Sat.Oct 05, 2013 - Fri.Oct 11, 2013

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The Main Differences Between Successful & Failing Salespeople

MTD Sales Training

'I’ve had the privilege of working with many salespeople in my career and have seen a great number of successes gained by these highly-prized professionals. Sometimes, I’m asked what makes. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 313
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How to Sell an Imperfect Product

The Sales Heretic

'Your product (or service) is great! Terrific! Fantastic! But it’s not perfect. Not by a long shot. It has flaws. Drawbacks. Downsides. And yet you have to sell it anyway. How? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eight-minute segment, I discuss the key to selling a product [.].

How To 291
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I’m telling you this story because….

Bernadette McClelland

'I’m telling you this story because… We all love a good story. We are captivated by a good story. We can’t wait to hear what happens in a good story. We were kissed goodnight and tucked into bed with stories. They make us feel good and tap into our emotions. It is how we have learnt for centuries, communicated through time, captured historic events and wrapped facts around so we remember and it’s what the best salespeople do naturally.

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For Sales Success – Aim Beyond

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. If you are a regular reader of this blog you know that I run, (sometime towards something, other times from something), different distances, but I do three or four half marathons, 21.1K, per year (it’s that last.1 that always gets me). This means a year round routine of training, spiking in the periods leading up to the halves.

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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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How To Become The Best Salesperson In Your Industry

MTD Sales Training

'We get hundreds of salespeople going through our sales courses each year. We often ask them, “What are your goals, hopes, dreams? What do you want to be?” Among the many answers we get, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Industry 309

More Trending

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CMO: You’re Killing the Sales Team’s Selling Time!

SBI Growth

'Let’s recap the time you have sucked out of the sales rep’s day. Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. The goal is improved efficiency and sales rep effectiveness. The statistics support the majority of automation implementations fail. You’re trying to help but you’re killing the sales teams’ selling time in the process.

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Prospects On The Revenue Express

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. One reason I enjoy selling, and I mean selling not order taking , is it really is like a good mystery or thriller novel coming together. All the twists and turns, the intrigue in the form of competition, the unknown outcome, hidden decision makers and more. Not only do you get to participate, but when you participate well, you not only solve the situation, but make money for doing it, it makes selling great.

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Are You Getting Smarter As Time Goes By?

MTD Sales Training

'One book I devoured when it came out was Alvin Tofler’s great work ‘Future Shock’ A lot of his ‘prophecies’ have proved to be true, especially one that stands in pride. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Science and the Length of Your Sales Cycle

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan When Objective Management Group (OMG) evaluates a sales force, 1 of the 26 questions we answer for clients is, Can You Shorten Your Sales Cycle? ". We have some science behind that and as part of the analysis we conduct on a sales force we can determine whether they have the skills and sales DNA for that to become a reality.

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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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The Next Big Thing in Sales Hiring

SBI Growth

'The annual planning cycle is upon you. Your team is putting together their wish list for next year. New initiatives, processes, training and headcount are on their list. You want to go into next year confident the team will make the number. If you’ve been following SBI’s blog lately, you’ve read a lot about the changing B2B landscape: Your buyers have changed.

Hiring 251
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Metrics and Numbers – Sales eXchange 220

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I have the pleasure and opportunity to “sales” with a lot of people, some in sales themselves, some management, and some who don’t sell but have firm unfounded opinions they like to share or yell. One area they all seem to have opinions on is whether sales is a numbers game or not. The familiar and popular line is that it is not a numbers game, this is quickly followed by something along the lines that “it is about quality, not quantity”; while I

Intent 260
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5 Ways to Make This a Great Week

The Sales Hunter

'1. Celebrate your success. We all have successes each and everyday. Some days the successes are huge, and other days they may seem small and almost trivial. Regardless of which it might be, never allow yourself to end a day without celebrating by congratulating yourself on a job well done. 2. Support and refer others. Helping others is one of the best ways to help yourself.

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PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue

Pointclear

'We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire.

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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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How an Iconic Sales Leader is Building His ’14 Plan

SBI Growth

'Fourth quarter always poses a dilemma for Sales VP’s. How can you finish strong while building next year’s plan? This fourth quarter planning session at your office will help you. You will see how sales leaders accomplished the following: What initiatives should you focus on? What initiatives should you ignore? Which ones can your team execute? What is the impact on the ’14 revenue line?

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Art Of Small Business Update

The Pipeline

'Wanted to let you all know that another great speaker has been added to the lineup for The Art Of Small Business in Toronto October 21st. W. Brett Wilson , Three Season Star of CBC TV’s “Dragons’ Den”, Celebrated Entrepreneur & Philanthropist, and author of Redefining Success, is now part of the stellar lineup of experts.

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What is Your Customer’s Preferred Method of Communication?

The Sales Hunter

'News flash: Your customers don’t always use the same verbiage and lingo as you. In fact, they may not even use the same communication methods as you. That means what you say may not be getting through to the customer at all, let alone getting through in a way they understand. This issue was driven home in my mind while I was watching an NFL game involving the Dallas Cowboys.

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PowerMinute: How to Establish a Meaningful Lead Definition

Pointclear

'If you are using BANT (Budget, Authority, Need, and Timeframe) to define a sales-ready lead, it’s time to STOP! BANT is an outdated methodology responsible for more lost opportunities than your CEO and CFO care to hear. Truth is, many companies buy solutions that have never been budgeted. Why? Because the value of the solution has not yet been realized by the buyer.

Lead Rank 230
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Guide to Using Buyer Need Data

This guide explains how to use Buyer Need Data to identify prospects who could use your solution *before* they demonstrate intent.

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3 Steps to Avoid Death by RFP

SBI Growth

'Why are RFPs wearing you out? Because your offering is becoming more commoditized every day. Customers want to level the playing field. Your team is responding to RFPs that they have little chance of winning. You need to change course quickly to avoid the competitive blood bath. In this post we will discuss how to avoid the RFP plague. Winning more deals at higher margins requires getting in early.

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Wrong Turns in Social Selling

Score More Sales

'There is no doubt that with many new tools to help sellers and sales leaders grow revenues, much can be misrepresented or misinterpreted. I’m amazed at all of the companies contacting us who want to learn about social selling and all of the confusion in the marketplace. It makes social selling a goldmine topic – which we appreciate, but the confusion out there among mid-market companies and SMBs is frustrating.

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Finish 2013 Strong so You Can Start 2014 Right

The Sales Hunter

'The end of the year is right around the corner, which means there’s still time to finish strong! . One of the most important reasons for finishing strong in 2013 is it becomes a springboard for starting 2014 right. I always find it ironic that at this time of year, many salespeople either go into panic mode or they go into coasting mode. If they go into panic mode, it’s because they are now feeling a sense of urgency to make their annual number.

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Leveraging Triggers to Reach Business Decision Makers

Sales and Marketing Management

'Issue Date: 2013-10-07. Author: Henry Schuck. Teaser: Arming your sales reps with as much timely and accurate sales intelligence as possible can spell the difference between success and failure, between closing and walking. Here's a closer look at the three main purchasing triggers and how to take advantage of them. Arming your sales reps with as much timely and accurate sales intelligence as possible can spell the difference between success and failure, between closing and walking.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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Do You Have the Right Number of Reps?

SBI Growth

'From here you can see over the horizon. You have a pretty good idea if you’re going to make the number. It might not look promising. About 75% of U.S.-based corporations operate on a calendar fiscal year. Now is the time to plan for 2014. Do you have the right number of reps? Proper headcount is critical to making your number. What else can you do to make the number next year?

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Strategies to Close Deals by Year End

Score More Sales

'Could you use a powerhouse team of sales experts to help you with deals in your pipeline? First let me ask – do you know the old joke, “What happens between Thanksgiving and Christmas?” Answer: Not much. Q4 is here, for those of you working in sales and working off of a calendar year. Sales leaders want to drive as much revenue as possible from their sales team – is that you?

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Giving Your Price Too Early Destroys Profit and Sales

The Sales Hunter

'The prospect asks you what your price is. You’ve barely met them and you’re eager to close a sale, so you give them your price. The customer hears your price and then starts to ask for a discount. You’re still eager, so you throw them a bone, hoping they will take it and you can close the sale. Yes, the sale comes with a slight discount, but you still got it and you got it fast.

Discount 209
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What Really Happens In Vegas? Opportunity!

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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How Intent Data Helps Marketers Convert A-List Accounts

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.

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11 Sales Compensation Complaints to Address Before Next Year

SBI Growth

'This post is for Sales and HR Leaders planning 2014 Sales Compensation. It provides a number of common Sales Compensation complaints. Knowing these complaints, you can build your 2014 plan to avoid them. I also discuss some underlying causes of the complaints that may not be compensation-related. Something you’ll need to go with this post is the Sales Compensation Complaint Checker.

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Inside Sales Power Tip 135 – Fresh Start

Score More Sales

'You arrive to your office and your work-space after a great (or not so great) weekend, feeling behind and somewhat overwhelmed about the sales numbers you need to hit to achieve quota or make bonuses. It hits you. “It’s not going to happen”, you say, dejected. You are so far behind that it would take a miracle or two to get you where you need to be.

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VIDEO SALES TIP: Thanking Your Customers BEYOND the Sale

The Sales Hunter

'When was the last time you thanked your customers? And I’m not talking just about when they place the order. Sure, it’s easy to thank them at order time, but I challenge you to look beyond the sale. When you authentically reach out to them other times just to say thanks, it is a great way to strengthen your relationship. Stronger relationships mean more opportunities to learn about them and their needs.

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