May, 2014

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A scoop of Insideview with some Jigsaw special sauce

Sales 2.0

'“A scoop of Insideview with some Jigsaw special sauce.” That’s my best shot at summing up a new “Sales 2.0” tool that I think you should check out. The tool is Owler. Owler is a new company from the fellow who founded none other than one of my favorite Sales 2.0 tools of all time: Jigsaw (now Data.com as Jigsaw was sold to Salesforce.com in 2010 for a tidy $142 million in cash —I love saying that.).

Jigsaw 377
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53 Takeaways From The Wolf Of Wall Street’s London Seminar

MTD Sales Training

'The Wolf of Wall Street’s story; his rise, his lies, his demise and now the resurrection of Jordan Belfort’s career has fascinated me. So much so that when he came to London on 28th May at the Excel. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 329
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The Secret to Sales Rep Motivation

Steven Rosen

'By Steven A. Rosen. Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated. I asked him what he was going to do about it.

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It’s You Job To Lead – Sales eXecution 253

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. No, I am not speaking to sales managers, directors or VP’s, but directly and specifically to front line sales professionals. It is your job to lead the customer to the right decision for their business based on their objectives. So why are you not stepping up, why are abdicating the only thing that justifies the job, why aren’t you doing your job?

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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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The Winning Number is 3

Sales and Marketing Management

'Issue Date: 2014-05-01. Teaser: Research indicates that if maketers and salespeople force prospects to process a large and complex list of supporting reasons to make a buying decision, they actually begin to generate a number of "unrequested thoughts" that support the other side of the argument. Research indicates that if maketers and salespeople force prospects to process a large and complex list of supporting reasons to make a buying decision, they actually begin to generate a numbe

Research 296

More Trending

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For a Client Base Built on Relationships, Social Selling Unlocks Doors

Sales 2.0

'This is a guest post by Russ Korins, Director of Marketing, Cohen Tauber Spievack & Wagner P.C. When I came on board a year ago to head marketing and business development for a mid-sized law firm, the first thing I did was interview every attorney about his or her client base, what characterizes ideal clients, and the goals of his or her practice and the firm.

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10 Lessons a Great Salesperson Can Learn From Einstein

MTD Sales Training

'It’s been long-established that humans learn from modelling the success or failures of others, and their can be no better model in terms of 20th century advancement than Albert Einstein. Paulo. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 306
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Everybody Has Competition

The Sales Heretic

'I often hear salespeople brag, “We don’t really have any competition.” They believe their product or service is so superior to everyone else’s that they’re truly in a category of one. This is a dangerous mindset, because it’s patently false. No matter what you sell, you have competitors. And ignoring that reality will cost you [.].

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Add Salesformics – Stir and Sell

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. One of the opportunities offered by the web 2.0 world, or as many around sales like to call it social selling, is to leverage a number of tools to improve and accelerate the quality of interactions, especially at the early part of the sales cycle. The challenge is how to leverage the various tools, integrate them into your daily sales-flow and work-flow, without adding, or being forced to alter your work-flow in order to get benefit.

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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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Sales Weapons To Deploy In The War On Your 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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3 Reasons Small Businesses Should Nix Cold Calling

No More Cold Calling

'Small business expert, Megan Totka, explains why cold calling really doesn’t work for SMBs. Small business owners are a target. Everyone wants to sell us something. And since there are so many of us, we get hundreds of solicitations every week— mostly phone calls and emails promising that if we just buy a magic list, we’ll be home free. Social media chatter can be just as intrusive.

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Show me the money

Sales 2.0

'“Show me the money, Jerry”. Those are the words from a classic movie scene in the film Jerry Maguire (see the video at the end of this post). It’s also a great phrase to keep in mind when selling to senior executives that will sign off on your deal. I saw an example of this recently in my own buying environment. Two software firms approached me with a product in the same space.

ROI 273
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The Best Question to Ask When Customers Enquire About Your Price

MTD Sales Training

'The whole economic world has changed in the last few years. It will never be ‘business as usual’ again. Most companies that haven’t adapted to the changes will either no longer. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 297
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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 Make Smarter Decisions

The Sales Heretic

'Whether you’re a salesperson, a small business owner, or a CEO, you have to make decisions every day. Some are small and some are big, but you’d certainly like as many of them as possible to be good ones. Yet for a skill we all have to use multiple times a day, we’ve never really [.].

How To 291
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3 B’s Of Pipeline Success

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. How you manage and stage your pipeline can be the difference between an OK year or career, or a consistently great one. To use a sport analogy, your pipeline is your core, no matter what sport you are in hockey, tennis, or running, a strong core, a well exercised and maintained core adds to athletic performance and lifts one competitor to victory over a comparably talented athlete with a less conditioned core.

Pipeline 300
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8.5 Leadership Qualities You Need

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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Buyer 2.0 Wants It All—Right Now

No More Cold Calling

'Are you living up to your customers’ expectations? Technology might make us faster, better, and stronger. But it has also made our customers much less patient. Buyer 2.0 expects us to move quickly—to deliver solutions and results almost immediately. To some degree, technology enables us to do that. But a word of warning: Faster does not always mean better.

Buyer 277
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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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How to Avoid Bad Hires

SBI Growth

'Perhaps you have recently made a few hiring mistakes. You are not alone. Statistics show that 80% of employee turnover is due to bad hiring decisions. This is according to The Harvard Business Review. It is frustrating when you think about the time and dollars you invested. Productivity and morale take a hit.

Hiring 276
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Top 5 Reasons Sales Prospects Ask for References

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Everything is going along great, your prospect seems quite interested, they''ve agreed with your points, accepted your pushback, you got them qualified and you''re heading for the home stretch. It doesn''t matter if this has all occurred in the last 45 minutes, or if this took place over a series of meetings, calls and months.

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The Best Way To Keep Ahead of the Competition

MTD Sales Training

'According to Charles Darwins’ Origin of Species, “It is not the most intellectual of the species that survives; it is not the strongest that survives; but the species that survives is the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Who Exactly Are You Selling To?

The Pipeline

'The Pipeline Guest Post – Megan Totka. We talk quite often about sales tactics and marketing ideas in a general sense. But who exactly is your company trying to sell to? People can be classified in so many different ways. But one of the most common classifications is by generation. Most recently, the generation we’ve talked about the most has been the baby boomers.

Exact 293
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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

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.

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Antennas Up! Why Paying Attention Pays Big

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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Selling and Negotiation Are Not Separate Skills

Sales and Marketing Management

'Issue Date: 2014-05-19. Author: Steve Reilly. Teaser: There are only two ways to close the gap between the low price a customer wants to pay and the higher price a company needs to charge. You either convince the customer that the value your product or service brings is worth the difference (selling) or both sides trade concessions until you reach a price both can live with (negotiation).

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The Secret to Social Selling Success

SBI Growth

'You just heard that your largest opportunity signed a multi-year deal with your competitor. That deal should’ve been yours. It was the difference between making your number or missing it. And you missed it.

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A Hidden Weakness that Makes Salespeople Procrastinate

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Yesterday I was on three separate calls with sales managers whose salespeople needed to fill their pipelines but hadn''t. They needed those salespeople to schedule meetings but they weren''t doing it. They needed those salespeople to make calls but they wouldn''t make them. They needed to get those salespeople moving but those salespeople were stuck.

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Handling Objections – Infographic

MTD Sales Training

'One of the biggest hurdles facing sales people is the objection raised from the prospect. Using the tactics in our infographic below, handling objections will now be a doddle! TO DOWNLOAD THE FULL. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Two Letter Word To Increase Global Productivity

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. One of the things I enjoy about what I do is the variety of people I get to observe doing their work across a range of verticals and locales. While on the one hand many of these people are in sales, their buyers are in so many different categories. After years of watching and learning, I have come to the conclusion that if business people would get comfortable with and adopt one word, they, their companies, their entire ecosystems, and by extensi

Call-back 292
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Is the Internet Ruining Your People Skills?

No More Cold Calling

'Real conversations don’t happen in 140 characters or less. Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. But while there’s much to be said for efficiency, we should not be taking shortcuts when it comes to conversations. Are Your Conversation Skills Getting Rusty? “It’s not 140 characters; it’s you.” That’s the intro to my new book, Pick Up the Damn Phone!

Twitter 250