Tue.Aug 09, 2016

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The Craziest, Most Unusual Sales Selection Criteria and What Really Works

Understanding the Sales Force

It was just last month that I wrote this hugely popular article about the tech buyer who hated salespeople. In the first paragraph I mentioned that I had a crazy case of poison ivy. At about the one-week point, I started searching Google to find anything that might help ease the itching and discomfort. As you might guess, the remedies I found included some very crazy things that common sense would tell you to stay away from.

Hiring 156
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10 Ways to Be Seen as a Sales Leader by Your Customers

The Sales Hunter

A sales leader is one who helps their customers see and achieve things they didn’t think were possible. If your customer doesn’t see you as a sales leader, don’t go thinking you’re not about to be replaced. Remember it’s not what you sell; it’s how you help the customer that makes the difference. Here’s my list of 10 […].

Customer 150
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The Dance Between Strategy and Sales Execution

Steven Rosen

Many companies are going through their annual planning process. As the business unit head, you and your team have put in hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks. The team responds and builds a bottom-up forecast and a tactic by tactic business plan. You have dry run after dry run.

Strategy 159
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Long-Term Leads Demand Attention Now

Pointclear

Near-Term Opportunities are Important, But So is Keeping the Pipeline Full. Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision.

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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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The Dance Between Strategy and Sales Execution

Steven Rosen

Many companies are going through their annual planning process. As the business unit head, you and your team have put in hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks. The team responds and builds a bottom-up forecast and a tactic by tactic business plan. You have dry run after dry run.

Strategy 146

More Trending

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3 Quotes That Will Inspire Your Future In Sales

MTD Sales Training

I came across three interesting quotes while doing research the other day, and they all give an insight into the future of sales. See what you think when you read these: “The modern consumer is digitally-driven, socially-connected and mobile-empowered. Sales reps will need to adapt or be replaced” – Jill Rowley, Evangelist for Social Selling. “Your lead-generation methods need to be assessed.

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My Dad’s Pick Up Truck & Driving Sales Growth

Anthony Cole Training

I’ve been working on this post for a week; for some reason, it took a little while to pull it all together.

Sales 120
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Don’t Coach Top Performers?

Engage Selling

They’re hitting and exceeding their targets with no signs of slowing down. Should you even bother to coach your top sales performers? I’ve been working with executives for the last few years on sales coaching practices.

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Realtors Are You Losing Sales Because. Part 3 Hungry

Increase Sales

Losing sales is many times more of an attitude, a desire than insufficient sales skills. As the old expression goes hungry people hunt. No Hunger to Increase Sales. Top sales performers are hungry. In real estate the hunger seems to be more for listing than for selling. From my recent experience along with research regarding real estate sales, this last reason for losing sales is probably the most evident.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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What It Means to Have Hustle and Grind [Meet Angela Duckworth]

A Sales Guy

Hustle and grit are thrown around a lot in the sales world but what does it really mean? I know personally, it’s a trait I look for when hiring sales people. Sales requires a little extra tenacity and hustle than many other jobs. Salespeople are constantly being told NO! We’re confronted with gatekeepers, non-believers, objections, competitors, and more.

Meeting 64
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Medical sales – the power of selling with clinical data

Sales Training Connection

Seling with Clinical Data. Physicians – and other prescribers – report that clinical data is increasingly important in making decisions. So, as one “moves to the other side of the table,” selling with clinical is not a “nice to learn” but instead one of those “must dos.”. Sometimes clinical data is not available. But even when it is, too many salespeople do not optimize its use during interactions with medical staff.

Data 58
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Why Do We Continue To Get The Basics Of Value So Wrong?

Partners in Excellence

Hopefully, any person in a sales role knows the importance of value–whatever you choose to call it, a value proposition, value creation/co-creation, value articulation, value delivery, value realization. Hopefully, anyone who has been in sales more than 5 minutes knows we have to provide differentiated value to even hope to compete, let alone win.

Survey 58
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Sales Activities: A Day in the Life of an Inbound SDR

SalesLoft

As the name implies, Inbound Sales Development is on the opposite side of the sales prospecting gamut from Outbound Sales Development. Whether it be downloading a piece of content, signing up for a free trial, or calling into the sales line to learn more, inbound prospects are typically considered “warmer” leads, having expressed interest on their end in your company or product, rather than leads reached through cold sales activities.

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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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Show me the Money: Financial Justification Remains a Requirement

The ROI Guy

Financial justification remains a requirement, this according to research by IDC’s Business Value Consulting Group, with a whopping 95% of decision makers requiring proof of business value outcomes prior to considering and approving a purchase. Budgets are tight and buyers are risk averse, demanding diligence and assurances that proposed investments deliver a tangible bottom-line impact, positive returns and a quick payback.

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Registration Opened for Sales Excellence, Inc. Open-Enrollment Virtual Sales Training Workshops

Sales Excellence

Tampa, FL, USA –August 8, 2016 –Sales Excellence International, a premier global sales training and consulting organization, today began accepting registration for open-enrollment virtual workshops. The virtual workshop format was created in response to demand for high-impact training without the travel costs of bringing distributed sales teams to a singular location.