January, 2013

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Are you BOLD or BORING?

Bernadette McClelland

'Are you BOLD or BORING? What is the one quality you think might shift your results this year – in ANY area? I think being BOLD would have to be one of those qualities. I guess I am lucky I was christened with this characteristic – Bernadette just happens to mean bold as a bear lol. It might be a good idea to understand what being bold actually means.

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Why Sales Managers Hate Performance Management

Steven Rosen

Performance management can be a dirty job. Many managers shy away when having to deal with performance issues. My approach says “bring it on.” I believe that non-performing players need to get their act together or there is no place for them on the team. Here are a few considerations when addressing sales performance issues. Opportunity Cost: What happens when one of your sales people is not performing?

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Too Much To Do Today? Here’s How To Handle Being Overwhelmed

MTD Sales Training

Are you feeling overwhelmed with the amount of sales calls to make, prospecting to do, admin to catch up on, proposals to complete? Join the club! There are many people out there who are in despair, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Proposal 306
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39 Places to Put a QR Code

The Sales Heretic

In a previous post, I discussed 22 Ways to Use QR Codes to Boost Your Sales. The article lists 22 different things you can link a QR (Quick Response) code to, in order to boost your web traffic, engagement and sales. Since QR codes bridge the gap between the print and digital worlds, they’re perfect [.].

Sales 300
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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

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The Coma Call – Sales eXchange 184

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. As the euphoria of the new year beings to fade and the harsh reality of winter and the pipeline begin to set in, it is a great time to go to your Coma List. What is a Coma List? It is a list containing two types of prospects: Those people who were involved in a sales cycle with you some time in the last 18 months, but did not go to decision, with you or any other vendor (You can say these are the folks in a self-induced coma, maybe there needs to be

Call-back 296

More Trending

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Social Media Marketing Is NOT the Same As Social Selling

No More Cold Calling

Everyone yelling, “Me, too!” as they hop on the social media bandwagon makes for a crowded ride. Understand the platforms, distinguish yourself, and get ahead of the noise. Want to get the real scoop about social selling? There are a lot of fakes out there and a lot of confusing lingo. My colleague, Barb Giamanco tells it straight and without techie talk.

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Why make New Year’s Resolutions?

Steven Rosen

Let’s face it most New Year’s resolutions fail. Studies show that 92% of New Year’s resolutions just don’t happen. You may have already forgotten yours. Welcome back to work. Once again, you are dealing with the daily minutia of the 100+ emails you received over the break, meetings throughout the month of Jan and dozens of voice messages. There is no way you are going to be able to focus on your New Year’s resolutions.

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12 Tips To Nurture And Build Relationships With Clients

MTD Sales Training

Gavin Ingham once said “Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b). [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 305
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Why Sales People Don’t Ask for Referrals

Score More Sales

Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. I think that big organizations my company sells into have a very big influence at alumni and C-level meetings our C-level contacts attend throughout the year. The referral from this level would be very powerful. Would you agree?

Referrals 263
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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

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Managing Prospecting Objections (#video)

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. This is the second in a series of video prepared for BizTV dealing with objections, the first was an overview of sales objections ; this one specifically those you encounter while prospecting. [link]. In the video it references a link to download the Objection Handling Handbook, just in case you missed it above, it is: [link].

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The Truth Behind Why Your Best Sales Reps Leave

SBI Growth

Your fiscal year just came to an end. Your top rep walked into your office, collected his commission check and resigned. He contributed 20% of your new revenue number last year. It was twice your next best producer. He made more money than your sales leader. He hit the top commission rate. Yet, he left. Why did you lose your top rep? Here’s a secret: It’s not all about the money.

Sports 281
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Jeffrey Gitomer on Choosing Happiness. What’s your choice?

Jeffrey Gitomer

Tweet Your life will always be filled with challenges, barriers, and disappointments. It’s best to admit this to yourself and decide to be happy anyway. Alfred Souza said, “For a long, long time it had seemed to me that I was about to begin real life. But there was always some obstacle in the way, something to be gotten through first, some unfinished business, time still to be served, a debt to be paid.

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Why sales forces are not performing to their potential?

Steven Rosen

Front line sales managers drive performance! Consider the following: The #1 performance factor for sales people is the quality of their manager. The #1 manager activity associated with rep success is coaching. Highly effective sales coaches impact sales performance by as much as 20%! The #1 reason why top performing sales reps leave an organization is their relationship with their manager.

Coaching 282
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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

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How To Increase Your Lead Generation

MTD Sales Training

There isn’t much in sales that’s more important than your pipeline generation. Without leads, you’re dead in the water, and in order to take control of the quality of leads coming. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Understand the Power of Words to Build Relationships

Score More Sales

Jen Mueller, sideline reporter for the Seattle Seahawks had a quick conversation with Seahawks star quarterback Russell Wilson recently and shared a lesson for us all in sales about the power of the words we choose to use. Click here to view the embedded video. I can’t imagine how much fun (and work) it must be for someone like Jen who often travels with the team and gets the most incredible viewpoint – from the side line of the field – to see the NFL in action.

Outbound 258
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Objections – Not What They Appear to Be (#video)

The Pipeline

Many sellers believe that Objections are the bane of their existence, and one can understand why. On the other hand, if you step back, you can actually see Objections in a more positive light, and see them as something you can leverage to move sales forward, and win deals other less enlightened sellers may miss. Below is the first of a series of videos dealing with objections, and how to make them work for you in winning sales.

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5 LinkedIn Must Do’s for Time-Strapped Sales & Marketing Teams

SBI Growth

Recent enhancements to LinkedIn’s social network should be leveraged to generate leads. The new LinkedIn user profile offering is one of many recent enhancements. Engaging with these enhancements will drive Demand Generation. Sales teams know that social selling on LinkedIn will help make their number. The Marketing team can help support sales rep social sellers by growing their own networks.

LinkedIn 280
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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.

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Why Trust Matters More Than Ever

Sales and Marketing Management

Issue Date: 2013-01-21. Author: David Tovey. Teaser: There is a global crisis of trust and an increased level of cynicism never before experienced. Sales growth cannot occur unless you overcome this "guilty before proven innocent" attitude from today's B2B consumer. There is a global crisis of trust and an increased level of cynicism never before experienced.

Consumer 258
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When You Work It, It Works

No More Cold Calling

Develop your 30-minute sales plan and referral program, and discover a business-development strategy that delivers. Writing sales plans? Setting goals? Who has time? You do! Perhaps I don’t want to write a sales plan and set my goals, because then I’ll actually have to do them. Or, I think, “I’ll get to it later,” and later never happens. Like anything else in life, when you work it, it works.

Referrals 258
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6 Ways To Reduce Your Cost Of Sales

MTD Sales Training

We’ve discussed before how the science of sales means you have to be totally aware of your numbers. You need to identify how your ratios are connected to the results you achieve, so you can. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 279
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Sales Process - Top 10 Reasons Why Sales are Lost

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan When a salesperson fails to land a deal, sale or order which they expected, projected, forecasted and pre-banked, nine times out of ten, you can lay the blame on one of the following ten conditions: The salesperson did not have an effective sales process. The salesperson did not follow the sales process. The salesperson was not coached on this opportunity in the context of the sales process.

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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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Just Mailing It In (#video)

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. It is bad enough when this expression is used figuratively, but it is sad and dangerous when sales people actually and literally do it. What’s in Your Pipeline? Tibor Shanto.

Video 285
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7 Critical Skills of the Social Seller

SBI Growth

The market is changing. The Social Seller is replacing the traditional prospector. Gone are the days with four hour time blocks to dial for dollars. Successful Reps now spend their four hours taping into social networks to win business. Why? Because Buyers spend more time online, gathered around their social networks. Today's Buyer finds influence in Twitter and LinkedIn, not their email or voicemail.

Eloqua 277
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3 Ways to Research Prospects Online to Grow Sales

Score More Sales

courtesy of InsideView. If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. Since we encourage clients to make small improvements every day, we are less concerned about your global strategies and more interested in you taking some small specific actions.

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High Touch, High Tech: Sales Needs Both to Survive

No More Cold Calling

Selling is a person-to-person business. It’s been said that buyers already know everything they need to know about your company and your products and solutions before they ever speak to a salesperson. This suggests that buyers don’t really need us anymore—that sales has become so automated, and that salespeople are irrelevant. This couldn’t be further from the truth.

Travel 247
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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.

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Logic Versus Emotion: Getting The Balance Right During The Sale

MTD Sales Training

Scientists tell us that humans have more than one brain. Some people you know may disprove that rule (only half a brain?!) but the truth is that everyone has three parts to their brain: firstly, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 277
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Better Conversations Will Produce a Better 2013

Sales and Marketing Management

Issue Date: 2013-01-02. Author: Chris Bijou. Teaser: The greatest assets any sales team has are the best responses they provide to current and potential clients. Collaborating as a team to improve responses and conversations should be the highest priority of sales teams for the coming year. Here are 10 traits that will help improve sales teams’ conversations and push each team member to become a quota-busting salesperson.

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The Three Rs of Sales – Sales eXchange 182

The Pipeline

While I have always supported the concept and the focus behind the three R’s of academics; although I never understood why the academic community would go for the label, given that only on of the three words in question start with an R. We in sales hold to a higher standard, and therefore the three words that make up the three R’s of Sales, all do indeed start with the letter R!

Exercises 281