October, 2013

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Why Klout Matters to Your Sales

The Sales Heretic

'Whether you’re in sales, marketing or HR, you need to understand Klout. And if you’re a small business owner, professional or CEO, you need to fully embrace it. Why, you ask? Gina Carr and Terry Brock do an excellent job of answering that question in their new book, Klout Matters: How to Engage Customers, Boost [.].

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The Main Differences Between Successful & Failing Salespeople

MTD Sales Training

'I’ve had the privilege of working with many salespeople in my career and have seen a great number of successes gained by these highly-prized professionals. Sometimes, I’m asked what makes. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 313
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After and Before

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. In a business that emphasizes relationship as much as sales does, it is sometimes interesting to see the degree to which sales people, and buyers, tend to ignore, overlook and at times avoid some basic components of human interactions, and way to enhance those interactions and the impact of that on business and sales outcomes.

Proposal 301
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All Airlines are the Same, Except for Their People

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.

Airlines 302
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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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Is Your Toddler Texting?

No More Cold Calling

'Technology addiction hooks users early—even before they’re out of diapers. I am not, I assure you, a Luddite. I am not scared of, intimidated by, or opposed to technology and all of the wonderful ways it can help us organize our lives—at work and at home. However, we can take our love affair with technology too far. Sixty-one percent of Americans say they’re addicted to the Internet.

More Trending

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Six Lessons From the Original Guerrilla Marketer

The Sales Heretic

'Jay Conrad Levinson passed away last week at the age of 80. Jay wrote the seminal book, Guerrilla Marketing, which fundamentally changed the way people thought about marketing. In all, he authored or co-authored 58 books, which have been published in 62 languages, selling more than 21 million copies. Before he revolutionized small-business marketing, Jay [.].

Marketing 315
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More Ways To Get The Prospect To Say ‘Yes’

MTD Sales Training

'It’s always a wonderful moment when you get to the point of no return. Yes, that emotive moment when the prospect sees how much better off they would be if they agreed to your bended-knee plea to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Managers – Give Up Your Phone Addiction – Sales eXchange 223

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. With all the challenges sales professionals have to face in the field, the amount of tests they endure to their patience, it is sometimes disheartening when they are disrespected by their own colleagues, especially their front line managers. One common example is managers who answer their phone, text, e-mail during a meeting with one of their direct reports, especially during scheduled coaching or review meetings.

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Top 4 Reasons Salespeople Struggle to Reach Decision Makers

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Three separate, but related, incidents occurred this week, all having to do with reaching decision makers. First, I received a cold call that went like this: " Hi Mr. Kurlan, this is [name withheld] from [huge company name withheld]. We''re a company that.oh no - the script disappeared from my computer. I.I.can''t talk to you without following the script.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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We’re Smarter Than Our Buyers

No More Cold Calling

'The customer is NOT always right. Welcome to the age of the informed consumer, or the digital buyer … or “Buyer 2.0.”. Once upon a time, clients looked to salespeople for information. Now, with a quick Google search and a little time on our websites and social media, they can learn all about us. Buyer 2.0 is very good at homework. In fact, 86 percent of business buyers engage in research independent of the sales cycle.

Buyer 271
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14 Things Great Salespeople Always Do That Average Salespeople Only Think About

The Sales Hunter

'What separates great from average, and what do you need to do if you want to step up your sales game? Here is what I’ve found in having worked with thousands of salespeople over my 15 years of sales consulting — and before that, nearly 20 years of sales with 3 Fortune 500 companies: 1. Great salespeople set goals. But unlike average salespeople who also set goals, great salespeople are continually measuring their performance and looking for ways to achieve their goals. 2.

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How to Sell an Imperfect Product

The Sales Heretic

'Your product (or service) is great! Terrific! Fantastic! But it’s not perfect. Not by a long shot. It has flaws. Drawbacks. Downsides. And yet you have to sell it anyway. How? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eight-minute segment, I discuss the key to selling a product [.].

How To 291
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How To Become The Best Salesperson In Your Industry

MTD Sales Training

'We get hundreds of salespeople going through our sales courses each year. We often ask them, “What are your goals, hopes, dreams? What do you want to be?” Among the many answers we get, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Industry 309
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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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Exceeding Your Sales Expectations

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Many adhere to the saying that goes “perception is reality”, no arguing that, but for sales professionals the mantra needs to be “Expectations are reality”. Regular sales people let their perceptions dictate their reality, and are often limited by their own perceptions, those of their buyers’, and of course the perceptions they glean from the pundits’.

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Why CEOs/Presidents Tolerate Ineffective Sales Management

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan One of the comments on my article, The Validiation of the Sales Assessment Validation , mentioned the reluctance of CEOs and Presidents to redeploy or terminate ineffective sales managers. That topic deserves an article of its own, making 3 of my last 4 posts about ineffective sales managers. That will surely upset and perhaps eliminate a significant number of my regular readers.

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Don’t Have Time to Nurture Your Network?

No More Cold Calling

'Book four breakfasts and five lunches each week, and watch your sales soar. As a smart, strategic sales professional, you know full well the value of building and maintaining a strong network of clients and referral sources. But you simply don’t have time to meet with them in person, right? Wrong! There’s no doubt we’re all busy. Research from CSO Insights shows that while only 63 percent of sales reps made quota in 2012 , revenue targets are 16.4 percent higher this year.

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Five Sales Metrics You're Not Tracking

SBI Growth

'Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities.

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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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Your Passion Helps Decide Your Success

The Sales Hunter

'Are you passionate about sales? If you want to be successful, your customer needs to see, feel and hear your passion when it comes to assisting them. Passion is a word that gets bantered about a lot, and yet few people truly understand what it means to the selling relationship. I have yet to see a study that accurately shows how much passion can impact sales, but what I’ve found is salespeople who are passionate simply close more sales.

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The Importance Of Coaching In Sales Leadership Development

MTD Sales Training

'Training Alone Won’t Develop Sales Leaders UK companies spent a combined £13 billion on sales training last year. They made this investment with the hope that training would dramatically improve. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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For Sales Success – Aim Beyond

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. If you are a regular reader of this blog you know that I run, (sometime towards something, other times from something), different distances, but I do three or four half marathons, 21.1K, per year (it’s that last.1 that always gets me). This means a year round routine of training, spiking in the periods leading up to the halves.

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Validation of the Validation of the Sales Assessment

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Some companies need to validate our validation. Objective Management Group (OMG) uses Predictive Validity - the most time-consuming and expensive form of validation. Unlike simpler methods of validation, Predictive Validity requires that we prove a connection to on the job performance. The challenge is that our predictive validity is so good, some people just don''t believe it and they want to revalidate it themselves.

Hiring 260
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Mastering Intent Data: Understanding its Importance & Best Practices

Speaker: Joe Apfelbaum, CEO of Ajax Union

In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.

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Message to Management: It’s Never About Closing

No More Cold Calling

'Failure to close is just a symptom of a larger prospecting problem. You’d be surprised how often I hear, “My salespeople can’t close.”. It’s never about closing. Never. That’s just the symptom. The problem is that salespeople neglect to follow through with important activities during earlier stages of the sales process. Trying to teach reps how to close without addressing the broken links in your prospecting system will not yield sustainable results.

Closing 267
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5 Proven Steps to Sell Smarter

SBI Growth

'Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). At 8 hours per day, that’s 1,856 hours per year you can somehow monetize. A field Sales Rep should be spending around 64% of those available hours selling. What if you spent an hour or two more per week selling? You would close a few more deals per year. How do you achieve that?

Lead Rank 261
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Ten Novel Ways to Increase Your Sales

The Sales Heretic

'Could your sales use a boost right now? Looking for a new idea or two? How about ten! Listen to my appearance on the CONNECT! radio show with Deb Calvert. In this hour-long interview, I share ten strategies and tactics you can use to increase your sales. Whether you’re a salesperson, sales manager or business [.].

Strategy 257
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Finding Out Who The Decision-Maker Is

MTD Sales Training

'There’s one bug-bear that most salespeople tell us about when we run programmes for them. And it’s the lack of ability to get the decision-maker’s name when calling a company. Now, I totally. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Boost B2B Sales Productivity & ROI Growth with Automation

Business-to-Business (B2B) sales can be a complex and time-consuming process, involving a variety of tasks such as lead generation, qualification, and nurturing. However, by leveraging the power of Workflow & CRM automation System, companies can boost sales productivity and drive ROI growth. Automation allows companies to streamline their sales processes, reduce manual errors, and improve communication and collaboration among teams.

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Are you a Persuader or Mediator? – Sales eXchange 222

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I don’t see why anyone in sales should take offence to being called a persuader, it is after all our job, to persuade people that yes it is time to buy, and buy from us. I wear the label of persuader much more proudly than one of being a mediator, a label many in sales would rather wear. Based on a discussion I had recently with two experienced sales people who were trying to persuade me (sell me), on the fact that what they do is much more “medi

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Science and the Length of Your Sales Cycle

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan When Objective Management Group (OMG) evaluates a sales force, 1 of the 26 questions we answer for clients is, Can You Shorten Your Sales Cycle? ". We have some science behind that and as part of the analysis we conduct on a sales force we can determine whether they have the skills and sales DNA for that to become a reality.

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Is Your Sales Process Broken?

No More Cold Calling

'Successful salespeople don’t just happen. You already know that referrals are the most effective and powerful way to attract new customers. But referral selling doesn’t just happen. It’s an intentional, proactive sales strategy. A disciplined, measurable referral system delivers every time. But while referrals are our biggest competitive differentiator, most companies have only a hit-and-miss process for referral prospecting.