Sales 2.0
SEPTEMBER 14, 2014
'“Dude, the future of this startup is so bright you better bring shades.”. Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. So if one of these “golden opportunities” comes your way, try to look carefully before you jump in. Here’s why. Entrepreneurs by definition need to be super passionate about their product.
Jeffrey Gitomer
SEPTEMBER 29, 2014
'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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Sales and Marketing Management
SEPTEMBER 30, 2014
'Issue Date: 2014-10-01. Author: Mark Roberge. Teaser: This generation not only embraces the new playbook, they helped write it by leading the digital charge and tuning out old-school sales tactics from day one. Here are the top reasons I think millennials make naturally great salespeople. This generation not only embraces the new playbook, they helped write it by leading the digital charge and tuning out old-school sales tactics from day one.
The Sales Heretic
SEPTEMBER 3, 2014
'We all want to be successful. And we all like to be right. The problem is, those two things are frequently in opposition. Whether in sales, customer service, leadership, or our personal relationships, we are often faced with the uncomfortable choice of catering to our ego or catering to the issue at hand. And it [.].
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SBI Growth
SEPTEMBER 23, 2014
'“The best CEOs I know are teachers, and at the core of what they teach is strategy.” -Prof. Michael Porter, Harvard Business School. Professor Michael Porter is a leading authority on competitive strategy. He chairs Harvard Business School''s program dedicated to newly appointed CEOs of large corporations. What’s interesting about his work is that he states most companies don’t have an actual strategy.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales 2.0
SEPTEMBER 4, 2014
'Mr. Paul Castain demonstrates his creativity with this excellent list of 40 ways to be more creative in prospecting. Super-practical stuff. You know, I could be way out of line in this assumption but prospects need creative solutions to the challenges they face in their world. More specifically they need your creativity. Million dollar question coming atcha in 3,2,1.
Jeffrey Gitomer
SEPTEMBER 22, 2014
'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 and Marketing Management
SEPTEMBER 2, 2014
'Issue Date: 2014-09-02. Author: Bill Rosenthal. Teaser: When a salesperson and customer laugh together it builds trust and empathy and helps remove the customer’s body armor. Here are seven tips that can help you make the customer laugh. When a salesperson and customer laugh together it builds trust and empathy and helps remove the customer’s body armor.
The Sales Heretic
SEPTEMBER 10, 2014
'One of the most common objections salespeople, professionals and business owners encounter is the dreaded Price Objection. While the wording can vary from prospect to prospect, the gist is, “That’s too expensive.” Fearing the loss of the sale, too many sellers respond by immediately dropping their price. While this can sometimes close the sale, it’s [.].
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SBI Growth
SEPTEMBER 8, 2014
'Last week I spent time onsite with a VP of Sales. As we were reviewing priorities for next fiscal year, I noticed hesitation. He was struggling on many of the items we discussed as top priorities. I sensed that something was holding him back. He knew he needed to make changes, but he was afraid to act. Fear was impacting his ability to lead.
The Pipeline
SEPTEMBER 2, 2014
'The good folks at The Art Of are presenting another exciting conference in Toronto: The Art of Entrepreneurship. Featuring a group of dynamic entrepreneurs sharing ideas leading edge strategies to help current and future entrepreneurs. Whether you are an entrepreneurs, thinking about becoming one, or want to add an entrepreneurial flair to your current career, this is the event for you.
Sales 2.0
SEPTEMBER 24, 2014
'Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had an Insideview account that they could use. They took me up on that offer and so far seem contented with Insideview.
Steven Rosen
SEPTEMBER 13, 2014
'Benchmarking Coaching Effectiveness. By Steven A. Rosen. Do you know how effective you sales managers are? How would you evaluate their level of effectiveness? Where do you begin? What To Assess. The obvious place to start assessing your sales managers’ effectiveness is to evaluate the activity that has the greatest impact on sales rep performance.
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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.
No More Cold Calling
SEPTEMBER 18, 2014
'A new research study unlocks the key to using social media for sales. Social engagement. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? Not really. It simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise—whether we’re online, on the phone, or meeting in person.
The Sales Heretic
SEPTEMBER 23, 2014
'Hate giving presentations—sales or otherwise? Want to relieve yourself of the burden of having to prepare and deliver them ever again? Just be lousy! After delivering a few terrible presentations, people will stop asking you to give them. And then you’re home free! But how can you ensure that your presentation is as awful as [.].
SBI Growth
SEPTEMBER 1, 2014
'For most marketing leaders, the annual planning cycle is upon us or will be soon. Your teams are most likely putting together their wish list for next year. New tactics, content, channels and the next big ideas are on their list. You want to go into next year confident that you’ll contribute to the revenue goal. To prevent failure, here are 6 steps to include in your planning process.
The Pipeline
SEPTEMBER 15, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Last week I took part in a panel discussion sponsored by KiteDesk , along with two of my favourite pundits, Matt Heinz and Mike Weinberg. In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year.
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.
Understanding the Sales Force
SEPTEMBER 14, 2014
'Understanding the Sales Force by Dave Kurlan. Do you ever wonder how selling evolved to where it is today? Do you ever think about how salespeople sold in the old, old days? All sales calls were face-to-face (no phones) and the sellers traveled by horse, canoe, boat and later, ship. That doesn''t sound like it was efficient - or fun. Over time, selling and our options for connecting with potential customers, moved to a new level.
Sales and Marketing Management
SEPTEMBER 8, 2014
'Issue Date: 2014-09-08. Author: Liz Wendling. Teaser: In sales and dieting, there really is no easy fix for instant results, and most of the hard work is done when nobody is watching. If it were really that easy to see results without lifting a finger, everyone would have the perfect body and a booming business. In sales and dieting, there really is no easy fix for instant results, and most of the hard work is done when nobody is watching.
No More Cold Calling
SEPTEMBER 9, 2014
'Strip away the tech to increase sales effectiveness. I used to add long columns of numbers once, and I was always correct. I never had to add backwards or have someone else check my math. To this day, I can still look at numbers and ascertain whether they have the correct number of zeros at the end. Those of us who grew up before the world was dominated by calculators learned the reasons behind calculations.
The Sales Heretic
SEPTEMBER 30, 2014
'You might not think love is vital to your sales success, but it absolutely is! Specifically, there are five things you need to love if you want to increase your sales. Listen to my appearance on Breakthrough Radio with Michele Price. In this eight-minute segment, I share what these five items are and why it’s [.].
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.
SBI Growth
SEPTEMBER 12, 2014
'You have a consistent record of successful accomplishments. You beat your number every year. Yet you are always passed up for an internal promotion. This pushes you to look outside the organization. Almost like an NFL free agent, you test your value in the market. The problem is that you keep being rejected from other companies. This leaves you asking yourself, “What skills as a Sales Manager am I missing?".
The Pipeline
SEPTEMBER 3, 2014
'We are about to enter the silly season in sales, the run up to the end of the year. I say silly because all the theorist and soothsayers will be brimming with advice, pulled from their memories and favourite web sources. Soothsayers, because many spend more time advising than selling. As a sales professional what you need is practical and executable inputs that will help you close the year strong, and set yourself up for a profitable 2015.
MTD Sales Training
SEPTEMBER 9, 2014
'When discussions move round to the subject of sales, conversations often get quite negative. The profession has, in many circles, a bad reputation and it’s obvious to many that the salespeople they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
SEPTEMBER 18, 2014
'How often have you planned on having 30 minutes or so for a first meeting with a prospect, only to find that the time is cut short? Maybe they got busy. Maybe something came up. Maybe the truth is that they don’t recall agreeing to a meeting in the first place, or have forgotten why they wanted to talk to you.
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No More Cold Calling
SEPTEMBER 23, 2014
'Nurture your network or lose it. We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network. After a while, don’t you find yourself thinking, “What have you done for me lately?”. You don’t want to be one of those people.
Bernadette McClelland
SEPTEMBER 8, 2014
'I have lied… “I have no intention of telling you the truth. Instead I’m going to tell you a story. This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. Make no mistakes. This is not about tactics or spin or little things that MIGHT matter.
SBI Growth
SEPTEMBER 7, 2014
'The right marketing strategy provides: Twice the job tenure. Double the personal brand presence. Performance that beat EPS (Earning Per Share) estimates 88% of the time. Are you performing at this level?
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