June, 2014

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SALESPEOPLE SAVE LIVES.PERIOD.

Bernadette McClelland

'SALESPEOPLE SAVE LIVES.PERIOD. Big Statement! Big Shoes To Fill! If every salesperson realised the back story and responsibility that they had in their role, whether it was selling an idea, a product or a service, either for their own business or whether they worked for someone else, then they would see the real impact and level of influence they carried.

SME 350
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Do You Confirm Set Appointments? – The Feedback

The Pipeline

' By Tibor Shanto - tibor.shanto@sellbetter.ca . A few weeks ago I put out a question based on a discussion I had with a sales rep about the need for and, value of confirming appointments. To be specific, appointments where the prospect had accepted the appointment both verbally on the phone, and then again accepted the electronic invite (Outlook or Google) you e-mailed.

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Consultative Selling – The Hardest and Easiest Way to Make Sales

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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This may hit your Sweetspot

Sales 2.0

'If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. My prospecting framework has 3 elements: Define your prospects and get their basic data : for example what industry are they in, how big they are and then data like decision-makers’ emails and direct dial phone numbers.

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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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17 Reasons People Will Say Yes

The Sales Heretic

'Too many of us are afraid to ask for the things we want. Whether it’s asking for the appointment, asking for the sale, asking for referrals, or anything else we might want in our business or personal lives, too often we hold ourselves back. Why? There are a myriad of reasons, including: • Fear of [.].

Referrals 321

More Trending

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SALESPEOPLE SAVE LIVES.PERIOD.

Bernadette McClelland

'SALESPEOPLE SAVE LIVES.PERIOD. Big Statement! Big Shoes To Fill! If every salesperson realised the back story and responsibility that they had in their role, whether it was selling an idea, a product or a service, either for their own business or whether they worked for someone else, then they would see the real impact and level of influence they carried.

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Get Out Of Your Own Way!

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Everyone in sales has heard the expression “You are your own worst enemy, or biggest obstacle.” Usually in the context is our ability to break through barriers, or reach new highs. But it is also true that we are our own biggest asset when it comes to the same opportunity. It really is just a question of how we choose to view and respond to things.

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You Don’t “Get” Respect, You “Earn” It. And You’ll Earn Sales!

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 318
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Selling Complexity Through Stories

Sales and Marketing Management

'Issue Date: 2014-06-01. Author: Michael Harris. Teaser: With studies showing that as much as 90 percent of a sales presentation is forgotten by prospects within 72 hours, the mantra has become "simplify, simplify, simplify." But what If your product or service doesn't lend itself to simplifcation? Then, your mantra becomes "stories, stories, stories.

Study 295
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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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Failure IS an Option

The Sales Heretic

'It’s an iconic moment in the movie Apollo 13: The flight team at Mission Control is trying to figure out how to get the ill-fated astronauts back to Earth and Flight Director Gene Kranz states flatly, “Failure is not an option!” It’s a stirring scene, and the line has become a staple of managers, business [.].

How To 296
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How a Marathon Runner’s Mind-Set Can Improve Your Sales

MTD Sales Training

'I’m always interested in what makes a person successful in their area of responsibility. In order to be successful, the key has to be how they think about things. Success for many people can be. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 295
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Do you WANT approval or NEED approval?

Bernadette McClelland

'Do you WANT approval or NEED approval? We all love approval and we all love connection but only one is a human need that’s been demonstrated over and over again from models that come from the likes of Abraham Maslow and Tony Robbins, and even show up in the failure to thrive syndrome of babies. So clearly we all need connection in our lives. We don’t all need approval.

SME 322
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That’s My Name Don’t Ware I Out – Sales eXecution 256

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Over the last couple of weeks, I found myself as the prospect at two sales meetings I attended. I always find it hard to concentrate in these meetings, because of what I do, I tend be distracted from the topic at hand, and focusing more on form and format of the execution, and the meeting is unfolding.

Vendor 314
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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.

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5 Sales Tips To Cash In On

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.

Sales 305
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Don’t Let Your Smart Phone Make You Look Stupid

No More Cold Calling

'Smart salespeople never bring their phones into meetings. Is your smart phone ruining your relationships ? If so, there’s a good chance it’s also killing your sales career. If you’re bringing too much technology to client meetings, then you need to smarten up, or you may find yourself with a lot more time to check your friends’ status updates. Here are the cold, hard facts: You might think you can listen and check email at the same time, but no one else is fooled.

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5 Ways Every Sales Manager Can Be More Successful

Sales and Marketing Management

'Issue Date: 2014-06-27. Author: Rob Eleveld, Vice President of Sales, WhitePages PRO. Teaser: Nobody said sales management was going to be easy. But there are some ways to increase your odds of being successful. Nobody said sales management was going to be easy. But there are some ways to increase your odds of being successful.

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Steal My Cold Calling Script – Responding To “I’m Not Interested”

MTD Sales Training

'Cold calling is still an effective method of business development – if done correctly! Too many sales people try to bulldozer their way to making appointments or try to wear down the prospect with. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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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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Do you WANT approval or NEED approval?

Bernadette McClelland

'Do you WANT approval or NEED approval? We all love approval and we all love connection but only one is a human need that’s been demonstrated over and over again from models that come from the likes of Abraham Maslow and Tony Robbins, and even show up in the failure to thrive syndrome of babies. So clearly we all need connection in our lives. We don’t all need approval.

SME 322
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2014 Annual magazine with “Top Universities for Professional Sales Education” listing

The Pipeline

'In 2007, fewer than 30 universities had recognized sales programs. In 2014, the number has grown to close to 100, evidence of the success of sales programs in educating the next generation of sales professionals. One key factor driving that growth has to go to the good folks at the The Sales Education Foundation and their efforts in bringing attention to this overlooked faculty.

Education 314
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3.5 Ways to Make Twitter Part of Your Social Sales Strategy

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 282
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Get the Gatekeeper on Your Side

No More Cold Calling

'The gatekeepers are onto your tricks. Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and pitch to the person who’s actually in charge? Of course you would. So why are you still cold calling? Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers.

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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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To Boost Your Sales, Don’t Sit Down

The Sales Heretic

'Years ago when I dabbled in improv, we had a few rules that we tried to follow when we performed. One of them was “Never sit down.” Improv almost requires performers to be in constant motion. When you’re standing, you have more physical options than when you’re sitting. While sitting was easy and comfortable, it [.].

Sales 270
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7 Must Read Articles To Help You Build Value In Your Interactions

MTD Sales Training

'Value… What is it and how do you build it? Earlier on in the week I wrote about how to gain an insight into your buyers mind so you can appreciate what value is. And in response to that blog post I. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 270
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Why Your Company Needs A CSO

Sales and Marketing Management

'Is yours a sales-driven organization? When asked this question, most CEOs answer yes. When asked if they have a chief sales officer – CSO – almost all of them admit that they do not. To answer the CSO question for yourself, look at your organizational chart. Is there a representative of the sales department at the C-level? On par with the CFO, COO and others at that level, the sales team deserves to be involved at the strategic level where decisions for the future are being made.

Company 269
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Thank You For #CASL Mr. Harper

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Tomorrow July 1, is Canada Day, a day where Canadians in our own way celebrate the difference that is Canada. But tomorrow will not be a happy day for many businesses, sales people and sales organizations. July 1, 2014 is the day the new Canadian Anti-Spam Legislation goes into effect. Known by its acronym: CASL, which makes it sound safe.

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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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The Sales Epidemic That is Neutralizing Salespeople Everywhere

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. The article includes a really terrific video on the importance of tonality. I thought it would be helpful to expand on item #5, Persistence, because selling requires more persistence than ever before.

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Why Your Sales Team is So Afraid of Price (and What You Can Do About It!)

The Sales Hunter

'In the sales profession, one of the touchiest subjects is price. I rarely run into a salesperson or sales manager who does not want to discuss price. Arguments are varied, but in the end they are centered around one core contention: The price point is a big reason for lost sales. The argument of price […].

Discount 273
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Are You Missing the “Network” Opportunity?

SBI Growth

'I recently read a great article from Reid Hoffman, the founder of LinkedIn. The main theme was asking if you were “Network Literate” As a Marketing Leader, you may think you are a master of the domain. But are you really? Be brutally honest with yourself. Are you just reading the latest trends and handing tactics to the team to execute?