Sat.Nov 03, 2012 - Fri.Nov 09, 2012

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Top Five Reasons Sales People Fail

MTD Sales Training

Sales people can find dozens of reasons for failure, as can many sales managers and supervisors. However, there really aren’t a whole lot of reasons for failing in professional selling. The reasons. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 297
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Who Cares What You Would Do – Sales eXchange 173

The Pipeline

It has always been a challenge to get sales people to call high, not high as in stoned, but high in the hierarchy of their target companies; in fact I sometimes think the former happens more often. One reason is that they are not comfortable engaging with senior executives, I hear things like “ho, you can’t call them”. To which I say I have checked in Ottawa, DC, all the provincial and state legislations and there is currently no law on any books preventing a sales person from calling senior

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How would you Coach the Self-Doubter?

Steven Rosen

We all know self-doubters in our personal and professional lives. Despite they’re lack of apparent confidence, many of them are highly successful. From a cognitive perspective the self-doubter can only see what they don’t do well. They are their own worst critics. Given a lack of self-awareness they are extremely difficult to coach. Can you think of anyone on your team who fits this tag?

Coaching 260
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Salespeople Who Give Discounts are Not Salespeople

The Sales Hunter

It’s time for me to rant about salespeople and discounts. When a salesperson offers a customer a discount, what they’re saying is they have not been able to do a good enough of a job demonstrating value to the customer. To offset their inability to do what they’re supposed to be able to do, they feel the way to close the sale is by offering a discount.

Discount 262
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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How To Handle The Prospect Who Wants To Talk About Politics And Religion

MTD Sales Training

Sometimes you will run into that prospect who wants to goad you into small talk of a sensitive nature such as politics, religion, racial or even sexual issues. Often, the prospect wants to use you as. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Land More Prospects By Broadcasting Your Customer's Voice

SBI Growth

The sales world is changing rapidly. Buyers are now closer to making their purchase before a rep gets with them. Content that supports buyers in their decision is king. With so much information at their fingertips, prospects are more empowered. But your job as a sales rep is to influence the prospect's buying decision. Today’s post offers a way to influence the buying decision without saying a word.

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What to Do When the Sale Is Stalled

The Sales Heretic

They SEEMED interested. And they have the money. But they’re not buying! What’s going on? And what can you do about it? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this twelve-minute segment, I share four reasons stalls happen and six ways you can overcome them. To listen, just click [.].

Segment 241
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5 Tips for Smarter Email Use By Sales Pros

Sales and Marketing Management

Issue Date: 2012-11-09. Author: Dmitri Leonov. Teaser: Not all emails are created equal. Here are five tips for keeping email from controlling your sales reps. Not all emails are created equal. Here are five tips for keeping email from controlling your sales reps.

Sales 208
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Don’t Lose Customers With Bad E-Mail Habits

Score More Sales

What is the best way to worsen a relationship with a prospective client, a customer, or an invaluable referral partner? Answer: Only communicate through email. Never pick up the phone, and be guilty of two other bad email habits that happen every day, all over the business world. Situation: A friendly, optimistic relationship is struck by two business services providers who do different services.

Customer 239
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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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Is your Sales Ops Leader Delivering Results?

SBI Growth

The 2013 Number came back from the Board for the VP of Sales. They expect a 20% increase over your “best case” 2012 finish. Who do you turn to for help? Regional Sales Leaders? Human Resources? CFO? VP of Sales Operations? If you answered anything other than #4 , revisit the value your Sales Operations Leader is providing. If you have a world class Sales Ops Leader, you’ll know that this is your first and best resource.

Hiring 241
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How can you positively impact your sales?

Steven Rosen

Dear Sales Manager, . This year was tough; next year’s sales prospects are going to be even tougher. I hope you are not suffering from failure to impact syndrome. If you are what should you do? Tip #50: Beware of Failure to Impact Syndrome. Time and time again I see it. Sales reps going through their daily activities like robots. They have little impact on each call, but show up and expect the business.

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Let’s Get Rid Of The PITCH And The PITCH Mentality

MTD Sales Training

I don’t know exactly how in the world the word “Pitch” ever became associated with the world of selling. I do know that I personally do not care for the term. So many sales people and organisations. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Exact 230
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Watch Sales Videos and Improve Your B2B Sales Skills

Score More Sales

At a recent sales training session, I polled the large group to see who reads professional development books and books about improving your sales skills. There were very few hands that went up. Rather than being totally bummed out by this since I’m a voracious business book reader and recommender, I want to propose an option for those who don’t read a lot but DO want to learn, grow, and improve – the option is to watch the right videos which can show you specific, targeted skil

Video 225
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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How to Anticipate the Next Compelling Event of the Buyer Process

SBI Growth

The generator got louder as I approached. The deli at 15th and 7th Avenue was serving a line of people. The rest of lower Manhattan was completely dark thanks to Hurricane Sandy. Only two other businesses had generators. The hurricane compelled them to buy the machines. Your Buyers face their own compelling events. If you are the leader of Sales Operations , ask yourself a few questions: Have I prepared the Sales team for the next compelling event?

Buyer 236
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Did President Obama Do More Damage to the Image of Salespeople?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I would like to discuss what happened toward the end of the presidential campaign (hooray for that being completed!), which may have been lost in the sea of mutual attack ads and name-calling. In an interview with Rolling Stone, President Obama said that Mitt Romney was a b r. That was a very rare, public choice of words for a sitting president, but on its own, I don't have an issue with that.

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Don’t Let Your Top Sales Performers Stifle Your Business

Sales and Marketing Management

“They’re driving me nuts!” aren’t the words most would expect to hear from a director managing a high-performance team. But as any sales manager knows, while top salespeople are essential to the company’s success, these high performers can also be “high maintenance,” causing problems that soak up management time and impact other team members.

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Tom Brady, Aaron Rodgers, and Sales Success

Score More Sales

photo courtesy of sportsreport360. Does anyone doubt your potential success in selling? Do you doubt it yourself? When I was a new sales professional I did question myself a lot. While I was confident enough to get my early sales positions, I was not confident about the products and services that my company offered until I really knew them well. In fact, I was not always confident about the company I represented – and lack of confidence shows.

Outbound 208
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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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“You Should Have Seen It Coming”

SBI Growth

Boards tell CEOs , “ You should have seen it coming ”, when they hand over separation agreements. A revenue miss is a revenue miss. Issues outside of the CEO’s control are labeled excuses. Boards feel they pay CEO’s to “see it coming”, whatever “it” is. But, how can a CEO of a private company see it coming? Get to the Source. The clearest view of the future is the market view of a company’s prospects.

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When Sales Leaders Don't Lead With Their Strengths

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Today I received a request for all of my articles to date which reference Objective Management Group's Sales VP/Director Assessment. I conducted a quick search and found - what? None! Out of nearly 1,000 articles, I hadn't referenced OMG's Sales VP/Director Assessment even once! I'll fix that right now. Unlike our sales and sales management assessments, which are usually performed as part of a sales force evaluation at the request of an executive, mos

Lead Rank 204
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Sales Prospecting in Two Easy Steps

The Sales Hunter

The number one issue people have in sales is sales prospecting — trying to find new customers. I think it ranks ahead of closing, negotiating and every other part of the sales process. With that said let me break down into two easy steps everything I’ve ever taught others or done myself with regard to sales prospecting. Step 1: Pick up the phone and make the call.

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PowerViews with Linda Richardson: Responding To vs Shaping vs Creating Demand

Pointclear

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center.

Video 174
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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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Are You Solving The Wrong Problem?

SBI Growth

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? How do you know fixing these problems will have the greatest impact on revenue? Which problems do you have power to change because you aren’t SVP? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore.

Scale 233
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Believe It or Not Everyone Is In Sales

Increase Sales

Years ago when facilitating some customer service training and development for a telecommunications firm, one of the participants (a customer service technician) flatly said he was not in sales. I then asked him if I had permission to ask him a few questions and his responses are in quotes: Do your children go to school every day? “Yes” Do they always want to go to school every day?

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Sales Planning: What’s Your Contingency Plan?

The Sales Hunter

Whether you operate in the northeast United States and were impacted by Sandy or not, the issue of having a contingency plan is essential. In my job I travel extensively and I never travel without having a back-up plan with regard to flights, etc. We need to have the same approach when it comes to our customers. Do you plan your sales calls to get you to 100% of your number or do you plan your sales calls to get you to something higher?

Travel 192
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Speed Matters – A Lesson in Lead Follow-Up

A Sales Guy

I’m moving in a few weeks. I hate moving. Because I hate it, investing in movers is well worth it to me. I’ve been putting it off for too long, so yesterday I Googled moving and found a site that allowed me to get quotes from 6 different movers at once. This was awesome. I put in a few bits of information, the application auto populated 6 moving companies that serve my area and all I had to do was click a button.

Follow-up 119
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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

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.

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Sales strategy – it starts at the top

Sales Training Connection

Sales strategy. In sales a fair amount of time is spent on crafting, executing, and modifying sales strategy. Some topics, like how sales reps should go about planning their account strategies, receive a lot of attention while others not so much. One that falls into the latter category is overall business unit sales strategy. It’s difficult for individual sales reps to do a superior job thinking and acting strategically at the account level without guidance from the top.

Strategy 120
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How to Increase Sales – Know and Stay the Course

Increase Sales

To know and to stay the course is a powerful small business strategy of how to increase sales. So many times we as small business owners and sales professionals become so crazy busy, so distracted we fail to truly know the course, the plan and then follow that course, than plan. Credit www.sxc.hu. Knowing the course is probably far more about reflection or strategic thinking than actually taking action specific how to increase sales.

Course 152
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Let Your Customer Read A Key Point of Your Presentation

The Sales Hunter

The vast majority of people retain information better when they read it themselves versus when they hear the same information. Use this to your advantage by making it a technique you use during a sales presentation. One way to do this is by taking your presentation materials and highlight one key point you typically use in your presentation. Rather than stating the key point yourself and expecting the customer to understand what you said, switch things up and ask the customer to read the stateme

Customer 191