November, 2016

article thumbnail

The Easiest Person To Lie To Is Yourself

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I hear a lot of talk in sales about lying, not so much about how they may lie to win business, but in broader terms. We have all heard the use of “buyers are liars”, or its popular cousin “sellers are liars”. While there are probably liars in both camps, undoubtedly in the same proportion and distribution as in the general population, and likely less among successful sales people.

Wireless 303
article thumbnail

Your Technical Experts Rock at Lead Generation … Really

No More Cold Calling

Don’t hide your B2B marketing talent. Credibility and trust—hard for salespeople to earn, but a slam-dunk for technical experts. Many companies only bring out their technicians to do demos. Big mistake. They can also be great for lead generation. According to the Edelman Trust Barometer, technical and academic experts and analysts in your company are more trusted than your CEO.

Insiders

Sign Up for our Newsletter

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

article thumbnail

Six Things to Stop Doing to Boost Your Sales

The Sales Heretic

A lot of sales advice focuses on things you should be doing. But equally important to know are the things you shouldn’t be doing. Like what, you ask? Listen to my appearance on Breakthrough Radio with Michele Price. In this segment, I share six specific things you’re doing that are sabotaging your sales efforts. Cut [.].

Segment 257
article thumbnail

What Do You Do When Your Customer Wants To Vent?

MTD Sales Training

There are times when the customer simply wants to let off steam. Maybe the delivery you promised hasn’t arrived. Or some of the equipment has broken down. Or there’s simply too much pressure on the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 243
article thumbnail

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

article thumbnail

10 Rules You Need to Follow if You Email a Prospect

The Sales Hunter

A few weeks ago, I shared 10 mistakes you can’t afford to make if you use email to prospect, so it’s only right I share with you 10 things you need to do. These are from my new book, High-Profit Prospecting, which people are raving about and I believe you will too when you read […].

More Trending

article thumbnail

Prospects Object Less To What They Want

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . In the past I, have highlighted how many sellers are limiting if not sabotaging their opportunities while telephone prospecting. The main reason for that is that they are approaching things from a deficit, they are casting a small and porous net, one that only captures a small set of buyers, those with a defined need.

article thumbnail

Addition by subtraction

Sales and Marketing Management

Issue Date: 2016-11-01. Author: Jill Konrath. Teaser: As a sales leader, increasing your team’s productivity is one of your biggest challenges. Growing revenue without adding salespeople can seem like an insurmountable task. However, there are a whole slew of actions you can take to give your reps more customer-facing time. As a sales leader, increasing your team’s productivity is one of your biggest challenges.

article thumbnail

The Best Thing Gary Vee Has Ever Said

Score More Sales

The night before the 2016 Presidential election, Gary Vaynerchuk, business mogul, investor, author, and top keynote speaker gave a keynote at INBOUND. It was a coincidence that INBOUND, a large annual marketing conference - started on election day this year. By the time the keynote began at 6PM, voting had been going on all day. The stress level was high – so many people "knowing" their candidate would win and getting ready for a celebration later.

Inbound 204
article thumbnail

6 Quick Steps On Expanding Your Industry Knowledge & Awareness

MTD Sales Training

How long have you worked in your industry? That’s your history, and for many people it’s all their history. In other words, they have just one or two perspectives on the world of work and business. I. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Industry 238
article thumbnail

How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

article thumbnail

Executive Sales Leader Briefing: Sales Leadership Begins with Respect

The Sales Hunter

This week all of us had a front-row seat watching leadership unfold in the US Presidential election. Through it all, I’m reminded of an old saying: “Humility in success, dignity in defeat.” As leaders we’re challenged to show respect to others in good times and bad, whether we’re on the winning or losing side. The best […].

article thumbnail

The Real Truth About Agile Learning

SBI Growth

On this week’s SBI Insider Video Podcast we discuss the topic of adopting agile learning inside of your sales force. B2B sales reps need to learn new skills faster to improve their sales results. Is adding agile learning enough? My colleague.

B2B 198
article thumbnail

Is Your Sales Team HUNTING or Hunting?

Anthony Cole Training

When I was a youngster, I used to go hunting with my dad and my older brother, Ray. I never hunted with my younger brother, Michael, until just a few years ago. But Ray, Dad and I spent many weekday evenings and weekends in the woods.

Sales 169
article thumbnail

What Do Your Employees Want In Life?

Sales and Marketing Management

Issue Date: 2016-11-11. Author: Michael Dermer. Teaser: How you take care of your employees tells more about your company and you as a leader than anything. Commitment to your people helps drive their commitment to the vision and creates ambassadors for your company, so when you or your company is criticized, they will defend you. How you take care of your employees tells more about your company and you as a leader than anything.

Company 174
article thumbnail

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

article thumbnail

Stay Motivated in Sales Through Year End

Score More Sales

The classic question and answer in sales I remember about this time each year is: Q: What happens between Thanksgiving and New Year’s? A: Not much.

article thumbnail

Use This Opening Sentence In A Cold Email Before You Call A Prospect

MTD Sales Training

Cold-calling has gotten a bad rap in many circles lately, mainly because of the fact the interruption caused to the prospect is seen as simply that…an un-called-for intrusion into their working. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

Sales Motivation Video: Reach Back to Go Forward

The Sales Hunter

Make it a goal each day this week to reach out to a customer or prospect you haven’t talked with in quite awhile. Yes! Reach back to go forward. Build relationships that will strengthen your sales momentum as we near the end of the year and head into 2017. Check out the video to see […].

Video 212
article thumbnail

9 Tests Your Brand Positioning Must Pass

SBI Growth

Today’s topic is Brand Positioning. Joining us is Kay Kienast head of marketing at EVault, a division of Seagate. Kay was recently named one of the Top 10 Influential Woman in MarTech. Brand Positioning is about inspiring your customers and prospects to.

article thumbnail

Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

article thumbnail

True Story: What Every Salesperson Ought To Know Before Writing Content

Bernadette McClelland

Much has been written about salespeople, especially those who are employees, speaking up, writing and curating on social channels such as LinkedIn. Speaking up in the sense of using their voice, sharing their thoughts, telling us their experiences, voicing their opinions or debating their point. Yet so many don’t. We ask why? as well as why not?

article thumbnail

Top 5 High-Ticket Selling Tips

Sales and Marketing Management

Issue Date: 2016-11-04. Author: Stephanie Chung. Teaser: To succeed in high-ticket selling, you must be able to communicate the right way with buyers looking to make a big investment. Here are five "musts" for success in the world of high-priced, complex sales. To succeed in high-ticket selling, you must be able to communicate the right way with buyers looking to make a big investment.

Buyer 166
article thumbnail

Always Keep Moving Forward

Increase Sales

Life is hard. Sales is hard. A clip from a Sylvester Stallone movie sums up what we must do: Credit www.PicJumbo.com. Keep moving forward. How often do we stop being who we are because we are unhappy with our results? How often do we look to blame others for our inability to move forward? How often are beaten down to our knees thinking we can never get up?

Facebook 171
article thumbnail

Modern Sales Is Complex – Jill Konrath, Brent Adamson, Nick Toman

Score More Sales

Recently I had the opportunity to talk about how challenging and complex modern sales has become for both the sales rep and his or her customers with three true sales experts:

article thumbnail

How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

article thumbnail

Sales Motivation Video: Set Goals You Can Fly Past

The Sales Hunter

Do you know what great salespeople do? They set goals they can exceed. As we are nearing the end of 2016 and looking ahead to 2017, I challenge you to embrace what it means to set big goals and achieve big success. Check out the below video to see what I mean: Copyright 2016, Mark […].

Video 148
article thumbnail

Do You Live or Die by the Big Deal?

SBI Growth

SBI recently spoke with Leo Tucker, the Chief Marketing Officer at PGi. Leo leads a b2b marketing and sales enablement team. PGi is the world’s largest provider of collaboration software and services to business, hosting millions of users collaborating each day. Today’s.

B2B 195
article thumbnail

Discover Which Ego Is Costing You Business, Relationships and Results?

Bernadette McClelland

‘The reason most salespeople don’t last here’, he said, ‘is because they can’t, or won’t, ask for help’. I get it! And I agree with the sales leader that uttered those words because I have been guilty of not asking for help because of the meaning I put on it… ‘they will think I don’t know what I’m doing’ which would equate to ‘I am not good enough to be in this role’ I also am witness to that behaviour when I begin to work with sales teams or sales

Lead Rank 260
article thumbnail

Your Renewal Pitches Are Backfiring –?Here’s Why

Sales and Marketing Management

Issue Date: 2016-11-01. Author: Tim Riesterer, Chief Strategy Officer, Corporate Visions. Teaser: Sales discussions and training are frequently focused on gaining new business. What happens if you're on the inside and need to convince existing customers not to challenge the staus quo? Find out why "stay put" messages must differ from "why change" ones.

Training 149
article thumbnail

Guide to Using Buyer Need Data

This guide explains how to use Buyer Need Data to identify prospects who could use your solution *before* they demonstrate intent.

article thumbnail

Sustainable Sales Success - Tip #15 Expertise

Increase Sales

People buy from people they know and trust. Your sustainable sales success can be directly traced back to how much people trust you. Expertise is one of the crucial factors that works to build that trust. Some industries such as real estate, financial and healthcare require continuing education units to ensure their members have a high degree of competence.

article thumbnail

Eleven Ways to React When You Lose the Sale

The Sales Heretic

Everyone loses a sale now and again. It’s the nature of selling. Heck, in my career I’ve lost more sales than I can count. But the way you react to losing a sale impacts how well you do on your next sales opportunity. And all your future opportunities. With that in mind, here are eleven [.].

article thumbnail

November Referral Selling Insights

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. Are you fully booked for Q1? Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. The last quarter of the year is 25 percent about closing business for this year and 75 percent about building a robust pipeline for next year.

Referrals 171