August, 2016

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The Best Thing You Can Say to a Prospect

The Sales Heretic

Salespeople–along with professionals, business owners, and others who have to sell as part of their jobs–are always looking for magic words. Words and phrases that will quickly capture a prospect’s interest, easily overcome objections, and effortlessly close the deal. So in that spirit, I want to share with you what I have discovered—after much painstaking [.].

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Why Recruiting is Like Marketing

DiscoverOrg Sales

Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months! Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked. Applying just a few of the techniques learned as a marketer made our recruiting engine 10x more productive and successful – and we hit our goals a month ahead of sc

Hiring 222
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My Top 7 Ways To Begin Your Conscious Selling Journey

Bernadette McClelland

Sharing why the concept of Conscious Selling is so important for business growth moving forward is what led me to deliver my keynote, ‘Conscious Selling’ in London last week in The Top Sales World auditorium at the Sales Innovation Expo. . Part of my journey was via Belfast. A city, in order to rebrand and market itself after the chaotic ‘Troubles’, created a new spirit, a consciousness around a part of history to which the world has been for decades, emotionally connect

Lead Rank 186
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Priorities vs. Objectives

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you read this blog regularly (and why wouldn’t you), you know that I put a lot of emphasis on understanding and selling to a prospect’s Objectives, a much better area of focus than pains or needs. One of the positive elements of Objectives is that they are generally long term, and they continuously evolve.

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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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Are Millennials Who Enter Sales Better or Worse Than the Rest of the Sales Population?

Understanding the Sales Force

Image Copyright: kchung / 123RF Stock Photo. Millennials are more independent, more spoiled, have a shorter attention span, tend to be more into their technology than into people, don't like working traditional hours, and don't enjoy working in traditional ways. That said, would you expect them to be better or worse suited for selling than the generations who came before them?

Hiring 185

More Trending

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The Dance Between Strategy and Sales Execution

Steven Rosen

Many companies are going through their annual planning process. As the business unit head, you and your team have put in hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks. The team responds and builds a bottom-up forecast and a tactic by tactic business plan. You have dry run after dry run.

Strategy 159
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We Lead with Sales Leadership

Score More Sales

The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget. A month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002.

Lead Rank 135
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Let’s Do A Deal….

Bernadette McClelland

I don’t shop at Hugo Boss. But my 22 year old son, who has just landed his first B2B account management role, as of this weekend, now does! Still happy to take Mum with him, we stroll through one of the major department stores to check out their choice of suits. We have no idea what we are looking for, just that there are price tags of $600 for very average looking suits and shop assistants too busy putting on lipstick to help us.

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How to Get Your Voice Mails Returned

Mr. Inside Sales

When voice mail first came out, it was the hottest thing in business. Everyone anxiously checked and even responded to their voice mail no matter who was calling. It was a beautiful thing…. After a while though, prospects stopped returning voice mail and turned their attention to email. And then that pretty much dried up, too. Today, sales reps are asking if it’s even worth it to leave a voice mail, and I’m here to tell you that you CAN get effective results from voice mails IF you follow a few

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Major Factors in Successful Lead Generation

The Sales Hunter

I am excited that my new book High-Profit Prospecting will be releasing soon, and I want to give you an excerpt to challenge you to pursue better prospecting methods. Your attitude is a vital factor in successful lead generation. Check out what I have to say in part of Chapter 3: We all know someone […].

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The Dangers of Not Attributing Customer Calls to Digital Marketing

Sales and Marketing Management

Issue Date: 2016-08-05. Author: Blair Symes, Director of Content Marketing, DialogTech. Teaser: Thanks to smartphones and click-to-call, consumers are responding to search, social, display and other digital ads and campaigns by calling businesses by the billions. These calls, while often the most lucrative type of conversion, are also the most difficult for marketers to measure and optimize.

Marketing 149
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How Critical is Strategic Alignment?

SBI Growth

Are your functional strategies in strategic alignment? Your strategy must be practical, yet also aligned across the business in order to hit your revenue growth goals. Yet, a staggering 91% of companies are still lacking this necessary alignment. Watch as.

Strategy 121
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Can You Sell Your Product Without A USP? Here’s How…

MTD Sales Training

In days gone by, many companies used to rely on their USPs to carry them through. They touted their Unique Selling Points as their main competitive advantage and they proved to be very effective when prospects were searching for answers to their problems. As time has passed, however, the unique offerings companies had have been copied and surpassed by other companies, leaving those previous USPs in tatters.

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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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At Last!! The REAL rules of the game…

Bernadette McClelland

Do you ever break the rules of a game? I don’t mean cheat. I mean buck the system, or challenge the status quo, or rewrite your narrative? If you don’t, you might just be selling yourself short. Here’s why: Take a trip down history’s memory lane for a moment. Our civilisation has got to where it is today through evolution, and each stage has called for a new game with new rules – socially, economically and politically.

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[Missed Connections] Referral Selling Insights from August

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. Were you as amazed as I was at the will, focus, fortitude, and dedication of the 2016 Olympic athletes? What if we could apply those same traits to our sales careers? Take, for example, Michael Phelps, who’s won 23 gold medals for the U.S. This picture from the 200-meter butterfly semifinals says it all.

Referrals 120
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Do You Have a Prospecting Process that Works?

The Sales Hunter

I’m continually surprised at the number of salespeople who, when challenged, admit their prospecting process doesn’t work. What is even more concerning is the number of salespeople I encounter who readily admit they don’t even have a process! Excuse me, but did I miss something? How can anyone expect to be successful closing deals if […].

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The War Room and What It Can Tell You

Sales and Marketing Management

Issue Date: 2016-08-29. Author: Jason Jordan and Michelle Vazzana. Teaser: A real-time view of sales force performance makes us feel in touch with the organization. And increased transparency to field-level activities gives us the satisfying sense that we are somehow in control of the sales force’s behaviors. However, visibility to an action does not equate to control over it.

Sales 136
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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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Working Smarter and Harder is a Faulty Sales Strategy

SBI Growth

Many sales executives have yet to receive their revenue growth goal for the new year. Despite this, many SVPs will maintain that they can achieve this unknown target. If your sales strategy can be summed up as “I’ll hit the number.

Strategy 127
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Here’s Why Customer Satisfaction Is WORTHLESS

MTD Sales Training

I’ve just finished reading Jeff Gitomer’s book “Customer Satisfaction is Worthless, Customer Loyalty is Priceless” and I’d really recommend you get a copy if you’re in customer service. It offers some interesting insights into service and some great stories that resonate in many areas. It got me thinking as to why I’m loyal to some companies and not to others.

Customer 120
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What Do You Do?… “I’m In Sales…” Try Again!

Bernadette McClelland

Book publishers , Wiley Australia, told me not to put the word ‘sales’ in the title of my latest book… ‘ covers with the word sales don’t sell well in Australia ‘ The speaker bureau said not to promote the word ‘sales’ in my keynote… ‘ no one will be interested if you mention sales ‘ The group responsible for the International Women In Sales program told me they were having difficulty in gathering interest in Australia because they said

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Sales Management When "Life Happens" - Failure is NOT an Option

Anthony Cole Training

A year ago tomorrow, I was released from University Hospital here in Cincinnati. Doctors Augsburger and Correa had performed radioactive plaque surgery on my right eye. The plaque stayed attached to my right eye for 5 days with a lead eye patch covering it. I was confined to a lead lined room. On the 25 th , they removed the plaque (disc), sutured the eye and then sent me home for recovery.

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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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Sales Motivation Video: Are You Using Your Time to Its Fullest?

The Sales Hunter

How you use your time is absolutely vital to your success. That being the case, are you using your time to its fullest? Are you busy doing the most productive activity you could do? Or are you busy doing stuff that other people could be doing? Challenge everything you are doing. Check out this video […].

Video 132
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Challenge the Status Quo with Insight-Based Direct Questions

Sales and Marketing Management

Issue Date: 2016-08-19. Author: Michael Harris. Teaser: When customers don’t fully understand their problem, salespeople will not be able to confirm value with generic questions, because there is no value to confirm. With Insight-Based Directed Questions, salespeople are able to illuminate the problems and costs of not having their unique capability.

Customer 136
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SBI’s First Ten Years

SBI Growth

Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads.

Company 120
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What Is Your Customer Buying?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Most sales people are good at telling you what they sell, not necessarily communicating how the customer will be ahead as a result, but they are good at telling. Regularly scheduled role play in team meeting will usually help you get ahead of that. While this will help with the delivery and to ensure that they are delivering the message, it does not ensure the message is right.

Customer 166
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Embarrassing Feedback That Taught Me The Biggest Lesson Ever!

Bernadette McClelland

So, imagine this! You decide to study and undertake a Diploma. And that Diploma is in coaching – executive coaching, small business coaching, sales coaching and peak performance coaching – like the athletes do! You are someone who walks your talk – so by becoming a coach, it makes sense that you, too, get a coach. After all, you can’t learn to swim by reading a book.

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How to Grow Sales: The Never Ending Question Just Found ANSWERS!

Anthony Cole Training

Growing sales depends on the ability to know the answers to the right questions. Often companies make a decision to invest in their people in order to improve performance. Sometimes the investment pays off: other times, not so much.

How To 120
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How To Take Control Of The Conversation With Your Prospect

MTD Sales Training

Do you remember the saying years ago that went along the lines of ‘He has the gift of the gab….he should be in sales!’? According to many people in the old days, if you could talk a lot, you could convince someone that they should buy from you. How times have changed! Today, it’s the customer who holds all the aces. It’s the customer who has done their homework and research, and it’s they who set the rules for the conversation.