Trend Spotting – 2013

The Pipeline

As we make our way back to work from time spent with family, friends and credit cards, we are about to besieged by a wave of articles, blog posts, tweets, and other sources touting the (new) trends for 2013. So before you jump on any January 2013 trends, take a minute and review the outcome and accuracy of some of the trends hyped last year at this time. By Tibor Shanto – tibor.shanto@sellbetter.ca.

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Make 2013 YOUR Economy!

The Sales Hunter

As you look at 2013, challenge yourself to not set targets and goals based on what the economy says you should or should not be able to do. Let’s all go out and make 2013 not just a good year. Copyright 2013, Mark Hunter “The Sales Hunter.” It’s far too easy to get caught up in all of the news and talk about the state of the economy. You can’t go very far these days without being hit with conversations about jobs, taxes, debt, etc.

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Sales Influencers 2013 Predictions

Score More Sales

The 2013 predictions about selling this year are out! At the end of last year, they asked us all what we thought would be the trends for sellers and sales leaders in 2013. The piece – 2013 Make or Break Predictions from the Top Sales Influencers Online was just released yesterday. Why 2013 Will be the Year of the Buyer. B2B content kings Openview Labs first came out with a list of Top Sales Influencers for 2012, which was an honor to be listed on.

Top 50 Sales & Marketing Influencers of 2013

Jeffrey Gitomer

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. Leadership Sales Social Media Jeffrey Gitomer Blog jeffrey gitomer sales blog sales blog

7 Must-Have Automated Documents for Sales Success

The 7 must-have automated.

How the Big Deal Review Will Rescue 2013

Sales Benchmark Index

If you missed Q1, you need a monster Q2 to save 2013. This offer expires on April 30 th , 2013. 41% of b2b sales organizations missed the Q1 revenue target. Historically, 90% of companies who miss the first half, miss the year. Those who missed Q1 tell me a big deal pushing killed them. In fact, the #1 reason for the miss was the delay of a big deal. CEOs and sales leaders don't know why big deals push. I pressed them for answers last week. They don't know.

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The Case for Smarter CRM in 2013

Score More Sales

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”.

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2013 Sales Motivation Tune-Up

The Sales Hunter

We’re a month into 2013 and it’s not too early to be looking at where you are compared to your yearly number. Copyright 2013, Mark Hunter “The Sales Hunter.” Your annual number is to be a motivator, not a “downer,” so use it as just that — a tool to keep you motivated.

The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

During the interview, I was surprised to hear the biggest HR challenge for 2013. The sales force is tentative - 2013 will be a repeat of 2012. Talent management is a top priority for HR leaders who support sales organizations. Recruiting is critical. So too is talent development; maximizing the potential of human capital. But a recent interview with a HR leader revealed another level of sales leader support.

Sean McPheat’s TOP 5 Sales Predictions For 2013

MTD Sales Training

As 2012 comes to a close every “Sales Guru” out there is dusting down their crystal ball and making their “top 10 predictions for 2013” So here’s my take! Sean's Thoughts 2013 sales predictions sales industry predictions selling in 2013Here are my top 5 predictions for the coming. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

2013 Challenges and Opportunities

A Sales Guy

I was curious about what challenges lay ahead for sales leaders in 2013. I asked 12 of the brightest sales experts what they thought we (specifically sales leaders) were going to be challenged with in 2013. Not to be completely negative, I also asked them what they felt the biggest opportunities for 2013 were. 2013 Predictions; Challenges and Opportunities for Sales Leaders.

What is the State of Marketing in 2013

Score More Sales

You can download the complete results from the IBM State of Marketing 2013 Global Survey. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. The post What is the State of Marketing in 2013 appeared first on Score More Sales.

Who are the Top Sales Influencers in 2013?

The Sales Hunter

OpenView Sales Labs has recently released its list of 25 Top Sales Influencers for 2013. I want to share this list, as well as Top Sales World’s list of 50 Top Sales and Marketing Influencers of 2013. 25 Top Sales Influencers for 2013 by OpenView Labs. 50 Top Sales and Marketing Influencers for 2013 by Top Sales World. Copyright 2013, Mark Hunter “The Sales Hunter.”

Best Of 2013: Sean McPheat’s Top 10 Sales Blogs As Voted By You

MTD Sales Training

With 2013 drawing to an end shortly, I wanted to share with you the top 10 posts from the MTD Sales Training blog this year. All of these posts have been voted for by you as being the most. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Tips top sales tips top ten sales blogs

Finish 2013 Strong so You Can Start 2014 Right

The Sales Hunter

One of the most important reasons for finishing strong in 2013 is it becomes a springboard for starting 2014 right. If, on the other hand, they go into coasting mode, they start doing an internal dialogue with themselves that is along the lines of, “If I can’t hit my numbers in 2013, I’ll just make up for it in the first quarter of 2014.” The above are just a few suggestions that will help you finish 2013 strong so you can start 2014 right.

How To Build Your Sales Pipeline in 2013

MTD Sales Training

On my first day at work, I was given a list of people to call and a phone. I was told that the more people I called, the more success I would have. Well, although it was a partly successful , I soon. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Prospecting Prospecting for business prospecting for new business sales pipeline sales prospecting

3 Big Challenges for the CSO in 2013

Sales Benchmark Index

Here are the biggest threats to the CSO in 2013. The consensus on Wall Street is a strong 2013. At SBI, we’ve seen very aggressive quotas and targets for 2013. 2013 is going to be tough year. Remember how unsure you felt at the beginning of 2012? If you’re like most of the CSOs we’ve interviewed, chances are you feel better about this year. The storm clouds have passed. Europe has stabilized (for now). Congress avoided a fiscal nightmare (in spite of itself).

5 Traits You Need to Be an ‘A’ Player in 2013

Sales Benchmark Index

5 Traits You Need to Be an ‘A’ Player in 2013. As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? This article will help you figure this out, as well as identify next steps. Evolving faster than your competition has never been more important than today. This adage has been true enough in generations past. But today when the pace is faster than ever before, evolution is a must.

Jeffrey Gitomer’s First Live Webinar of 2013!

Jeffrey Gitomer

The post Jeffrey Gitomer’s First Live Webinar of 2013! Tweet You have to take pride in your achievements and your accomplishments. That pride, that ownership, and that responsibility will lead you to the next achievement. appeared first on Jeffrey Gitomer’s Sales Blog.

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Sales Lessons from Baseball's 2013 World Series

Understanding the Sales Force

So, as in baseball''s 2013 Playoffs, can your struggling salespeople step up and become the performers you need them to be? c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan I love comparing baseball with selling. It all started in 2004 when I began writing my best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.

The #1 Killer of 2013 Product Launches (and how to beat it)

Sales Benchmark Index

The new product launch is around the corner. You are counting on your product marketing manager for a successful launch. Are they up to the task by using a Buyer’s Process Map as their content guide? One of the best movies of the 1980’s was Raiders of the Lost Ark. The adventures of Indiana Jones rank as a top ten movie of all time. Today though it doesn’t matter how good the movie is when it’s stuck on a VHS tape.

Make 2013 a “No Excuse” Year

The Sales Hunter

A new year will soon begin and one resolution you need to make to yourself is to not make any excuses in 2013. Make 2013 the year it all comes together. Right now is the time to start organizing the key objectives of each quarter in 2013. You have a sense as to what will or will not happen in 2013. Make 2013 the year you’re prepared. This is the year to not have any excuses as to why you didn’t call somebody back when you were supposed to.

What’s New in the Sales World for 2013?

The Sales Hunter

” We’re now in 2013, and although it may seem like things haven’t changed, they have. Can you honestly say you know the key issues your customers are going to face in 2013? Copyright 2013, Mark Hunter “The Sales Hunter.” If you haven’t noticed, it’s a new year. The question is, “Are you still using 2012 strategies to sell or, even worse, are you still using 2002 strategies?”

3 Key Must Have Sales Strategies for 2013

A Sales Guy

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan. Every sales and marketing organization’s 2013 strategy needs to contain a content driven lead generation campaign. Take a look at your 2013 plan.

Ready Set Boost Event Featuring Jeffrey Gitomer | June 19, 2013

Jeffrey Gitomer

The post Ready Set Boost Event Featuring Jeffrey Gitomer | June 19, 2013 appeared first on Jeffrey Gitomer’s Sales Blog. Tweet RSS readers click here for video. GET YOUR TICKETS HERE! Make people want to know you by the business, market, and community actions you take. From Jeffrey’s new book, The Sale Re-Defined.

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Top 10 Kurlan Sales Articles of 2013

Understanding the Sales Force

Also, I did not include the article that was awarded a Gold Medal for Top Sales & Marketing Article of 2013 earlier this week. Here they are in no particular order - My Top 10 Articles of 2013: SALES. This is my last article of 2013 - Have a great holiday and we''ll get back together here in January. (c) c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan.

Sales 2.0 2013 Conference - My Featured Tweets #S20C

Pointclear

Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Anneke Seley (@annekeseley) April 9, 2013. Upcoming 2013 Sales 2.0 Events : London- June 3, 2013. Boston - July 15, 2013 Day two of Sales 2.0 Conference featured outstanding presentations by Jeff Hayzlett and Nathan Kievman.

Top 7 Sales Lessons from BISA's 2013 Annual Convention

Anthony Cole Training

BISA is the Bank Insurance and Securities Association. During their annual conference, many topics, methods, strategies, and product evaluations are presented and discussed. There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. However, I cannot help myself.

Better Conversations Will Produce a Better 2013

Sales and Marketing Management

Issue Date: 2013-01-02. Author: Chris Bijou. Teaser: The greatest assets any sales team has are the best responses they provide to current and potential clients. Collaborating as a team to improve responses and conversations should be the highest priority of sales teams for the coming year. Here are 10 traits that will help improve sales teams’ conversations and push each team member to become a quota-busting salesperson.

Jeffrey Gitomer – Named one of the Top Sales & Marketing Influencers for 2013

Jeffrey Gitomer

The post Jeffrey Gitomer – Named one of the Top Sales & Marketing Influencers for 2013 appeared first on Jeffrey Gitomer’s Sales Blog. Sales Sales Management Success Jeffrey Gitomer Sales Training sales sales blog sales training sales training program top sales trainer

Forget Your Goals. Work on Your Customer’s Goals in 2013.

The Sales Hunter

It seems every salesperson is focused on what their goals are for 2013. Make it a key part of every sales call over the next 30 days to find out what your customer’s goals are for 2013. Copyright 2013, Mark Hunter “The Sales Hunter.” Nothing wrong with that, but don’t forget about your customer’s goals. If you have customers you’re not scheduled to meet with in this time period, then it’s time to get on the phone and talk with them.

30 Web Tools in 30 Days 2013 Edition

Fill the Funnel

I have done my best to make it worth bookmarking and coming back each day to learn about one of the cool new tools in the 2013 Edition of 30 Tools in 30 Days. Original article: 30 Web Tools in 30 Days 2013 Edition ©2013 Fill the Funnel. 30 in 30 - 2013 Web Tools 30 tools eBook Sales tools This marks the fourth year that I have done my 30 Tools in 30 Days campaign in September.

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What I Learned Day 1 of Sales 2.0 2013 in Tweets #S20C

Pointclear

Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Day 1 of Sales 2.0 was full of great speakers and information. I spent the day tweeting the points I found the most valuable and thought you would enjoy them as well.

Top 10 Sales Leadership Tips From 2013 - So Far

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan On the heels of The Top 5 Sales Leadership Articles of 2013 comes the Top 10 Sales Leadership Tips of 2013. Each of these tips are excerpts from articles I wrote during the first six months of 2013. c) Copyright 2013 Dave Kurlan It''s not that cold calls don''t work; it''s that salespeople truly suck at making cold calls! Read Article.

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

Pointclear

6 Marketing Trends to Watch in 2013: New Research. Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Running A Successful Business Blog: Why It Pays to Post.

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See Jeffrey Gitomer LIVE in Greeneville, TN | Wednesday, June 19, 2013

Jeffrey Gitomer

The post See Jeffrey Gitomer LIVE in Greeneville, TN | Wednesday, June 19, 2013 appeared first on Jeffrey Gitomer’s Sales Blog. Tweet The promo code GITOMER grants a special ticket price of $99 for our fans! Networking Presenting Sales Jeffrey Gitomer Public Seminar Jeffrey Gitomer Ready Set Boost jeffrey gitomer seminar public sales seminar sales blog sales seminar sales training seminar sales training tips

Top 5 Sales Leadership Articles of 2013 - So Far

Understanding the Sales Force

c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan I found it difficult to select the top 5 articles because top 5 means different things to me. Most Popular? Most Commented? Most Linked To? Favorite? Written in the last 6 months? Read in the last 6 months? I couldn''t narrow it down to a single article so I decided to go with the topics above. MOST POPULAR SALES ARTICLE.

5 Marketing Trends That will Impact 2013

Sales Benchmark Index

From my point of view, three big trends will affect marketing planning in 2013. As we head into 2013, it is taking on new meaning. An important step to take for 2013 is to bring these together into a comprehensive digital marketing strategy that best connects with your customers. The power of brand will resurge in 2013 as a dominating force. Look for more focus in 2013 on how to leverage different channels and integrate campaigns. One thing is abundantly clear.

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Medical Sales – Blog Round-up – Fall 2013

Sales Training Connection

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during 2013 – in the Medical Sales – Blog Round-up. Medical Sales. Click here to take a read. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? . Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training.

The Worst Sales Call of 2013

Sales Benchmark Index

In 2013 our consultants attended 463 live sales calls. These “experts” used the entire 2013 SKO meeting to “train” the sales force. We always compare notes with each other, singling out especially successful or poor appointments. In October, we participated in the worst sales call of the year. Why was this call the winner of this dubious honor? The appointment was bad. But it was our pre-call interview with the sales rep that clinched it.