Bernadette McClelland
JUNE 9, 2014
'Do you WANT approval or NEED approval? We all love approval and we all love connection but only one is a human need that’s been demonstrated over and over again from models that come from the likes of Abraham Maslow and Tony Robbins, and even show up in the failure to thrive syndrome of babies. So clearly we all need connection in our lives. We don’t all need approval.
SBI Growth
JUNE 12, 2014
'Every successful sales leader eventually gets a task so big he doesn’t know where to start. The biggest mountain for me was always the “new assignment.” Three times it happened because of acquisitions, and twice because of promotions. Each time, I got the same directive: decide who to keep. Decide who to remove. Immediately.
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Jeffrey Gitomer
JUNE 13, 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.
No More Cold Calling
JUNE 10, 2014
'Smart salespeople never bring their phones into meetings. Is your smart phone ruining your relationships ? If so, there’s a good chance it’s also killing your sales career. If you’re bringing too much technology to client meetings, then you need to smarten up, or you may find yourself with a lot more time to check your friends’ status updates. Here are the cold, hard facts: You might think you can listen and check email at the same time, but no one else is fooled.
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.
Bernadette McClelland
JUNE 9, 2014
'Do you WANT approval or NEED approval? We all love approval and we all love connection but only one is a human need that’s been demonstrated over and over again from models that come from the likes of Abraham Maslow and Tony Robbins, and even show up in the failure to thrive syndrome of babies. So clearly we all need connection in our lives. We don’t all need approval.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
JUNE 9, 2014
'Is yours a sales-driven organization? When asked this question, most CEOs answer yes. When asked if they have a chief sales officer – CSO – almost all of them admit that they do not. To answer the CSO question for yourself, look at your organizational chart. Is there a representative of the sales department at the C-level? On par with the CFO, COO and others at that level, the sales team deserves to be involved at the strategic level where decisions for the future are being made.
The Pipeline
JUNE 12, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. The best way to turn a positive in to a negative is to give it a nasty name. A great example in sales is the use of the word “Micromanagement”, a favourite among those looking to shirk some responsibility and/or accountability that comes with “Active Management”. VP’s, Directors, Managers, and Front-line reps all love to throw up the Word to avoid dealing with issues and/or challenges they face but don’t like, i.e.
The Sales Hunter
JUNE 10, 2014
'In the sales profession, one of the touchiest subjects is price. I rarely run into a salesperson or sales manager who does not want to discuss price. Arguments are varied, but in the end they are centered around one core contention: The price point is a big reason for lost sales. The argument of price […].
SBI Growth
JUNE 13, 2014
'Enabling the Sales Force to sell new products is a constant struggle. Are you still throwing material over to Sales and wondering why no one uses it? Perhaps you’re wasting millions of dollars dragging Sales into a classroom with no results. If the goal is a successful product launch, then Micro-Coaching is the solution.
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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.
Sales and Marketing Management
JUNE 11, 2014
'Issue Date: 2014-06-12. Author: Navin Nagiah. Teaser: You can’t guarantee perfection in hiring. Nobody can. It is too complex. It’s too much of both an art and a science, which means you can't template it. What you can do is improve the odds, increase the probability and enhance your chance of hiring right with the goal of building great teams.
Understanding the Sales Force
JUNE 9, 2014
'Understanding the Sales Force by Dave Kurlan When you speak at as many events as I have over the past 3 decades you come to expect certain things. As you consider each of the following scenarios, try to make a comparison as to how it might compare with the sales calls and presentations you make to groups: Scenario 1: When I am the keynote speaker at an event, people have much higher expectations of me as a speaker, the entertainment factor, and the potential take aways from my topic.
Score More Sales
JUNE 13, 2014
'For years and years in sales it was all about who you knew, and who knew you. Referral selling was the bane of my grandmother’s fine women’s apparel store business – a concept in business which America was built on. (I wrote about my grandmother’s store earlier this year on the Hubspot Inbound Sales blog). The rampant web of social knowledge these days has parted the waters.
SBI Growth
JUNE 10, 2014
'B2B companies launch thousands of new products every year. Chances are, you’ve already launched one, or you will before year end. Perhaps you’ve experienced a common launch challenge: Getting your reps to sell it quickly. This post is about how to drive new product success through sales coaching.
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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
No More Cold Calling
JUNE 12, 2014
'Overcome the objections that usually stop you in your tracks. “Every objection can be anticipated.” That’s a wise observation from an astute manager I worked for early on in my sales career. His second observation was even more memorable: “Prepare a response for every objection.” Some people say objections just mean buyers are interested.
The Sales Hunter
JUNE 12, 2014
'Ready for a few quick tips to ensure you’re successful when you negotiate? I recently did a 40-minute high-profit negotiating webinar for Salesforce which you can view now at this link. Here are a couple of the things I shared: First, the level of confidence you have going into a negotiation is going to determine […].
MTD Sales Training
JUNE 12, 2014
'So what is a Key Account? Think about your own organisation and what you class as a key account. Here are the 7 most common types of classification: • Are they just the big ones? • Are they the ones. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JUNE 7, 2014
'Losing customers is an expensive proposition. SAMA (Strategic Account Management Association) estimates it cost 6-7x more to acquire new than sell to existing customers. A too-high customer attrition rate can also scare the market. It can set up a reputation that is difficult to overcome. Customers are important to your whole company. Keeping Customers is not only the Customer Service department, it''s everyone''s job.
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.
Pointclear
JUNE 12, 2014
'Driving customer advocacy is hard work. If you''re looking for some magic metric or a quick and easy fix to guaranteed success, Bob Thompson’s latest book, Hooked on Customers , is not for you. In his concise and reader-friendly book, Bob outlines five tangible habits that, if applied effectively, can transform customer service from mere “lip service” to genuine “Customer Centricity.” Bob sets the stage by providing a brief history of Customer Relationship Manageme
The Sales Hunter
JUNE 8, 2014
'Do you know why you aren’t getting more things done? You put off starting them! If you really want to gain momentum, you have to start! Just DO IT already. Stop making excuses. Stop pretending to be busy. Stop working on tasks that really aren’t getting you anywhere. Instead, do the things that will make […].
MTD Sales Training
JUNE 10, 2014
'I love experimenting with new phrases and sales approaches – it’s the name of the game! I’ve been toying with a phrase to use at the end of a fact find and before you present your solutions or. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JUNE 9, 2014
'According to Spencer Stuart , the average age of a board member in corporate America is 63. This is an increase over 2008 the average age was 61.2 and 2004 when it was 60.3. What does this mean for the sales leaders and CXOs? It potentially means your board may be operating from an antiquated perspective about sales and marketing.
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.
Jeffrey Gitomer
JUNE 11, 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.
Sales 2.0
JUNE 8, 2014
'Next time you join a new company or change your sales role in your company, you’re going to want to have a copy of Jill Konrath’s new book: Agile Selling. Actually if you know what’s really good for you, you’re going to want to read this book now and learn the skills in the book before you need them in a hurry–and one thing is for sure when you need these skills it will be in short order.
The Sales Hunter
JUNE 10, 2014
'Jill Konrath’s books have done well for a reason — she knows what salespeople need to hear to strengthen their skills and sell better. Her new book — Agile Selling — does not disappoint. You will really like that she has kept the information in short chapters. Each chapter covers one narrow topic, making the […].
SBI Growth
JUNE 11, 2014
'Gamification is still a new craze hitting the Sales Enablement Community. Why? Because if done right; it educates, rewards, and influences behavior of a sales organization. Gamification gives you visibility into how Sales is adopting your enablement and systems initiatives. In other words, it works!
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?
Score More Sales
JUNE 9, 2014
'If you are in sales, you need a strong, solid foundation to flourish. In a world where you are the one bringing new and better ideas to people who are not familiar with your brand or are all set with the status quo, your mental and emotional foundation is critical. Have you ever been to a sports event where the hometown fans “boo” one of its own players?
Pointclear
JUNE 10, 2014
'If you’ve ever called a customer service department for help, you’ve probably heard the message: “Your call may be recorded for quality assurance.” Perhaps you’ve wondered, what happens to those call recordings? Blue Cross of Northeastern Pennsylvania wanted to learn why its customers were calling. Sure, agents can note in their records that customers were calling about a benefit, claim, or other issue, but according to customer service director Bob McDonald, those
The Sales Hunter
JUNE 13, 2014
'I was recently sitting in my office, attempting to get some quality time focused on writing. I know — seems crazy that I can find quality time to actually write, but I give it my best shot! My office is quiet except for the occasional car driving by and the sound of my keyboard. I […].
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