April, 2012

article thumbnail

Are Your Sales Managers out Coaching?

Steven Rosen

As the head of sales you know that the primary role of the sales managers is to coach and develop their sales team. In fact you believe that great coaching will be a key driver in helping you achieve your sales goals. Your sales managers all think that they are doing a great job coaching. How do you know for sure? Here are five ways of Determining if you have Great Sales Coaches : . 1.

Coaching 311
article thumbnail

The TOP 6.5 Referral EARNING Strategies

Jeffrey Gitomer

Tweet Here are the TOP 6.5 referral EARNING strategies: 1. Deliver memorable service. It’s simple. Be friendly and helpful, and give positive response. 2. Be available. Make it easy to do business with you and anyone else in your company 24/7/365. 3. Be a consistent value provider. Create an email magazine and blog with content that helps customers, and a business Facebook page where you post positive and helpful information and good news, and allow for customer interactions. 4.

Referrals 305
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Stop Selling For Your Competitor!

The Pipeline

Many sales people and their managers feel that a good sales person is one who is moving forward. This is fine, so long as you don’t move so fast that you miss or pass opportunities along the way. Remembering that your buyers are moving at just a fast a pace, and are dealing with many of the same realities you are, namely greater demands on their time and resources, less people and resources to get things done; leaving them, like you, having to fit 16 hours of work into a 10-hour workday.

Lead Rank 299
article thumbnail

3 Smart Ways to Close Deals in Your Sales Pipeline

Score More Sales

A corporate salesperson was telling me about his pipeline, and explaining all of the opportunities that were stalled. Nearly every one had what he thought were insurmountable problems. He was perplexed, frustrated, and in his mind, his career at a new company would be short-lived. We sat down and talked through every sales opportunity he had listed.

Pipeline 297
article thumbnail

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.

article thumbnail

4 Powerful Sales Coaching Tips

MTD Sales Training

I will make this short and sweet. Add these four golden rules to your daily management style and you will be a more effective sales coach. Depending on what you do, and your business structure, some of these may not apply exactly to your situation. However, you will get the idea. #1 – Lead By Example [.

More Trending

article thumbnail

Sales Executives Need to be Coaching their Sales Managers

Steven Rosen

The further you move in the sales organization you begin to realise that you have less impact on driving sales. Sales executive s become further removed from the customer and the day to day management of the business. Sales execution and sales performance are the result of your sales reps and marketing efforts more so than your own. The higher up you go the fewer levers you have at your disposal to impact sales.

Coaching 290
article thumbnail

How to Get People to Open and Act on Your Emails

No More Cold Calling

Shift the focus of your emails to your prospect (it’s not about you) and watch your sales take off! In keeping with my theme of “Get Personal,” I’m sharing with you a blog by email marketing and copywriting guru, Ivan Levison. Ivan is king when it comes to content. Change your message from one that’s all about you, what you want, and what you offer.

ACT 275
article thumbnail

Leveraging Value Once Defined

The Pipeline

A couple of weeks back, I was asked about value, and provided a firm definition for value. The definition is step one, it provides the direction for the seller, next sellers need to learn how to surface it and leverage it for the mutual benefit of the buyer and the seller. As a follow up I was asked: So working with that definition of value, that is removing obstacles that stand between the buyer and their objectives, how does a sales person know or determine the buyers’ objectives?

article thumbnail

3 Smart Ways to Close Deals in Your Sales Pipeline

Score More Sales

A corporate salesperson was telling me about his pipeline, and explaining all of the opportunities that were stalled. Nearly every one had what he thought were insurmountable problems. He was perplexed, frustrated, and in his mind, his career at a new company would be short-lived. We sat down and talked through every sales opportunity he had listed.

Pipeline 297
article thumbnail

Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

article thumbnail

“Stick Out Your Tongue And Say Ahh…” To Build Sales Value

MTD Sales Training

You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too swiftly. The Instant Response Of course, some products and services require light-speed responses, but selling most products and services today, requires [.

Course 290
article thumbnail

What do you stand for?

Bernadette McClelland

'What do you stand for? I am fortunate to have Matt Church from Thought Leaders Global be my mentor for most of this year for the purpose of preparing me and six other thought leaders to showcase our speaking prowess to the movers and shakers of the Australian speaking industry. [link]. Part of this was determining my personal brand and totally divorced from any business brand.

article thumbnail

Get out and Coach!

Steven Rosen

Most first line sales managers manage between 6 and 12 sales reps. They are the ones responsible for bringing in the sales numbers in their district or area. Sales managers are constantly adjusting priorities depending on their urgency and work extremely hard in this new economy. With so many competing demands on their time the tendency is to focus on the activities that are the easiest and the most time sensitive.

Coaching 282
article thumbnail

How to Qualify Prospects at a Networking Event: On Breakthrough Business Strategies Radio

The Sales Heretic

Whether you’re attending an international conference or your local Chamber of Commerce after-hours mixer, you have an opportunity to prospect. But how do qualify potential prospects quickly? And without turning people off? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this twelve-minute segment, I discuss what you should say and do [.].

article thumbnail

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

article thumbnail

Are You The Complete Sales Person – Sales eXchange – 146

The Pipeline

Sounds like a straightforward concept, but when you step back and look at individual sales people, you’ll find the old Pareto Principle (80/20) or the more up-to-date Shanto Principle (70/30) very much apply. That is very few are complete sales people, meaning competent at all key elements of B2B sales, starting with lead gen and management, to prospecting, a thorough discovery process, presenting a winnable proposal, winning the deal, and then penetrating and maintaining the account.

Lead Gen 288
article thumbnail

Influencing the Decision to Win the Sale (Part I)

Sales and Marketing Management

How does a done deal come undone? Your rep had a good relationship with a great contact, the right solution to meet the customer’s needs, and strong buying signals right up to the last. Then came the dreaded call: “Thank you for the proposal, but we’ve decided to go with someone else.” So, what happened? Could this loss have been prevented?

article thumbnail

3 Essential Communication Tips For Building A Successful Sales Team

MTD Sales Training

Communication, communication and more communication. No pun intended here, but for some sales managers, communication is just talk. Effective and proactive communication is as integral to your sales team as professional training, solid sales support and even good sales people. In fact, communication is the glue that holds all of the pieces of the team’s [.

Training 284
article thumbnail

What is the meaning of WOW?

Jeffrey Gitomer

Tweet What is WOW? Maybe the easiest way to describe it is: Who WOW’ed you? If you can recall that story – and recall how many times you re-told it – you’re on your way to understanding the process of WOW. Here are the elements that can set the stage for WOW in your business: Everyone is friendly. It seems too simple to just say, “Everyone needs to be friendly.

Hotels 263
article thumbnail

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.

article thumbnail

Should You Restage Your Sales Pipeline?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As part of its sales force evaluation process, Objective Management Group (OMG) conducts a pipeline analysis and determines both the quality of the pipeline and the quantity of the pipeline. We ask each salesperson to submit 4 proposal-ready opportunities and then we run the analysis. If we were reviewing a full pipeline instead of just 4 proposal-ready opportunities for each salesperson, an ideal sales pipeline would look like this: Because we are on

Pipeline 260
article thumbnail

7 Sales Coaching Tips You Need for Success

The Sales Hunter

One of the biggest issues the sales community is dealing with is the lack of effective sales coaching. We can discuss as to why this is but instead let’s just cut to the chase. I want to give you what I see as 7 sales coaching tips you can use right now. Regardless of your sales position, these are 7 you need to know. 1. Consistently follow-up.

article thumbnail

Guidance On Going “Over Their Head”

The Pipeline

We have all faced the situation where the person we have been working with on a sale turns out to be the wrong person, or more often an obstacle to moving the deal forward. While it is OK to be frustrated, you also need to act, and when you step back the only logical thing to do is escalate things, go higher, or what sales people commonly call “going over their head”, for me the only smart way to get the deal.

article thumbnail

Three steps to increased innovation

Sales and Marketing Management

Innovation and new ideas can’t just come from corporate leaders or the executive level. Innovation must be an “all in” proposition, says business innovation consultant Stephen Shapiro (steveshapiro.com).

263
263
article thumbnail

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.

article thumbnail

In Sales Management, The Time To Motivate, Is Not Always The Time To Educate

MTD Sales Training

As a sales manager, director or other frontline supervisor of a sales team, you will often have to help sales people correct mistakes. There are times when you absolutely must teach, correct, fix, train or rectify problems and sometimes you will have to reprimand or take disciplinary action. However, there are some times when you [.

Education 281
article thumbnail

Mission or promise? Is it a statement or words of hot air?

Jeffrey Gitomer

Tweet Can you recite your mission statement? Come on! You’ve seen it a hundred times, maybe a thousand times. It’s some drivel about being number one, exceeding expectations, and building shareholder value that contains other nonsensical words that mean nothing to anyone except the marketing people who dreamed it up one afternoon. I often wonder if there is anyone actually in charge of implementing the mission statement.

Loyalty 249
article thumbnail

The Importance of Attitude to Your Sales

The Sales Heretic

What’s the biggest difference between top-performing salespeople and everyone else? Attitude. Whether you’re salesperson, manager, CEO, professional or small business owner, your attitude affects your results more than any other factor. Why exactly does attitude matter so much? And how can make sure your attitude is helping you, not hindering you? Listen to my latest interview with Jim Blasingame [.].

article thumbnail

Sell the Outcome, Not the Activity

The Sales Hunter

In my post 5 Sales Tips to Maximize Your Price , I promised to break down the individual tips even further. Here goes on the first sales tip: Sell the Outcome, Not the Activity. Anyone can sell features. Your objective is to focus on the outcomes the customer will gain in buying from you. You aren’t going to know what the expected outcomes are until you engage the customer in a conversation. .

Maximizer 235
article thumbnail

2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

article thumbnail

Train them or help them sell better – Sales eXchange – 147

The Pipeline

If you are in sales you have likely seen or participated in a discussion about whether sales training works or not. You have likely heard that it works when there is follow-through, or if there is buy in from front line sellers, or the degree to which management is committed to supporting the new training. While these and other factors do play a role, I see a variation the last point as key.

Training 288
article thumbnail

Getting Sales and Marketing to Work Together

Sales and Marketing Management

Marketers have an enormous arsenal of media outlets at their disposal, and there seems to be an infinite number of experts who postulate that one is more effective than the next. While some bet on the $2.7 million TV spot during the Super Bowl, others spend a fraction of that amount to create a one-minute capsule named “Will It Blend?” and post it on YouTube to be watched by over 50 million viewers.

Marketing 249
article thumbnail

A Great Sales Presentation Is Like A Great Golf Swing

MTD Sales Training

A great sales interaction is not an accident. While an expert-level sales professional can make a sales presentation LOOK like a casual, impromptu conversation, does not mean that it actually IS a causal, unplanned conversation. In fact, a great sales presentation is very much like a good golf swing. Don’t worry, if you are not [.