October, 2012

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What do you Know about your Prospect?

Sales 2.0

Here’s another case where sales people need to take a concept further than their marketing colleagues (last time as we going on about using Sales 2.0 tools in general). This post is about knowing about your prospect. Marketing types have actually formalized a methodology around knowing your prospect and call it “persona marketing”. This methodology stemmed from thinking about how to develop websites.

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How do salespeople REALLY scare their prospects?

Bernadette McClelland

'How do salespeople REALLY scare their prospects? A salespersons’ biggest competitor today is not the business down the road or the salesperson sitting in his Porsche around the corner – it is a little word called ‘MAYBE’ The status quo is what most salespeople today are grappling with and that means change, on so many levels.

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Are Your Sales Goals Too High?

MTD Sales Training

Setting good sales goals and performance targets is a crucial step in sales success. We all know that setting goals too low can cause some serious problems. However, setting your sales targets too. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Forget The Revenue

The Pipeline

By the time you know if you had made your quarter or year, it is too late. If you made it great, if you didn’t, too bad, it’s too late to do anything about it. So to succeed in sales, forget the revenue, it is a lagging indicator, focus on what really matters, the activities and elements that lead to a sale, the leading indicators. What’s in Your Pipeline?

Revenue 314
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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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Want more sales?

Steven Rosen

My new book helps sales managers unlock hidden sales potential! When a company hits a sales slump, most look at the sales staff — but that’s a mistake, in my new book 52 Sales Management Tips: The Sales Manager’s Success Guide ( Amazon ; Kindle $8.99) I share insights for sales managers to help them achieve better results and retain top sales talent. 52 Sales Management Tips is an easy to read book offers common-sense tips and advice to help anyone, from the owner of a small business to th

Pivotal 291

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Social Selling – This Could Take a While

Sales 2.0

A few things happened to me this week that remind me how long It can take for new sales techniques to be adopted – and become a habit with sales people. I was discussing a situation with one of my sales consultant friends where they are seeing a sales force where solution selling is still only a skill of the minority. This sales force is largely made up of “product presenters” that don’t ask about the prospect’s business.

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Seven Sales Lessons from the World Series

The Sales Heretic

As a life-long San Francisco Giants fan (having grown up in the Bay Area), I was thrilled by the team’s dramatic victory over the Detroit Tigers in the 2012 World Series. After being down two games to none against Cincinnati in the Division Series and then down three games to one against St. Louis in [.].

Sales 274
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The Amount Of Closed Sales Does Not Indicate Performance

MTD Sales Training

Question 1: A sales person closed 25 sales for the month when the average is only 20 sales per month. Did that sales person have a good month? Question 2: One sales person closed 20 contracts for the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Closing 317
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Price – A Hard Habit To Kick – Sales eXchange 171

The Pipeline

A couple of weeks ago I lost an opportunity I feel I should have won, and as you have read here in the past, you need to invest the time to understand why deals turn out the way they do. To do that I asked a couple of people I know, also involved in sales training to sit down to conduct the review, in essence to play the role of the manager, and keep me honest.

Discount 303
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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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Which Sales Rep do you Hire?

Steven Rosen

In Jim Collins book “Good to Great” he finds that the best companies have the right people in the right seats. Hiring is one of the most important activities that a sales manager conducts. If they make the right decision they will improve the performance of the territory and elevate the performance of the entire team. Concerns associated with lost sales in a vacant territories puts a lot of pressure on the sales manager to quickly fill the vacancy.

Hiring 288
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Do CEOs Need ‘Doers’ or ‘Strategists’ Leading Marketing?

SBI Growth

“Executives owe it to the organization and to their fellow workers not to tolerate nonperforming individuals in important jobs.” – Peter Drucker. If you run a $5B company, you need a strategic presence in your marketing organization. However, if you think you need a highly experienced marketing strategist to take your company from $50M to $100M, think again.

Lead Rank 275
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6 Reasons Why Selling on Price Does Not Work

The Sales Hunter

For some reason salespeople always think if they can just lower their price, they can increase their number of sales. In theory it sounds great. Sure seems like a basic economic equation. The problem is that in the vast majority of situations, it simply does not work. Here are 6 reasons why: 1. Somebody will come along and offer what you’re offering for a slightly lower price than your price.

Discount 276
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Sales Assessment Findings and Cultural Differences

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I was in Istanbul this week, speaking to nearly 250 sales and business leaders. I learned that Turkey didn't participate in the global economic crisis as they're simply growing all the time. My audience wondered how cultural differences affect our assessment findings and seemed quite satisfied with the explanation.

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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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Cold Calling When You Don’t Know Who To Call

MTD Sales Training

Cold calling is difficult enough, but when you do not have any information, when you do not know the name of the decision maker (DM), it is even harder. Below is one way to make your job a little. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Old Fashioned Sales Tactics that Your Small Business Can Utilize

The Pipeline

Guest Post – Megan Totka. Most businesses, whether they are small, large, brand new or established, are turning to more high tech sales tactics to gain and retain customers. This of course is an important part of marketing and sales. High tech sales tactics have become important over the past couple of years because so many people have moved such basic parts of their consumer life online.

Fashion 293
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Sales Management Tips: How to Succeed in Business in 52 Steps

Steven Rosen

The road to success for a sales manager is paved with potholes. You may be in a new senior role or have just become a new sales manager. In a fantasy world, we are all set up, trained, supported and developed. In the real world, we are rarely ready or prepared to walk into our next position. What can you do to ensure you are successful in any role? How do you become the “go to person?

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Two Critical Steps for Creating a Strategic Sales Presentation

Sales and Marketing Management

Issue Date: 2012-10-25. Author: Jack Malcolm. Teaser: A clear message and structure make your strategic sales presentation more persuasive. Here are important steps to accomplishing that. A clear message and structure make your strategic sales presentation more persuasive. Here are important steps to accomplishing that.

Sales 256
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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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Is Your Lead Generation Efforts Keeping Pace with the New LinkedIn?

SBI Growth

Over the last few months, marketers have witnessed one of the biggest changes to LinkedIn’s professional social network since its inception. The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. LinkedIn currently at 175 million members continues to grow by 170,000 profiles a day.

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Leadership Affirmations

Jeffrey Gitomer

Tweet. The following affirmations should be read at least once a month. Post them on a wall in plain sight. Use them as desktop wallpaper on your computer. And record them in your own voice to playback often on your iPod or MP3 player. I am a leader. I’m not afraid to decide. When anything goes wrong, I face reality, and decide what’s best for everyone, not just myself.

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3 Important Tips For The New Sales Person

MTD Sales Training

Congratulations! The company has finally hired you, and after a long training session you are ready to go out there and make your mark. However, you have some interesting challenges. First, being so. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Hiring 308
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Make It A Habit Not a Task

The Pipeline

You know how they say beauty is in the eye of the beholder; we can take a variation of that and apply to prospecting and many sales reps. Beyond the obvious, that attitude has a direct impact on execution and success, how you view a specific sales activity determines the outcome and quality of execution. Many sales people see prospecting, especially telephone prospecting, as an undesirable task, a dreaded chore, and approach it in that way, making it a negative activity long before they even be

Energy 282
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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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Sales are down… What is the boss going to say? Nothing!

Steven Rosen

Sales managers have no shortage of challenges. I always hated having to explain why sales are down. I can remember numerous times I faced challenges when sales were off. One year in February sales we were already behind budget. I knew I had to do something. So I quickly thought up a 3 point plan and marched down to my boss’s office. I stated that I was concerned about sales and I decide that I was going to do the following: Cancel all training for the next 3 months.

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Radio Silence Doesn’t Always Mean the Death of the Deal

No More Cold Calling

Get back on track: With a referral introduction, your prospect wants to do business with you. Radio silence: You know, when your prospects don’t return your calls or emails. You’ve had several conversations, forged a solid relationship, identified next steps, and even scheduled a specific time to talk. Then nothing…. All Is Not Lost. We’re salespeople.

Referrals 247
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The Four Key Elements to Successful Lead Generation

SBI Growth

This post is for the marketing leader trying to bootstrap their department. Your CEO wants one thing from you: leads that result in more business. Your sales team wants one thing from you: leads that are ready to buy. To satisfy both you need to produce not just more leads, but quality leads. To generate quality leads, focus on these four essential elements: Process, Technology, People and Content.

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Caliper versus OMG - Which Sales Candidate Assessment Wins?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. Yesterday I received two assessments for the same candidate; one from Objective Management Group (OMG) and one from Caliper. Not being one to ever pass up opportunities like this I, conducted the following comparison. First, it's important to know that OMG's assessment is sales specific - built for sales.

Lead Rank 238
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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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The Prospect Shows Up 45 Minutes Late For The Appointment; Now What?

MTD Sales Training

You’ve set the appointment a week ago and confirmed it just the day before. It is rock solid. However, although you arrive for your 10:00 a.m. meeting a proper 15 minutes early, you find yourself. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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52 Sales Management Tips

The Pipeline

The Sales Manager’s Success Guide. Even though I was a sales manager long before I had the opportunity to get involved in training, it was my work with trainers that help me appreciate not only the real challenges sales managers face, but their importance to a successful sales team executing their sales winning consistently. My learning came with many scars, I rolled out a global training program for my company, only to discover that the uptake was spotty, a little here, less selective there, an

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Sales Management Tips: The Pen is Mightier than the Sword

Steven Rosen

Coaching is the most important skill to effectively develop top sales performers. What I have found is that many sales managers have never learned how to be effective coaches. There is little or no training on coaching and senior sales leaders fail to role model and reinforce effective coaching. How many times do you have an agreement in a business review to do a specific activity and realise that a few months later that it didn’t happen?