The Sales Heretic
MAY 24, 2017
May is International Business Image Improvement Month. In honor of that, I thought I’d tweet out an article on the subject. But when I did a search for “how to improve your business image,” all the articles I found contained such hackneyed advice as, “Be active on social media,” “Update your website,” “Launch an ad [.].
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Increase Sales
MAY 24, 2017
So how long have you been in sales? Is your tenure a few years or decades? This statement was recently made in an email to me: “I’ve been in sales my entire career.” For many this statement is very true because everyone is in sales if we believe Zig Ziglar’s definition of sales to be the “transference of feelings.” As to actual time as a salesperson, this individual’s selling career spanned a total of seven (7) years.
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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.
Partners in Excellence
MAY 24, 2017
There seem to be a couple of prevailing schools of thought promoted by self proclaimed experts on the Future of Selling. An increasingly dominant one has a very negative view of selling (ironically, promoted by many who sell their products/services to the sales function). While I may be overstating it, their view is the majority of sales people are mediocre to outright bad.
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SalesLoft
MAY 24, 2017
As a sales manager, call coaching is one of the most effective tools you have for improving an Account Executive’s performance and the buyer’s purchase experience. Few training methods allow you to move out of the hypothetical realm and apply learning to real world conversations. And it’s this real world training that has the biggest impact on your team.
BrainShark
MAY 24, 2017
Starting a new department doesn’t happen overnight – these are the actions to take at each mile marker.
The Brooks Group
MAY 24, 2017
Even—or especially—in tough economic times, investing in your organization’s customer service function is critical for your overall business and profitability strategy. Savvy distributors are providing their service department with consultative selling skills training so they are able to: 1. better understand the customer’s pain points, and. 2. use this information to maximize the value derived from purchased products and services.
MJ Hoffman
MAY 24, 2017
Salespeople who don’t work for the low-cost provider in their arena often struggle with losing deals based on price. Prospects are only human, and no one likes to pay more when they could pay less. While there are certainly steps you can take to win against a low-cost provider, you’ll never come out on top with a poor product. If your product is only marginally better than your competitor’s but costs significantly more, you’re going to lose deals.
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Your Sales Management Guru
MAY 24, 2017
What Separates Average Organizations from High Performing Organizations? . Yesterday I was interviewed by Keith Lubner from ChannelEQ ( www.Channeleq.co ) on his Pod Cast Channel, while the theme of our conversation was focused on the IT Channel and Partner community as well as the Vendor environment, one of Keith’s insightful questions was: What separates the average or failing organizations from the high performing firms?
Sales Result
MAY 24, 2017
Most B2B companies would be devastated if they lost 5 of their top 10 accounts, but many have little-to-no process in place to manage them. Top accounts bring in larger amounts of predictable revenue than the rest, and extra efforts in the form of key account management need to be placed on them to ensure they don’t find a new business partner.
Sales Gravy
MAY 24, 2017
You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you. Walt Disney When I read this quote, I immediately resonated with it.
Sales Evangelist
MAY 24, 2017
Today’s episode is about scarcity, why it’s important, and how it can actually help you even when you’re selling. One of the members in our Facebook group, The Sales Evangelizers, actually posted this question concerning scarcity so I want to specifically touch on this today. Not only in the real estate world, there are so […] The post TSE 577: How to Incorporate Scarcity When Selling appeared first on The Sales Evangelist.
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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.
Product Management University
MAY 24, 2017
The B2B Product Manager Magazine May 2017 is now available. In this issue we examine the impact of a customer value culture, why products underperform and three steps to connect corporate strategy to product, marketing and sales execution plans. Plus, tips on using white papers to generate more qualified leads and the difference between voice of the customer and sales feedback.
Sales Evangelist
MAY 24, 2017
Coaching is an important piece in sales but you have to make sure you’re equipped with sufficient data so you can better analyze and coach effectively. Today’s guest is Richard Smith and he shares with us how you can use technology to better coach people. Richard has been in sales for almost ten years selling […] The post TSE 578: How to Use Technology to Better Coach Salespeople appeared first on The Sales Evangelist.
DiscoverOrg Sales
MAY 24, 2017
When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. What we didn’t expect were all the insights on how NOT to sell to CIOs. If you are already working from DiscoverOrg’s powerful organizational charts and company profiles, you have the names and contact information of the CIOs and their direct reports.
Sales Evangelist
MAY 24, 2017
As salespeople, we tend to not do the things that we know we need to do and networking is one of them. Unfortunately, many people are scared of doing it because they do it the wrong way or they just don’t know how to do it. Networking is a tool for you not to sell, […] The post TSE 579: Sales From The Street -“I Discovered Networking” appeared first on The Sales Evangelist.
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Product Management University
MAY 24, 2017
Product demo objections are a staple of the sales process in the B2B software business. Your competitor’s products have just as many or more deficiencies than yours. Don’t get too worked up over it. Successful demos require that you master the art of making certain product deficiencies seem trivial in the grand scheme of the overall solution.
Velocify
MAY 24, 2017
Businesses can only operate as effectively as they can communicate. The ability to share information, develop relationships, and negotiate will define enterprise success. Accordingly, Silicon Valley has become obsessed with ways to make the mechanisms of communication more efficient and compelling. The interesting effect of this compulsion is that it’s forced innovation in two equal and opposite directions: technology that makes communication less human and technology that fosters even greater h
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