Tue.Aug 23, 2016

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STAR Results (Solutions That Achieve Results Inc.) Releases Global 2016 STAR Sales Manager Report

Steven Rosen

TORONTO, CANADA — Star Solutions That Achieve Results, Inc. announces the release of its 2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the 2016 STAR Sales Manager Report is to help organizations better meet the developmental gaps of their frontline sales managers.

Report 167
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Let’s Do A Deal….

Bernadette McClelland

I don’t shop at Hugo Boss. But my 22 year old son, who has just landed his first B2B account management role, as of this weekend, now does! Still happy to take Mum with him, we stroll through one of the major department stores to check out their choice of suits. We have no idea what we are looking for, just that there are price tags of $600 for very average looking suits and shop assistants too busy putting on lipstick to help us.

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10 Things to Remember When Ending a Prospecting Call

The Sales Hunter

As difficult as it can be to get someone on the telephone, knowing what to do after the call can be just as difficult. Below are things to remember when you’re ending the initial prospecting telephone call. In my new book coming out soon, I discuss this issue and every other critical issue, with the goal to […].

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How To Take Control Of The Conversation With Your Prospect

MTD Sales Training

Do you remember the saying years ago that went along the lines of ‘He has the gift of the gab….he should be in sales!’? According to many people in the old days, if you could talk a lot, you could convince someone that they should buy from you. How times have changed! Today, it’s the customer who holds all the aces. It’s the customer who has done their homework and research, and it’s they who set the rules for the conversation.

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Sales & Marketing Alignment: How to Synergize for Success

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.

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Your Guide to Achieving Strategic Alignment

SBI Growth

Is your corporate strategy meeting your revenue growth objectives? If not, our research indicates it’s probably due to one thing in particular – lack of strategic alignment. Only when your organization’s strategies are tied together, do you achieve predictable outcomes.

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THE SEVEN PERSONALITY TRAITS OF TOP SALESPEOPLE

HeavyHitter Sales

  This Steve W. Martin research article originally appeared in the Harvard Business Review.     If you ask an extremely successful salesperson, "What makes you different from the average sales rep?" you will most likely get a less-than-accurate answer, if any answer at all. Frankly, the person may not even know the real answer because most successful salespeople are simply doing what comes naturally.

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The Customer Doesn’t Care About Your Number!

Partners in Excellence

It happens to all of us. We need to make our number. Quarter end is approaching, we need a deal to close to make our numbers. Recently, I was doing a deal review with a sales person needing a specific deal to make her quarter happen. She’s a great sales person, and as with great sales people very goal driven. We started the deal review with her statement, “I need to make this deal happen this quarter… ” Naturally, her manager and I agreed.

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Sales Personalization: Lightyears Above Automation

SalesLoft

It’s a question salespeople have been asking for as long as sales, itself, has existed: How can we engage with potential customers in a way that drives them to close, instead of driving them away? The short answer? Sales personalization. The long answer? The best sales organizations in the world know that the most successful path to sincerely engaging with potential customers lies somewhere between automation and sales personalization.

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Sales Prospecting: Interview with LeadFuze

Engage Selling

I recently sat down with Michael Lambourne from LeadFuze. We discussed a much talked about (but seldom understood) subject…prospecting. I even shared a formula to calculate exactly how much prospecting you should be doing to hit your sales goals.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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How to Combine Technology and Process for More Effective Sales Networking

Hyper-Connected Selling

In Networking in the 21 st Century , I spend a lot of time looking at the importance of follow up. Relationships aren’t transactional, so your networking has to be more than just one-time encounters. To ensure that this happens, it’s important to create processes and systems that allow you to touch base with your networking contacts on a regular basis.

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Biz Book Reviews: “Content, Inc.” Expands Marketing Power

Cincom Smart Selling

Cincom’s Lou Washington reviews …. Content Inc.: How Entrepreneurs Use Content to Build Massive Audiences and Create Radically Successful Businesses. Author: Joe Pulizzi. Copyright 2016 McGraw Hill Education. Talk to nearly any marketing professional who works today and before too long, the word content will surely come up in the conversation. Content is so much on our minds that it might be easy to relegate the whole subject to the fickle domain of trend or buzzword.