January, 2014

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Are You Thanking Your Customers or Insulting Them?

The Sales Heretic

'I recently celebrated a birthday, which I tend to do about every year or so. In addition to the cards, phone calls, texts and Facebook messages from friends and family, I also received numerous e-mails from businesses I frequent. Each e-mail bore warm wishes for wonderful day and presented me with a special “gift”—a coupon [.].

Customer 328
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3 Sales Management Secrets for Success

Steven Rosen

'By Steven A. Rosen. You plan to have a breakthrough year in 2014. You are a strong sales manager and you know your business, your customers and your reps. Hopefully you have had an awesome holiday and are charged up ready to have a great year! I don’t know any sales manager who plans to fail, but some fail to plan. The purpose of this article is to help you focus on the 3 sales management secrets that are going to give you the success you desire.

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Cold Calling is “IN” Again! – Sales eXchange 234

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Sadly I am at an age where I find myself saying “I remember the first time that was cool”, I have seen thin ties come and go enough times enough time to know not to throw out any ties, because it is only a question of time before someone says, “wow, that’s a cool tie, is it new?” The only thing I can’t remember if it was 1987, 1993 or 2007 when I actually first bought it.

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The Sales Manager’s Guidebook – Everything You Need To Become A Top Performing Sales Manager

MTD Sales Training

'The Sales Manager’s Guidebook contains a wealth of valuable information for sales managers, split up into 3 manageable volumes which cover the main aspects of sales management. From the Guidebook you. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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4 Steps to Master Your Territory

SBI Growth

'“The only thing that is constant is change.” – Heraclitus. The beginning of the year can be filled with challenges, such as: Getting back to work after the holidays. Preparing for the BIG kickoff meetings. New products or services in your portfolio. Changes in personnel. A higher sales number to hit. As a sales representative these are a few of the hurdles you may face.

More Trending

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Why Did You Choose 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 289
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You Can’t Motivate Your Sales Team! But…

Steven Rosen

'By Steven A. Rosen. Tap into the WHY! Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question “how do I motivate and engage my sales force?” As we all know the answer is not so easy. Many sales managers ask me how to ensure that they have a highly motivated and engaged team.

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Sell Or Negotiate – What’s Your View?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Had the opportunity to listen in on an interesting discussion the other day between two sales practitioners, they were not aware of me, or what I do, I was just snooping. One, we’ll call him Fred, was telling the other, Joe, that he was looking forward to a negotiations program his company was sending him to, he felt this would help his sales.

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Don’t Encourage The Fight-Or-Flight Response

MTD Sales Training

'One of my trainers recently asked a course delegate what his favourite ‘closing’ statement or question was. We often invoke this kind of discussion on our programmes, just to see if. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Course 283
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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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50 Ways to Score More Sales

Score More Sales

'Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? We’re pulling from a post originally published in November of 2008 – the ideas still stand, and there are LOTS more. The idea is to get inspired to take action. Which one does it for you? What are you already doing that IS working for you every day to be excited about contacting potential buyers?

Lead Rank 281
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Global Warming, Social Selling and The Sales Force of Tomorrow

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Global Warming is a trend. Its impact on our future and the role that humans played are both hot topics and subjects of great debate. In my opinion, the globe has been warming since the end of the ice age. Humans, with their man-made factories and ozone-depleting products, had nothing to do with the origins of global warming.

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The Secret of Lousy Service and Why it Happens.

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.

Loyalty 282
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Selling In the Age of the Customer

The Sales Heretic

'Human history has been marked by technological innovations so significant, they ushered in an entirely new era. Think Stone Age, Bronze Age, Iron Age. Or more recently, the Age of Discovery, the Age of Enlightenment, the Machine Age, the Information Age. In his new book, The Age of the Customer, Jim Blasingame argues that we [.].

Customer 272
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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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First Post 2014 – Let’s Cut The S*#T – 1

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Buying Vs. Selling. As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. Let’s start by setting straight some unadulterated s**t that has made its way into main stream sales over the last few years. It came out of the impact of the 2008 economic realities and the rise of social media in its sales form, commonly known as social selling.

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The New Rules of Sales Execution: Stop Enabling and Start Executing

Sales and Marketing Management

'Issue Date: 2013-01-20. Author: By Amanda Wilson, Director, Product Marketing & Programs, Qvidian. Teaser: In order to empower sales to achieve their revenue goals, companies need to equip sales teams differently so they can execute effectively. Here are three new rules to stop enabling the poor behavior and start executing. In order to empower sales to achieve their revenue goals, companies need to equip sales teams differently so they can execute effectively.

Revenue 271
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The Seven Habits Of Sales Excellence

MTD Sales Training

'Stephen Covey is, and always will be, one of the most influential figures not only in my life, but in many people’s lives I know. His death tragically cut short an input to humanity that will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 270
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Who Makes the Better Salesperson? A Man or a Woman?

The Sales Hunter

'Many of you reading this would say I’m venturing into risky territory by talking about this, but I’m willing to discuss the elephant in the room. This question comes up a lot when I’m talking with both sales leaders and salespeople. The interesting thing about this issue is how little there is in actual writing about it. I find that interesting since the question comes up a lot.

Hiring 278
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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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What Percentage of Sales Candidates are Worthy of Being Hired?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? Consider the way that most companies hire people for sales roles. They skim through resumes, select only those that have the experience they look for, do some preliminary phone interviewing, and bring in the best for a series of face-to-face interviews.

Hiring 267
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Five Resources for a Breakthrough Sales Year

The Sales Heretic

'Would you like to create a record sales year? You can! Although you can’t do it alone. You need people to provide you with information, advice and feedback. Which begs the question, where can you find them? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this nine-minute segment, I share [.].

Resources 270
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Why “Value Propositions” Are Useless

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. It’s 2014, by now I assume you are no longer relying on Palm Pilot, going to Blockbuster for your in-home movie entertainment, so why are you still relying “value propositions” in the hope of engaging with potential buyers and winning clients? People love the term value proposition, so user friendly, none threatening, cute, warm, and safe.

Fashion 292
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4 Must-Have Strategies to Get You in The Door

Sales and Marketing Management

'Issue Date: 2014-01-03. Author: Meridith Elliott Powell. Teaser: What's the best way to get in front of top prospects? It's one of the most commonly asked questions in business development. The answer has been the same for as long as salespeople have tried to set appointments: If you want to get in the door, you must give the prospect a reason to open it.

Strategy 264
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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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How To Deal With Difficult Prospects

MTD Sales Training

'How do we sell to people who we would describe as ‘difficult’? Have you had those occasions when you just think, ‘What have I done to deserve this prospect?’ We all have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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No Toys at the Table

No More Cold Calling

'Dinner table talk can be the key to your child’s future. Did you grow up with everyone sitting around the dinner table looking at their devices? That might be commonplace now, but it wasn’t a generation ago—even for Gen Y. Over the past several months, I’ve spent a lot of time talking about how technology addiction can be detrimental to your sales career.

Hiring 261
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Sales Power Lesson – How to Out-Prepare the Competition

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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Social Selling Applicability by Industry

SBI Growth

'The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. Not so much to others. If you are in an industry where social selling has high applicability, peddle faster. If you don’t modify your core sales model, your competitors will beat you. It is unwise to play it safe in this situation.

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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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Go For That Hail Mary Now – Sales eXchange 233

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. When we hear the phrase Hail Mary, we think of the end of half or end of game, a last chance play or pass, a buzzer beater, usually accompanied by some level of desperation (perceived or real). This a ritual not limited to sports, it is practiced in B2B sales, but under different names, fueled by the same need, and with all the same negative connotations; the end is nigh, and you know the drill.

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VIDEO SALES TIP: First Word to Say After Giving Your Proposal

The Sales Hunter

'The first word you should say after you give your proposal? NOTHING! That’s right! You shouldn’t say one word at all. Use silence to your advantage. Too many salespeople sabotage their profit by wavering on their confidence in their price. To see what I mean, check out this video: Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .

Proposal 259
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The One Quality That Will Improve Your Results Overnight & In The Long Term

MTD Sales Training

'We’re often asked what salespeople can do to improve their results. Naturally, there’s no one answer that fits all, but there is one thing that we see that definitely has an effect not. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 262