SBI Growth
SEPTEMBER 1, 2013
'This post is focused on organizing sales talent to help you make the number. The cost of sales is increasing. Hiring ‘A’ player sales reps is expensive. Deploying those resources incorrectly can be even more expensive. If organized incorrectly, your team will miss the number. A symptom of this is: your revenue trends haven’t increased with your sales expense.
The Sales Heretic
SEPTEMBER 4, 2013
'A while back I listed 59 Ways to Agree with Your Customer, enumerating 23 words and 36 phrases that help you build rapport and trust with your prospects and customers. However, one phrase was conspicuously absent from that list. And while it’s a phrase that salespeople, professionals, managers and CEO’s use frequently, it actually does [.].
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The Pipeline
SEPTEMBER 2, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Most would agree that questions are the most powerful weapon; a seller has at their disposal. Yet it is interesting to see how many will either not use them at all, or to their full advantage. As with any weapon, practice is key, not just on the battlefield, but off the field as well, the better you become at the technique the better the outcome for both you and your buyer.
Jeffrey Gitomer
SEPTEMBER 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.
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SBI Growth
AUGUST 31, 2013
'How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures. Also, it discusses one symptom of a non-high performing culture - high turnover. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. It lists 11 traits of high performance sales cultures.
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The Pipeline
SEPTEMBER 6, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. The fourth quarter of the year holds a unique challenge for sales professionals. We not only have to close what we can by year end, but we have to prospect with more vigour than ever to ensure we go into the next year with enough momentum and opportunities to ensure a strong start to the year and our eventual success.
Score More Sales
SEPTEMBER 5, 2013
'Rhythm : movement of variation with patterned recurrence of a beat. Cadence : the flow or pattern of events – the beat, time, or measure. As a former marching band member, I know something about rhythm and cadence – it’s what made our band so great. But in business? How can sales grow based on these ideas? Top sellers and sales leaders have always appreciated predictability such as specific dates on the calendar for annual planning, quarterly planning, coaching sessions, and reviews.
SBI Growth
SEPTEMBER 2, 2013
'Your reps don’t use the process because it was never fully adopted by the field. We write frequently about aligning your sales process to your ideal customer''s buying process. Here is a great recent post from my colleague Matt Sharrers on the topic. If you don’t do this, you’re mis-aligned with your buyers. Frustration results. The reps don’t use it because it doesn’t work.
The Sales Hunter
SEPTEMBER 3, 2013
'Is it real? Is it fake? What is it? What I’m talking about is the person who thinks they’re a salesperson, but is anything but one. It’s time to have one of those frank discussions about the salespeople who simply are not salespeople. Here are 5 ways you can identify a masquerading salesperson: 1. They fail to ask for the order.
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No More Cold Calling
SEPTEMBER 5, 2013
'Set your sales team up for success! Sales may not be easy, but it is simple. There are just two parts to sales: 1) Getting in front of the right people, and 2) everything that happens after that. I’m not trying to be flippant, but let’s tell it like it is and stop complicating the sales process. The focus of most sales efforts is on part two—conducting a sales call, asking probing questions, proposing, presenting, and closing.
Score More Sales
SEPTEMBER 3, 2013
'Want to get slowed down as a sales prospector and waste a lot of time? Call on the wrong prospects. You can waste literally days out of every month looking for the wrong buyers. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. Does Outbound Lead Gen Still Work? . Outbound prospecting does work and it works well when you know who your target market is, what your buyers are looking for, and you have a compelling message t
SBI Growth
SEPTEMBER 4, 2013
'Your marketing strategy is not just about making the number this year. Great CMO’s set a strategy to make the number in 2014 and beyond. As the CMO you’ve done everything you can without the use of marketing automation. You now have the support of the CEO to modernize the marketing organization. The goal is to leap frog your competitors and never look back.
The Sales Hunter
SEPTEMBER 3, 2013
'Your customer doesn’t care about your price as much as you think. Some of you reading this are looking to argue this point with me and I’m fine with that. Let me share with you my perspective and then I’ll be anxious to hear your perspective. Customers don’t care as much as salespeople think they do because we, salespeople, tend to have far too many voices in our head telling us our price is too high.
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Sales and Marketing Management
SEPTEMBER 2, 2013
'Issue Date: 2013-09-03. Author: Michael Ni. Teaser: While the concept of one-to-one sales is not new, the change in buyer behavior to expect self-service discovery, engagement and buying combined with the power of automation and data analysis is. Vendors can now take advantage of that technology to deliver on the promise of personalization on a mass scale.
Anthony Cole Training
SEPTEMBER 4, 2013
'Sales people have to prospect! At least that was the case in 1983 when I was selling Nautilus exercise equipment, and it still is today even as president of Anthony Cole Training Group. I know this is not a great revelation, and you are probably wondering why I would even add this to the list of truths about sales people. Honestly, I have to say I''m confused by this.
SBI Growth
SEPTEMBER 6, 2013
'Sales ops executives are charged with improving sales effectiveness and efficiency. Provide the right processes, tools, structure and guidance to best deliver revenue. Your goal is to best enable sales. But is that the same as enabling the buyer to buy? Today’s post is about flipping your perspective in all you do. Turning everything inside-out by looking from the “outside-in”.
The Sales Hunter
AUGUST 31, 2013
'Nothing good can come from comparing yourself to your competition, so don’t do it! Devote that energy instead to genuinely listening to your customer and showing them why you are the right choice to meet their desired outcomes. There is much success to be had, but you will limit yourself greatly if you become consumed with how you stack up against the competition.
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.
Jeffrey Gitomer
SEPTEMBER 5, 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.
Anthony Cole Training
SEPTEMBER 3, 2013
'In the book, "Tuesday''s with Morrie", the author, Mitch Albom, makes a comment about Morrie''s terminal condition. Morrie responds with, "Mitch, we are all terminal; it''s just a matter of when.". And so it is with your sales people. This is even true for you - the owner, executive, founder, partner of the firm you lead. Everyone associated with your team today will one day NOT be there.
SBI Growth
SEPTEMBER 3, 2013
'The goal of prospecting - gain access to a high quality potential buyer. A lot has changed in sales over the past 50 years. One thing hasn’t. Referrals continue to be the highest quality leads. However, most sales organizations are awful at generating referrals. I will explain why. 3 Reasons Why You Aren’t Getting Enough Quality Referrals. Accountability – your team can ask for them.
The Sales Hunter
SEPTEMBER 5, 2013
'The question too many salespeople ask themselves is, “What should I do next?” It seems as if salespeople spend all of their time thinking about what they should do next and never wind up doing anything. If all we did was think about what we were going to do, can you imagine how little would actually get done? My suggestion? If in doubt, go!
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Jeffrey Gitomer
SEPTEMBER 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. My Books Sales Success Best Sales Books Jeffrey Gitomer 21.
Increase Sales
SEPTEMBER 4, 2013
'Believe it or not, the majority of people waste needless resources of time, energy, emotions and even money, in what they cannot control. Their focus is on the circle of control that is beyond their ability to control or influence. This emphasis becomes a vulnerability and in some instances. as in gaming. another’s profit. In business and in life, there are essential three (3) spheres or circles of control.
MTD Sales Training
SEPTEMBER 5, 2013
Be honest. How much do you REALLY LOOK FORWARD to your sales meetings with the boss? Chances are your immediate response ranged from ‘somewhat’ to ‘I’d rather have root-canal work done!’ Why do many sales meetings end up being a rehash of the “same-old same old”, with the end result being a mixture of ‘glad that’s over’ and ‘let’s get on with some real work now’?
The Sales Hunter
SEPTEMBER 2, 2013
'Today, the United States is celebrating Labor Day — a holiday that dates back to the late 1800s. While not everyone is off work on this holiday, quite a few companies do close and give their employees an extra day to spend relaxing. Those of us in the sales industry may find it is a great day to catch up on such things as cleaning out the email inbox or reading sales-related articles.
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?
Jeffrey Gitomer
SEPTEMBER 3, 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. My Books Sales Success Best Sales Books Jeffrey Gitomer 21.
Increase Sales
AUGUST 31, 2013
'How many times are salespeople confronted with the “send me the brochure” request also known as the “kiss of death?” This happens even when considerable entry has been made into the mid size to small business via the CEO. A colleague who was using a marketing strategy that I recommended recently shared with me his success and his failure.
MTD Sales Training
SEPTEMBER 4, 2013
The strange expression “Nought so queer as folk” quaintly sums up the studies of the philosophies of man from the start of time. So much water under the bridge, so many changes in history, so few securities that can be held onto. The idiosyncrasies that determine our interactions with each other can be neatly summed up in five north-England words of splendour.
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