The Pipeline
MAY 11, 2012
There a host of things you can focus on to master to improve your sales execution and results, but none more than the need to master time. We all start with 24 hours at the start of the day, and how we use it will determine our success more than anything else. I have never heard a sales person, no matter how good, tell me they have run out skills, but at one point they have all run out of time.
MTD Sales Training
MAY 11, 2012
How do you get prospects to return your calls? Of course, it seems impossible to get a return call from leaving a message on a cold call. However, sales people also have problems getting calls returned from warm calls, or referrals given by satisfied customers. So, what is it that you have to do in [.
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No More Cold Calling
MAY 10, 2012
Sometimes all it takes to seal the sales deal is a live conversation. Not email, not a text: a phone call. Email thread after email thread…and nothing gets settled. One Friday afternoon I decided to take action, pick up the phone, and call three people. All three had been emailing back and forth with me, and still there were loose ends. I reached all three.
Sales and Marketing Management
MAY 7, 2012
I’ve been a part of many sales teams in my career, and over and over I’ve noticed five common afflictions that affect them, each of which reduces morale and sales performance. They can be found to some degree in most almost every organization. Smart management teams are aware of these afflictions and work to avoid their potentially destructive impact.
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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.
The Pipeline
MAY 9, 2012
If you’re a basketball or hockey fan, you are (should be) enjoying the playoffs. For the most part the level of play, intensity and excitement of the game is at its highest level (most of the time). Every play counts, it is do or die time, and it brings out the best in players. Some players have made a career out of being clutch playoff players, think of “Mr.
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Bernadette McClelland
MAY 6, 2012
'What do Buyers want from Salespeople? If you consider a buyer may get around thirty cold calls a week from different suppliers, then that equates to around two full days a week. So how do they sort the wheat from the chaff? They want the complex made simple even if it boils down to such things as understanding compliance issues and safety regulations, especially in today’s litigious world.
The Sales Heretic
MAY 8, 2012
You asked someone to connect with you on LinkedIn and they agreed. Great! So… what do you do next? How do you begin to build a relationship virtually? Listen to my appearance on Breakthrough Business Strategies Radio with special guest host Stephanie Calahan. In this eight-minute segment, I share nine tactics you can use to turn LinkedIn connections into actual [.].
The Pipeline
MAY 7, 2012
This past Saturday, I had the great pleasure of spending the day with some of North America’s brightest sales thinkers. You can track them through my tweet stream @TiborShanto , and there is a list below. These 20 or so sales thought leaders are a subset of a larger group that has collaborated a number of ways online and in the socialsphere, I have worked with some for years, but this was the first (of many I hope) time we got together in one room to focus on and move a common agenda forward.
MTD Sales Training
MAY 9, 2012
While there are as many different types of buyers as there are different personalities, buyers do eventually fall into a few very distinct categories. There is the paranoid, scared buyer who does not seem to trust or believe anything that you say. Then you have the price only buyer, who is only concerned with getting [.
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Score More Sales
MAY 11, 2012
photo courtesy of Apple(R). Did your team receive iPads or other tablet PCs and you find them under-utilized? As a long time PowerPoint user myself, I have felt guilty about my iPad being my glorified Evernote platform and e-mail source on the road. Ashley Furness, CRM Market Analyst at Software Advice recently wrote about this very issue – teams of salespeople have received or will received tablets but do not have clear deployment plans.
Understanding the Sales Force
MAY 9, 2012
Understanding the Sales Force by Dave Kurlan. Photo Credit - Fever Pitch on PhotoDune. My colleague, Frank Belzer, just posted a terrific, thought-provoking article on Rejection. Please read that first for the rest of my article to have the proper context. Five years ago, Passive Rejection wouldn't have been an article topic because back then, it was rare to not get your repeated calls returned.
The Sales Hunter
MAY 8, 2012
How is your sales pipeline doing? Is it turning out the types of leads you need or is it merely junked up with stuff you don’t realize is junk? Too many salespeople keep leads in their sales pipeline that have zero potential of every resulting in sales, but they do this just to give them a sense of security. If you’re looking for security, go get yourself a blanket.
MTD Sales Training
MAY 10, 2012
No introduction or explanation needed here. I am just going to give it to you simple, brief and straight. Follow these A B C s of account management, and you will grow your business! A – Advise If you really did your job in closing the sale, then you were able to elevate yourself from [.
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Score More Sales
MAY 8, 2012
In business-to-business selling we do a lot of war room planning against competitors. In fact, discussing competition often sounds like being in a war. What if you disarmed the thought of competition – and instead used a term I call, Industry Counterparts? Here are the subtle differences: Competitors are rivals, opponents, seekers, and claimants. They seek to take what we believe is ours – namely our prospective customers.
Anthony Cole Training
MAY 9, 2012
I started playing tennis seriously or semi-seriously about 18 months ago. When I started I took some lessons, played some mixed doubles and would practice against a ball machine. When I would hit against the ball machine back then about 40 or 50 of the 200+ balls would end up on my side of the net. When I practiced my serve about 33% of the balls I served ended up on my side of the net.
Understanding the Sales Force
MAY 6, 2012
Understanding the Sales Force by Dave Kurlan Over the years you have worked with many salespeople and often times their success, or lack thereof, didn't correlate as much to their skills as it did to their Desire or Motivation for sales success. Desire is how badly one wants to succeed, and Motivation is what drives them to success. I've written many articles about Sales Motivation but let's take a slightly different path today.
The Sales Hunter
MAY 7, 2012
Yes, sales prospecting can be made simple in 2 easy steps. You’re probably thinking,”On what grounds can he dare make a statement this bold?” Well, I’ve been around enough salespeople and I know from my own experience that it really does come down to 2 easy steps. Are you ready for them? First step is to schedule time on a regular basis to prospect.
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.
Score More Sales
MAY 8, 2012
In business-to-business selling we do a lot of war room planning against competitors. In fact, discussing competition often sounds like being in a war. What if you disarmed the thought of competition – and instead used a term I call, Industry Counterparts? Here are the subtle differences: Competitors are rivals, opponents, seekers, and claimants. They seek to take what we believe is ours – namely our prospective customers.
Jeffrey Gitomer
MAY 10, 2012
Tweet Think about the pile of business cards on your desk, of people that you’ve never really connected with, and certainly have never provided value for. Then think about the number of people who you could be adding to your network; people who could really be enlightened by you and discover your depth (or lack of it). Networking is a non-negotiable in sales.
Understanding the Sales Force
MAY 8, 2012
Understanding the Sales Force by Dave Kurlan Mary always succeeded in finding new opportunities but her weaknesses, especially her Need for Approval, Discomfort Talking About Money, and Tendency to Become Emotionally Involved, would usually interfere with her ability to gain traction and close the sale. During the past year she has improved enough so that she is not only finding new business, but closing it too.
The Sales Hunter
MAY 8, 2012
Any piece of information you receive from or about a customer needs to be validated. No matter how long you have been in sales, you know that bad information can steer you horribly wrong and maybe even cost you sales and professional relationships. If you receive information about one of your customers or about something happening in their company or industry, don’t automatically take the information at face value.
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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.
Pointclear
MAY 10, 2012
Today's PowerViews guest is Christopher Hosford. Christopher is an award-winning business writer and editor based in New York City. He is East Coast Bureau Chief for BtoB Magazine. He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Magazine, Multi-Housing News and Hospitality Design.
Increase Sales
MAY 10, 2012
In this age of high tech where social media has become the way to conduct business, many still fail to recognize the importance of face to face interactions and how they increase sales. A new survey by Economist Intelligence Unit, sponsored by Cisco, entitled Business Leaders’ Views on Interaction revealed the importance of face to face interactions specific to communications and other business leadership concerns.
A Sales Guy
MAY 9, 2012
Selling is hard. The profession has a bad rap. Sales people aren’t always seen in the best light. The truth is however, most sales people are passionate about what they do and are genuinely invested in the well being of their customers and prospects. Knowing how hard it is to sell and the perception challenge sales people face, I thought I’d write a letter to our prospects on behalf of all sales people, in hopes it might change a few minds and soften the stance of our prospects.
The Sales Hunter
MAY 10, 2012
It’s time for me to once again talk about the importance of you attitude. Sales prospecting can be very difficult, but why make it any harder on yourself by having a bad attitude? Too many salespeople fail to realize how much they’re destroying their sales prospecting results due to their attitude. It starts by not letting stuff you can’t control to control you.
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?
Pointclear
MAY 10, 2012
Today's PowerViews guest is Christopher Hosford. Chris is an award-winning business writer and editor based in New York City. He is East Coast Bureau Chief for BtoB Magazine. He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Magazine, Multi-Housing News and Hospitality Design. Chris has served as editor-in-chief or senior editor with Meeting News, Corporate & Incentive Travel, and Life Extension.
Increase Sales
MAY 11, 2012
The simple fact of the matter is we all have expectations when it comes to branding, buying and selling. Those expectations are part of our conditioned experience memory bank that is tucked faraway into our amygdala. How will this new solution perform to what I already have is often the unasked question ruminating in our brains. Seth Godin is quoted as saying the noun “brand” is all about the expectations of your customers, your employees to even voters.
Sales Training Connection
MAY 7, 2012
Sales force turnover. Most people would agree that the last couple of years have been pretty tough times. Lots of bad things have happen to companies and to individuals – there are no shortages of telling stories. The good news is more and more people are starting to see some light at the end of the tunnel. Most nonpartisan economists say that while the economic improvement is slow, things are moving in the right direction and precluding any major international event that story is likely to co
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