SBI Growth
DECEMBER 12, 2012
SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Greg tells CMO’s that “The pressure is on”. “CEO’s are paying more attention to marketing’s contribution and are holding them accountable for revenue generation.”. Marketing leaders need to drive a strong impact to show a return on investment.
The Pipeline
DECEMBER 26, 2012
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.
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MTD Sales Training
DECEMBER 3, 2012
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! ]].
Steven Rosen
DECEMBER 2, 2012
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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Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
The Sales Heretic
DECEMBER 19, 2012
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
DECEMBER 8, 2012
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.
The Pipeline
DECEMBER 12, 2012
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
MTD Sales Training
DECEMBER 14, 2012
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! ]].
Steven Rosen
DECEMBER 4, 2012
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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Jeffrey Gitomer
DECEMBER 6, 2012
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.
Score More Sales
DECEMBER 10, 2012
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.
SBI Growth
DECEMBER 24, 2012
“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?
The Pipeline
DECEMBER 17, 2012
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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MTD Sales Training
DECEMBER 27, 2012
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! ]].
Sales and Marketing Management
DECEMBER 16, 2012
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.
Jeffrey Gitomer
DECEMBER 5, 2012
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.
The Sales Hunter
DECEMBER 4, 2012
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.
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.
SBI Growth
DECEMBER 17, 2012
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.
The Pipeline
DECEMBER 24, 2012
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.
MTD Sales Training
DECEMBER 19, 2012
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! ]].
Sales and Marketing Management
DECEMBER 15, 2012
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.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Score More Sales
DECEMBER 26, 2012
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.
The Sales Hunter
DECEMBER 26, 2012
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.
SBI Growth
DECEMBER 27, 2012
Fear is preventing you from reaching your goals. As a VP of Sales, your fear of failure is holding you back. You have sales productivity problems that are causing you to miss the number. Will you get a leg up on your peers if you solve the problem? Yes. Will you expose yourself to undue scrutiny if your solution is wrong? Maybe; so you avoid the risk.
The Pipeline
DECEMBER 7, 2012
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.
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MTD Sales Training
DECEMBER 20, 2012
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! ]].
Understanding the Sales Force
DECEMBER 19, 2012
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.
Jeffrey Gitomer
DECEMBER 4, 2012
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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