September, 2014

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Startup sales gigs-watch out for men bearing shades

Sales 2.0

'“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.

Scale 373
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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 335
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Why Millennials Make Great Salespeople

Sales and Marketing Management

'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.

Leads 325
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Would You Rather Be Right or Successful?

The Sales Heretic

'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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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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6 Ways to Beat Lower-Priced Competitors

No More Cold Calling

'Don’t discount. Differentiate. There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more. Want your package by 10:00 a.m.? Pay more. The same principles hold true in B2B sales, but customers don’t instinctively get the message. It’s their job to get the best possible deal, and they will always try for a lower price.

More Trending

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40 Ways To Hunt For Business More Creatively

Sales 2.0

'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.

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Do people WANT to listen to you? 9.5 strategies to employ when presenting as a sales trainer, coach or leader

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.

Coaching 333
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To Sell Better, Make 'Em Laugh

Sales and Marketing Management

'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.

Customer 316
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“That’s Too Expensive”—What It REALLY Means

The Sales Heretic

'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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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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How to Measure Sales Manager Coaching Effectiveness

Steven Rosen

'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.

Coaching 310
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3 Things You Can Do Now To Close The Year Strong – Sales eXecution 267

The Pipeline

'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.

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Where can I get the best prospect list?

Sales 2.0

'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.

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Forget Social Selling—Try Social Engagement

No More Cold Calling

'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.

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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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Taking Your Prospecting to the Next Level

Understanding the Sales Force

'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.

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Nine Ways to Bore Your Audience to Tears

The Sales Heretic

'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 [.].

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How sales is like dieting

Sales and Marketing Management

'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.

Sales 271
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Panel Discussion: Close the Year Strong with 8 Simple Sales Tips

The Pipeline

'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.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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The 10 Most Common Mistakes Sales People Make

MTD Sales Training

'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 266
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PowerPoint Is Killing Your Sales Presentations

No More Cold Calling

'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.

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I have lied…

Bernadette McClelland

'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.

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Five Things You Need to Love to Boost Your Sales

The Sales Heretic

'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 [.].

Segment 272
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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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600 Seconds and Counting

Sales and Marketing Management

'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.

Meeting 270
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Don’t Parrot – Integrate!

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Given the fact that we think a lot faster than people speak, and much faster than our ability to listen, it is always important to look for ways to stay focused on what a prospect is telling us, and not rush ahead or interrupt with a thought triggered by something they said. My favourite way, is one I was taught long ago by a mentor; his approach is to ask yourself what you can ask the prospect/buyer, based on what they just said, makes you foc

Buyer 300
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Change? Can You Handle It?

The Sales Hunter

'Does change drive you or do you drive it? I’ve always been one who loves change and embraces it. A good friend of mine, Micah Yost (www.MicahYost.com), sent me copy of his new book, Rhythm, and I’m excited to recommend it to you. As I read the book, two things kept getting pounded into […].

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Don’t Be One of “Those” People

No More Cold Calling

'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.

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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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I have lied…

Bernadette McClelland

'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.

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Why Customer Experience Is So Important For Your Success

MTD Sales Training

'Have you a favourite restaurant? Car dealership? Clothes Shop? If you have, it’s probably because of the products they sell and the people who run it. Overall, though, we judge our favourite. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 256
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The Power of Perspective

Sales and Marketing Management

'Issue Date: 2014-09-15. Author: Sam Reese, CEO, MHI Global. Teaser: In a world where customers are more informed and more demanding, perspective provides salespeople the ability to understand the customer’s concept of what he or she wants to accomplish, fix or avoid, which leads to well thought out solutions. So how do sales leaders empower their sales teams to develop and provide perspective?

Leads 264