February, 2013

article thumbnail

Are you a ‘more or less’ person?

Bernadette McClelland

'Are you a ‘more or less’ person? You may be better at doing a task than I am. However, I am not less than you. Let me explain… 27 years ago a little girl from a broken home never got to know her dad because he chose not to include her in his life. Growing up she placed this man on a pedestal, hoping one day he might notice her and invite her into his world.

article thumbnail

Twelve Things Your Company Needs to be Doing on Social Media

The Sales Heretic

Social media is the most powerful communication tool since the Internet itself. Most companies, though, are barely tapping into its potential. Want to maximize the power of social media to boost your sales? Here are twelve activities you should be doing regularly. 1. Highlighting promotions Having a sale? A special offer? An event of any [.].

Insiders

Sign Up for our Newsletter

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

article thumbnail

A Vicious Sales Cycle—4 Traps to Avoid

No More Cold Calling

How to stop undermining your performance, and save your sales. Getting caught in the cyclone of a vicious sales cycle is a looming trap. Take one wrong step, and you’re pulled into the eye of the storm. Sales quotas loom, and we neglect the basics of customer interaction, respect, and basic sales behaviors. There’s no way out. My colleague, Andy Paul, author of Zero-Time Selling , clearly describes four sales traps that stem from bad habits.

article thumbnail

Impact Questions – Sales eXchange 187

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Back in the 80′s or maybe even earlier, the purveyors of Consultative Selling, put a lot of emphasis on Open Ended Questions, for all the right reasons. It took some effort and focus to get sales people to adopt this style of interaction, especially after years of pitching and doing things the traditional (old) way.

Call-back 313
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

Hard is Easy, When You Discover Easy is Hard.

Jeffrey Gitomer

Tweet Make a sale – that’s the easy part. Now comes the hard part: Doing everything else. Making the sale is not just the money and the victory. It’s also the foundation for a relationship – as long as the rest of the process flows as you have sold it. Here are the “beyond the sale” elements than make a relationship probable: Deliver. After a sale there is an expectation for delivery.

Policies 311

More Trending

article thumbnail

Follow the crumbs

Bernadette McClelland

'Follow the crumbs. We all remember the story of Hansel and Gretel and how the idea of leaving a trail of breadcrumbs would eventually allow them to find their way out of the forest. There are two pertinent messages that come out of this story: I have no idea why kids stories were so scary and. Following the trail of crumbs in business can lead us to bigger and better results.

Discount 334
article thumbnail

'No' Can Kick-Start the Sales Call

Sales and Marketing Management

Objections can cause doubt and confusion for prospects and salespeople. This can frustrate your team members and them to avoid objections. But as you know, objection avoidance can lead to fewer sales. As part of your sales coaching, help your team members embrace the philosophy that objections are a welcome and natural part of their sales conversations.

article thumbnail

A Different Way To Deal With Objections

MTD Sales Training

Why do objections occur? It’s an age-old question that gets salespeople crying into their beer. There are, naturally, many reasons why they come up, but they tend to revolve around one main. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

The Complexities of Selling Technology to Business

The Pipeline

Guest Post – Michael Ashford. Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. But B2B selling, especially to large corporations has evolved into a complicated process.

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

Coaching: The good, bad and the ugly.

Steven Rosen

The Good News: Highly Effective Coaching drives 19% more sales! . The Bad News: Most sales managers are not effective coaches. The Ugly: How do you know if your sales managers highly effective coaches?? Introducing: The Coaching Effectiveness Snapshot™ provides sales managers with feedback on strengths and areas for development. Senior sales management now has a snapshot on the coaching effectiveness of their entire sales management team.

Coaching 296
article thumbnail

Keep Your Friends Close and Your Competitors Closer

SBI Growth

As a Marketing Leader, you pay attention to the competition’s marketing and lead generation tactics. But how close of an eye do you have on them? Do you actively monitor and research? Most of you are nodding your head yes. Let’s dig deeper. Are you monitoring how the buyer is interacting with the competition? This is often overlooked. I’ll offer a tool to help you identify competitive gaps across many areas.

Closing 273
article thumbnail

Dan Pink Hits and Then Misses the New Key to Sales Performance

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan You probably haven't read this article by Dan Pink (Thanks to Craig Ruhland for sending me the link). Pink points to research showing that extroverts and introverts are not as successful in sales as ambiverts, the people in the middle of the scale between both extremes. Our research at Objective Management Group (OMG) would support this "discovery".

Scale 255
article thumbnail

Great Expectations: Marketing Automation Delivers on the Promise to Grow Sales Revenue

Sales and Marketing Management

Issue Date: 2013-02-16. Author: Debbie Qaqish. Teaser: "Marketing automation" is one of the hottest terms going for growth-minded companies. But how much impact can it really have? The question can be answered from both a sales and a marketing perspective. "Marketing automation" is one of the hottest terms going for growth-minded companies.

Marketing 258
article thumbnail

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.

article thumbnail

How To Build Your Personal Brand As A Salesperson

MTD Sales Training

Branding, the process of creating an emotional connection to a company or product, has been the subject of many studies and much research. Most of that research has revolved around the companies who. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 287
article thumbnail

Open Ended Sales Meetings?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Not long ago I posted a piece about the positive side of “closed ended” questions , and their place in the sale cycle. As with many things it is rarely the case of one versus the other but more of which is more appropriate for the scenario, and in sales for achieving the objective you set out to accomplish.

article thumbnail

Practical Information About Making Sales Today | Self Test

Jeffrey Gitomer

Tweet Are you using the WOW factor? What is WOW? – WOW is sales! WOW separates the strong from the weak. WOW separates the sincere from the insincere. WOW separates the sales pro’s from the con’s. WOW separates the yes’es from the no’s. WOW is the full measure of your sales power and the way you use it. Are you WOW? Is WOW a factor in your selling process?

ACT 254
article thumbnail

How Social Sellers Write Effective LinkedIn Profiles

SBI Growth

To outperform their peers, Social Sellers use LinkedIn as a sales tool. They use their profiles to demonstrate value and build trust with the Buyers. Their LinkedIn profile becomes an integral part of their personal brand. In this article I outline 4 principles of an effective LinkedIn profile. Then I provide a LinkedIn Profile Writing Guide to help perfect your own profile.

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

Six Ways to Boost Your Sales in Six Seconds

The Sales Heretic

Six seconds may not seem like very much time. Certainly not enough to accomplish anything substantial. And yet it’s plenty of time to make a difference in your sales. Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this seven-and-a-half-minute segment, I discuss how much impact you can make in six [.].

Segment 253
article thumbnail

Time to Adapt to a New Sales Environment

Sales and Marketing Management

Issue Date: 2013-02-15. Author: Ken Thoreson. Teaser: What can sales leadership do to achieve greater productivity? Follow the formula taken by the healthcare industry of merging sophisticated technology with past succes to begin creating custom sales plans for differing sales situations. What can sales leadership do to achieve greater productivity?

article thumbnail

Building Self-Management & Organisational Skills To Create Sales Opportunities

MTD Sales Training

There is one skill that I see top-quality salespeople exhibiting that often overides everything else. You can be a great communicator, a superb closer and an excellent negotiator, but if this skill. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

Winning Is An Everyday Thing – Sales eXchange 188

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. There is no doubt that our attitudes shape our outlook, impact our activities, and as result drive our outcomes, both good and bad. This is why so many people default to attitude when they are trying motivate their team. The challenge is that there are time when a change in attitude can motivate an individual or a group to overcome obstacles and move forward.

Fashion 303
article thumbnail

1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

article thumbnail

To Salespeople, Demos and Presentations are Like Snack Food

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Prior to learning about healthy eating, I believed a bagel was a healthy alternative to a donut. After I was shown that a carbohydrate converts to sugar in the blood and there wasn't much difference between bread, bagels or rolls; and donuts, cake or pie, I changed the way that I ate. Most people have not seen the light, are not aware that sugar causes disease, believe that pasta, rice, grains and potato are healthy, and continue to gain weight.

article thumbnail

Why Optimizing Your Website for Mobile isn’t Enough

SBI Growth

As a Marketing Leader, you pay attention to mobile trends. But what are you putting into action? If you don’t, lead generation efforts will hit road blocks. Live leads will break away as you reel them in. Your credibility with the sales leader will quickly dwindle. If you’re thinking that optimizing your website for mobile is enough, don’t stop there.

Lead Rank 263
article thumbnail

The mile between satisfied and loyal. The EXTRA mile.

Jeffrey Gitomer

Tweet. Have you ever heard the phrase, He went the extra mile ? I want to talk to you about the “extra mile” in a way that you might understand it and use it to build customer loyalty. The extra mile is an action or an expression that sparks a WOW! in the mind of the customer or a co-worker. It’s an unexpected deed. But before an extra mile is ever walked or executed, it has to be an attitude and a mindset from the extra miler.

Loyalty 248
article thumbnail

Top Mistakes Using LinkedIn for Sales – Impersonal Requests

Score More Sales

If you are active on LinkedIn and using it to grow your business, you probably get these requests all the time. I have written about them before – the generic or “slightly modified” request to connect on LinkedIn. We teach sales professionals about the “Big 10″ items you need to pay attention to and do correctly for success on growing your visibility and your revenues using LinkedIn as a tool.

LinkedIn 248
article thumbnail

Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

article thumbnail

The 2500-Year-Old Questioning Technique That Works With Modern Day Buyers

MTD Sales Training

Imagine you’re walking around the shops and an elderly man approaches you, asking you some questions. You try to ignore him, but his questions are powerful and engaging. He makes you think a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 285
article thumbnail

Did You Get My Voice Mail?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Yesterday I got a call about a piece I wrote for Radius titled: Get More Call Backs: How To Increase Returned Voicemails By 50%. Seems it has stirred up a discussion in one the LinkedIn groups, one I did not belong to, (since joined). Whenever I do a piece on effective voice mail techniques, three things happen: It get a lot more hits than most other posts – telling me that this continues to be a challenge and hot button for sales people.

article thumbnail

The Age of Social Network Selling

Sales and Marketing Management

Issue Date: 2013-02-04. Author: Brian Rowland. Teaser: A story in last week's Wall Street Journal reported that small and medium-sized businesses owners rank LinkedIn as the most effective social media sales tool. Here are 4 ways sales reps can get more from LinkedIn. A story in last week's Wall Street Journal reported that small and medium-sized businesses owners rank LinkedIn as the most effective social media sales tool.