June, 2013

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Stop Giving Value

Bernadette McClelland

'Stop Giving Value. Marketing tells us to give value, give value, give value so that, in turn, we will be valued by others and ultimately become a force to reckon with. And it goes without saying that when that happens we will naturally be seen as invaluable to those around us whether they be colleagues, clients or friends. I think that’s wrong.

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Nine Ways to Waste Your Marketing Budget

The Sales Heretic

'Your company has too much money. I understand. It’s a common problem. Clearly, you need to get rid of some of it. But how? Marketing! But not just any marketing—it has to be bad marketing. Because good marketing is actually an investment—it will generate more sales, making you more money. And you wouldn’t want that, [.].

Marketing 329
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Straight Commission Can Deliver Twisted Results

The Pipeline

'The Pipeline Guest Post – Michael Villeneuve. Let’s start by imagining your only sales goal is to get reps to bring in revenue. That no customer ever buys more than once. And that only the sales rep interacts with the customer. Then, commission-only could work. It’s simple to calculate and execute. It’s easy to understand. It motivates. But it creates a lone-wolf culture that, let’s face it, can be short-sighted.

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Four Principles for Hiring Sales STARS!

Steven Rosen

'By Steven Rosen. Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process your sales managers will each adopt their own approach and ultimately achieve sub optimal results.

Hiring 309
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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.

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Training is Out. Education is In. Are You In or Out?

Jeffrey Gitomer

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Education 313

More Trending

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Never wing a sales approach call

Bernadette McClelland

'Never wing a sales approach call. I have been engaged to work with a sales guy in a coaching/mentoring role – someone who has the right sales DNA but has plateaued. One of the tasks I had him to before the day ended, was to advance at least one sale. In this particular case, he chose to follow up a stalled lead. He picked up the phone and before I realised, he had flown straight into it, enthusiasm in top gear and adrenaline pumping.

Lead Rank 299
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Top Ten Prospecting Mistakes Salespeople Make

The Sales Heretic

'For most salespeople, professionals and business owners, the sales process begins with prospecting. And yet, too often, we unwittingly sabotage our prospecting efforts. If you don’t have the number of quality prospects you’d like, chances are you’re making one or more of these common mistakes. 1. Not doing it It amazes me how many people [.].

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You’re Great At What You Do – But What You’re Doing Isn’t That Great

The Pipeline

'By Tibor Shanto – tibor.shanto@sellbetter.ca. One of the things that makes great sales leaders great, is their ability to delicately balance various and at time juxtaposing dynamics in sales. One of the more subtle but potentially very impactful of these is in achieving structured change and improvement in the way their organizations and individual sales people sell in changing environments.

Scale 303
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What Google Might Know about Hiring Salespeople

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan The NY Times posted a story on June 20 about Google, their recruiting efforts, and big data. The story really doesn''t reveal that much but there is an interesting quote (that I will get to shortly) that is relevent to hiring salespeople. When we help companies get the sales selection piece right there are several components that we tweak.

Hiring 274
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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10 Reasons Why Salespeople Fail

MTD Sales Training

'In our consultancies and trainings with salespeople, we consistently get asked how to be successful in the career they have chosen. There are so many answers to this question, and many books have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Training 274
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A Letter of Resignation

SBI Growth

'Below is a letter of resignation. It was submitted by the head of sales at a client company of mine. If you have ever wondered “ why did the sales manager quit? ” this might be informative. I think the reasons this sales manager quit are typical, unfortunately. Replacing a sales manager takes lots of time and effort. You need to build a profile, conduct a search, perform interviews, on board, etc.

Hiring 277
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Twitter thoughts and Twitter thinking. Tweet and Re-Tweet.

Jeffrey Gitomer

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Twitter 281
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How to Be More Aggressive in Your Sales

The Sales Heretic

'Are you losing sales to people who aren’t as good as you are, but go after the sale more aggressively? Do you hold your tongue when you should speak up about your products and services? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eight-minute segment, you’ll discover: • Two [.].

Segment 275
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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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How Many Sales People Can Dance On The Head Of A Pin?

The Pipeline

'by Tibor Shanto – tibor.shanto@sellbetter.ca. Ever wonder why some companies can generate as much revenues with less sales people than others with more? I think it has to do with the hoarder mentality that permeates sales thinking. “The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories.

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4 Reasons Low-Price Customers Are Destroying Your Business

The Sales Hunter

'Quit kidding yourself! You’re not making any money off the low-price customer, regardless of what you think. Let me give you 4 reasons. Reason 1: The customer who demands a lower price from you is also going to be the customer who nags at you all the way through the sales process and long afterward. Low-price customers are wired to think they can get everything cheap and they can get people to do for them whatever they ask.

Discount 276
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Improving Your Brand Essence In Sales

MTD Sales Training

'Branding is a key component in determining your success in sales and marketing. You may not think that, as a salesperson, your input to how your brand is perceived or recognised should be a priority; [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Gamification: The Secret to Accelerate Onboarding

SBI Growth

'Slow ramp time for new hires is lethal. Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The good news is that new techniques are now emerging that make a measurable difference. The sales environment is uniquely suited to take advantage of an innovation called “ gamification.” This post is for HR and Sales leaders who ask, "How can we accelerate the productivity of our new hires?".

Hiring 266
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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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Now is the time to rise up, be counted, and kick butt.

Jeffrey Gitomer

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Training 274
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How to Begin the ROI Conversation

No More Cold Calling

'If you can’t prove your product gets results, you won’t get the sale. Welcome to the new world of sales. Now more than ever, your customers expect major bang for their buck. They want to know up front whether their investments will pay for themselves in terms of increased revenue, profits, employee loyalty, or customer loyalty. And they won’t just take your word for it.

ROI 258
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Influencing Sales and Sellers!

The Pipeline

'By Tibor Shanto – tibor.shanto@sellbetter.ca. There were two lists recently release by two different organizations you should all be aware of and make use of. They both list sales influencers. The first is Top Sales World’s Top 50 Sales & Marketing Influencers 2013 , the other is OpenView Sales Labs Top 25 Sales Influencers for 2013. What you will find on these list are a set of professionals with a wide range of advice, resources and ideas focused on helping you sell better.

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3 Fundamentals Every Sales Operations Manager Should Know

Sales and Marketing Management

'Issue Date: 2013-07-01. Teaser: In order for a sales operations manager to be successful, he or she must be able to execute on three key business needs, which can be achieved with use of technology. In order for a sales operations manager to be successful, he or she must be able to execute on three key business needs, which can be achieved with use of technology.

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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.

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Understanding Different Buyer Types – Infographic

MTD Sales Training

'As a sales person, you cannot simply use the same sales techniques to sell to every prospects because not all prospects are the same. Each buyer will have a different way of thinking, a different way. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 264
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5 Sales Management Myths Debunked

SBI Growth

'I sat across the desk from Mike, the new VP of Sales. He had just been promoted 6 months ago. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. His team had missed the last two quarters. An unraveled roll of antacids sat on his desk. “I feel like I’ve got to turn around a battleship and I’ve got a speedboat’s time.

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What do you do EVERY DAY to build attraction and brand?

Jeffrey Gitomer

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

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8 Reasons Your Customers Don’t Care

The Sales Hunter

'If you want to close more sales, you better first do something about these 8 reasons your customers don’t care: 1. Why should they care about you when you don’t care about them? Don’t even try faking it. If you do try to fake that you care, your customer will throw you out even faster. Successful salespeople care about their customers. 2.

Customer 253
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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

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Small Talk Is For Small People – Sales eXchange 204

The Pipeline

'by Tibor Shanto – tibor.shanto@sellbetter.ca. When I talk to sales people about how they start sales meetings with new potential buyers (first time they meet), most (not all) tell me they “break the ice with some small talk”, then they “get in to it!” We’ll leave the getting into it for another time, what I don’t get is the “small talk” bit, I am not sure that in the current format, as practiced by most sellers is effective, necessary, and at times can be ri

Sports 296
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Harness the Power of the Pause

Sales and Marketing Management

'We live in a world that communicates in small bursts and at the speed of light. Because of the flood of information we are inundated with, we jump from receiving to reacting, without even a moment of pause between the two. But it is in that moment that you can change relationships and create opportunities by taking the differentiating approach of responding thoughtfully and showing that you genuinely care.

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The 5-Step Consultative Sales Process That Has Stood The Test Of Time – Video Blog

MTD Sales Training

'The art of selling has changed dramatically over the last 30 years, and the way that sales people and business owners now prospect and sell to the customers has moved on significantly from the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].