February, 2014

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Woman Shaves Head for Client Fundraiser

Score More Sales

'Yes, it’s true. On Monday, March 3, I will be shaving my head for cancer research. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too. I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday.

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The Sales World is Going Mobile. Are You Moving or Standing?

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.

Training 331
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Best time to Prospect – Sales eXecution 239

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. One question I am asked regularly is what is the best time to prospect, be that of day, time of week, etc. While trying to avoid the word depends, there are some variables that will impact the answer. But what many are really looking for for is that secret answer, “call them at 4:33 on a the third Tuesday of the month, except I.

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5 Tips for Becoming a Thought Leader

No More Cold Calling

'You’re the expert, right? So prove it. Our clients don’t just buy our products and services. They also buy our expertise. They want to work with the best of the best—salespeople who know their stuff, who ask the right questions and deliver tailor-made solutions that get them the ROI they deserve. Think about it as if you were the buyer. Would you prefer to work with someone who only knows the ins and outs of what he’s selling?

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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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54 Things Buyers Want More Of

The Sales Heretic

'Human beings are never satisfied. Which is a good thing, because it’s that trait that causes us to continually progress. We want bigger, better, faster. We want more. Whenever we buy something, it’s because we’re looking to attain more of something in our life or business. So what does your company, product or service offer [.].

Buyer 294

More Trending

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Top 4 Questions, 2 Words of Advice about Sales CRM

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan A company''s executive team can have a positive or negative influence on the performance of the sales team. Each member of your executive team can impact sales in some small, or not so small way. Today, I want to talk about Chief Technology Officers, VP''s and Directors of IT. At first glance, you might not think that IT has much of an impact on sales and you would be correct.

CRM 274
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The New Breed of Salesperson – A Non–Salesperson

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.

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Can You Sell Your Competitor’s Product?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Given today’s buying climate, chances are your buyer is talking to a range of potential providers, usually after having carried out some “independent” research. I say “independent” because one is susceptible to the echo chamber group think risk presented in an information overload, knowledge under-load world.

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11 Things Great Leaders Do that Managers Only Think About

The Sales Hunter

'The biggest thing holding back organizations is the lack of leadership. I’m continually asked by companies large and small, “What are the traits that make a great leader?” Here is my list of what it takes to be a great leader: 1. Leaders realize their number one job is not to lead others but to create other leaders. How many times have we watched a terrific organization fall apart when the leader retires or exits their position?

ACT 280
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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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How to Construct the Perfect Target List

SBI Growth

'ARGH! It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch. Just as you bite into your club sandwich, the boss asks a question. “Do you have a plan for prioritizing your accounts?”. How will you respond? You may already have a target list created by your sales operations department.

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3 Key Ingredients For A Successful Sales Meeting – Infographic

MTD Sales Training

'There are 3 main aspects of your performance in a sales meeting that can really encourage the prospects or client to come on board with you. Find out exactly what these 3 key ingredients are in our. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Trust in Selling is Becoming More Important Than Ever

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan I loved this short, but perfect post from Seth Godin''s Blog last week. It''s about the importance of trust. Please read it before proceeding. It''s also very consistent with the late Steven Covey''s philosophy as related in his book, The Speed of Trust. Trust is becoming more important than ever. Companies are focusing more on integrity and values, and that''s from both sides of the door.

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When You Walk in Empty Headed, You Walk Out Empty Handed.

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.

Training 324
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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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Customers, Employees and Influencers as High Performing Sales and Marketing Channels

The Pipeline

'The Pipeline Guest Post – Dick Beedon. Although brand advocacy has always been important, it is critical today. The path to purchase has changed forever. Because there is so much data available, and because communication is so easy, today’s buyer almost always seeks advice from a trusted friend or consumer source before making a purchase. Brands are now starting to realize that what others say and write about them defines who they are.

Channels 296
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9 Ways to Overcome Sales Prospecting Anxiety

The Sales Hunter

'Sales Prospecting Anxiety – the condition that limits a salesperson’s income due to their inability to prospect properly. Guess what? Most salespeople suffer from it in one form or another. In it’s worst state, it turns perfectly good salespeople into a state of self-doubt. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. 1.

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Prospects Aren’t Always Prospects

The Sales Heretic

'By guest blogger Sharon Drew Morgen As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not true or we’d be closing a lot more business and wasting a lot less time following the wrong prospects. Just because we see a need does not mean they: [.].

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The New Rules of Sales Execution

Sales and Marketing Management

'Issue Date: 2014-02-05. Author: Amanda Wilson, Director, Product Marketing & Programs, Qvidian. Teaser: Sales teams can’t find the right resources, so they spend less time selling and more time hunting for resources, which means lost opportunitie. Here are three new rules of sales execution to give you a fresh approach to stop enabling the poor behavior and start executing.

Resources 258
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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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Are You Any Good at Evaluating Sales Talent?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Well, are you? I''ll bet you are. You can probably spot an energetic, motivated, likable, memorable, polished, polite and attractive salesperson from a handshake away. Aren''t those the ones you like best? Aren''t those, especially when they have industry background, the ones you hire? And don''t they all perform just swell?

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Message to Management: Why Your Sales Reps Can’t Close

No More Cold Calling

'Does your sales team know how to have a business conversation? You’d be surprised who IT firms are now hiring for sales and consulting positions—people with hospitality and restaurant backgrounds. Why? Because they know how to talk to people. They know how to engage in conversation, be polite yet firm, smile, and let the bad stuff roll off their backs.

Closing 251
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Choosing the Sales Start-Up Mentality!

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Every day entrepreneurs all over the country start with an idea, some resources, tons of energy and even more attitude, and jump into the deep end of starting a successful business. Those very same days there are business people in the same market segment who decide they can no longer make a go of it and go out of business.

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Degrees of Sales Failure

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 255
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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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Four Fears That Are Preventing Your Sales Success

The Sales Heretic

'Are you not experiencing the sales success you’d like? Odds are, one or more fears are holding you back. And the challenge is, we’re typically not even aware we have these fears! Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eight-minute segment, I reveal what these fears are, where [.].

Segment 251
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With data, size matters, but not how you think

Sales and Marketing Management

'Issue Date: 2014-02-24. Author: Jason Jordan. Teaser: While so-called Big Data is an exciting opportunity to identify new trends through powerful computing, sales managers need to zero in on small data do their jobs well. In fact, they don’t even need many of the dozens of dubious reports embedded in their CRM. While so-called Big Data is an exciting opportunity to identify new trends through powerful computing, sales managers need to zero in on small data do their jobs well.

Data 250
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How to Determine the Right Size for Your B2B Marketing Budget

SBI Growth

'Marketing leaders struggle with top-down allocated marketing budgets. Stop struggling with budgets determined with archaic means. Begin leveraging best practices when planning your marketing budget amount. World class firms perform marketing budget planning from two dimensions: Top-down – The business allocates a % of total revenue to marketing based on past history and known thresholds in the industry for marketing spend.

B2B 248
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You Can’t Manage Your Friends and Still Be Friends

No More Cold Calling

'How do you successfully transition from sales rep to sales leader? It happened to me. I was an award-winning sales rep who was promoted to sales manager. Now my colleagues (and friends) were reporting to me. I knew them well and thought we would be a winning team. Boy, was I wrong! A Rocky Start. Becoming the boss wasn’t easy or much fun … at least not at first.

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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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Unavoidable – Sales eXecution 238

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. One of the most frequent questions I am asked all start with “How do I avoid…?” Many are surprised when I respond “Why do you want to avoid it?” The answer is obvious, they either don’t know how to deal with something, so they look for ways to avoid it. Or the know how to avoid it, but don’t want to do what it takes for number of reasons.

Handbook 275
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Nine B2B Sales Myths Busted

Score More Sales

'image courtesy of Docusign. Recently a panel discussed 9 of the top sales myths in business-to-business selling. I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. The event was hosted by Docusign, and you can see the whole webinar here.

B2B 240
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For the Love of Sales – Not the Love of Money

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 245