SBI Growth
JULY 21, 2013
'The sales field is suffering. Customers are suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014.
Steven Rosen
AUGUST 12, 2013
'By Steven A. Rosen. I just had a conversation with a sales executive who asked me “what is the role of the sales manager?” This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives. I agree that the sales manager’s goal is to meet or exceed sales objectives. On the other hand, the role of the sales manager is very different.
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The Sales Heretic
JUNE 24, 2013
'Your company has too much money. I understand. It’s a common problem. Clearly, you need to get rid of some of it. But how? Marketing! But not just any marketing—it has to be bad marketing. Because good marketing is actually an investment—it will generate more sales, making you more money. And you wouldn’t want that, [.].
Sales and Marketing Management
MAY 1, 2013
'Issue Date: 2013-04-30. Author: Renato Beninatto, Chief Marketing Officer, Moravia. Teaser: If you want to do business internationally, you’ve got to communicate in the language of your target market. And no matter how small you are, you can be successful in foreign markets if you plan well and avoid five common mistakes. If you want to do business internationally, you’ve got to communicate in the language of your target market.
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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
DECEMBER 6, 2013
'The Pipeline Guest Post – Jeff Shore. Adapted from Be Bold and Win the Sale by Jeff Shore. Available from McGraw-Hill Business in January 2014. . In his (amazing) book, Thinking, Fast and Slow, Nobel Prize winner Daniel Kahneman touches on a fascinating concept that he calls, “The Law of Least Effort.” Kahneman states that, “…if there are several ways of achieving the same goal, people will gravitate to the least demanding course of action.
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MTD Sales Training
OCTOBER 8, 2013
'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! ]].
Understanding the Sales Force
NOVEMBER 13, 2013
'Understanding the Sales Force by Dave Kurlan Did you happen to see the movie Gravity? Early in the movie the two astronauts, played by Sandra Bulluck and George Clooney, lose communications with Houston. From that point on, they don''t stop talking to Houston, they don''t stop reporting in, they don''t change protocol. What they do change, is they add a phrase to the beginning of each message.
Jeffrey Gitomer
JULY 2, 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.
The Sales Hunter
OCTOBER 15, 2013
'What separates great from average, and what do you need to do if you want to step up your sales game? Here is what I’ve found in having worked with thousands of salespeople over my 15 years of sales consulting — and before that, nearly 20 years of sales with 3 Fortune 500 companies: 1. Great salespeople set goals. But unlike average salespeople who also set goals, great salespeople are continually measuring their performance and looking for ways to achieve their goals. 2.
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Pointclear
MAY 14, 2013
'My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few.
SBI Growth
APRIL 27, 2013
'Read on to learn if your Reps today are right for the future. This post is especially for HR Leaders and Business Partners in support of sales. Sales personnel will also benefit from the indicators of obsolescence. These are available in the downloadable tool: The 13 Symptoms of Sales Rep Obsolescence. The Problem: The buying environment has dramatically changed.
Steven Rosen
DECEMBER 17, 2013
'Guest Post by Jeff Shore: An excerpt from “Be Bold and Win the Sale” by Jeff Shore. Available from McGraw-Hill Business in January 2014. Several years ago my wife and I took swing dance lessons in preparation for our son’s wedding; we wanted to dance without looking foolish. (OK, I wanted to dance without looking foolish.) Learning to dance was uncomfortable and often frustrating but we eventually got to the point where we could pull off a few moves.
The Sales Heretic
MARCH 19, 2013
I was meandering through a store recently when I came upon a display for a new electric toothbrush. The biggest, boldest words on the signage and the packaging were “New Quadpacer Mode!” I thought to myself, “Finally! I’ve been waiting my whole life for someone to make a toothbrush with Quadpacer Mode! I love Quadpacer [.].
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Increase Sales
FEBRUARY 7, 2013
The small business leadership mentality of “all for me” is quite prevalent given that over 27.7 million firms in the US, 21.7 are non-employed meaning one person entities having no employees. These small business owners (leaders) are quite busy running their own firms and have very little time to helps others, or so they believe. After all, these individuals must take care of their own selves, their families first.
The Pipeline
AUGUST 21, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I hope we can all agree that in sales, manager are better leading from the front than behind the desk. Yet despite the rousing and collective yes we just heard, and the fact that less managers manage from behind the desk, the reality remains that all too many managers still do not lead, or lead effectively.
HeavyHitter Sales
MAY 18, 2013
'Over the last couple of months I’ve spoken to a number of experienced sales leaders and senior sales reps who were contemplating their next career move. Many feared their age might become an obstacle so I thought I would post this article. It hard times for salespeople and sales managers over 50 today. As companies have downsized, they find themselves five times more likely to be let go when compared to their younger counterparts.
SBI
SEPTEMBER 25, 2013
'$44 Billion. That’s the amount of money that companies collectively spent on Content Marketing in 2012 [1]. According to recently published research from MarketingSherpa’s 2012 Lead Generation Benchmark Report, “the creation and distribution of unique, engaging content is becoming increasingly critical to the success of any online outreach program.” [2].
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.
Fill the Funnel
DECEMBER 13, 2013
'Time zone confusion has probably caused me more missed meetings, phone calls and web meetings than every other reason combined. East Coast, West Coast, Daylight Savings give me a headache. Then add in the challenge of scheduling for a worldwide audience on a webinar or conference call and it becomes almost impossible to get it right. Enter today’s web tool located at EveryTimeZone.com.
Jeffrey Gitomer
JULY 8, 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.
The Sales Hunter
SEPTEMBER 10, 2013
'Not all customers are good customers. In fact, there are some customers who are just plain stupid. Sometimes we as salespeople don’t recognize how stupid they are until it’s too late. As a public service, I’ve come up with 5 things you can do to avoid dealing with stupid customers. 1. Don’t sell on price. When you sell on price, the biggest group of people you’re going to attract is stupid people.
Keith Rosen
AUGUST 13, 2013
'If it’s ever been a struggle to create what you want most when setting sales goals, your goals and the strategy to achieve them may not be serving you best. With the dramatic changes in our economy and in our society, it’s no wonder that many of us are asking ourselves, “Now what do I do?” while looking for more order and certainty in an uncertain world.
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?
SBI Growth
FEBRUARY 3, 2013
You don’t want a new job. You want to excel at the job you already have. To do that, you must outperform your peers and close more deals. So your success tomorrow depends upon your pipeline today. In today’s environment, a quality pipeline starts with LinkedIn. This post describes the Social Seller's strategy to grow their prospect list through LinkedIn.
Sales Training Connection
FEBRUARY 25, 2013
Sales Coaching. Front-line sales managers are the “pivotal job” for improving sales productivity. That means – if companies want to improve sales revenue and optimize sales profitability, they should do everything they can to make sure front-line sales managers are doing what they should be doing. This is hardly new news. It has been a well-established truth for at least 20 years.
The Sales Heretic
JUNE 12, 2013
'For most salespeople, professionals and business owners, the sales process begins with prospecting. And yet, too often, we unwittingly sabotage our prospecting efforts. If you don’t have the number of quality prospects you’d like, chances are you’re making one or more of these common mistakes. 1. Not doing it It amazes me how many people [.].
Increase Sales
MAY 27, 2013
'Today here in the USA is Memorial Day. This is a national holiday to remember and honor those fallen military individuals who gave their lives for our country. To remember is to reflect and thus keeps us from living these words of Socrates over 2000 years ago. “The unexamined life is not worth living.” Reflection is the examination of one’s life.
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The Pipeline
JULY 17, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Shorter sales cycles are one of those things that come up in many discussions with sales and corporate leaders. When I ask them what specific improvements they would like to see 18 to 24 months out, a shorter cycle is usually one. While I get it, there is more to the question than many have given serious and productive thought to.
Velocify
APRIL 3, 2013
It truly is a new Don. In the 1960’s Don Draper from the popular show Mad Men and his colleagues at a fictional advertising firm on Madison Avenue were the center of the marketing and sales universe, controlling all channels of influence. Today marketing and selling is a two-way dialogue with buyers, one that includes many layers of influence. Prospective clients are savvy, researching online, inviting competition to participate, and consulting their social networks in advance.
SBI
OCTOBER 9, 2013
'Two years ago, I wrote about the perfect sales tool and included a wish list of capabilities that simply didn’t exist back then. Certainly as a group, no one product could proclaim to include all features and many singular features weren’t available in any product. Alas, it’s been two years and still no product has been invented that comes anywhere close to what I described.
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