April, 2016

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Marketing That Gets VIP Meetings

Sales and Marketing Management

Issue Date: 2016-03-01. Author: Stu Heinecke. Teaser: Once you know the key influencers at your prospect companies, it's important to execute a strategy that will allow you to turn a dialogue into a into a relationship and a relationship into deals and referrals. Once you know the key influencers at your prospect companies, it's important to execute a strategy that will allow you to turn a dialogue into a into a relationship and a relationship into deals and referrals.

Meeting 226
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Like a Virgin! WOW’d for the very first time…

Bernadette McClelland

I’m 36,000 feet in the air as I write this and have just come off the back of a two day program on how to ‘ Think Like a Customer’. It’s a Friday night, I’m tired and just want to kick back for a couple of hours and unwind with a glass of wine and read. Instead, I’m writing this article because of what I have just experienced for the first time on a Virgin plane, but sadly have seen the pattern on so many occasions elsewhere.

Customer 174
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Social proximity account plan

Sales 2.0

A great point highlighted on the Linkedin Sales Blog yesterday. I hope to be saying more about this soon. I’ve used this approach for some of my own startup gigs. It works. Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days. The key point is relationships take more time and energy to establish than setting up a screen share (or worst case jumping on a plane.

Account 150
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I’m satisfied with my present source… Why?

Jeffrey Gitomer

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Loyalty 169
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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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3 Ways Selling is Helping

Score More Sales

Years ago sales owned the conversation. If you were a buyer you got in line to find someone to help you learn enough about a new product or service on the market so you could make a “sound” decision – especially if it was a business transaction where it is businesses selling to other businesses. Unfortunately, a lot of sellers took advantage of that scenario thus giving selling a bad name.

Buyer 148

More Trending

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Can Your Salespeople Articulate Value Or Does It Sound Like Magic?

Sales and Marketing Management

Issue Date: 2016-04-28. Author: Michael Harris. Teaser: Customers are not ready to believe in the viability of the salesperson’s product until they realize that they are out in the middle of the lake drowning in problems. Are your salespeople effectively contrasting the hell of not buying your product to the heaven of buying? Customers are not ready to believe in the viability of the salesperson’s product until they realize that they are out in the middle of the lake drowning in prob

Customer 136
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5 Factors That Prevent You From Being A Sales ‘Nearly Man’

MTD Sales Training

One of my friends likes a flutter now and again. Oh, he’s not a bona-fide better, just someone who now and again enjoys taking the risk of seeing if his horse can beat the others. There’s one big problem. He always bets on the horse to place. When you place a bet on a horse to win, your bet pays only if your horse finishes in first place. When you place a bet on a horse to place, your horse needs to come in first, second or third place for you to win.

Study 120
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How to follow up on a download

Sales 2.0

Great post here by David Brock. I’ve actually wondered about the best messaging to follow up on an ebook download and David makes it very obvious how to do it. Do Your Sales People Understand The Objective Of Your Content? The other day, I downloaded an outstanding market research study. It was entitled, 2016, The State Of Marketing. It’s a fascinating piece of work.

Follow-up 150
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Help is Here for Salespeople Who Find Themselves as the Underdogs

Understanding the Sales Force

You or your salespeople are on a call. Is it an uphill battle? Do you feel like you need some luck to win the business? Are you up against an incumbent - and your prospect is happy with them? Are there too many competitors - and you are having trouble getting noticed? Does the prospect claim to only care about price - and you aren't the lowest? Do they just want a proposal or a quote - and you feel like you need to provide it to them?

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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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3 Lessons I Learned at the AA-ISP Leadership Conference

Score More Sales

A week ago the American Association for Inside Sales Professionals ( AA-ISP ) had their annual Leadership Summit in Chicago. I’ve been to the last 4 and wanted to share some thoughts about what you missed if you were not able to go. Also if you did go, there were a lot of things happening so everyone there probably had a little different perspective.

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Sales Productivity is more Than Just Technology

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . There is no shortage of productivity or enablement tools available to sales people and sales organizations. Many may be useful, fun to use, and allow sales people to do things they may not have been able to do in the past, not everyone gets the same level of productivity improvement, if any. Let’s start by defining productivity, the simplest definition from an execution standpoint is: The rate of output per unit of input.

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Doing What You Love

Sales and Marketing Management

Issue Date: 2016-05-01. Author: Paul Nolan. Teaser: In our May/June issue, New York Times writer Charles Duhigg discusses what he learned writing a book about the super productive among us and business owner Greg Guy discusses how he made the leap to a no-commission pay structure for his sales team. My takeaway: When you are passionate about what you're doing, extra effort and tough decisions are part of what you love.

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Fishing/Selling – It’s an Exact Science… Kinda

Anthony Cole Training

I went fishing with a very good friend of mine from First Citizens Bank in NC and he took me to his favorite fishing hole - Lake James. Keith claims it is the most beautiful fishing lake in the country. I don’t know if it is - I’ve not seen them all, but this is one beautiful lake!

Exact 120
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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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How Sales People Get Beyond First Base…

MTD Sales Training

Many sales people ask us for that ‘one thing’, the idea that will solve all their problems and enable them to hit their goals every time. The ‘magic pill’ if you like, that will make them their sales managers’ dream machine. Sorry, but there isn’t just one thing that will make you successful. But if there is one bit of advice that I can give you that will take your success further, it is this: ‘Do things that unsuccessful salespeople don’t’.

Education 120
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Asking for Help is a Great Way to Get Information

Mr. Inside Sales

Everyone loves to be helpful. Because of this, you have a great opportunity to learn more about your prospects and clients if you learn how to ask the right questions at the right times. Here are some examples of how asking for help, at the right time, can give you a treasure trove of useful information you can use to position your product or service to the right person.

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9 Tips for Success in Building Your Personal Brand as a Seller or Sales Leader

Score More Sales

Last night I spoke to a great group in Boston - the Enterprise Sales Meetup and talked about building your brand as a seller. Below are my 9 tips for success. Having a personal brand is critical for success in sales – it is how others can differentiate you when your product or service seems similar to others in the marketplace.

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Effective Selling is Less about the Words and More About How You Say Them

Understanding the Sales Force

Two experiences this weekend support something I have been teaching for more than 30 years. Saturday, I walked up to the deli counter and asked the young woman for a quarter pound of imported provalone. She responded, "We don't have impourded, but we have some from Italy." I said that would be fine. Then she grumbled to a co-worker that this guy wanted "impourded" provolone and he explained that the Italian provolone was imported.

Sales 152
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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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Digital Lift

Sales and Marketing Management

Issue Date: 2016-04-25. Author: Andrew Dennis. Teaser: For marketers, it’s one thing to pilot digital marketing programs. It’s another thing to entirely to build, deploy and maintain them. For marketers, it’s one thing to pilot digital marketing programs. It’s another thing to entirely to build, deploy and maintain them.

Marketing 120
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Sales Excuse Litmus Test and Cure

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I had an interesting chat with a client last week. We were reviewing their progress on specific things we agreed on. She mentioned that she had not made progress on a specific task, and was honest enough to add “I am not sure if I am making excuses or if there are other real factors preventing me from getting it done.” While it may be easy to just default that they were just making excuses, that will do little to get them to change t

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How To Respond To “Why Should I Buy From You?”

MTD Sales Training

Look up the word ‘commodity’ and you’ll find definitions like “a basic good used in commerce that is interchangeable with other commodities of the same type” or “a type of widely-available product that is not markedly dissimilar from one unit to another.”. Another definition may be, “a product that is the same as other products of the same type from other producers”.

How To 120
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How to Develop an Effective Elevator Pitch

Mr. Inside Sales

Many inside sales reps (outside reps, too!) struggle when trying to describe their company, products and services, in a succinct and compelling way that engages a prospect and makes them want to hear more. Instead, a typical opening delivered to an unsuspecting prospect usually sounds more like a monologue meant to repel interest and generate the impulse to get off the phone as soon as possible.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Must Have Sales Tool OWLER

Score More Sales

Do you have all the sales tools you need to grow better and sustainable revenues? No? You are not alone. But what tools to add? It is very confusing in the tech tools space where there are thousands of options to choose from. Just because someone tells you to use a tool, it doesn’t mean it will improve your sales capabilities.

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How Coyotes are at the Heart of Sales Motivation

Understanding the Sales Force

My family lives west of Boston where it is not uncommon for us to see lots of squirrels, chipmunks and rabbits, the family of foxes that live on our property, deer, and on most nights, we hear coyotes. We usually hear them in the early morning hours, and always thought they were celebrating a kill. Recently, I did some research and learned that this is how coyotes greet each other when they are assembling before going out to hunt - before the kill!

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How to Grade the Performance of Salespeople

Anthony Cole Training

The obvious metric to use to measure performance is the sales results of the individual. If they hit or exceed goal, all is good. So, that takes care of about 10 to 15% of your sales force. But, how about the rest of them? Sure, the numbers tell you they are not performing but, as an effective sales manager, you need to find out why. The only way to do that is to look at additional data points.

How To 125
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3 Things To Leave Out Of Your Prospecting Call

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Not only do I get to listen to a lot of outbound calls, but I get a fair bit of cold calls, ( I guess they did not get the memo that cold calling is dead ), and there are a number of things that if people would just stop doing, they would be so much more successful. These aren’t the top ones, or worst ones, they are just the ones that irritated me most this week. 1.

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Retail Reimagined: What It Means To Be An Innovative Retailer

Speaker: DeAnna McIntosh, Retail Growth Strategist

The past three years have forever changed the retail landscape. Companies of all sizes were forced to welcome change with open arms and surrender to total flexibility in order to be agile in the ever-evolving economic environment. In 2023, we are navigating inflation and its impact on consumer spending, various lasting side effects from the pandemic, and a looming recession in the back half of the year.

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Talking Less + Listening More = Increase In Sales…Here’s Why

MTD Sales Training

Years ago I heard a piece of advice that is now committed the dustbin of time, and quite rightly too. Have you ever heard someone say ‘Oh, he has the gift of the gab; he should be in sales”? Ever heard that? Well, it may have been true in the days of snake-oil salespeople, where suckers queued up to buy from guys who could manipulate their way into anyone’s wallet simply by blinding them with science or speaking so much it overwhelmed the prospect into saying ‘yes’ even though they hadn’t got a

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A Fatal Miscalculation

Sales and Marketing Management

Issue Date: 2016-03-01. Author: Steve Andersen and Dave Stein. Teaser: Have you made the effort to truly understand your customer's business and explore possibilities that are not yet opportunities? In 2016, it's time to think about what your customer is doing when they are not buying. Have you made the effort to truly understand your customer's business and explore possibilities that are not yet opportunities?

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How to Work a Trade Show or Sales Conference

Score More Sales

This week I’m attending in and participating in LS16 – a Leadership Summit hosted by the AA-ISP, American Association of Inside Sales Professionals. This is a big annual event, and yesterday I met many people who were there for the first time and feeling a bit overwhelmed. Here are 5 tips for making the most of your time at an industry event. Experience has shown that most of us don’t do much pre-event planning, don’t maximize our time at the event, and definitely don’t follow up as we should.