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Build a Bold, Data Infused Sales Strategy for 2013

Sales Benchmark Index

Remember, to Build a “World Class” sales strategy infused in data for 2013, perform the following over the next two months: Research the Market. “Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. The best in the field are: Delegating execution to their teams.

Freedom Is Intrinsic to Our Motivation

Increase Sales

Choice is infused within freedom. Have you ever considered freedom to be intrinsic to motivation? Many times we think of freedom in different terms such as the freedom to walk the streets, the freedom of free speech, etc. We chose our behaviors. When we ignore others in the quest to assert our own freedom, we are no longer making responsible choices. We truly are not free. Teachers.

Priceless, The First Customer Service Experience

Increase Sales

So far we have infused thousands of dollars into the local small business economy. In relocating from NW Indiana to NW Arizona, we have had to outreach to several businesses. Once again I realized how truly priceless the first customer service experience really is. Credit www.pixabay.com. Must Have Internet. My business depends on the Internet. Having a reputable Internet firm is essential.

Are You Suffering from Marketing Malaise?

Increase Sales

Think how you can infuse some of that energy into your own marketing actions. Marketing can become quite routine, almost boring especially for small business owners. Soon you feel you are tired and marketing becomes difficult. You have a general sense of discomfort and uneasiness. Yet you cannot place your finger on the exact cause. Change your routine if possible. Attend a webinar.

What’s Better, Sales Skills or Sales Attitude?

Increase Sales

Indirectly, probably I do know of one training and development publishing firm, Resource Associates Corporation , that has infused the SDT into its curriculum without calling it SDT. Funny isn’t it we hear about the importance of having the right sales attitude and yet most of the sales training, sales workshops, sales seminars focus on sales skills? Does that make sense? Share on Facebook.

Are Your Sales Presentations About You or About Your Customer?

Increase Sales

The seller uses his or her past experience, company experience and then infuses some of his or her fact finding into the new sales presentation. Today in a mastermind group, I listened to one of the members discuss her particular frustration regarding sales presentations and delivering her solution. And therein lies her problem. How many sales presentations are truly about.

Are Your Sales Presentations About You or About Your Customer?

Increase Sales

The seller uses his or her past experience, company experience and then infuses some of his or her fact finding into the new sales presentation. Today in a mastermind group, I listened to one of the members discuss her particular frustration regarding sales presentations and delivering her solution. And therein lies her problem. How many sales presentations are truly about.

Value Articulation Maybe Your Only Sales Obstacle

Increase Sales

There is a lot of emphasis placed on constructing a value proposition statement and infusing part of that statement into the elevator speech. Simplicity for top sales performers is to remove every sales obstacle before it becomes an impediment to a successful sale. Source: SiriusDecision). 66% of executive buyers feel salespeople cannot articulate value. Source: Gartner). A ttitude.

Drive sales innovation by bottom up entrepreneurialism

Sales Training Connection

Although the study focused on the business world in general, we thought several of the ideas were particularly important for how innovation can be infused into to the selling function. Drive sales innovation. Many markets are undergoing a transformational change where the customer is demanding salespeople bring innovative thinking and new insights. Think about it! 2014 Sales Momentum ®.

CMO: Enable Reps with the Right Content at the Right Time

Sales Benchmark Index

It is simply is not infused with deep domain knowledge. Sales reps want solid materials to support them in sales campaigns. Today this means having the right content at the right time. Having the right content enables the sales rep to have the best chance to make a sale. How does this happen? It starts with the Marketing departments buyer centered marketing strategy. Author: John Koehler.

Effective Social Media Marketing Educates

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Think about your own Pixar Story and how you can infuse that story into your social media marketing. * * * * *. With social media, much of the marketing focus has shifted away from what makes basic and good marketing. Yet having read this social media marketing post on LinkedIn Pulse , much of what the writer states is just as true for basic education based marketing. Buy this! Buy that!

Organizational Development Is The Old Way of StrategicThinking

Increase Sales

When strategic thinking infuses this new paradigm then it creates almost a natural alignment between planning, people and profits. Organizational development has been around for years and looks to improve the small business from the 30,000 foot level. This equality begins up front in the words used and must have equal footing with the words organizational development. Share on Facebook.

Underestimating and Overestimating

The Sales Blog

We underestimate the power of infusing work with meaning and purpose when it comes to producing results. We massively underestimate how much small actions, taken consistently over time, start to stack up when it comes to producing results. Because the action itself is seemingly small, it is difficult to recognize the accumulation of impact it makes over time. Money is valuable and necessary.

Why Are You Fighting Chaos As Part of Business Growth?

Increase Sales

Imagine what would happen if we infused acceptance of chaos into our business growth; learned to work with it and better yet anticipate it? How many times because of our conditioning, our beliefs, we fight chaos as we experience business growth or even work to increase sales? Is not chaos part of life? Then why would it not be embedded within any business growth strategy? Share on Facebook.

How to Drive Sales in 2014 with Content Marketing

Sales Benchmark Index

Outsourced content simply is not infused with deep domain knowledge. The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Marketing leaders understand that content marketing is King. We are seeing marketing budgets increasing the content development line item. In this post, I’ll address these challenges and how to conquer them.

When will Sales catch up with Marketing?

Sales Benchmark Index

Sales Process infused with Buyer Insights – Allows a sales team to sell the way the customer wants to buy. 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. CMO’s can help sales make the number in 2014.

The CMO’s Guide to Driving Impact in Year 1

Sales Benchmark Index

Infuse the Sales Process with Buyer Insights. CMO’s report a honeymoon period of six to twelve months before they ‘own’ the result. Impacting a marketing team’s output in that short period of time requires a quick start. How long is your honeymoon? B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Buyer Process Maps.

What Sustainable B2B Model Believes Salespeople Are Unnecessary?

Increase Sales

These “clueless” leaders will infuse technology and call centers to optimize the bottom line. Believe it or not, there are B2B models once again rearing their ugly heads that believe salespeople are unnecessary. No what is critical to these yokels (executive leadership) is decreasing the cost of doing business by cost cutting. Credit www.gratisography.com. Share on Facebook.

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The Key To Unlocking a Sustainable Goal Setting Process

Increase Sales

So why not infuse those driving emotions into the goal setting process? Human being are by their very nature goal setting creatures. If not, we would not be where we are today. The ongoing issue is sustainability with any goal setting process. What is missing is 99.9% of the goal achievement models is this one aspect – emotions. Share on Facebook.

Sales Simplicity or Sales Sophistication, What Really Works?

Increase Sales

Maybe the better question to be answered is what sales leadership talents do I know to be true and how may I infuse these sales leadership talents into successfully executing either the sales simplicity or sales sophistication selling philosophy. If you are seeking to increase sales, there appears to be two camps of selling philosophy or thought. She can be reached at 219.759.5601 CST.

Memorable Marketing Makes Money

Increase Sales

When done well, memorable marketing makes money and that belief needs to be infused into your small business. As I have written countless times, the purpose of marketing is to attract attention and begin to build relationships. When marketing is memorable, meaning you have created an emotional connection with your target audience, you will make money. Share on Facebook.

In Sales Training Fools Rush In Where Angels Fear to Tread – Part 1

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Sales professionals are required to infuse best marketing practices into their selling endeavors. How many times do sales people in their effort to showcase their latest sales training end up tripping over their own two feet or rushing in without predetermined thought? The majority of sales training is based upon the minority of businesses where qualified sales leads are the starting point.

How to Increase Sales – Stop with the Bullying

Increase Sales

“Beliefs are experiences real or imagined infused with emotions conscious or subconscious.” Even though small business owners to sales managers know better, many still engage in bullying. Maybe their behaviors are the result of being bullied in school or not having consistent positive business ethics. However, bullying behavior is not how to increase sales. years. Sales Cartoon.

Stop Being Transactional on the Inside

The Sales Blog

If you infuse their experience with meaning and purpose, then they will treat the work they do for your clients as if their work is meaningful and purposeful. Stop Being Transactional on the Inside is a post from: The Sales Blog | S. Anthony Iannarino. If you treat the people that work within your four walls as if they are a transaction, they will follow suit. People aren’t transactions.

4 Powerful Methods to Keep Deals from Stalling

Smart Selling Tools

You hang up the phone from a sales call, pumped with turbo-infused adrenalin, giving yourself a mental high-five, feeling like you ‘nailed-it.’ Tweet The ultimate, and certainly the most desirable goal for any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You know the feeling. There are plenty of reasons why deals stall.

Why Good Storytelling Beats Good Selling

Sales Benchmark Index

Infuse information with “stickiness” to improve retention. Some reps are convinced they can’t sell a new product. The next day, another rep does just that. Why is this? How can some reps be so effective and assertive, and others so passive? Confidence and belief are certainly big parts of the equation. The other part: exceptional storytelling. Hannah, the potential buyer is skeptical.

How (Not) to Demo

Mukesh Gupta

Infuse theatrics in the demo. Infuse humor. Last week I attended a conference, where during the keynote, a cool new product was introduced and someone asked to show a demo of the product. The presenter lost the audience in two minutes flat, not due to the product not being cool, but due to the way the demo was run. I learnt the following from the demo about the art of running demos.

5 Marketing Trends That will Impact 2013

Sales Benchmark Index

Go to lunch with your CIO and start working on ways to deal with the infusion of heavy IT into the state of marketing. One thing is abundantly clear. The pace of technology and buyer behavior transformation continues unabated. Assessing their impact on marketing strategies makes for tough annual planning on the right formula to connect with buyers. Branding Resurges. Campaigns can be costly.

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The 9 Deficiencies That Lead to Poor Sales Results

The Sales Blog

Any human endeavor can be infused with joy or fear. I write a lot about self-empowerment and the impact of your attitude upon your results, and about accountability. If you’ve been reading this blog for any length of time you know that I put much of the onus for success on the sale professionals themselves. Prospecting is the lifeblood of a sales organization. You must win deals.

Marketing Conversations Come Before Sales Conversations

Increase Sales

In the past marketing was almost considered a hit and run approach, long term engagement or marketing conversations was infused into the selling phase of the sales process. To achieve business growth begins by attracting attention and building relationships. ” So the first question to be asked is: What are your ideal customers seeking? Vendor consolidation. Share on Facebook.

From Subject Lines to Email Lists, It’s Time to Spring Clean Your Email Marketing Efforts

Vertical Response

Give it to them by infusing humor into your subject lines. For more advice on how to infuse humor into your subject lines, check out our blog 25 Comical Subject Lines + Tips for Funny Writing. It’s spring cleaning season — time to air out closets, clean house, and switch your wardrobe for warmer weather. It’s also a good time to air out your subject lines and freshen your email campaigns with seasonal flare. Spring gives you a chance to breathe new life into your email campaigns. Breathe fresh air into subject lines. Lighten up with some humor. Update the look.

The Real Problem with Leadership Programs

Increase Sales

The curriculums from executive leadership to management to even sales all infused leadership as a process within the written training and development materials. Many organizations offer leadership programs from the private, upper end universities to the learning centers within Fortune 100 firms. And the majority of them all share this one real problem. Leadership is not a program!

The Biggest Mistake a Marketing Leader Can Make in 2013

Sales Benchmark Index

Outsourced content simply is not infused with deep domain knowledge. 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.”. It produces results. Call to Action.

Sales Leadership The Talent of Realistic Personal Goal Setting

Increase Sales

These criteria work far better when infused into a goal setting process and even more so when there is a goal setting and goal achievement tool that leverages this talent of realistic personal goal setting. Sales leadership is truly about leading yourself first. One of the best talents to demonstrate this self leadership behavior is realistic personal goal setting. ” . Yours.

Four Diseases That Weaken Leaders

The Sales Blog

Great leaders infuse work with meaning, mission, and values. Four Diseases That Weaken Leaders is a post from: The Sales Blog | S. Anthony Iannarino. Here are four diseases that weaken leaders and damage their ability to produce results through others. Inability to Control Your Own State : If you want to prove that you have no real power, lose your temper and fly off the handle. Questions.

Experiential Selling is What Leads to Buyer “Aha Revelations” – An SSTools Classic

Smart Selling Tools

We could have just described the reasons in the top five list and surely the reader would “understand,” but instead, we chose to drive the point home by infusing a more striking ‘experience’ into the framework. People don’t buy until a trigger goes off in their brain that causes them to look at their current situation in a different way. I think of these as “Aha Revelations.”

Why the Strategic Planning Process Needs to Be Changed for Sustainable Business Growth – Part 1

Increase Sales

What is also required is infusing both people and processes into the profit model design to ensure sustainable business growth. Having engaged in strategic planning processes with many clients, there were always gaps. I chocked this up to the client not doing what he or she said. Yet, something told me that I was missing something. For without profits, no business can stay in business.

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Igniting Sales Transformation

There is no doubt that millennials grew up in a digitally infused, socially-networked world. Businesses need more of those traits infused into their models. I originally wrote this for another website this past summer. As I’m thinking about the year ahead, I felt like it was a great time to post on my own blog. Would love to hear your comments once you’ve read the post.

Sustainable Sales Success - Tip 08 - The Want

Increase Sales

Additionally the Want for top sales performers is infused with positive core values. Talk to or listen to most top sales performers and you will here “The Want.” ” They realize sustainable sales success is directly tied to their want to increase sales. They continually work to improve their own revenue as well as to improve themselves. The harder I work, the luckier I get.

This Is the Only Sustainable Competitive Advantage

The Sales Blog

The “sustainability” is going to be infusing the work of problem-solving with purpose and meaning, as well as fully empowering people to create and to fail. Did you see Uber coming? How about Airbnb? Who expected Amazon to become Amazon.com? Who thought any software company would compete with Microsoft? The idea of business strategy is to create a sustainable competitive advantage.