Product Management University

OCTOBER 16, 2023

Beyond a healthier balance sheet, why do your target customers care about cash flow relative to their big picture strategy? Remember, your portfolio vision is the ultimate business outcome customers get from your portfolio, and that’s the key to creating a strategic value message for your portfolio. It sounds strategic.

Positioning 59

Positioning Face-to-face Lead Rank Lead Scoring 59

No More Cold Calling

SEPTEMBER 21, 2017

It’s sneakier than gender discrimination or racial prejudice of old, but just as damaging for careers, relationship-building opportunities, and account based sales teams. A couple years ago, I wrote this post—” The Glass Ceiling Hasn’t Shattered Just Yet.” Comments were prolific. And it’s time to reaffirm the power of those smart saleswomen.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

MTD Sales Training

DECEMBER 18, 2017

1) Remember that ‘motivation’ is temporary. 1) Remember that ‘motivation’ is temporary. It doesn’t define you as a person; it is always a short-term issue, as sales cycles come and go. You tend to become more introspective when things aren’t going quite right and you lose the ability to see the big picture.

Motivation 181

Motivation Follow-up Competition Campaigns 181

MTD Sales Training

SEPTEMBER 20, 2017

There’s little doubt that spending your time improving your communication skills is time very well spent, and you’ll never perfect it; it’s one of those skills that will always enable you to improve your relationships with everyone you come into contact with. Of course, it’s the skill of listening. Why would this be so important?

Face-to-face 169

Face-to-face Intent Sales Course 169

Sales and Marketing Management

JUNE 12, 2017

Author: Michelle Huff A noted Greek philosopher, Gus Portokalos of “My Big Fat Greek Wedding,” delivered a memorable toast to his daughter and new son-in-law near the end of the movie. Here tonight,” he said, “we have apple and orange. We all different but, in the end, we all fruit.”. A combination of factors is responsible.

Marketing 219

Marketing SAP Analytics Webinar Metrics 219

Sales Hacker

MARCH 30, 2022

When determining your customer’s “Needs”, your goal is to get them to paint a picture of pain. People buy pictures, not words. There are always other people involved. Big shock here. We are not saying you cannot rip and replace, we just don’t feel it’s always necessary. Economic Impact. Here’s how.

Sales Methodology 93

Sales Methodology Sales Qualified Lead Negotiation ROI 93

Smooth Sale

APRIL 8, 2024

Remember that your booth’s location can significantly impact its visibility and foot traffic. Whether you are a seasoned exhibitor or a first-time attendee, constructive preparation can maximize your experience and achieve your objectives. Clearly outline what you hope to achieve by participating in the trade show. Design your booth.

Trade Show 91

Trade Show Maximizer Direct Mail Networking 91

Accent Technologies

SEPTEMBER 30, 2023

Remember the time when understanding your company's product portfolio felt like prepping for a big exam? Picture this: A sales rep is asked a complex question about a product feature. Picture this: A sales rep is asked a complex question about a product feature. But here’s the game-changer: Enterprise ChatGPT.

Enterprise 52

Enterprise Enterprise B2B Hiring 52

Zoominfo

MAY 15, 2018

So don’t just go through the motions, really put effort into your candidate personas and you’ll see this effort pay big dividends. Hiring the perfect candidate is no easy task– especially in today’s hyper-competitive, fast-paced recruiting environment. 39% of businesses report a decrease in productivity due to a bad hire. The answer is easy.

How To 178

How To Face-to-face Channels Sales Qualified Lead 178

Increase Sales

JANUARY 3, 2014

Strategic plans are big picture thinking. The goal setting (think planning) is both big picture and little picture when this component is inserted into the process – obstacle identification. Usually what happens is the goal is written and immediately action steps (little picture) are listed.

Analysis 138

Analysis Small Business Small Business Call-back 138

Sales and Marketing Management

APRIL 12, 2018

The best part is that it doesn’t matter what you’re selling – product, service or idea – or how big your business is right now. The best part is that it doesn’t matter what you’re selling – product, service or idea – or how big your business is right now. Always be thinking of how your product or service will be serving other people.

Intent 189

Intent Up-Sell Sales Video 189

Hubspot Sales

AUGUST 4, 2020

Based on experience I learned that staying positive had a big benefit to my sales performance, for my beautiful partner Amy, for my family (who complain periodically that my positivity is flat out annoying) as well as for my prospects, customers, co-workers and community. Staying positive also means remembering you are not your number.

Positioning 140

Positioning Hubspot Face-to-face Quota 140

Janek Performance Group

MAY 3, 2022

In sales, price is always part of the discussion. Here are a few things to remember: Do your research Know the client’s situation, needs, and challenges Know the people and relationships involved Understand the industry and business climate Know the buying process from end to end Understand what options and alternatives are available.

How To 62

How To Distribution Buyer Comparison 62

Vengreso

NOVEMBER 9, 2020

Remember, a profile view = ENGAGEMENT! I don’t know what they read or how much they read, but I do know they know my picture and/or name. One of the most common social selling questions I’m asked is: Can I send LinkedIn connection requests to cold prospects? . The answer: Yes, you can. BUT… Don’t mess it up.

LinkedIn 132

LinkedIn Ideal Customer Profile Social Selling Referrals 132

Product Management University

AUGUST 15, 2023

The biggest difference between product management and portfolio management is product management focuses specifically on the success of each product whereas portfolio management focuses on the success of the company (the portfolio) in chosen market segments. Traditional Product Management Here’s the other problem.

Segment 98

Segment B2B Data Marketing 98

Janek Performance Group

SEPTEMBER 13, 2022

If your company needs help finding the perfect salesperson, this article is for you. While the perfect salesperson may be as elusive as a Leprechaun, knowing what to look for will help in the hunt. Based on our extensive experience working with salespeople across all industries, we try to answer this important question. The Myth of Perfection.

Hiring 62

Hiring Sales Talent Cancellation Maximizer 62

Zoominfo

OCTOBER 20, 2021

While evolution is always a good thing, many in the recruiting world have wondered: is the act of strategic candidate sourcing dead? But remember: sourcing is proactive, not reactive. New technology affects the way every industry operates and recruiting is no different. The short answer: Everyone is online.

Social Media 100

Social Media Referrals Twitter Networking 100

BuzzBoard

MARCH 3, 2024

Remember that in the savvy digital era, it’s about working smarter, not harder. One benefit of marketing automation is its ability to automate recurring tasks, thus freeing time for strategic planning and big-picture thinking. ”” The answer is a resounding ‘no.’

Small Business 52

Small Business Small Business Social Media Marketing 52

Zoominfo

APRIL 21, 2019

While evolution is always a good thing, many in the recruiting world have wondered: is the act of strategic candidate sourcing dead? Finding top talent will always be important, but eventually it will become so easy that, except in specialized cases, there will be no reason to have it done by highly paid recruiters.” ( source ).

Social Media 162

Social Media Referrals Twitter Networking 162

Vengreso

JULY 12, 2023

And now, thanks to social selling , it’s hopefully a big part of your professional life as well. Incorporating social media into the workplace has brought many opportunities, but also many questions, like, “What is sales etiquette on social media?” What about Facebook, Instagram, TikTok, Threads and Snapchat?

Social Media 52

Social Media Media Social Selling Face-to-face 52

No More Cold Calling

SEPTEMBER 17, 2015

We ask insightful questions, listen intently to the answers, remember details, and collaborate to find solutions, rather than pushing people to do what we want. Women in sales have everything they need to succeed. Sue wasn’t the most technical person in the world, but now she’s selling technology in a male-dominated industry.

Hiring 120

Hiring Referrals Cold Calling Up-Sell 120

Janek Performance Group

FEBRUARY 7, 2022

Always think of prospecting from the prospect’s point of view. To do this, think of these tips: Work with your manager to set realistic goals for the number of calls Know that making 20 cold calls a day won’t net 20 closed deals Shift your focus from the bigger picture to the smaller Take actionable steps. Avoid Distractions.

Prospecting 118

Prospecting Cold Calling Call-back Lead Rank 118

Pipeliner

JUNE 28, 2021

You need a high potential leaner because the time and effort you devote to them must have a big potential payback if it’s to make any sense at all. And it’s a prospect that, once they fall your way, will never have to be sold again. They’re all in with you and the organization you represent. They believe you and they trust you.

B2B 97

B2B Loyalty Face-to-face Study 97

Women Sales Pros

SEPTEMBER 6, 2019

We ask insightful questions, listen intently to the answers, remember details, and collaborate to find solutions, rather than pushing people to do what we want. Sue wasn’t the most technical person in the world, but now she’s selling technology in a male-dominated industry. It was then that the conversation abruptly changed.

Hiring 90

Hiring Lead Rank Lead Scoring Referrals 90

Zoominfo

SEPTEMBER 25, 2019

The idea was simple enough: we sent 100 branded cookies featuring pictures of our office dog to 100 sales prospects. The idea was simple enough: we sent 100 branded cookies featuring pictures of our office dog to 100 sales prospects. Direct mail is one of the very first outreach strategies employed by businesses. Let’s get into it!

Direct Mail 182

Direct Mail Paid Content Campaigns Examples 182

Zoominfo

JUNE 14, 2018

So, if something’s been bugging you, or not quite sure how to tackle your next big project—don’t be afraid to ask! Remember, you have to be up early the next morning to do it all over again. Another important point: Always ask for a speaker’s slide deck after the presentation. Let’s get into it! 4. Be prepared to take notes.

B2B 159

B2B Trade Show Social Media Vendor 159

Zoominfo

SEPTEMBER 26, 2018

Recruiting and marketing may be two separate fields—but in today’s digital world, the lines between the two have become increasingly blurred. In fact, 86% of HR professionals agree that recruitment is becoming more like marketing ( source ). The recruiting landscape is now a candidate-driven and highly competitive environment. Let’s get into it!

Hiring 250

Hiring Social Media Face-to-face Channels 250

The Pipeline

AUGUST 31, 2015

They always say it is good to borrow perspectives from different fields as a means of perhaps learning something unanticipated about your day-to-day work. Ever been talking about a movie with a group of people, and none of you can remember the name of the lead actor. By Tibor Shanto – tibor.shanto@sellbetter.ca . ” Right.

Call-back 120

Call-back Energy Exact Prospecting 120

John Barrows

JANUARY 21, 2020

You may remember back at Dreamforce, Chili Piper threw a competition judged by John Barrows and other sales leaders. John Barrows: So in this deal, it sounds like you were giving a lot away to help them get the bigger picture with what you were trying to show them. Enter Danny Read from G2 who was one of the winners.

Closing 141

Closing Decision Maker Call-back Ideal Customer Profile 141

Hubspot Sales

JANUARY 29, 2018

Remember Names. Always Follow Up. Brush up on car sales best practices, and ensure you always give customers an exceptional experience. Remember Names. He argues, “Your ability to remember a new name has to do with your intrinsic understanding of why it matters.”. How to Be a Good Car Salesperson. Build Rapport.

How To 135

How To Face-to-face Follow-up Consumer 135

Sales and Marketing Management

JUNE 15, 2018

Author: Dan Seidman Ten thousand baby boomers turn 65 every day. This is why a start-up company hired me to build their training department. The firm was targeting the senior market by offering solutions to keep these older people safe in their own homes rather than empty bank accounts to move into senior housing. Good enough for me.

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

The Pipeline

SEPTEMBER 14, 2012

Some expectations and social norms, asking someone how they are when you first get on the phone, asking them about their plans for the long weekend, summer holidays, you get the picture. And while everyone can talk about the big time wasters, how to mitigate them, you can often do small things on the fringe to get ahead.

Lead Rank 244

Lead Rank Lead Scoring Call-back Face-to-face 244

Pipeliner

JUNE 16, 2022

So we must always remember, “”You Win or You Learn”. After losing a big deal, it’s often hard to know what to say. So much in selling has changed over the last two years but some things remain the same, standing tall to guide us with time-worn wisdom. For all of us in the world of selling, losing happens. Think about this.

Ideal Customer Profile 52

Ideal Customer Profile Guarantee Insurance Insurance 52

Women Sales Pros

OCTOBER 5, 2018

Remember, individuals run organizations. What would it mean to you if you doubled your income—with the same number of customers? Think about how it would feel to give the same amount of effort and earn two, three, or many more times as much. The difference? Trina creates emotional value rather than haggling over price. Do you like it?

Real Estate 106

Real Estate Scale Motivation Insurance 106

The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. It’s about creating a systematic approach to selling at scale. Let’s get into it! Alignment isn’t just a nice-to-have. ” And, it’s true!

Incentives 83

Incentives Incentive Scale Compensation 83

Seismic - Sales Effectiveness

APRIL 17, 2020

However, one thing that almost always rings true is how Enablement wants the attendees leaving event. However, one thing that almost always rings true is how Enablement wants the attendees leaving event. If you really want someone to remember what you said, use a visual. It’s infectious! Inspiring Visuals.

Energy 62

Energy How To Cancellation Sales Leadership 62

Nutshell

JUNE 22, 2020

Cold calling is great—if your prospects actually pick up the phone. Many buyers are more comfortable with texting than phone calls, which means you have to get comfortable with it too. Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. What do these stats tell us?

B2B 123

B2B Closing Campaigns Follow-up 123