March, 2013

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3 leadership lessons from my Nana

Bernadette McClelland

'3 leadership lessons from my Nana. I have 45 first cousins on my Dad’s side of the family. My Dad is the middle child of 13 children. My nana was widowed when my Dad was only 7 (you can do the maths). Clearly she was a born leader. You can imagine 70 odd years ago the lack of resources this family would have had especially after my grandfather died without leaving a will, when hand me downs was the norm, barefoot was as common as daylight and sardines on toast or bread and dripping was a treat.

Fashion 358
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Stop Selling What People Don’t Care About

The Sales Heretic

I was meandering through a store recently when I came upon a display for a new electric toothbrush. The biggest, boldest words on the signage and the packaging were “New Quadpacer Mode!” I thought to myself, “Finally! I’ve been waiting my whole life for someone to make a toothbrush with Quadpacer Mode! I love Quadpacer [.].

Benefit 329
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Dude, You’re Gonna Need More Than 15 Minutes

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Sales people are constantly working at communicating value to their buyers, especially in the early stages of the cycle, lead gen to prospecting and engaging the buyer to where they could complete an effective Discovery process. After sellers have done all the work involved in getting to the point where they can engage with a buyer, I am always surprised at how easily they are willing to undermine it, and risk their opportunity by saying something

Lead Gen 310
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Get “Selling Fearlessly” – Get Inspired!

Steven Rosen

There are so many sales books written, which make it difficult to separate the engaging books from the dry academic ones. “ Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson” is an engaging book loaded with real-life selling stories. It. is written for all salespeople but specifically targets the one-call-close simple-sale salesperson.

Sage 302
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Sales & Marketing Alignment: How to Synergize for Success

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.

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15 Ways To Know When Your Prospect Is Ready To Buy- Video Blog

MTD Sales Training

Getting a prospect to agree to an order does not have to be tricky. If you listen to what the prospect is saying there should be no problem in getting them to close the order. The prospect will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

More Trending

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My Biggest Sales Mistake

No More Cold Calling

Marketing guru Graham McGregor shares his biggest sales blunder—not staying in touch with his referral network. I’ve made plenty of mistakes in my sales career. Have you? Graham McGregor, my colleague in New Zealand, is a master at staying in touch. A cool marketing guy and prolific writer, he regularly sends me short e-books. He even sends notes and booklets the old-fashioned way—in the mail.

Referrals 288
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How B2B Social Sellers Align With Their Buyers

SBI Growth

In B2B corporate environments, Social Selling gets a Sales Rep’s foot in the door. But the transition from a virtual conversation to a real opportunity is complex. During this transition, Reps are met with a wall of bureaucratic process and resistance. This article is for B2B Sales Reps who work in complex sales environments. I discuss how these Reps align themselves with the Buyer’s process to be successful.

Buyer 286
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Managers: It’s Easier Than You Think

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. When working with sales teams there are some specific things I look for to understand the makeup of the team and its members. These are things that indicate how open they are to learning, to change and to commit to the effort it takes to change THEIR reality. There generally different indicators based on their industry, tangible vs. none tangible, and the nature of the sale.

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High Performance Sales Organziations

Steven Rosen

For most B2B companies the largest promotional investment is the sales force, yet most companies fail to utilise this resource to its full potential. As corporations continue to struggle in these difficult economic times, sales executives will need to focus on reinforcing the foundation of their sales organizations in order to survive. What do we know?

Hiring 283
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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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Make Your Solution Essential Rather Than Desirable

MTD Sales Training

On our courses, we often ask sales people ‘what exactly do you sell?‘ After we’ve got through the list of products and services, they cotton on that people, their prospects, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Exact 296
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Great Salespeople Can See the Pixels - The Rest Watch the Movie

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Each morning my son and I build a story from the playlist we hear on the radio. Consider today's playlist from Sirius/XM's 70's station: Lucy in the Sky with Diamonds. I Wish. Skyhigh. Disco Lady. Diamond Girl. No Sugar Tonight. Could it be I'm Falling in Love. So the story goes that Lucy was up there in the sky with her diamonds and I just wish she hadn't been blown sky high because she's a Disco Lady who just loves those diamonds.

Proposal 278
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5 Questions Your Salespeople Should Never Ask a Prospect

Sales and Marketing Management

Issue Date: 2013-03-29. Author: Michael D. Krause. Teaser: A good lawyer knows the answers to every question before asking it. It may not be quite the same with salespeople, but there are some key questions to avoid. A good lawyer knows the answers to every question before asking it. It may not be quite the same with salespeople, but there are some key questions to avoid.

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Closing the Sale | The Definitive Answers You Won’t Like

Jeffrey Gitomer

Tweet RSS readers may click here for the video. The post Closing the Sale | The Definitive Answers You Won’t Like appeared first on Jeffrey Gitomer’s Sales Blog.

Closing 277
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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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Unlearn To Earn

The Pipeline

by Tibor Shanto – tibor.shanto@sellbetter.ca. There is an ongoing debate as to whether training, specifically sales training, is effective and whether it truly delivers results over the long run. As you would expect there usually10 more opinions than there are participants at any given time, and as it is with most things in sales there is no absolute or right answer.

Quota 288
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Sales Management TV Tip #1

Steven Rosen

Don’t Hire the Plug and Play. Welcome to Sales Management TV. My goal is to provide you with insights and pearls that you can easily use in your day to day work. I am Steven Rosen author of 52 Sales Management Tips and executive sales coach. This week’s tip is about hiring the right candidate. You have a vacant territory and you have narrowed your search down to two candidates.

Hiring 278
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Are You Ready To Sell To The Modern Day Buyer?

MTD Sales Training

The way that sales professionals sell has gone through massive changes over the last few decades and the sales process has gone from a one way “push the benefits” monologue on the behalf. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 293
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Are You Losing Sales in Five Time Zones?

The Sales Heretic

Recently, a friend of mine in Colorado posted a complaint on Facebook about a major retailer that was doing an online promotion. The promotion ended at midnight, but when she went to the web site to take advantage of it, shortly after 10 pm Mountain Time, she discovered that the retailer meant midnight Eastern Time. [.].

Retail 267
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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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This is How Sales Managers Should Coach Their Salespeople

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Speaking of Top Sales World, they just published a page showing all of the greats (I'm honored to be included) that have been inducted into their Sales & Marketing Hall of Fame in the past 3 years.

Coaching 264
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10 Causes of High Sales Rep Turnover - Which One Is Yours?

SBI Growth

Plagued by Sales Rep turnover? Is it high compared to your competitors? If this is a trend, do you know why? This post is to help discover the root cause of Sales Rep turnover. It is for HR Business Partners working with Sales Leaders. Included is a tool that helps pinpoint your root cause of turnover. $25 Million a year! Is this a problem to resolve?

Hiring 264
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Are You An Enabling Manager? – Sales eXchange 190

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Probably the most important role in a sales organizations ability to ensure successful and consistent execution of their sales process is the front line sales manager. They are the ones that distill the central message down to the local team. They are the ones who ensure that the discipline and the measures that are required to succeed are implemented, adhered to and improved, both in day to day interactions with their team members, and in their de

Coaching 282
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Keeping Good Salespeople is Harder Than Finding Them!

Jeffrey Gitomer

Tweet What are you doing to keep your salespeople? Here’s a list of 23.5 elements to build and grow a stellar sales team: 1. Structure a fair compensation package that is commission based The more they sell, the more they earn. People get into sales because it’s got the potential for great financial rewards. Create an attractive package. 2.

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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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5 Myths & Misconceptions Of Top-Quality Salespeople

MTD Sales Training

Our profession is full of myths and misconceptions. It has a plethora of ideas and techniques that have followed sales people down the ages, some of which have been built on shaky ground, others on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 286
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Seven Reasons People Should Buy More from You

The Sales Heretic

You made the sale! Congratulations! But are you leaving money on the table? Could the order be bigger? Very possibly. Because there are a number of good reasons why your customer should buy more from you than they had originally planned. Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this [.].

Strategy 267
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Optimism Is Required in Sales

Score More Sales

The first day of a new month in selling offers so much promise. For those on a calendar year, it is the beginning of the last month of the first quarter. Time to make things happen! You’ve dusted off the holidays and Winter doldrums and Spring is around the corner. Time to close some of that pipeline you have out there or crank up the efforts to further build your pipeline.

Consumer 255
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Why Did Your Top Sales Rep Just Quit?

SBI Growth

An event occurs: the top sales rep resigned. You get on the phone and try to ‘save’ him. Discussions around career, tenure, experience and longevity ensue. He tells you “he loves this place… will miss everyone… got a better opportunity.” You get your boss on the phone with him. You get the CEO on the phone with him. Nothing works: he leaves for greener grass.

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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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Why Are You Ignoring The Biggest Part of Your Target Market? – Sales eXchange 191

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. There seems to be wide agreement that at any given time, only a small percentage of your target market is Actively Looking for what your are selling, estimates seem to be about 15%. A similar percentage, fall into a group I call Passively Looking, leaving about 70% of the target group is removed from the market, not looking, or working hard to look the other way, the Status Quo.

Marketing 282
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Inc Magazine Misses on the 13 Traits of an Outstanding Salesperson

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I just read the 13 Traits of An Outstanding Salesperson , an article that appeared on Inc.com. As usual, I had several thoughts about this so, in no particular order. Note that it isn't " The " 13 traits; it's simply 13 traits, implying that there are others; It's also not "The Top 13" traits; These are not in any way, shape or form, expert opinions; Charisma ?

Hiring 253
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How Do You Know You’re On The Right Track?

MTD Sales Training

Sales is an unpredictable profession at the best of times. You may be up one moment and down the next. And a lot of the unpredictability comes from the ‘not knowing’, the lack of clarity. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].