SBI Growth
AUGUST 7, 2013
'Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. The newly promoted manager repeats behavior that made him successful as a rep. He neglects his skill development and sales initiatives. His team flounders. He tries to do it himself. Before the year is over, he’s back in the field or on the street.
The Sales Heretic
AUGUST 6, 2013
'As a professional speaker and trainer on the subject of sales, I am, naturally, a member of the National Speakers Association. So last week I was in Philadelphia for the 2013 NSA Annual Convention. More than twelve hundred of the world’s top professional speakers and trainers got together for four days to learn from each [.].
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Steven Rosen
AUGUST 6, 2013
'By Steven A. Rosen. Every sales manager I speak with agrees that being in the field coaching has a positive impact on sales.Any sales manager I ask how are things going? They will automatically refer to their sales. So why don’t they just do it? Do what you ask? If you want great sales results and you know that getting out and coaching will help you achieve the sales you desire.
MTD Sales Training
AUGUST 7, 2013
'Most of my working life has been spent in sales. There have been examples of good, bad and ugly that have stayed with me over the years. During the time that I’ve been involved in training and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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SBI Growth
AUGUST 5, 2013
'The board is not happy with the results of your last strategic sales initiatives. Cost of sales is rising and no revenue lifts to show. You are confident about the plan you put in place; nothing seems to move the needle. In addition, you made sure you built the proper consensus between sales and marketing. The execution piece is not happening. As CEO, you are asking yourself “What am I missing?”.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Jeffrey Gitomer
AUGUST 7, 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.
No More Cold Calling
AUGUST 8, 2013
'Our job is a rewarding one, but it’s not easy. Acquirent COO Jeff Purtell shares his own sales success strategies. “Sales is the best job in the world.” I wrote these words in my first book, more than 15 years ago, and I still believe them to be true. But as this month’s guest blogger points out, it’s not an easy profession. Read on for quick tips from Acquirent COO Jeff Purtell to help you keep your focus, know your value, and celebrate your success: “’Sales is tough.
SBI Growth
AUGUST 6, 2013
'Are you relying largely on Marketing to fill the funnel? If you are, you’re going to miss the number. Sure, today’s marketing machine produces new opportunities. However, the tremendous hype on what marketing can do for sales is falling short. Best in class marketing organizations contribute only 30% to the funnel. Where is the other 70% coming from?
The Pipeline
AUGUST 7, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Most people, and contrary to rumors, sales people are people, when faced with completing a task, especially a difficult task or one they don’t like, will do one of two things. I call this the Two EX’s of Success. They will either EXecute, or make EXcuses as to why they did not execute. Now I know there are some reading this saying that’s not entirely so, there could be reasons, extenuating circumstances, etc., sure there could be, but th
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.
Jeffrey Gitomer
AUGUST 6, 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.
MTD Sales Training
AUGUST 6, 2013
'It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
AUGUST 3, 2013
'Meet Kathy. She’s a Marketing VP at a B2B logistics company. The CEO just introduced her to the new sales leader. The last VP of Sales got canned at the end of Q2. He was struggling to make his number. Kathy had done everything she could to support the sales team. The former leader never fully supported or appreciated Kathy’s marketing team efforts.
The Pipeline
AUGUST 5, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Many in sales buy into, or more accurately, settle for the 80/20 rule, one example would be 20% of a company’s reps generating 80% of sales. This post is less about disputing or validating the accuracy of the rule, if you want that, download The Shanto Principle ; but more about how to ensure that your new recruits develop to be the 20%.
Advertiser: ZoomInfo
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.
Understanding the Sales Force
AUGUST 6, 2013
'Understanding the Sales Force by Dave Kurlan OK, so you do get frustrated with sales or you wouldn''t have clicked the link. Why? Do you get frustrated with: Salespeople? Prospects? Results? Effort? Forecasts? Effectiveness? Focus? Discipline? Consistency? Growth and Improvement? Pipeline Velocity? Change? Behavior? Attitude? Sales Selection? On Boarding?
Jeffrey Gitomer
AUGUST 4, 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.
SBI Growth
AUGUST 9, 2013
'The Senior Sales VP gives you a call. “Two of your eight sales managers have high turnover. One has had over 40% turnover for a year. Should we let this guy go?” You reach out to the head of sales operations. That SM’s numbers have been erratic and you want more data. He shares with you trends over the last 18 months. Turnover is high, win rate is low.
MTD Sales Training
AUGUST 8, 2013
'I’ve always been a fan of quotes. These short, pithy sayings that bring to life ideas and deeper thoughts often are responsible for inspiring and driving greater performance and results. One. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
The Sales Hunter
AUGUST 8, 2013
'Recently, I posed the question, “ Is your customer lying to you because you’re lying ?” I want to explore further about whether customers are intentionally lying. When a salesperson asks me if I think customers have a tendency to lie or want to lie, I always reply with, “Have you given the customer any reason to lie to you?” I feel salespeople sometimes do give the customer a reason to lie.
Score More Sales
AUGUST 9, 2013
'If you were hungry and had a refrigerator full of fresh, just-picked fruits and vegetables delivered right from a local, award-winning farm, would you reach in and grab some of that goodness? What if you were hungry and forgot to look in your refrigerator – you were just too busy dealing with issues that have come up, and helping existing customers, calling prospects, and looking for prospects?
SBI Growth
AUGUST 8, 2013
'CMO’s can borrow brilliance from top sales best practices. The crown jewel of sales excellence is the Field Ride-along. World Class sales organizations emphasize manager & rep ride-alongs. Sales Managers go into the field for 1-2 days with their reps and ‘ride-along’ to observe and coach. This is where individual rep skills are developed. Top sales leaders hold their managers accountable to performing field rides.
Sales and Marketing Management
AUGUST 4, 2013
'Issue Date: 2013-07-01. Author: By Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: Conventional wisdom holds that buyers are all but finished with the buying process by the time they contact a salesperson. If you accept that as fact, you could be misled about the marketing support that your salespeople need. Conventional wisdom holds that buyers are all but finished with the buying process by the time they contact a salesperson.
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The Sales Hunter
AUGUST 6, 2013
'Ouch! This hurts to say but I firmly believe customers lie because they think the salesperson they’re talking to is lying to them! What hurts even more is many times this is true. Nothing destroys the sales relationship faster than the perception that one or more of the parties involved is lying to the other person. Think back over the many times you’ve dealt with a salesperson, and I’m sure you can remember at least one situation where you either felt or knew the salesperson
Anthony Cole Training
AUGUST 9, 2013
'Your sales people are probably focusing on the wrong thing(s) when meeting with new prospects. But.it isn''t their fault. From the time they join your organization, you teach them, or reinforce with them, that in order to persuade a prospect to buy, they must be able to effectively communicate a unique selling proposal, a competitive edge, or a dazzling 30-second commercial.
SBI Growth
AUGUST 4, 2013
'The traditional annual review process is a waste of time. Most HR and Sales leaders who just completed this mid-year chore would agree. It did nothing to get closer to Make the Number. It does not answer the question that is top of mind with Sales and HR leaders, “How can we improve the performance of our sales team?” The accelerated pace of today’s selling environment requires a new kind of performance management.
Sales and Marketing Management
AUGUST 8, 2013
'Issue Date: 2013-07-01. Teaser: The element of surprise remains one of the most powerful marketing tools of all. Make room for a little serendipity. In fact, plan for it. The element of surprise remains one of the most powerful marketing tools of all. Make room for a little serendipity. In fact, plan for it.
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.
The Sales Hunter
AUGUST 9, 2013
'Recently the news has been full of politicians such as Anthony Weiner and athletes such as Alex Rodriguez who have demonstrated the exact opposite of integrity. It’s easy for us to sit on the side and blast people like this as being stupid, arrogant and any number of other things. Yet, at the same time, these two individuals and numerous others in the news have all been seen and are trying to be seen as leaders.
Jeffrey Gitomer
AUGUST 9, 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.
No More Cold Calling
AUGUST 7, 2013
'You already know the best leads come from referrals. But most individual sales people and companies don’t have a comprehensive referral sales strategy in place to leverage their existing connections & contacts. Our question to you is Why Not? When you call or email someone who doesn’t know you or isn’t expecting your call they are not your ideal prospect.
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