Sales and Marketing Management

SEPTEMBER 16, 2016

Issue Date: 2016-09-16. Author: Mikita Mikado. Teaser: When a deal that seems on track goes off the rails, it may leave you wondering what happened. Here are a few of the most common indicators that it was your proposal that failed to seal the deal. When a deal that seems on track goes off the rails, it may leave you wondering what happened. Here are a few of the most common indicators that it was your proposal that failed to seal the deal.

Proposal 182

Proposal 182

The Sales Hunter

SEPTEMBER 16, 2016

Are the people on your team focused on the goals of the team or are they focused on their own individual priorities? It’s easy for us to think the team is marching in the right direction, but when challenged, far too many people are doing anything but that. In my new book High-Profit Prospecting, I […].

Prospecting 180

Prospecting Sales Selling Skills Motivation 180

Increase Sales

SEPTEMBER 16, 2016

Being in sales can be either extremely enjoyable or just the opposite. With so many SMBs to larger organizations needing salespeople if not preferably top sales performers, then maybe it is time to ask this question: Do you really WANT to sell? Last night I talked with James Muir, the author of a soon to e released book, The Perfect Close. In listening to James, one could hear he truly WANTS to sell.

Trends 124

Trends Facebook Training Report 124

SBI Growth

SEPTEMBER 16, 2016

Sales 236

Sales Strategy 236

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

A Sales Guy

SEPTEMBER 16, 2016

The giant sales conference that is Dreamforce is coming up in just under a 3 weeks and I will speaking. My topic, coaching. If your going to Dreamforce come say high and learn how I teach sales organizations to build coaching processes that win. Register here: https://success.salesforce.com/Sessions?eventId=a1Q3000000qQOd9EAG#/session/a2q3A000000LBH9QAO.

Conference 97

Conference Coaching Sales 97

Partners in Excellence

SEPTEMBER 16, 2016

In a few weeks the annual migration to Dreamforce will occur. I’ve only been to a couple of events bigger than Dreamforce, but it’s an “interesting experience.” Somehow, I’m certain the city of San Francisco sits a little lower in the water with the 150-180K people that converge on Moscone Center during the few days. I was asked my tips for getting the most out of Dreamforce.

Maximizer 76

Maximizer Meeting Relationals Customer Service 76

Engage Selling

SEPTEMBER 16, 2016

Turn to your non-sales departments to increase sales in your business? Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

Sales 69

Sales Customer Service Up-Sell Loyalty 69

Partners in Excellence

SEPTEMBER 16, 2016

I love the emerging focus on Account Based Everything. The principles of account based sales and marketing are fantastic–actually taking me back to my foundations in selling, where everything we did was account based. Since the terminology around Account Based Everything changes with every person who talks about it, let me outline what I think it is.

Account 73

Account Maximizer Face-to-face Facebook 73

SalesLoft

SEPTEMBER 16, 2016

As sales moves rapidly to the Account-Based model , all across the industry, Sales Development Reps are attacking accounts from a multitude of different angles. As opposed to prospecting a lead, reps are touching each lead at least seven times in the hopes of converting it to a qualified opportunity before moving on to the next. We’ve already discussed how Outbound SDRs select and tier their accounts, but for inbound reps, like me, this strategy is slightly more challenging.

Inbound 52

Inbound Ideal Customer Profile Account Decision Maker 52

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Campaigns

Sales Result

SEPTEMBER 16, 2016

When was the last time you evaluated your sales process? Or, have you ever fully defined your sales process? The likelihood is that your sales process is due for check-up.

Sales Process 47

Sales Process Sales CRM Sales Leadership 47