The Sales Heretic
JULY 9, 2014
'As a professional speaker and sales trainer, I am—as you might expect—a member of the National Speakers Association. Which means that last week I was in San Diego for the 2014 NSA Annual Convention. More than a 1400 of the world’s best professional speakers gathered for four days to learn from each other. The result [.].
Sales 2.0
JULY 7, 2014
'This post is in reply to a comment left by Louis Gudema on my last post. If you haven’t checked out Louis’ blog , you should. He’s writing some excellent stuff about modern sales and marketing over there. As timing would have it, Louis just updated me that he has a new (free 83-page) ebook out of interviews with sales and marketing leaders. I took a quick look and I recommend you grab a copy.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Understanding the Sales Force
JULY 10, 2014
'Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies.
SBI Growth
JULY 7, 2014
'In all professions, talent is a key element to success. This is most obvious in sports but can be said for all professions. Put the most talented team on the field and you’ll often win. Notice I didn’t say always. The majority of your “A” sales players are talented. They have the needed competencies to succeed. But, even the most talented won''t exceed if the right performance conditions are not in place.
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.
The Pipeline
JULY 7, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Buyer beware! It seems over the last few months there is more and more advice coming from many sources on the merits of cold calling, (ya I know), and some so called “Rules and Best Practices” But consider the source of expertise before you jump in. As with many things in sales, especially cold calling, for lasting success, you’re better off looking to your buyers than people jumping on bandwagons.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
JULY 6, 2014
'Issue Date: 2014-07-07. Author: Eldonna Lewis-Fernandez. Teaser: Whether you are a seasoned negotiator or avoid wheeling and dealing as much as possible, steering clear of these seven common negotiation mistakes will help individuals maximize their bargaining prowess in sales and in life. Whether you are a seasoned negotiator or avoid wheeling and dealing as much as possible, steering clear of these seven common negotiation mistakes will help individuals maximize their bargaining prowess in sal
SBI Growth
JULY 5, 2014
'Why should it matter whether the Product Marketing Manager is good enough? Those of you who have great people in these roles know their value. They are the glue between product management and sales. They create marketing strategies that maximize and accelerate market penetration and profitability. Simply put, they make Go-To-Market readiness and Sales Enablement success a reality.
The Pipeline
JULY 11, 2014
'Yesterday on this blog, I wrote about sellers who drive commerce for their buyers have greater success than those who just drive sales. This led to a number of questions about how you specifically do that, beyond the things I spoke to in the post. As it happens, rather than having to do a post about that, this coming Thursday, July 17th, I will be delivering a webinar along with the good folks at DiscoverOrg , addressing that specific process.
Understanding the Sales Force
JULY 7, 2014
'Understanding the Sales Force by Dave Kurlan N ot too long ago, before the advent of Social Selling, if a salesperson needed to add new opportunities to the pipeline there were basically two options: Make Cold Calls; or. Call Existing Customers for Referrals and Introductions. Interestingly, this choice was not a no-brainer! I observed that for every three salespeople that would call customers for referrals, there were always two that preferred to make cold calls.
Advertisement
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.
Jeffrey Gitomer
JULY 7, 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.
SBI Growth
JULY 11, 2014
'Most sales people are intrinsically competitive. You always want to know what the best are doing to outpace everyone. Sometimes this is right inside your organization.
The Pipeline
JULY 10, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Sales people are always looking for the secret to sales success, more revenue and glory. One path is to look beyond sales and see how they can drive commerce. At first glance one may be inclined to dismiss this as just semantics, but in as much as attitudes drive actions, and actions lead to results, the distinction is so much more. “ Commerce is the whole system of an economy that constitutes an environment for business.
No More Cold Calling
JULY 10, 2014
'Read this before starting a conversation on LinkedIn. George runs a social media company. He is tech savvy and up-to-date on the do’s and don’ts of social media. He even launched a contest to get traction for his new company, and it quickly went viral. So I was eager to learn more about George when he reached out to me—asking for my perspective on social media , what referral selling really means, and the links between social media conversations, referral introductions, and closed d
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.
Bernadette McClelland
JULY 9, 2014
'You don’t have to be a ball breaker. A couple of things happened on the way to the office this morning. #1 Thing – A female client, on reading The Challenger Sale book , told me she didn’t want to be perceived as a ball breaker by challenging her customers. The authors of this book surveyed thousands of salespeople and the highest performers had, what they dubbed, the challenger mindset (sounding alpha male and aggressive) and made up 39% of high performing salespeople.
SBI Growth
JULY 10, 2014
'“The culture of our organization is what will hold us back. We know what changes we need to make and the right solutions for our problems. That’s the easy part. Getting the organization to adopt them is far more difficult.” This statement was made by the president of a large capital goods manufacturing firm. He was warning his Sales and Marketing leaders of the dangers of implementing change.
Understanding the Sales Force
JULY 8, 2014
'Understanding the Sales Force by Dave Kurlan I''ve seen this happen in youth baseball so many times. Let''s say it''s a ground ball and the third baseman boots it for an error. Of course, the next ball is hit right at the third baseman again and this time he fields it cleanly, but makes an error on the throw. And just as if it were programmed to happen, the third baseman is suddenly a target, balls coming at him and him alone, as he appears helpless and unable to make a clean play to put a merc
No More Cold Calling
JULY 8, 2014
'Social selling isn’t a magical cure for all your sales challenges. What is social selling , anyway? Is it just the latest buzzword bandied about by shifty trainers, or an actual sales strategy with teeth? Whenever a new selling term surfaces, suddenly legions of experts appear, ready to take your money. They make outrageous promises that are “guaranteed” to increase sales effectiveness overnight.
Speaker: Ryan Bryers, SVP of Global Engineering
In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.
Bernadette McClelland
JULY 9, 2014
'You don’t have to be a ball breaker. A couple of things happened on the way to the office this morning. #1 Thing – A female client, on reading The Challenger Sale book, told me she didn’t want to be perceived as a ball breaker by challenging her customers. The authors of this book surveyed thousands of salespeople and the highest performers had, what they dubbed, the challenger mindset (sounding alpha male and aggressive) and made up 39% of high performing salespeople.
SBI Growth
JULY 6, 2014
'It''s the last week of the quarter and everything is looking good. You have the deals in the tank to hit the target. Then it happens: Things start slipping and it''s not pretty. Deals are falling faster than ice cream melting on a summer day. You panic and start slashing prices to get deals closed, but it''s no use. You missed the number!
The Sales Hunter
JULY 8, 2014
'What is the right level of authority a salesperson should have when it comes to price? This question comes up frequently when I’m meeting with sales managers. What they are wondering is when does it make sense for salespeople to have control of the prices they charge customers and how much flexibility should they have? […].
MTD Sales Training
JULY 10, 2014
'In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Advertiser: ZoomInfo
This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.
Score More Sales
JULY 7, 2014
'Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? There are lots of reasons (err, I mean, excuses) for not planning ahead – it was a long weekend, you had people in town, you were busy. You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day.
SBI Growth
JULY 9, 2014
'As head of marketing, you are tasked with helping sales make the number. Sales counts on you for a certain number of qualified opportunities. The expectations are high, and you must contribute to the company’s growth number each year. How are you doing this?
The Sales Hunter
JULY 11, 2014
'Too many salespeople find themselves dreading having to negotiate. Reason is simple: They dread it because they don’t feel they’re any good at it. Truth be told, they’re right! They’re not good at it, because they’ve done zero to prepare themselves to negotiate a successful outcome. If you’re not willing to do your homework before […].
MTD Sales Training
JULY 8, 2014
'Many of our clients have products and services they are proud of, and we are proud to work with them as clients. Many of their salespeople have been on our programmes and have proved themselves to be. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Advertisement
Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
Score More Sales
JULY 10, 2014
'We are creating an epic list of skills and traits of good sales managers. I’ve mentioned a number of times over the years that I had 23 sales managers in my selling career - yes it was a good number of years in sales, but there was a sort of “revolving door” in at least a couple of companies that gave me more sales leaders than one seller could ever want.
Pointclear
JULY 8, 2014
'Recently I bought an antique camera on eBay. I don’t know why, maybe just a desire to recapture something from my youth. Or perhaps to find craft in a world largely absent of it. Anyway, when it came in the mail I wanted to quickly load it with film and shoot something. Anything. Given the camera’s age and limitations, I opted for a roll of slow (100-ISO) black-and-white film and waited for a sunny day.
The Sales Hunter
JULY 9, 2014
'You just landed a good sale — or at least you thought it was a good sale. Your hesitation in feeling great is knowing you had to give the customer a discount to close it. In your mind you feel the discount was necessary, due to the pressure the customer was placing on you. Little […].
Expert insights. Personalized for you.
330 
Let's personalize your content