March, 2014

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Do you really want to meet with me? No, I mean really.

Sales 2.0

'Dear Nigel, First of all I’d like to introduce myself. My name is John Same and I am the head of business development at Offshore Dev Co. I have found your profile on LinkedIn and, given your role, thought that it might be a good idea to contact you and offer some services that could be of interest to you or your company. As a brief introduction, our United States & Asai-based development centers offer a variety of services: Software Outsourcing.

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The Top 10 Sales Movies That You MUST Watch

MTD Sales Training

'We’re big film fans in the office and any new sales person (or member of staff come to that) that starts with MTD, I always grill them as to the movies they’ve seen about sales! “Have you watched. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Film 334
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Social Selling is Just Good Selling – Sales eXecution 244

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Last week I had the honour of placing in the top 10 of the 30 The Top 30 Social Salespeople In The World. But more than ever before it highlighted the need to unhyphenate sales, and focus on those things that make sales people good at what they do. I can’t speak for the others on the list, but I do not see myself as a social seller, but as a sales person who takes the profession seriously, and as a result of that commitment use every available

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The POWER of Sales Success is 100% in Your Control

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 326
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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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How EMPATHY can kill a sale!

Bernadette McClelland

'How EMPATHY can kill a sale! I had a client ask me about the importance of empathy last week, and before reeling off the standard answer, I gave it a little more thought and so would be keen to hear your views. It doesn’t matter where you go, you will find that one of the main qualities a salesperson must have is the ability to enter a prospect or customer’s world.

Scale 299

More Trending

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Having a power tool does not make you a craftsman

Sales 2.0

'A lot of salespeople don’t like to do research. That’s the way it seems hanging out in my “buyer’s chair” again this week. As much as Sales 2.0 and social selling tools improve (and they have), we are still only as good as how we use these tools. I guess at some point the tools will be so good they will slap salespeople in the face with the exact information they need to really personalize everything they are doing but until then it seems to me that salespeople that do their homewor

Tools 323
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Coaching the Uncoachable?

Steven Rosen

'Horror Stories From The Field. By Steven A. Rosen. Last week I had a monthly coaching session with one of the top sales managers I work with. Tony started with a new company in January and had made it a point to work in the field with each of his reps twice in the first two months. Tony’s team is made up of the company’s “top” sales reps that have been promoted to launch a new product.

Coaching 300
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Don’t Be Afraid of the Empty Time – Sales eXecution 245

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Many people seem to equate action with productivity, doing things to “move forward”. And let’s be honest, in many ways some of the things I and my peers write and serve up on a regular basis, can easily be read to support that view. But the reality is that building in some flux to your sales time is an important element of success.

Up-Sell 317
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10.5 Presentation Tips

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 308
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Making Big Data Work for B2B Sales

Sales and Marketing Management

'Issue Date: 2014-03-31. Author: Joe Boissy, Chief Marketing Officer, Vendavo. Teaser: B2B sales will always demand a certain level of art and emotional intelligence. The same can be said for B2C sales. But it is possible to take the guess work out of B2B sales. With hard numbers backing their decisions, salespeople will be able to stand by prices with confidence, just like retail salespeople used to.

B2B 296
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Do You Discriminate Enough?

The Sales Heretic

'I recently read about a restaurant in Alexandria, Virginia called The Sushi Bar. Even before it opened, it received a lot of publicity for an unusual reason: The restaurant bans all children 18 and under. Owner Mike Anderson wanted to create a dining experience that would enable adults to eat without children around. He envisioned [.].

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Social Selling: Walk the Talk, Please

Sales 2.0

'I was packing up my things to go home for the night and my office phone rang. “Hmm”, I thought, “I better not pick this up or I’ll be late getting home as promised and then they’ll be trouble” So I let it ring to voice mail. But of course curiosity overtook me so once the voice mail light lit up I checked it. “Nigel, it’s John from XXX company.

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Complaints Can Lead To Sales – If You Handle Them Right

MTD Sales Training

'No matter how well you’ve done your job, there will always be things that are outside of your control. Things that would drive your customer mad. Things that would make them annoyed. And things. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Retention 293
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Self-Serve or Full Service? – Sales eXecution 242

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I overheard an interesting discussion recently at the airport. Two guys talking about eating out a lot, could even have been road warrior sales types. One was waxing poetic about how is sick and tired of seeing tipping jars at staff cafeterias, or fast food places. When his buddy asked why, his reply was that the people in those place do not do anything that merits a tip.

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3 Strategies for Getting Past the Gatekeeper

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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Is Your Sales Pipeline the Wrong Shape?

Sales and Marketing Management

'Issue Date: 2014-03-24. Author: Jason Jordan. Teaser: Dumping leads into the classic sales funnel results in a significant amount of wasted effort on deals that will never make it to the final stage of the pipeline. It’s time for a new, more productive model. Dumping leads into the classic sales funnel results in a significant amount of wasted effort on deals that will never make it to the final stage of the pipeline.

Pipeline 292
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Top 5 Reasons You Don't Get More Strong Sales Candidates

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Clients frequently ask about the percentage of candidates recommended by Objective Management Group''s (OMG) Sales Candidate Assessment and why it is so low. When clients are feeling the urgency to hire salespeople and too many candidates are not getting recommended their knee-jerk reaction is to change the customized criteria on the role configuration so that more candidates can be recommended.

Hiring 290
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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Please don’t just touch my base

Sales 2.0

'“How are you?” When I first came to the US (in 1991) a fellow student asked me this question as we were walking by each other in Philadelphia. I’d heard that Americans were much friendlier than Brits so I thought it was very nice of this person I did not know to care about my well being. In typical British style I answered “not bad” That apparently concerned my new friend and lead to a 10 minute conversation to make sure I was not seriously ill.

Call-back 274
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Should I Present Solutions? Or Are Options Better?

MTD Sales Training

'Those questions were raised at a recent sales course we ran, and they are interesting because most salespeople are trained to present and close at every opportunity. In fact, in one of my favourite. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Course 293
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Why Set Out For 2nd Prize?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Every day I work with sales people who start their day by setting their sights on winning second prize, and then celebrate when the achieve it. No really, watch any group of sales people on the phone trying to set appointment, and it is only a question of minutes before you see a few telling you how they convinced the potential prospect to let them have second place, or take their place among the also-rans.

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Coaching A Talented/Unmotivated Rep?

Steven Rosen

'Stories From The Field. By Steven A. Rosen. Janet is an experienced and successful district sales manager who could work in any industry and for any company. In fact, there are many Janet’s in all companies. Janet is performance-driven, a very good coach and a people person. Each month Janet is put to the test with different sales reps she must coach to success.

Coaching 288
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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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How to Power Up Your Sales Force With Tablets

Sales and Marketing Management

'Issue Date: 2014-03-14. Author: Bill Rosenthal. Teaser: Tablets are helping sales profession be productive pretty much any time, anywhere. But having a more versatile way to present information doesn’t necessarily translate to more effective presenting. Sales reps have to understand that what they say is as important as what they show on the tablet.

How To 280
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Inertia—Your Biggest Competitor

No More Cold Calling

'What do you do when prospects aren’t ready to move forward? Does this sound familiar? You connect with a hot prospect, have several conversations, forge a solid relationship, identify next steps, and even schedule a specific time to talk. It’s all going so well. Then nothing …. Radio silence: You know, when a prospect doesn’t call you back or return your emails.

Call-back 274
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Email Prospecting: How to avoid being a Right Charlie

Sales 2.0

'I got this email a few weeks ago from someone I did not know at the time. I liked it and replied to the email. I think this email has several ingredients you could use in your email prospecting. Nigel, I’m a young entrepreneur looking for your input as you are a sales 2.0 leader. I have 1 very, very quick question and if you could answer it, it would mean the world to my team and I.

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Why You Should Only Present Solutions To Needs & Not To Problems

MTD Sales Training

'“He keeps talking in techno waffle! I don‘t understand half of what he says. I’ve got a simple problem that needs solving, not something that requires a Rocket Scientist!“ -. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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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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Mistakes Are Better Than Regrets – Sales eXecution 243

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. If I had a dollar for every time I heard a sales person say “I should have …”, I could start working a three day week. And for all the coulda shmoudas, the risk for not acting was not that much greater than not acting, but the rewards always measurably bigger. I have never understood how some can live better with the regret of not having gotten a sale because they did not act, versus worrying about not getting an account because

Intent 310
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Here’s the Email Used to Generate 1,000 Sales Leads

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.

Leads 281
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Stop selling products and start making emotional connections

Sales and Marketing Management

'Issue Date: 2014-03-07. Author: Denise Lee Yohn. Teaser: Great brands succeed by seeking intimate emotional connections with customers. Emotional brand-building requires you to develop a personal dialogue with your customers on the issues that are most meaningful to them. Even B2B companies can take a cue from the Nike playbook and focus on making an emotional connection as much if not more than product features.

B2B 276