SBI Growth
NOVEMBER 21, 2013
'As CEO, you feel like you have seen this movie before. Sales gets off to a fast start at the beginning of the year. Come Q4, that lead has evaporated and now sales is threatening to miss the number. They struggle to close deals. Excuses come from every direction. Your sales leaders will frantically try every trick in the book. The victims here are your potential customers who have to deal with a barrage of sales tactics.
Understanding the Sales Force
NOVEMBER 13, 2013
'Understanding the Sales Force by Dave Kurlan Did you happen to see the movie Gravity? Early in the movie the two astronauts, played by Sandra Bulluck and George Clooney, lose communications with Houston. From that point on, they don''t stop talking to Houston, they don''t stop reporting in, they don''t change protocol. What they do change, is they add a phrase to the beginning of each message.
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No More Cold Calling
NOVEMBER 26, 2013
'Many professionals are now creating games and rules to ensure that technology addiction doesn’t disrupt their personal lives. Have you heard of phone stacking? It works like this: You and your friends are at a restaurant. You all put your cell phones in the center of the table. Whoever is the first to look at his or her phone pays the bill. Not a bad idea, considering the now-typical behavior in restaurants.
MTD Sales Training
NOVEMBER 5, 2013
'As a sales manager, you probably have the responsibility of manning your company’s exhibition stand. But like most sales managers I have met with over the years, it’s unlikely that you have received. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Bernadette McClelland
NOVEMBER 19, 2013
'Is the day of the dinosaur salesperson over? Salespeople who do not move with the times will lose their jobs. Period. If you are someone who has been in the same role, with the same accounts, selling the same products for years. If you are someone who tells the same stories, approaches customers the same way, thinks personal and professional development is for the woo woo people.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
NOVEMBER 14, 2013
'Soon you will receive your quota for next year. As a Sales Leader you''ll ask, “How can I make this number?” This article will help you make quota one sales call at a time. W e are going to discuss a simple sales call preparation technique. Sales Leaders that implement it will get better results. Sales people don’t typically do a good job preparing for tough questions in calls.
The Pipeline
NOVEMBER 22, 2013
'The Pipeline Guest Post – Megan Totka. Let’s face it – stress in the workplace is pretty much unavoidable. Even in the most relaxed office setting, stress can happen. Whether it is conflict with a coworker or a strict deadline that you are behind on, stress will creep up. Stress can affect your work habit, which is why you should make combating stress a priority.
Jeffrey Gitomer
NOVEMBER 29, 2013
'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.
MTD Sales Training
NOVEMBER 25, 2013
'As sales people we just need a hook and some bait! What I mean by this is that we need something to work with – something to draw our potential customer in. We need an “in” We need. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Understanding the Sales Force
NOVEMBER 6, 2013
'Understanding the Sales Force by Dave Kurlan One of the many things that hold salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn''t allow them to exceed expectations and never has them succeeding beyond everyone''s wildest dreams is their fear of failing. Fear of failing doesn''t affect everyone that sells.
The Sales Heretic
NOVEMBER 11, 2013
'There’s a lot of sales advice out there. Some of it is fantastic. Some of it is pretty good. And some of it is downright awful. One of the most common pieces of advice is so bad, it will often cost you the sale. What is it? And what should you do instead? Listen to [.].
SBI Growth
NOVEMBER 19, 2013
'Sales reps want solid materials to support them in sales campaigns. Today this means having the right content at the right time. Having the right content enables the sales rep to have the best chance to make a sale. How does this happen? It starts with the Marketing departments buyer centered marketing strategy. In this post, I’ll discuss 5 critical actions that need to take place to enable your sales force.
The Pipeline
NOVEMBER 21, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. For the longest time we were encouraged to use the BANT as a means of qualifying potential buyers, and I guess by extension shorten sales cycles and get more sales. When you think of the components of BANT > B udget, A uthority (to purchase), N eed and T imeframe, they all look sound and valid.
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No More Cold Calling
NOVEMBER 21, 2013
'You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 percent were actually qualified.
MTD Sales Training
NOVEMBER 20, 2013
'Pete Cashmore, the CEO of Mashable, spoke recently about what he does at weekends to ensure that he has a good work/life balance and prepares himself for the week ahead. The link to his article is. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
NOVEMBER 17, 2013
'Issue Date: 2013-11-01. Author: Dave Stein. Teaser: Post-mortoms on failed sales training reveals common threads as to why companies are wasting their training budgets. The good news: the problems are correctable. Post-mortoms on failed sales training reveals common threads as to why companies are wasting their training budgets. The good news: the problems are correctable.
Understanding the Sales Force
NOVEMBER 3, 2013
'Understanding the Sales Force by Dave Kurlan I''ve heard this stated so many ways and so many times. "Dave, you need to know that our business is all about relationships!". There are four possible relationship scenarios: Strong relationship and you have the business. Strong relationship but you don''t have the business. Lack of relationship and you have the business.
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.
SBI Growth
NOVEMBER 12, 2013
'Increasingly, companies are missing the number because they lack a formal sales strategy. Your industry peers are getting smarter. Many are not making the number because a sales strategy is absent. You may be wondering how prepared your sales team is heading into next year. It’s likely the board has increased your number. This year felt like a stretch for you.
The Pipeline
NOVEMBER 14, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Pricing continues a key factor in winning or losing sales opportunities, and while few vendors take pride in being the low cost provider, at times it seems they set out to be just that, or they take few steps to avoid it being forced on them. There are times when companies consciously use price as a temporary strategy to gain market share, or directly impact a competitor.
The Sales Hunter
NOVEMBER 25, 2013
'Voicemail messages are a powerful tool if done right! There are 6 things you should definitely not do when leaving a voicemail message, regardless of whether it is a prospecting voicemail or a message for your best customer. Definitely DON’T: 1. Speak with a bland voice. It’s amazing the number of voicemail messages I hear where the person leaving the message has zero energy and a totally bland voice. 2.
MTD Sales Training
NOVEMBER 26, 2013
'One of the most difficult conversations you’ll probably have is the one where the prospect can’t make their mind up, is indecisive or doesn’t know how to make a commitment. Mainly, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
No More Cold Calling
NOVEMBER 13, 2013
'Inbound marketing will not fill your pipeline. Inbound marketing might seem like the magic formula for easy sales, but it’s not. It doesn’t close deals. It doesn’t qualify our prospects, and it certainly doesn’t set us up to make quota. Why? Buyers don’t take action because we “drip” on them. They don’t take action because we offer compelling content or happen to email them at just the right time.
Understanding the Sales Force
NOVEMBER 27, 2013
'Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. Does that surprise you? Does this represent a change in buyer behavior? Is it a result of more competition? Are salespeople less effective ? Is it the economy?
SBI Growth
NOVEMBER 20, 2013
'A few years ago, I interviewed Brent for a B2B sales rep job. Like others, he gave solid answers to my questions about his experience and credentials. But something clearly set his interview apart from the other candidates. I couldn’t put my finger on it right away. Brent was clearly an “A” player. His track record was impressive. After the interview I was puzzled by exactly what made him unique.
The Pipeline
NOVEMBER 11, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Many sales managers are in the wrong job, and for the wrong reasons, the intentions may have right, even noble, but outcome serves neither in individuals in question, the companies and customers. It is a familiar cycle, they were truly excellent reps, and consistently exceeding the most challenging quotas, liked by their peers, management and clients, and their reward was an invitation to management.
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The Sales Hunter
NOVEMBER 11, 2013
'One of the best ways I’ve found to motivate myself is to spend time motivating others. When we focus on helping others succeed, it is amazing how it rubs off and winds up impacting us. Putting effort into someone else requires focus and attention. If you think about it, these are two requirements when it comes to motivation. Being motivated means you’re focused and giving a significant amount of attention to a dedicated outcome.
MTD Sales Training
NOVEMBER 13, 2013
'Our existing clients can be of great benefit to us when trying to boost our sales. They can have a load of potentially new or repeat business, be able to refer you, become a joint venture partner. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
NOVEMBER 5, 2013
'Technology is fantastic, but it will never replace a great salesperson. You are the ultimate sales technology! As a buyer, I don’t care how your technology works until I know what it can do for my business. The same is true for your prospects and clients. Over the last 30 years, I’ve seen technologies come and go. Many of them have contributed to the effectiveness of salespeople, but none of them has managed to replace us.
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