May, 2017

17 Things Not to Do at a Networking Event

The Sales Heretic

Networking is a powerful sales and marketing tool. But like any tool, using it improperly or inappropriately can lead to disaster. Here are seventeen things—all of which I’ve actually observed people doing—that you definitely don’t want to do at your next networking event. Dress inappropriately 2.

How Studying Baseball Video is Identical to Coaching Salespeople

Understanding the Sales Force

Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend.

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How to Determine Which Sales Problem is Worth Solving?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy sales assessment sales problem sales strategy worth solving

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Deadlines Drive Deals

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . People generally have one of two relationships with deadlines, they either love them, and use them to be more productive. Or they hate them, ignore them, avoid them, or are terrified by them. The former is usually the more productive group.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

More Trending

New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers

Understanding the Sales Force

Image Copyright Cybrain. It didn't take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool.

How Do I Brand an Acquired Company?

Sales Benchmark Index

IPC Systems launched a new brand identity, following its acquisition of Etrali Trading Solutions earlier this year. Our guest today shares the use case for the brand strategy that 1,400 IPC employees will use to convey a single, compelling story.

Don’t Just Do Something – Sit There!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . All too many people confuse activity or action with productivity or results. Think of how many times the best thing you can say about a movie or a game is that it was “action filled”.

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The Real Problem with Social Selling

Increase Sales

Let’s stop with the Naked Emperor and speak the truth about social selling. It isn’t selling. I repeat it isn’t selling. Now for some this is considered heresy. Credit www.gratisography.com.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

Getting Behind the Stall Objection

Inside Sales Training

Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. I went over her needs, matched up my training to fit those needs, gave her pricing options and then began closing on possible dates for the training.

#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem

No More Cold Calling

Want to land and expand? Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. Seriously?!

Phone Prospecting - the Key to Scheduling Meetings

Understanding the Sales Force

Cold calling is dead. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it.

Not All Revenue Growth is Created Equal

Sales Benchmark Index

I’m excited to introduce a Chief Executive Officer who knows how to direct his sales force to the highest opportunity revenue sources. Executive leaders of every function should prepare to take notes from today’s guest who will share how to.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

Time To Change The Sales Rhetoric

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . You know it’s getting bad when the pundits are spending more time picking at each other, than dispensing advice to the masses who clearly yearn for knowledge and means to achieve quota.

What Makes You Truly Amazing?

Increase Sales

Have you ever asked yourself this simple question of “ What Makes You Truly Amazing?” ” Probably not. Yet it is a truly an essential question to be answered. Recently I was having a conversation with Dan Waldschmidt (who is amazing).

The Key To Building Value

Inside Sales Training

You hear it all the time — if your price is higher than your competition you’re told to “build value.” ” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way?

Are Your Salespeople Too Cheap?

The Sales Heretic

When sales managers and business owners hire salespeople, they’re typically looking for sales experience. Frequently, industry knowledge. And sometimes—although not often enough—attitude. But there’s another quality you need to be screening for: Are they cheap?

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Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

What is Your Sales Team's Motivation?

Anthony Cole Training

QUESTIONS THAT COMPANIES NEED TO ANSWER. developing sales talent Motivational getting consistent sales performance predictable sales growth

The Sales Operations Guide to Revenue Growth Enablement

Sales Benchmark Index

Article Sales Strategy chris fris efficiency sales enablement sales leader sales operations sales team SVP Sales

A Stranger In Your Own Deal?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . It’s interesting to see how different sales people and organisations deal with lost deals.

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When Your Sales Tank, What Do You Do?

Increase Sales

Many tines when sales tank salespeople have a tendency to blame the economy, the marketing department (no sales leads), sales management, competition or even the potential customers?

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Sales Leaders’ Guide to Developing an Awesome Sales Management Team

Steven Rosen

Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers.

Nine Ways To Improve Your Business Image

The Sales Heretic

May is International Business Image Improvement Month. In honor of that, I thought I’d tweet out an article on the subject.

Proposal Time Wasting

Sales 2.0

I had the opportunity to be a buyer of some B2B services a couple of months ago. The seller in this case was begging us to waste a lot of his time.

Cover the Market Completely with Indirect Sales Channels

Sales Benchmark Index

Article Corporate Strategy Sales Strategy channel framework channel optimization channel sales cover market indirect channels sales leader select channels selling channels svp of sales

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Let’s Make A decision!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . We’ve all been there, a real-life version of the popular game show. You’ve done your work, and have arrived at that final fateful stage of the sales. Three possibilities, three doors: A positive Decision. A negative Decision. No Decision.

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How A Career In Umpiring Helped Me Develop My Sales Strike Zone

Sales and Marketing

Author: John Bennett, Sales & Business Development Leader with Peak 10 Sales success is about much more than converting prospects to customers. Many of the most important strategic skills that help sales professionals master their craft are ones that help them navigate more nuanced interpersonal situations, rather than convincing someone to buy a product or service. Prior to my career in technology, I spent more than 20 years as a professional & NCAA Division I baseball umpire.

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A Kick in the Teeth May be Good for You

Inside Sales Training

“You may not realize it when it happens, but a kick in the teeth may be the best. thing in the world for you.”. – Walt Disney. When I read this quote, I immediately resonated with it. The kick in the teeth came for me when I lost one of the most important sales in my young sales career.

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No Purpose Leads to Bad Decisions and Consequently Bad Results

Increase Sales

A colleague of mine S. Anthony Iannarino , discussed in his weekly email about how changing one’s decision changes one’s trajectory. I agree with him because there are a lot of bad results happening because of bad decisions.

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The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.