albert Einstein. Paulo. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 306
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Who Exactly Are You Selling To?

The Pipeline

'The Pipeline Guest Post – Megan Totka. We talk quite often about sales tactics and marketing ideas in a general sense. But who exactly is your company trying to sell to? People can be classified in so many different ways. But one of the most common classifications is by generation. Most recently, the generation we’ve talked about the most has been the baby boomers.

Exact 293
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8.5 Leadership Qualities You Need

Jeffrey Gitomer

'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.

Training 289
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Top 5 Reasons Sales Prospects Ask for References

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Everything is going along great, your prospect seems quite interested, they''ve agreed with your points, accepted your pushback, you got them qualified and you''re heading for the home stretch. It doesn''t matter if this has all occurred in the last 45 minutes, or if this took place over a series of meetings, calls and months.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Selling and Negotiation Are Not Separate Skills

Sales and Marketing Management

'Issue Date: 2014-05-19. Author: Steve Reilly. Teaser: There are only two ways to close the gap between the low price a customer wants to pay and the higher price a company needs to charge. You either convince the customer that the value your product or service brings is worth the difference (selling) or both sides trade concessions until you reach a price both can live with (negotiation).

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Are you an achiever or a perfectionist?

Bernadette McClelland

'Are you an achiever or a perfectionist? Are you an achiever or a perfectionist? I remember being told that a perfectionist “has absolutely no standards” and at the time challenged that person’s beliefs, until I started coaching what I considered to be high achievers. People who were in senior roles, people who were activists and well…what I would call high achievers.

Call-back 246
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3 Ways to Improve Your Sales Forecast

SBI Growth

'“Boss, I’m sorry, but the Acme deal isn’t going to come in this quarter. We are updating the forecast to close Acme next quarter.” Perhaps you’ve heard this before from your sales leaders. Or, you’re anticipating this news in the near future. This post is for sales leaders whose sales forecasting process might be broken.

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Finding the Right Sales and Sales Management Candidates

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan I read this terrific post from our friends at New-Hire.com about the best sources for candidates in general. It certainly applies to sales candidates as well. Not only are the best sources a moving target, but the candidates themselves can be looked at the same way. Five years ago, we may have started with Monster.com, two years ago, CareerBuilder.com and today, we may start with Indeed.com.

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5 Star Selling: From Beginning to Excellence – Lee Davis

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Lee Davis, author of 5 Star Selling: From Beginning to Excellence , is different than many of the people who write about sales. Unlike many people who write about sales, he actually sold right through his career, and built the book around his experience, he offers lessons learned, rather than populist advice.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Are you an achiever or a perfectionist?

Bernadette McClelland

'Are you an achiever or a perfectionist? Are you an achiever or a perfectionist? I remember being told that a perfectionist “has absolutely no standards” and at the time challenged that person’s beliefs, until I started coaching what I considered to be high achievers. People who were in senior roles, people who were activists and well…what I would call high achievers.

Call-back 246
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New sales gig: Expect nothing

Sales 2.0

'Here’s a planning tool for you, if you’re considering a new sales job. You’ll get nothing. Nada. Zip. Nout. That’s what will be prepared for you when you start your gig. Here are some things that you will need to be successful in your selling and won’t be waiting for you: Leads. Relationships. A clean CRM database. Marketing support. Case studies. A clear value proposition.

Hiring 225
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Forget B2C or B2B—Focus on H2H Instead

No More Cold Calling

'Your business might be complicated, but your customer isn’t. Whether your customers are individuals or enterprises, and whether they buy online or offline, you’re still selling to human beings. So no matter what or how you sell, there’s a direct correlation between your personal connections and your sales success. As the saying goes: “It’s more important who you sit next to than what you do.” In other words, the secret to increasing sales effectiveness isn’t finding complicated, imp

B2C 237
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The Key to Setting Quota Correctly

SBI Growth

'How many of you want to hit your number? Sounds like a no-brainer. Did you know that HOW you assign quota impacts your success? Note, I did not say HOW MUCH quota you assign? There is a difference. There are many approaches on how to assign quota. One approach is to make everyone’s even, “spread the peanut butter.” Some will look at historical data and add a growth percentage to the territory.

Quota 236
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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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How To Win Sales In Any Economy on Success Profiles Radio

Jeffrey Gitomer

'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.

How To 242
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Sales Motivation Video: How to Get “Lucky” This Week…

The Sales Hunter

'Sure, we all want a little luck, right? But the best way to get “lucky” is to actually plan. It’s not as hard as you may think. In fact, you could have lucky week after lucky week, just by how you approach your week from the beginning. Check out the video to see what I […].

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Money Monday For Sellers – Set a Next Action

Score More Sales

'One idea that can help new and veteran sellers alike is the idea to always set a next action: when leaving a voice mail message. when sending an email message. when talking directly to a prospect. when talking to a strategic referral partner. when talking to a vendor. when planning your work day / week / month. Think of it like a Domino effect – which is when something you do causes a series of events to happen one after another.

Call-back 214
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What If You Lose Your Job?

SBI Growth

'Last week I had lunch with a colleague at the airport. We were waiting for planes headed in opposite directions. The topic turned to how often we’d been contacted by executives who were job hunting. Either they’d been asked to leave their company or they saw it coming. And they wanted assistance with their search.

LinkedIn 235
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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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The Secret to Sales Relationships – Rock, Paper, Scissors

Jeffrey Gitomer

'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.

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6 Dead Horse Sales Activities You Need to Stop ASAP… The Horse is Dead!

The Sales Hunter

'Far too many salespeople and sales managers are still living as if it is 2013 or even 2010. Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales. Here are 6 Dead Horse sales activities you need to stop ASAP: […].

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True Marketing Operations: It’s time.

Pointclear

'My best right hand man in a large sales organization was the sales operations manager. I had 110 salespeople working for me worldwide, a company president who was hyper (to say the least), and board of directors who were almost as wired as the president. Yes, we had a CRM system, but Marketing didn’t have an automation system. I ‘shared’ the sales operations manager with the CMO because we had a good working relationship.

Marketing 223
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How to Salvage Key Accounts Before They Are Lost

SBI Growth

'Your firm recently lost a major account. Inevitably, sales leadership and the executive team will want to know what went wrong. Typical questions are: “what was missed?”, “what changed?”, “were we out sold?” and so on. There’s always a great deal of analysis and soul searching. However, are you searching in the right places?

Account 235
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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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Black’s Friday Bulletin: So Much to Learn, So Little Time

No More Cold Calling

'Suffering from information overload? Jill Konrath’s new book can help you simplify things. One of the best things about technology is how much information it puts at our fingertips. One of the most overwhelming aspects of technology? How much information it puts at our fingertips. We’re all suffering from data overload. If you’re like most sellers, your head is spinning with everything you have to learn—new products and services, new technology, new positions, new competitors, new strategies …

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Discounting Your Price and the Damage it Creates with Your Customer

The Sales Hunter

'Panic stricken to close the sale, you rationalize in your mind how the only way you’re going to get the sale is by making the deal a little better. You think about it and decide discounting the price is ultimately the only way you’re going to get the sale. Without anymore hesitation, you offer a […].

Discount 221
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MTD Sales Training Launch New Sales Assessment Test

MTD Sales Training

'Do you know what your strengths and weaknesses are as a sales person? If you don’t then you’re missing out on improving your sales performance. To that end we’ve developed a new sales assessment. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Training 194
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How Should You Prioritize Your Sales Enablement Efforts?

SBI Growth

'Sales Enablement is a role new to many organizations. But the function may have been performed by multiple people in some limited capacity. In all likelihood these have just been a series of activities to ‘check the box’ A Sales Enablement program should not be just a ‘check the box’ activity. It should be a targeted approach to improve the effectiveness of your organization.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Marketing Conversations Yield Conversions at Ricoh

Sales and Marketing Management

'Issue Date: 2014-05-21. Author: Suzanne Payer. Teaser: By automating a large part of its process, the office equipment generates valuable, two-way sales conversations. By automating a large part of its process, the office equipment generates valuable, two-way sales conversations.

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Are You Selling the Simple Way? Find Out…

The Sales Hunter

'It’s time for another rant of mine. This time it’s about how we can screw up a sales call by talking about too many things at one time. Not only do we wind up confusing the customer, but many times we also wind up confusing ourselves. Salespeople are quick to blame the customer as being […].

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Can You Do the Profit Math?

Increase Sales

'Being able to speak in terms that activate the “pain pulses” for your sales leads or prospects is essential. A recent posting over at Sales Gravy by Jill Konrath provided a very good list of phrases or terms that will attract attention and start that pain activation process. Unfortunately, many in sales can speak the correct key phrases and yet lose incredible opportunities because they do not do the profit math.

ROI 138