Sales 2.0
NOVEMBER 12, 2012
Every now and then I like to go check my own view of the world by talking to smart people who are out there actually selling. This week is one of those weeks. I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 and how it is impacting Silicon Valley startups (an environment where he’s spent a lot of his career). 1.
SBI Growth
DECEMBER 12, 2012
SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Greg tells CMO’s that “The pressure is on”. “CEO’s are paying more attention to marketing’s contribution and are holding them accountable for revenue generation.”. Marketing leaders need to drive a strong impact to show a return on investment.
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The Sales Heretic
NOVEMBER 30, 2012
“When I attend a trade show, I only stop at booths that have candy dishes. Because, if you have candy, you must be a terrific company. And the greater the variety of candy you have, the more likely I am to buy your product or service.” This sentiment has never been expressed by anyone, ever. [.].
The Pipeline
DECEMBER 26, 2012
There numerous histories and origins attributed to Boxing Day, so it’s only proper that we add to tradition from a sales point of view. While I normally encourage sales professionals to think out of the box, in this post I will suggest you take some specific things and put them in a box so you can store them and get them out of your way to being more productive in the coming year.
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MTD Sales Training
OCTOBER 23, 2012
Setting good sales goals and performance targets is a crucial step in sales success. We all know that setting goals too low can cause some serious problems. However, setting your sales targets too. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Steven Rosen
JUNE 26, 2012
What do the best sales coaches do? In this article we want to further explore what effective sales coaching looks like. As I previously discussed in Part 1 of Effective Sales Coaching Practices , the goal of coaching is to help the individual improve their performance and reach their true potential. In our business, that means being the best sales rep they can be.
Jeffrey Gitomer
APRIL 30, 2012
Tweet Here are the TOP 6.5 referral EARNING strategies: 1. Deliver memorable service. It’s simple. Be friendly and helpful, and give positive response. 2. Be available. Make it easy to do business with you and anyone else in your company 24/7/365. 3. Be a consistent value provider. Create an email magazine and blog with content that helps customers, and a business Facebook page where you post positive and helpful information and good news, and allow for customer interactions. 4.
Score More Sales
APRIL 30, 2012
A corporate salesperson was telling me about his pipeline, and explaining all of the opportunities that were stalled. Nearly every one had what he thought were insurmountable problems. He was perplexed, frustrated, and in his mind, his career at a new company would be short-lived. We sat down and talked through every sales opportunity he had listed.
The Sales Hunter
OCTOBER 11, 2012
For some reason salespeople always think if they can just lower their price, they can increase their number of sales. In theory it sounds great. Sure seems like a basic economic equation. The problem is that in the vast majority of situations, it simply does not work. Here are 6 reasons why: 1. Somebody will come along and offer what you’re offering for a slightly lower price than your price.
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Pointclear
JUNE 28, 2012
My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. Rich earned his MBA from Harvard Business School, and he’s twice been named to BtoB Magazine’s Top 100 Most Influential people.
Increase Sales
JUNE 1, 2012
In sales so many potential customers or prospects are in the “wanting to be heard” behavior. Their desire to want someone to hear them probably exceeds their need of waiting to be heard. Credit www-sxc.hu. Wants are for the most part emotionally based and usually more important than needs when it comes to sales. As the old sales adage goes “everyone loves to buy.” However how many in sales fail to recognize those wanting to be heard?
SBI Growth
OCTOBER 30, 2012
“Executives owe it to the organization and to their fellow workers not to tolerate nonperforming individuals in important jobs.” – Peter Drucker. If you run a $5B company, you need a strategic presence in your marketing organization. However, if you think you need a highly experienced marketing strategist to take your company from $50M to $100M, think again.
The Sales Heretic
MARCH 28, 2012
When it comes to making a buying decision, prospects have a lot on their minds. Whether they’re consumers or business buyers, they have a lot of fears, concerns and doubts. And as long as those uncertainties remain unresolved, they’re going to be hesitant to buy. The challenge is, prospects don’t always voice their fears and doubts. [.].
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The Pipeline
JULY 16, 2012
Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. We all know that referrals are a highly effective way to grow your leads and prospect base, (yes, there is more than cold calling, and more than referrals), but at times reps and sales organizations place unnecessary limitations on their ability to fully leverage referrals.
MTD Sales Training
OCTOBER 18, 2012
Question 1: A sales person closed 25 sales for the month when the average is only 20 sales per month. Did that sales person have a good month? Question 2: One sales person closed 20 contracts for the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
DECEMBER 9, 2012
Issue Date: 2012-12-10. Author: Dan McDade. Teaser: B2B prospect development – the combination of lead generation, lead qualification, lead nurturing and lead hand-off to sales – is a critical element that many marketing and sales teams are failing. Dan McDade, author of "The Truth About Leads," provides three steps to help you emerge from a chaotic state, rise above average, and achieve a fully optimized state of prospect development.
Steven Rosen
NOVEMBER 18, 2012
Monday Nov. 19th, 2012. As part of a special one day promotion I am offering my new eBook 52 Sales Management Tips – The Sales Manager’s Success Guide FREE. Click here to get your FREE copy. Visit my website and go to the FREE BONUS GIFT section to sign up for hundreds of dollars in FREE resources. Whether you are a sales executive, senior sales leader or a new, experienced or aspiring sales manager I’m confident you will find this book to be a valuable guide to consult whenever you are experie
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.
HeavyHitter Sales
JUNE 19, 2012
During the first four years of your life, 90 percent of your brain’s growth and development occurred. Your mind evolved as it interacted with the world around you and recorded strange and exciting new experiences. Now, it has been accumulating these experiences for decades. I’ve written extensively about how the successful salesperson’s mind thinks and processes language in my recent books Heavy Hitter Sales Psychology and Heavy Hitter Sales Linguistics.
Score More Sales
APRIL 30, 2012
A corporate salesperson was telling me about his pipeline, and explaining all of the opportunities that were stalled. Nearly every one had what he thought were insurmountable problems. He was perplexed, frustrated, and in his mind, his career at a new company would be short-lived. We sat down and talked through every sales opportunity he had listed.
The Sales Hunter
FEBRUARY 27, 2012
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
Pointclear
AUGUST 14, 2012
This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. There are plenty of expressions or proverbs you hear every day that are familiar and understood (such as “a penny saved is a penny earned”). Other expressions contain useful advice that you don’t really get—because you don’t understand. Something else not well understood in many marketing and sales departments is the importance of certain metrics.
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?
Increase Sales
APRIL 26, 2012
Is your sales leadership team one of being “Lion Hearted Full” or “Lion Hearted Empty?” Credit www.sxc.hu. What I mean is do you and your sales people demonstrate both of these two words: Lion? Heart? Many salespersons in business today are quite lion like in their behaviors. Their sales leadership style is to focus on the prey or sales leads and then stalk them using contemporary tools including social media, customer relationship management (CRM) and effective sales ski
SBI Growth
DECEMBER 8, 2012
If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. For CMO’s today, staying abreast of shifts in behaviors associated with content consumption and purchase decisions is becoming job one. Without this understanding, leveraging marketing spend can turn into a wild guess.
The Sales Heretic
AUGUST 2, 2012
Virtually every personal development “guru” and business “expert” extolls the value of persistence and perseverance. Quitting is considered the ultimate sin. Phooey. Quitting is valuable. Important. Even crucial to your success, both in sales and in life. If your sales, your career, your project, your relationship isn’t where you’d like it to be, your best course of action [.].
The Pipeline
OCTOBER 12, 2012
By the time you know if you had made your quarter or year, it is too late. If you made it great, if you didn’t, too bad, it’s too late to do anything about it. So to succeed in sales, forget the revenue, it is a lagging indicator, focus on what really matters, the activities and elements that lead to a sale, the leading indicators. What’s in Your Pipeline?
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MTD Sales Training
MAY 21, 2012
Successful sales management requires a plethora of skills, techniques, leadership abilities, motivational cleverness and teaching expertise. Indeed, to be a good sales manager you must do a lot of things right. However, to be unsuccessful in the role of leading a sales team, you need only do a few things wrong. Quick and to the point, here are three sales management DON’Ts you need to avoid. #1 – Fail to Recognise Work Ethic and Effort.
Sales and Marketing Management
NOVEMBER 11, 2012
Issue Date: 2012-11-12. Author: By Herb Greenberg and Patrick Sweeney. Teaser: The future belongs to salespeople who can thoroughly understand, embrace and take advantage of new technology to enhance their relationships with their customers. Selling, as always, is about understanding the way your customers want to buy. What is most important now is that those ways are changing.
Steven Rosen
APRIL 17, 2012
As the head of sales you know that the primary role of the sales managers is to coach and develop their sales team. In fact you believe that great coaching will be a key driver in helping you achieve your sales goals. Your sales managers all think that they are doing a great job coaching. How do you know for sure? Here are five ways of Determining if you have Great Sales Coaches : . 1.
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