Thu.Jan 03, 2019

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What Do Your Salespeople Think of You as a Sales Manager?

The Center for Sales Strategy

Do other people really see you for who you are? Are you maximizing your natural strengths in your work? It’s often hard to know! I recently worked with a sales manager in our Executive Coaching program and helped him get to the bottom of how he was perceived by his sales team. It was an incredible discovery, and I think you will find the story both interesting and useful.

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Why Curiosity Is Critical for Sales Success

No More Cold Calling

What is 7427466391? Imagine if you saw this on a billboard along your commute route …. What would you do? Roll your eyes, think this is nonsense, tell others about it, or go to the site and find out what’s going on? The curious solved the equation (answer: 7427466391.com) and went to the site, where they found another equation. The few who solved it learned the secret to the strange billboard.

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Dave Kurlan's 10 Surefire New Years Resolutions For All Salespeople

Understanding the Sales Force

Like most people, this year I intend to make good on my New Year’s resolution. It’s actually more of a life resolution than it is a New Year’s resolution in much the same way that salespeople should make theirs a career resolution. If it’s important enough then it shouldn't be for only one year. I’ve compiled a list of resolutions that all salespeople should make and follow.

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The Science of Strategy – What Steve Jobs and I Have in Common

Bernadette McClelland

Strategy is one of those words that, to a right brain creative like me, every now and then sends ‘this does not compute’ messages through the brain. Not dissimilar to a strategist hearing words such as ‘creativity’, I guess. With the definition of science being: ‘a systematically organised body of knowledge on a particular subject’, and Michael Porter’s definition of strategy in the Harvard Business Review, ‘the creation of a unique position involving a distinct set of activities’. then th

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Stop ‘Special’ Pricing and Start Value Pricing

SBI Growth

All businesses need to prove that their products are valuable; simply declaring it to customers will do little to grow the business. The window to prove your solution is worth the investment and is becoming increasingly brief. If there’s a.

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Success is Not a Resolution but a Revolution!

Anthony Cole Training

Sales success starts with a resolution, but finishes with a revolution.

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4 Pillars to Make You an Exemplary Sales Leader

Jeff Shore

By Amy O’Connor. I recently had the privilege of presenting a leadership legacy award at my company’s annual leadership summit. I had to give a short speech before presenting the award, and it forced me codify my thoughts on what traits create a lasting leadership legacy. All leaders set out with the best intentions. They all desire greatness.

Energy 113
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Top 21 Sales Podcasts to Put on Your Playlist in 2019

Vengreso

Improve Your Sales Skills During “Windshield Time”. When I set it out to curate a list of the top 21 sales podcasts for 2019, I had two motivating forces in mind. Continuous Learning is Not an Option for Sales Professionals. Sales professionals, the same as any other profession such as doctors, lawyers, bankers, accountants, supply chain experts, professional athletes, you name it…We all need to be in a continuous learning mode or we will eventually become irrelevant.

Scale 111
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10 Sales Statistics You Should Know in 2019

Xactly

Sales statistics are a variety of metrics that provide insight into your sales organization’s health. Industry and planning-specific statistics also help guide sales planning and incentive compensation. When used properly, statistics should tell a story. Numbers and metrics can show what methods are working for an organization, as well as uncover gaps that need to be filled.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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12 Steps To Powerful Persuasion In Sales – Part 2, with Rod Hairston, Episode #97

Vengreso

Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. If you heard the first part of this conversation with Rod Hairston, you know that he’s one of the best people to teach how to have greater persuasion in sales. The 8 steps we covered in that initial episode of #SellingWithSocial can only be topped by tacking on the last 4 steps, which the two of us do in this episode.

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What’s A Full Pipeline/Funnel?

Partners in Excellence

I participated in a fascinating discussion about Disqualification. It was on LinkedIn, led by Steve Hall. Click on the link to look at the comments, it’s pretty interesting. But a part of the discussion was really intriguing and brought out how badly we understand pipeline’s and our numbers. As a result, we drive for the wrong things and fail to produce results.

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The New Revolution in Sales Coaching

RAIN Group

Most leaders agree the opportunity to improve sales performance through coaching is tremendous, including: Maximizing sales wins for their most important opportunities. Filling the pipeline with new, qualified opportunities. Maximizing sales to key accounts. Focusing sellers’ time on the most important activities. Developing skills, knowledge, and attributes to get to the next level of performance.

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My Journey On Micro-Improvements

Partners in Excellence

Long time readers of the blog will know for the past 18-24 months I’ve been obsessed with the concept of micro-improvements—how do I get 1% better each day? For closed to two years–well up to 6 weeks ago—I tracked and scored myself on a series of questions. Thing like, “Did I set clear goals for the day; Did I do my best to achieve those goals; Was I getting the right exercise; Am I minimizing distractions… ” For over a year, scoring myself every day, re

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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The Older Building Excuse

Selling Energy

Every now and then you’ll hear the objection that it’s too hard to make older buildings energy efficient. I think that's one of the silliest objections I've heard for a couple of reasons, and after thirty years in the business and hearing just about everything, I’m happy to offer some of my favorite ways to address this objection.

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It’s too early to worry about retaining Customers, isn’t it?

Babette Ten Haken

Now, how do you expect me, of all people, to answer this question? It is never too early to focus on retaining customers. Because if you do not make customer retention a simultaneous part of your customer acquisition process, then you will be worrying about retaining customers down the road. Because a customer’s retention experience starts long before that customer is acquired.

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VIDEO: 4 Ways Sales Leaders Can Drive Much Needed Change This Year

SalesLatitude

Innovation, competition and other industry forces shift at a rapid pace. Therefore, sales teams must continually adjust to improve performance under the direction of a strong sales leader. But change can be hard for many sales people. Why? Sometimes, they lack direction on how to change and instead, prefer to stay in their comfort zones. Typically, people have to be shown how to change and why the change is a good thing.

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How to Optimize Your SEO Strategy and Close More Deals with Content in 2019

Drift

Editor’s Note: The following is a guest post. Interested in contributing content to the Drift blog? Email Gail Axelrod at gaxelrod@drift.com. 59% of customers prefer to do an extensive amount of research before talking to a salesperson when buying a software product, according to a Forrester report from 2015. Does that mean sales is an unnecessary job?

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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When It Comes to New Year’s Resolutions, Think FAST, Not SMART

Guru

It’s officially a new year, which means that it’s time to set goals and tackle all the things you’ve been meaning to do since 2018. New year, new you, right? Whether your goals are personal or work-related, the first of the year feels like a good time to hit the reset button and double down on the things you’ve been wanting to accomplish.

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How to kill words and communicate clearly with Patrick E. McLean

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Aaron Ross welcomes Patrick E. McLean, communicator and President and Editor-in-Chief of the good words (right order) consultancy. The post How to kill words and communicate clearly with Patrick E. McLean appeared first on Predictable Revenue.

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Why Sales Overkill is the Right Thing To Do

Pipeliner

“More than what is needed. In gross excess of what is reasonably expected. An excess of something beyond what is required or suitable for a given purpose.” — definition of overkill. The definition of overkill seems to answer the question of whether there is anything wrong with it. It subtly implies that to solve a problem with a solution that is more than is required is wrong — is inappropriate.

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The Top Sales Enablement Conferences and Events to Attend in 2019

Showpad

A rep’s focus is hitting their monthly, quarterly, and annual numbers, but the steps to get there can often be unclear. Professional growth is vital to a salesperson’s success, and sales and sales enablement conferences are one of the best ways to get a new perspective and learn best practices. They provide sales reps with a change of scenery to reset, expand their knowledge, and meet industry experts from across the globe.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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The 15 Best Free & Paid Accounting Software Options of 2019

Hubspot Sales

A software helps automate your business processes and speed up the time spent on everyday tasks. If you're struggling to manage your small business accounting and an accountant isn't in your budget, accounting software is tremendously helpful. Only 18% of small to medium-sized businesses don't use accounting software. Isn't it about time to join the majority of businesses that use software to manage their income and expenses?

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How to kill words and communicate clearly with Patrick E. McLean

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Aaron Ross welcomes Patrick E. McLean, communicator and President and Editor-in-Chief of the good words (right order) consultancy. The post How to kill words and communicate clearly with Patrick E. McLean appeared first on Predictable Revenue.

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5 Key Steps to Planning for Success

criteria for success

Welcome, 2019! A new year means a new you - but in order to make this year better than the last, you need to hunker down and start planning for your success! The key here is that you must be willing to put in the work. You have to get rid of that negative "head trash", identify [ ] The post 5 Key Steps to Planning for Success appeared first on Criteria for Success.

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4 Steps to Scale Smarter Sales Enablement in 2019

Chorus.ai

Maybe you’ve already built a formal sales enablement function and are starting to rev up the engine.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Gamification: Gimmick or game changer?

Bigtincan

Gartner defines gamification as “the use of game mechanics and experience design to digitally engage and motivate people to achieve their goals.” If the term seems like old news, we’re here to tell you that it’s only the beginning. In 2017, the global gamification reached $3.3 billion according to MarketReaserch.biz. That number is forecasted to grow at […].

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4 Steps to Scale Smarter Sales Enablement in 2019

Chorus.ai

Maybe you’ve already built a formal sales enablement function and are starting to rev up the engine. Or maybe you haven’t hired for this critical role just yet and are starting from scratch. Either way, these 4 steps will help you scale smarter sales enablement in 2019 to help your team sell more through consistent processes and added-value content.

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How to Write the Perfect Follow-Up Email in 2019

G2Crowd - Sales Blog

“The worst they can say is ‘no.’”.