SBI Growth
DECEMBER 17, 2012
Acquiring new customers is a marathon event made up of quarterly sprints. Strong demand generation effort is required throughout the year to maintain a steady flow of leads to the sales field. Marketing leaders need a proven framework to unlock the potential of your marketing team. The Marketing Implementation Assessment Tool provides the following benefits: Maximize Feasibility of Success.
The Sales Heretic
DECEMBER 19, 2012
On the twelfth day of Christmas, my Facebook “friends” gave to me…… Twelve bloggers ranting Eleven Pinterest repins Ten #FollowFridays Nine Instagram pics Eight Foursquare check-ins Seven viral hoaxes Six LinkedIn invites Five…YouTube…streams… Four Yelp reviews Three +1’s Two Facebook likes And a Klout score of 63.
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The Pipeline
DECEMBER 17, 2012
Don’t look around in your office for the answer, look at your prospects. Who is a better closer, you or the buyer you are facing? In most cases the argument can easily be made that the buyer is a better closer. In more cases than not, they end up achieving their objective more than you do. In the case of active buyers, those in the market, reaching out directly to sellers, or actively seeking input from their peer network; or passive buyers – those buyers who are not actively looking but are n
MTD Sales Training
DECEMBER 19, 2012
Are you sick of all of the wonderful pitches, tips and magical scripts you’ve heard on cold calling? Are you also tired of listening to the naysayers that cold calling is impossible, useless and has. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Advertiser: ZoomInfo
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.
SBI Growth
DECEMBER 19, 2012
Last week, Alex and I are sitting in a swanky bar enjoying a round of Macallen 18 year old scotch. (Single ice cube) Alex says to me: “I am buried right now. My VP of Sales wants me to research trends in inside sales and conduct account segmentation. The sales managers are yelling for updated dashboards and territories. HR is on my back about finalizing the updated compensation plan.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
DECEMBER 19, 2012
In November I had the pleasure of being a presenter at The Bauhub’s Collective Connective No. 2. The Bauhub is a new way to connect creative and strategic thinkers with the visionary clients that need their expertise. At The Bauhub you’ll find an experienced team of senior members from all marketing disciplines, working everywhere, anytime. This translates into the right person, with the right skills on the right project.
MTD Sales Training
DECEMBER 20, 2012
With 2012 drawing to a close, I wanted to share with you the top 10 blog posts from the MTD Sales Training blog in 2012. All of these posts have been voted for by you as being the most interesting, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
DECEMBER 18, 2012
Buyers are more self-directed and demand a different sales person. And this requires a different sales manager. CEOs that have terminated Sales VPs recently state performance is only part of the reason. The other is the inability to get consistent performance from sales managers. Sales VPs pressed for time ask what an ‘A’ Sales Managers look like today.
Sales and Marketing Management
DECEMBER 15, 2012
Issue Date: 2012-12-16. Author: Sandra Zoratti. Teaser: The relationship between sales and marketing has always been as adversarial as it has been cooperative. How do we bridge this gap? First, by admitting there is a problem, and second, by taking action to resolve it. The relationship between sales and marketing has always been as adversarial as it has been cooperative.
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The Pipeline
DECEMBER 21, 2012
Guest Post – Megan Totka. Some Internet sales regulations, and subsequently sales tactics, may be about to change. Is this a good change or a bad change? It really depends on who you ask. For quite some time now, most online retailers have been able to avoid charging sales tax to customers that are located outside of the state that the company’s headquarters are located in.
MTD Sales Training
DECEMBER 18, 2012
You know the feeling. It seems that after all of the training, the teaching, the sales contests, rewards and prize money; still there are too many on your sales team who routinely turn in lacklustre. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
DECEMBER 21, 2012
In 2012 marketing leaders spent 25% of their program budget on blogging. Why? Leads from blog readers convert 10X more times than tele-prospecting leads. No wonder marketers are rushing to get active on the blogosphere. There are a lot of bloggers out there, but not so many good ones. So what makes for a good blog? In this post, I’ll walk you through the framework of a great blog.
Understanding the Sales Force
DECEMBER 19, 2012
Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp. Dave, I have a question on comp and I need help. We have "appointment setters" that have a quota of 16 appointments per quarter. If they get above that # they get a bonus of $250 per meeting. This incentivizes them to book meetings that are probably not the best qualified.
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The Sales Hunter
DECEMBER 18, 2012
I’ve found the last two weeks of the year can be great for prospecting if you do it with the right attitude. For most companies, the time around the holidays always winds up being a little more laid back, as many people take vacations. The typical rush of meetings and reports just seems to go into suspended animation. What this means is many people are going to be willing to talk who don’t normally make the time to talk with people who call them.
Jeffrey Gitomer
DECEMBER 17, 2012
Tweet The key to mastering any kind of sales is switching statements about you, how great you are, and what you do, to statements about them, and how great they are, and how they will produce more and profit more from ownership of your product or service. HERE’S THE SECRET: Take the word “we” and delete it. Delete it from your slides, your literature, and ESPECIALLY from your sales presentation.
SBI Growth
DECEMBER 20, 2012
Have you ever wanted to know a prospect’s budget figure, but been unable to find out? How often have you needed deeper insight into their preferences, but not had it? Perhaps just a little more information could get you over the edge and help you close the deal. SBI sought to solve this problem with the Solutions Options Framework. This tool ( Download it free here ) is specifically designed to help you uncover customer wants and needs.
Score More Sales
DECEMBER 18, 2012
How The Antarctic is Like Sales. This year I met Mike Pierce, also known as “Antarctic Mike” when we were both speaking at a sales industry conference. Mike has the distinction of having run back-to back marathons and a 100km “ultra” marathon in Antarctica. Before going to Antarctica, he trained in a huge freezer. I’ve been fascinated with Mike’s stories and how they relate to the mental part of selling so we had a discussion about the mental aspects of selling and how it relates to the tr
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.
The Sales Hunter
DECEMBER 18, 2012
Just saying the words “negative salesperson” almost sounds strange. The problem is there are far too many negative salespeople out there each and every day competing against you — and worse yet, doing a huge amount of damage to the sales community. Let’s assume everyone reading this is not what they would call a “negative salesperson.” I will buy that to an extent, but not 100%.
Anthony Cole Training
DECEMBER 17, 2012
Are you prepared to succeed today in Sales, Sales Management, Business and Life? As I am asking you that question I am forced to answer it for myself as well. Let me take a minute to answer for myself and then I'll get on with the rest of the post: Sales - yes, Sales management - kind of, Business - yes. What is required so that we can say we are prepared to succeed?
SBI Growth
DECEMBER 16, 2012
It’s that time of year again. Last minute deals are being pushed through with discounts. Prospects aren’t responding to phone calls. And Sales Leaders are handed their 2013 goals by the CEO. If you’re like many CSOs, the last issue is particularly painful. “How did they come up with this? ” We hear. At SBI, our findings indicate that over 65% of Sales Goals are driven by Executive and Corparate expectations.
Score More Sales
DECEMBER 21, 2012
Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. The study was called Empowered Customers Drive Collaborative Business Evolution. We often talk here at Score More Sales about acquiring new customers, and probably don’t do enough talking about retaining and growing the good existing business we have.
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Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Pointclear
DECEMBER 18, 2012
My guest today is Anthony Iannarino, President and CSO for SOLUTIONS Staffing. Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed.
Jeffrey Gitomer
DECEMBER 19, 2012
Tweet My secret to writing is not complex: I write like I talk. Writing in “speak” makes several things easy: 1. As long as you can think, or have an idea, or want to expand a thought, you will never be at a loss for words. Think about it. When you’re on the phone you never say to a friend, “Hold on, I’m trying to think of something to say.” You just say it!
SBI Growth
DECEMBER 15, 2012
At this point in the year, you are prepping for SKO 2013. We all know what happens at SKO every year: President Club Awards are given. New Product Launches are announced. Product Training sessions are conducted. The New 2013 sales strategies are presented. Sales Quota and Sales Compensation Plans are passed out. And your AEs likely do some grumbling.
The Sales Hunter
DECEMBER 20, 2012
There should be a law against salespeople calling themselves a salesperson when they’re anything but a salesperson. It’s time for another one of my rants about salespeople. I’ve been holding back but here it goes. If you’re a salesperson, then what are you doing sitting around the office thinking about everything you need to do or, worse yet, doing everything else but selling?
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?
Score More Sales
DECEMBER 17, 2012
Just one shift in the words you choose can cause a new connection with your potential buyer today through email conversation. If you believe that, then you should become a student of communication if you are an inside or outside sales professional. With the great success, re-tweeting, and re-posting of our Top 10 Tips for Voice Mail Success in Sales , we are now posting our top tips for E-Mail success.
Jeffrey Gitomer
DECEMBER 20, 2012
Tweet Respect. If respect for the leader is lost, the power of influence AND authority are weak at the foundation of any mission. Leaders make the mistake of commanding respect when, in fact, respect is earned. Clarity of message. If leaders are to be followed, it starts with clarity of message. Positive attitude that sets an example for others to adopt.
No More Cold Calling
DECEMBER 20, 2012
What’s your best referral story of 2012? If you’ve been taking my referral advice and you’ve stopped cold calling, you have more than one great referral story to share. That’s way I created my referral contest, The Best Referral Story of 2012. I want to showcase you and the unchartered possibilities that come from a commitment to referral selling. You deserve the spotlight.
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