Sales 2.0
AUGUST 21, 2014
'This is a post by Anthony Iannarino. It originally appeared in Anthony’s newsletter. I liked it so much I asked Anthony if I could reproduce it here. Once you’ve read this you should head on over to Anthony’s newsletter page and sign up so you too get his emails. They come on Sunday mornings and along with 2 cups of coffee are the main reason I get anything done by Noon (as you will see below Anthony has some tips for me on that!).
Sales and Marketing Management
AUGUST 3, 2014
'Issue Date: 2014-07-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: A picture is worth 1,000 words, and studies prove that some pictures are more memorable - and more impactful - than others. A picture is worth 1,000 words, and studies prove that some pictures are more memorable - and more impactful - than others.
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The Pipeline
AUGUST 25, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . The Beatles Is On The Phone – by NowhereGirl17. If you ask sales people why they hate/fear cold calling their response always revolves around them, their feelings, and rarely the buyer’s. Even when they mention the buyer, it is very much through their own filters, “I wouldn’t like that”, or about the buyer’s reaction to the call.
The Sales Heretic
AUGUST 27, 2014
'A trade show is a tremendous opportunity to increase your exposure, acquire new leads and even close sales. But when I see the behavior of too many of the people staffing trade show booths, I wonder why the companies bother exhibiting at all. At show after show after show, I see the same behaviors over [.].
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SBI Growth
AUGUST 7, 2014
'The wrong marketing strategy is the biggest threat to a Chief Marketing Officer''s success. A massive gap in market strategy for most companies is quality content. This is particularly true for social media content in a B2B marketing team.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales 2.0
AUGUST 15, 2014
'Looking at the big picture and figuring out where you should spend your time and money on lead generation is a tough task and one I’ve seen many companies skip. Skipping this thinking is not a good idea as you can easily sink hundreds of hours and tens of thousands of dollars into an approach that was never going to work in the first place. Here’s a nice take on the subject by Jonathan Beaton , a real life sales and marketing director in NYC at startup Organic Motion.
No More Cold Calling
AUGUST 26, 2014
'Pick up the phone and be heard above the clatter. We all know digital communication isn’t as personal or powerful as a live conversation. But we tell ourselves that it’s faster, easier, and more convenient. And that’s just not always true. Digital conversations often take longer and become far more complicated than a simple phone call. Perhaps that’s why so many emails go unanswered.
The Pipeline
AUGUST 7, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . One of the critical elements to success in prospecting is getting the person to open you note. If they do not recognize the sender, the next most important factor is the subject line, and if you like many prospect using e-mail, the subject line becomes the key difference between being opened and potentially starting a sales cycle, or being deleted.
The Sales Heretic
AUGUST 6, 2014
'Recently my e-mail in-box was graced with the worst sales letter I’ve ever received: Subject: Referral please – company contact Dear Don: I am hoping you would direct me to the right people within your organization to speak with. I have recently been assigned your organization as one of my named accounts. Thus, it is [.].
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.
SBI Growth
AUGUST 4, 2014
'I asked a simple question to sales reps at 3 different public companies. Can you please describe your company’s sales strategy? The question was posed to 6 sales reps within the 3 sales organizations. 4 of the 6 asked me to define what I meant by a sales strategy. After explaining, here were the answers I received… “I don’t think we have one.” – received this one twice. “If we have one, I don’t know what is.” “Apparently to sell more,
Jeffrey Gitomer
AUGUST 28, 2014
'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 2.0
AUGUST 17, 2014
'“Do you guys not have clients?” That was the point where he lost me. Actually more like the point where some rude sentences scrolled across my mind. “Uh yes, dude, we have clients!” I’m the marketing director here. “What do you think I do all day? Sit around and play with my Scrabble set?” (OK, some other words we’re in my mind but this a ‘”family blog.”).
Sales and Marketing Management
AUGUST 10, 2014
'Issue Date: 2014-08-11. Author: David Yesford, Senior Vice President, Wilson Learning Worldwide and Michael Leimbach, Vice President, Global Research and Design. Teaser: Customer behaviors seem to be saying they don’t trust salespeople’s intent, and don’t see them as a credible advisor. To address this concern, let’s explore three key principles that point the way to becoming a trusted advisor.
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The Pipeline
AUGUST 28, 2014
'The Pipeline Guest Post - Megan Totka. Let’s face it; social media is the future of sales. Actually, it’s the right now of sales, too! Social media is an inescapable force in the lives of billions of people. Are you harnessing its power for your sales initiatives? There are so many different social networks; truthfully, it’s hard to keep track of them all.
The Sales Heretic
AUGUST 13, 2014
'Suppose you’re checking into a hotel. You have a choice. You could have a room with the above view or… you could have a room with this view: Which would you choose? Odds are, you’d choose the room with the first view. Of course you would. From the first room you can see [.].
SBI Growth
AUGUST 24, 2014
'Predictability. A CEO needs it. The Board demands it. So what do you do if your team does not consistently provide revenue predictability? Have your Sales Leader provide a comprehensive Buyer engagement plan. The plan should include a well-drawn approach to prospecting and sales process. When executed correctly, this will lead to a full funnel and revenue predictability.
No More Cold Calling
AUGUST 19, 2014
'People only refer people they know and trust. If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. I never give my card to that guy, because he’s all about himself. He probably just wants to win the contest at his company for bringing back the most cards.
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Sales 2.0
AUGUST 26, 2014
'Nimble announced today it has released a new app for the iPhone. This very good news. I was staring at their old app over the weekend thinking “this does not do much. Why can’t I do some of things I do on the web?” Well now I can…on the new app. Yeah! It’s always pleasing when things happen on my schedule (not too often)!
Understanding the Sales Force
AUGUST 11, 2014
'Understanding the Sales Force by Dave Kurlan. Before I unveil the top 5 mistakes, you might be interested to know that last week, Top Sales World Magazine went from monthly to weekly. I was featured on the cover but I''m most hopeful that everyone will read Jonathan Farrington''s interview with me. He got me to be very outspoken about what''s taking place right now in our industry and I believe that everyone will benefit from reading it.
The Pipeline
AUGUST 21, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I am luck in the fact that I work with sales professionals, at all levels of their organisations, and as a result learn almost daily. I also see many similarities in B2B sellers regardless of the industry that they serve. One interesting characteristic many share is confusing ability with will. I find there are two common reasons for this, one is the fear of change, of the unknown, and the discomfort of breakthroughs.
Sales and Marketing Management
AUGUST 18, 2014
'“If a salesperson tells me something won’t work with customers, there’s a 95% chance that they’re right. If a salesperson tells me something will work with customers, there’s a 50% chance that they’re right.” It is not unusual for independent research to uncover that many, if not all, “differentiators” salespeople have been stressing don’t resonate with prospects.
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SBI Growth
AUGUST 18, 2014
'Is there another position in the company dealing with a higher degree of change? The CMO is clearly the toughest job in the company right now. The pace of change in the marketing world is increasing CMO turnover. As soon as you catch up, you’re behind again, something changed in the market.
No More Cold Calling
AUGUST 5, 2014
'Don’t overwhelm your customers with too much information. I met Charles on LinkedIn. I liked his profile—and the fact he sent me a personal invitation —so I accepted the connection, and we started a conversation. I was intrigued by his offering and wanted to learn more, so we spoke on the phone. By the end of the call, I felt confident enough in his sales ability and product to offer him a referral to one of my contacts.
Sales 2.0
AUGUST 12, 2014
'I really like this very actionable post from Kelly Riggs over on the Nimble blog. Regardless of how good you are there is always value in elevating your game. Obviously, yourcompetitors are always looking to move up in the standings, and there is no need for that. Lets get a sense of where you are currently. If we analyze sales performance in a general way,salespeople typically fall into one of four buckets: Business is outstanding.
The Sales Heretic
AUGUST 20, 2014
'Everyone knows that buyers want the best products and the best service at the best prices. But that’s not all they want. And in fact, those aren’t even the most important things they want. What are the most important things buyers want? Listen to my appearance on Breakthrough Radio with Michele Price. In this nine-minute [.].
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.
The Pipeline
AUGUST 18, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Being different seems to be really important to some people in sales. From their buyers, to product, to the way the sell, people want to cling to being different. It is like “Difference” is some sort of badge of honour, a reason to pay a premium, or worse, a rationale for results. You often hear people talk about how the complexity of their sale makes it different.
The Sales Hunter
AUGUST 26, 2014
' What makes someone a great sales manager? What separates them from the rest? Based on 15 years of consulting with sales teams, I have concluded the below list of 15 factors are what the “best of the best” do to be a successful sales manager: 1. Realize their job is not to be a sales […].
SBI Growth
AUGUST 25, 2014
'I hear it all the time. “Consultants just tell me what I already know. They repackage the stuff we give them and present it as new.” Yes they do. Some of them. Every time they do, it hurts the consulting industry. This post will help you avoid hiring the wrong sales consulting firm.
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