January, 2017

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3 Steps to Mastering the Art of Focus

Steven Rosen

Success Starts with Mastering Focus. Are you determined to make 2017 the year you will have breakthrough results? In my previous video, I talked about FOCUS being the key factor for success. I don’t care if you are the CEO, an executive, manager or sales rep, you are inundated with back to back meetings, phone calls, and voice messages, literally hundreds of emails, and numerous texts.

Call-back 332
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Giving Time

Bernadette McClelland

Each one of us has the opportunity to make a positive impact on someone else’s life. How cool is that thought? Because deep down inside the majority of us love to help – we get a kick out of knowing someone else can do a better job, feel better about their possibilities, their abilities, their results, and themselves – even if it just a 5 minute window we both looked through together.

Skype 290
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Top 10 Tips to Help You Sell More And Get More Done Than Anyone Else This Year Part 1

Understanding the Sales Force

We attended the organizational kick-off meeting for the team with whom our 14-year old son will be playing travel baseball this year. The organization is run by former MLB pitcher Brian Rose and one of the memorable things he said at this meeting was, "There will always be someone working harder than you." He said, "If you take a day off, someone else will be still be working" and, "If you want to be the best you have to work harder than everyone else.

Travel 261
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Sales Improvement Programs that Fly Off the Shelf Inside Matrix Organizations

SBI Growth

Today’s topic demonstrates how to get sales improvement programs adopted in a matrix organization. To help illustrate today’s topic we will think through sales enablement within a matrix organization using Frontier Communications as a use case. As a guide for.

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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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Reasons Cold Calling Is No Good for Account-Based Sellers

No More Cold Calling

Can one call generate leads better than ten? You already know my point of view on cold calling. No salesperson should ever have to cold call to generate sales leads. It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. For account-based sellers , it’s not only a waste of time. It’s a waste of perfectly good relationships.

More Trending

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What You Can Do to Help Your Salespeople Succeed and Make You a Pile Of Money!

Steven Rosen

January is a crazy month, with national sales meetings, new comp plans, new marketing programs and the annual performance review process. The rest you had over the holidays is long forgotten. You are very busy. What if there was one thing that you could do now that would help your salespeople succeed this year? The good news is that you don’t have to drop anything.

Coaching 313
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How To Know If You Are A Story Teller or A Story Seller

Bernadette McClelland

My friend and storytelling expert, Yamini Naidu, relates a task she was asked to do by her teacher whilst at school. The task was to write a story that made sense using only ten words, and each word could only be made up of two letters. They struggled, then the teacher went to the board and wrote the following: The story read, ‘if it is to be it is up to me’.

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10 [More] Tips to Help You Sell More and Get More Done Than Anyone Else Part 2

Understanding the Sales Force

To start the year off I posted My Top 10 Tips to Help you Sell More and Get More Done Than Anyone Else. I received so many thank you notes and emails expressing appreciation for that post that I decided to share 10 more tips for those who have the capacity to become even more efficient.

Sales 235
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Helping the Sales Team by Holding the Problem Together

SBI Growth

Today’s show is a demonstration on how a Chief Strategy Officer can help a sales team. A common challenge among sales leaders is taking strategic imperatives the CEO has laid out in the strategy and translating that into an operating.

Strategy 234
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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Changing Your Path To #Prospecting #Success

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . No one says telephone prospecting is easy, which is why I am always puzzled as to why many sales people make it even more difficult than it already is. Many don’t set out to sabotage themselves, some are not even aware they are doing it, and many are just sadly following the advice of pundits who talk about but don’t actually telephone prospect.

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Get social or get left behind

Sales and Marketing Management

Issue Date: 2017-01-01. Author: Paul Nolan. Teaser: Mike Derezin, vice president of sales for LinkedIn Sales Solutions, says in an era in which social sellers realize 66 percent greater quota attainment than those using traditional prospecting techniques (a Sales Benchmark Index statistic), if you’re sales team doesn’t adopt social selling strategies, it may not be selling for long.

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What Leaders Have to Say on Setting and Achieving Goals

Steven Rosen

17 Inspirational Quotes on The Power of Setting and Achieving Goals. New Year resolutions are nothing more than rhetoric. Despite the initial eagerness you may feel for the goals you have set, that enthusiasm tends to wane over time, often leaving you right back to where you started. In fact, studies indicate that only 8-12 percent of people fulfill their goal setting resolutions.

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How To Reduce Time To Market and Speed Up Your Positioning

Bernadette McClelland

Today’s sales leader cannot just be someone who manages numbers and checks forecasts. Today’s sales leader has to lead, motivate, coach, align the team’s personal values to the business values and they must foster an environment of trust and momentum in order to create pace and results. Sadly, too many sales leaders don’t know what to do to amp up the changes necessary to shift the status quo, to break free of the stress and frustration, to grow as a person or even make a huge dent in their comp

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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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Short Attention Spans Aren’t the Problem

The Sales Heretic

It seems like every other week I read an article bemoaning the ever-declining length of the human attention span, which apparently is down to 4½ seconds. (Which means you’re no longer even reading this.) Here’s the thing though: I’ve never been able to find a legitimate study that scientifically documents this supposed decline. And in [.].

Study 202
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Which Markets to Pursue and Which to Avoid Like the Plague

SBI Growth

Today’s article is a demonstration on how to determine which markets to compete in and which markets to avoid. As a guide, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Markets phase on pages.

Workbooks 229
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Odds & Sods

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Every year I jot down different ideas, always with the goal of fleshing them out and building decent post. For a myriad of reasons, sometimes these ideas don’t get developed, but unlike previous years, I am resolved not to let them evaporate with time. As a result what follows are ideas I think people in sales should be thinking about, but rather than waiting to polish them up, I am putting them out their in their raw state, and set them free to

Sports 209
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3 Sales Management Blunders You Must Eliminate to Hit Quota Consistently

Sales and Marketing Management

Issue Date: 2017-01-16. Author: Mike Scher. Teaser: Getting reps to consistently reach, or better yet, exceed quota requires sales managers to own the shortcomings of their teams and help them improve. Here are 3 behaviors sales managers must abolish in order to lead a successful team. Getting reps to consistently reach, or better yet, exceed quota requires sales managers to own the shortcomings of their teams and help them improve.

Quota 200
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Sales Productivity Focus

Score More Sales

Improving sales efficiencies and effectiveness is a top, recurring issue as researched by organizations like CEB and the AA-ISP. I participated in two podcasts about this recently with CEB you can listen to here. In this new year, how will YOU lead a team to better productivity? If you just lead yourself, and not a team, how will you have your most productive sales year ever?

Research 197
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Your 2017 Sales Prospecting/Growth Plan in 8 Steps

The Sales Hunter

It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […].

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Is Who You See Who I See?

Bernadette McClelland

I’ve grappled with some people’s styles over the years and people have probably grappled with mine as well. It’s human nature. Outside of the fact that we have many profiling tools, there are some behaviours that many of us notice – either online or in person – where we wonder if there is something wrong with the way we see people, if there might be something amiss with ourselves, or if there really is justification in the names we mutter under our breath about the way some people show up.

Scale 263
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Bringing the Vision into Strategic Focus

SBI Growth

Many CEOs and boards will tell you their corporate strategy is already designed to grow revenue. These executives wonder whether they really need a Revenue Growth Methodology to hit their objectives. They do, and here’s why: If you dig into.

Revenue 186
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Why is It So #%&@ Hard to Solve the Sales Growth Problem? – The 5 Constraints to Growing Sales – Part II

Anthony Cole Training

In the previous post, I identified 8 clues that would indicate that your sales organization has a sales growth problem ( CLICK HERE to read the article and review the 5 clues).

Hiring 120
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Marketing and Sales Alignment Starts With a Common Technology Stack

Sales and Marketing Management

Issue Date: 2017-02-01. Author: Bonnie Crater, CEO of Full Circle Insights. Teaser: When sales and marketing align around the CRM solution the sales team uses, they’ll be speaking a common language and working from the same playbook for the first time. When sales and marketing align around the CRM solution the sales team uses, they’ll be speaking a common language and working from the same playbook for the first time.

Marketing 156
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Seven Negotiating Mistakes That Hurt Your Sales

The Sales Heretic

Negotiation is an essential element of most sales efforts. Yet too many salespeople, professionals, and business owners lack the skills to negotiate successfully. If you’re not good at negotiating, it can cost you both sales and profits. Have you made any of these common negotiating mistakes lately? 1. Not being willing to walk away This [.].

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Executive Sales Leader Briefing: 3 Traits to Look for When Hiring

The Sales Hunter

I read with interest this short article about three traits Warren Buffett looks for when hiring someone: Intelligence, Energy and Integrity. He values each one, but he says if they don’t have integrity, the other two don’t count. Integrity is tough. It takes a lifetime to create and only a second to lose. Another […].

Hiring 148
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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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How To Avoid “I’m Just Looking”

MTD Sales Training

If you work in the retail industry then this tip is just for you! No doubt, if you have worked on the shop floor, hearing those three dreaded words “I’m Just Looking” have annoyed you, aggravated you and made you quite angry at times. Well, many customers will say this as a stimulus response to get you off their back and to give them a “breather” whether they are actually buying or not.

How To 120
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Avoid Competitive Erosion – Remain Relevant in a Changing Market

SBI Growth

There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. Disruptive technologies take root, or markets are saturated. The reasons are many. As CEO, your task.

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The Art and Science of Cooking Up a Sales Team Built for Growth

Anthony Cole Training

At Christmas, my wife, Linda, bought me a cookbook – The Science of Good Cooking. She gave it to me because I really do love to cook. I love to cook because I love to eat. I’m not a foodie who is into exotic or gourmet types of recipes. I’m a basic meat, potato, soup, pasta, BBQ, stew and sandwich kind of guy. You’ll notice the absence of veggies in that list.

Sales 120