December, 2012

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Sales Boxing Day

The Pipeline

There numerous histories and origins attributed to Boxing Day, so it’s only proper that we add to tradition from a sales point of view. While I normally encourage sales professionals to think out of the box, in this post I will suggest you take some specific things and put them in a box so you can store them and get them out of your way to being more productive in the coming year.

Referrals 326
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And You Call Yourself A Sales Professional?

MTD Sales Training

Every year I attend about 200 or more exhibitions and trade fares around the world and it doesn’t matter what country I am in or what market the exhibition is representing I always meet with the same. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 307
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Presidents Club Winner…NOT

Steven Rosen

Many companies run Presidents Club, STAR Club and Summit programs to reward and recognise their top sales performers. Usually there is money or a trip plus special recognition associated with being a “top” performer. The question is: Does your program truly reward top performance and how do you know? In building a Top Performers Program, sales management needs to decide what they want to reward.

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The Twelve Social Media Days of Christmas

The Sales Heretic

On the twelfth day of Christmas, my Facebook “friends” gave to me…… Twelve bloggers ranting Eleven Pinterest repins Ten #FollowFridays Nine Instagram pics Eight Foursquare check-ins Seven viral hoaxes Six LinkedIn invites Five…YouTube…streams… Four Yelp reviews Three +1’s Two Facebook likes And a Klout score of 63.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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3 Steps to Fully Optimized B2B Prospect Development

Sales and Marketing Management

Issue Date: 2012-12-10. Author: Dan McDade. Teaser: B2B prospect development – the combination of lead generation, lead qualification, lead nurturing and lead hand-off to sales – is a critical element that many marketing and sales teams are failing. Dan McDade, author of "The Truth About Leads," provides three steps to help you emerge from a chaotic state, rise above average, and achieve a fully optimized state of prospect development.

B2B 302

More Trending

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Compounding Your Sales Successes

The Pipeline

One of the greatest things invented by the financial service industry was “ Compound Interest “ Save for the fact that no one is paying much interest on money these days, the reality of Compound Interest still holds and delivers added gain regardless of how low of high rates are. I was watching a teacher explain the concept to a grade 5 class, and he brought it down to “a little to start, a little from here, a little from there, and over time you end up with more than straight int

Pipeline 290
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Sean McPheat’s TOP 5 Sales Predictions For 2013

MTD Sales Training

As 2012 comes to a close every “Sales Guru” out there is dusting down their crystal ball and making their “top 10 predictions for 2013” So here’s my take! Here are my top 5 predictions for the coming. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Closing 291
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10 Reasons to Read 52 Sales Management Tips

Steven Rosen

I first met Dawn Deeter -Schmelz on Twitter and spoke to her several days later. I was thrilled that a sales professor and director of the National Strategic Selling Institute at Kansas State University was interested in reading my book. I shared a copy of my book and Dawn was kind enough to provide the following to review of my book for my readers.

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The Value Of Brands In Social Media

Jeffrey Gitomer

Tweet By Mitch Joel , President of Twist Image – an award-winning Digital Marketing and Communications agency. What if we started with business… how would we do? How badly do people want to be connected with brands? I’ve been thinking a lot about the pervasiveness of brands in the social media channels. From a business perspective, it could not make me happier.

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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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Top 10 Tips for Voice Mail Success in Sales

Score More Sales

If you make your living trying to connect with people by phone, through email, or a combination thereof, start thinking more scientifically first, about what you are doing and saying. After that, add in the artistic element – the fact that you are calling human beings and leaving voice messages for real people, not a name on a list. Here are ten quick ideas — any one of them, when applied, could help you get an additional meeting, demo, or customer.

Vendor 265
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4 Buyer Trends That Will Shake Marketing in 2013

SBI Growth

If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. For CMO’s today, staying abreast of shifts in behaviors associated with content consumption and purchase decisions is becoming job one. Without this understanding, leveraging marketing spend can turn into a wild guess.

Trends 273
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Who Is a Better Closer? – Sales eXchange 179

The Pipeline

Don’t look around in your office for the answer, look at your prospects. Who is a better closer, you or the buyer you are facing? In most cases the argument can easily be made that the buyer is a better closer. In more cases than not, they end up achieving their objective more than you do. In the case of active buyers, those in the market, reaching out directly to sellers, or actively seeking input from their peer network; or passive buyers – those buyers who are not actively looking but are n

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Exactly What Are “Hot Buttons” And How Do You Use Them In A Sale?

MTD Sales Training

We have all heard the terminology about the so called “Hot Button.” “You have to find the prospect’s hot buttons…” “Push their hot buttons…” etc. But here is a question for you: [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Exact 275
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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5 Key Elements of a Killer Mobile Sales Application

Sales and Marketing Management

Issue Date: 2012-11-01. Author: Sam Gaddis. Teaser: Mobile investments put the power of information at your salespeople's fingertips. It's not enough to hand out iPads and shove them out into the field. Sam Gaddis, Chief Marketing Officer of Mutual Mobile, offers five tips that will help you improve the productivity and effectiveness of your salespeople.

Marketing 256
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Sell More and Serve More with Upsells and Cross-sells

Jeffrey Gitomer

Tweet By Lisa Sasevich , known by many as the Queen of Sales Conversion. One of the reasons I’m known as the Queen of Sales Conversion is because I’m always showing you how to cash in on the low hanging fruit in your business. Two of my very favorite ways to do that are through upsells and cross-sells. They not only add more income, but they allow you to serve your clients more deeply.

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Success in Sales is Not Due to What You Sell. Success in Sales is About How You Sell.

The Sales Hunter

As 2012 comes to an end, it’s time to assess who or what is responsible for your success or lack of success. Your success is due to you and it’s time to take responsibility for it — and to quit trying to say the reason for a lack of success is due to what you are selling. Recently Zig Ziglar passed away and I can’t help but remember how much he used to talk about this.

Closing 260
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The 6 Worst Decisions Sales Leaders Make

SBI Growth

“With every mistake and failure, not only mine, but of those around me, I learned what not to do.” – Mark Cuban. As we conduct research across 19 different industries, patterns emerge. Over time, we see trends - some good, some unfortunate. Think of this article as a holiday gift. Use it to compare your thought process to that of other executives. Are you ahead of the curve?

Hiring 266
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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.

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Is Santa a Good B2B Seller? – Sales eXchange 180

The Pipeline

Many organizations are in the midst of meeting with their sales teams to deliver their performance reviews and development plans for 2013. Needless to say, it is also the day (and night), Santa Clause sets out to deliver a merry Christmas. Being December 24th, seemed like a good time to examine how Santa would rank as a sales rep. Pros: Santa is focused on the needs, and when possible, the wants of his clients.

Lead Rank 275
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Cold Calling Techniques That Really Work

MTD Sales Training

Are you sick of all of the wonderful pitches, tips and magical scripts you’ve heard on cold calling? Are you also tired of listening to the naysayers that cold calling is impossible, useless and has. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Sales and Marketing: Partner or Perish

Sales and Marketing Management

Issue Date: 2012-12-16. Author: Sandra Zoratti. Teaser: The relationship between sales and marketing has always been as adversarial as it has been cooperative. How do we bridge this gap? First, by admitting there is a problem, and second, by taking action to resolve it. The relationship between sales and marketing has always been as adversarial as it has been cooperative.

Marketing 234
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To Show Connections on LinkedIn or Not – 2 Ways to Grow Business

Score More Sales

photo courtesy of Socialkickstarter. How do you use LinkedIn to grow business? There are many reasons to have a robust LinkedIn profile and connect to others for business professionals. Yet even among business builders, there are multiple strategies on business building with the 175 million + social connection site. Here are two very different strategies.

LinkedIn 232
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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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Make 2013 a “No Excuse” Year

The Sales Hunter

A new year will soon begin and one resolution you need to make to yourself is to not make any excuses in 2013. This is the year to not have any excuses as to why you didn’t call somebody back when you were supposed to. It’s the year to not have an excuse as to why you didn’t close a sale you thought you would get. Make 2013 the year it all comes together.

Call-back 242
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Excellence Accelerator – Unlock the Potential of Your Marketing Team

SBI Growth

Acquiring new customers is a marathon event made up of quarterly sprints. Strong demand generation effort is required throughout the year to maintain a steady flow of leads to the sales field. Marketing leaders need a proven framework to unlock the potential of your marketing team. The Marketing Implementation Assessment Tool provides the following benefits: Maximize Feasibility of Success.

Lead Rank 266
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Are You Qualifying for Budget or Out Of A Sale?

The Pipeline

Many people involved in sales seem to be fixated with budget; they want to qualify for it way to early in the process. I know it is important, but you maybe disqualifying perfectly good buyers for the wrong reason. Your job in sales is to well, sell, which means identifying requirements or gaps in the prospect’s current situation. But most, about 75% of potential buyers, don’t know, realize or admit they have requirements or gaps, remember – status quo is your biggest hurdle.

Maximizer 267
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Best of 2012: My Top 10 Most Popular Sales Tips

MTD Sales Training

With 2012 drawing to a close, I wanted to share with you the top 10 blog posts from the MTD Sales Training blog in 2012. All of these posts have been voted for by you as being the most interesting, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Closing 273
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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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Sales Incentives, Awards, Lead Follow Up and Sales Effectiveness

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp. Dave, I have a question on comp and I need help. We have "appointment setters" that have a quota of 16 appointments per quarter. If they get above that # they get a bonus of $250 per meeting. This incentivizes them to book meetings that are probably not the best qualified.

Follow-up 228
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Accomplish More by Doing Less

Jeffrey Gitomer

Tweet By Darren Hardy, Publisher of Success Magazine. We all have our to-do lists that seem to keep growing even as you check off some tasks. Your workdays get longer, your time with family dwindles, and you find that even though you are in constant motion, you’re really standing still. Reevaluate how you spend your time and stop doing the time-wasters.

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9 Ways to Find Out if Your Customers Think You Are a Sales Leader

The Sales Hunter

I’m not talking about your company or what you sell as being a sales leader. What I’m talking about is would your customers say you are a sales leader? It’s easy for us to think of ourselves as being a sales leader. It’s only natural for us to view ourselves in a positive light. But the real payout is in how our customers view us.

Customer 233