February, 2015

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Competitive Edge Series: Winning It and Losing It

Bernadette McClelland

'Competitive Edge Series: Winning It and Losing It Most of us at some stage in our lives have had a wake-up call. Whether it be a health scare, a financial crisis or the death of someone we loved, and whilst, […]. The post Competitive Edge Series: Winning It and Losing It appeared first on Bernadette McClelland.

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Incenting the Reseller of the Future

Sales and Marketing Management

'Issue Date: 2015-02-27. Author: Dan Hawtof, Vice President of Business Solutions, Global Channel, Blackhawk Engagement Solutions. Teaser: As systems and networks become more complex, customers don’t just need a salesperson, they need a consultant — and are more than willing to pay a fee for this expertise. Therefore, some resellers are starting to be paid by the customer, not the vendor.

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Can You Double Your Sales With A Sat Nav?

MTD Sales Training

'It’s my lifeline, my saviour, my instant access to finding new destinations. Yet, since I started using satellite navigation systems, I have been lulled into a false sense of security, allowing it to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

System 211
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[Missed Connections] February Referral Selling Insights

No More Cold Calling

'Things you need to know—but might have missed—from No More Cold Calling this month. With Black History Month coming to an end and Women’s History Month starting in just a few days, diversity is on the minds of many business leaders right now. But it should be a year-round priority for sales executives who want to build winning teams. Successful sales organizations in the 21st century will facilitate teams that leverage the strengths of men and women, young people and seasoned pros, along with p

Referrals 216
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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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March Madness: 5 Small Business Lessons to Take Away

The Pipeline

'The Pipeline Guest Post - Megan Totka. There are not many events that compare with the excitement that is the NCAA College Basketball Tournament. The Super Bowl, Kentucky Derby and World Series are all great spectacles. However, something about March Madness draws in a wider audience and sparks excitement of people of all ages around the country- 181 million viewers tune in throughout the NCAA tournament each year to cheer on their favorite teams.

More Trending

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Verne Harnish's Rant and 3 Sales Leadership Issues

Understanding the Sales Force

'The one newsletter that I never fail to read each week, rain, 7 feet of snow, sub-zero temperatures, or shine, is Verne Harnish''s Weekly Insights ( subscribe here ). If you are not familiar with Verne (The Growth Guy), he wrote Mastering the Rockefeller Habits and his latest book, Scaling Up : How a Few Companies Make it and the Rest Don''t , is another must read best seller.

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Sales and Marketing Export Compliance Risks

Sales and Marketing Management

'Issue Date: 2015-02-25. Author: Eric J. Rudolph. Teaser: Understanding U.S. export control rules is critical to avoiding violations and undue delays to business activities. Understanding U.S. export control rules is critical to avoiding violations and undue delays to business activities.

Marketing 152
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The 7 Habits Of Highly Ineffective Salespeople

MTD Sales Training

'Our brains are wonderful things, in that it always tries to find the best for us. We can justify every and any action we take simply by identifying some kind of gain for us or achievement we attain. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 225
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I Just Deleted You

No More Cold Calling

'Here are three ways NOT to get deleted on LinkedIn. After being on the road for a few days, I’d gotten a little behind on responding to LinkedIn invitations. When I logged on, there were 32 requests to connect. I deleted 14 of them. Of those 14, all but one sent the standard invitation supplied by LinkedIn. I had no idea who these people were or why they wanted to connect with me.

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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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Who is Your Sales Competition?

Anthony Cole Training

'A Guest Blog By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group. Hello, this is Mark Trinkle with Anthony Cole Training Group and I want to ask you one simple question. Who is your competition? That is a question that we ask our clients from time to time and the answer usually comes back in one of two ways: The name of another firm that competes in the same space and/or the same geography.

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3 Reasons You’ll Fail At Cold Calling – Sales eXecution 286

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . I know, they told you cold calling is dead, but it’s not dead, it just smells funny, and those that tell you this, probably confuse Shinola with other matter. You Don’t Know Your Own Metrics – Many in sales fail to own and be accountable for specific aspects of their success, in the case of cold calling, it is their specific metrics.

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What to Do About the Short Supply of Sales Candidates

Understanding the Sales Force

'Image Copyright: 123RF Stock Photo. I don''t know if this is an issue where you live, but lately where we live, grocery stores no longer sell yellow bananas! Their entire stock is green and those taste quite bitter. Is it the weather? Supply and demand? A new strategy? Do the stores pay less when they''re green? If you''ve been hiring, you may have noticed the exact same thing with salespeople!

Hiring 233
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The Paradox of Success

Sales and Marketing Management

'Issue Date: 2015-02-20. Author: Jason Forrest. Teaser: Hey sales managers, what your boss, peers and team members expect you to do is exactly the opposite of what you need to do to be truly successful in your role. Hey sales managers, what your boss, peers and team members expect you to do is exactly the opposite of what you need to do to be truly successful in your role.

Exact 171
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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The One & Only Reason Buyers Buy

MTD Sales Training

'Is there just one reason? Can we actually narrow down the whole sales process to just one step? Naturally, there are a myriad of stages that people go through before they make the decision to go with. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 219
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What Ever Happened to the Can with the String?

No More Cold Calling

'This childhood game taught us an important lesson: You can’t listen and talk at the same time. Remember the tin-can phones we made as children? We had lots of fun constructing them with our friends, and then seeing how far apart we could get and still hear each other. Just in case you never did anything this low-tech, the premise is simple: You connect two cans with a long piece of string, stand far enough away from your partner to pull the string taut, and then take turns talking into the cans

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Seven Toxic Sales Thoughts

The Sales Heretic

'Our thoughts determine our actions and our actions determine our results. If your results are not what you’d like them to be, odds are the root cause is one or more negative thoughts you’re harboring despite the fact they’re holding you back. In my work training and coaching salespeople, professionals and business owners, I’ve noticed [.].

Discount 245
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Neither Either

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . While all for having a sales process or road map, there is plenty of room for choice, and there are some elements of sales success that are achievable via many paths. You have choice within a defined structure, the result is pretty much the same regardless how of the path taken. As a seller, your success will not be adversely impacted by the choice.

Call-back 240
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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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How Dramatically Has Selling Changed?

Understanding the Sales Force

'Image Copyright: 123RF Stock Photo. Yesterday, I was listening to a radio promotion when they said, "Take a selfie with a standie and then, using your smartphone or tablet, upload it to Facebook, or tweet your image using hashtag [something I can''t remember].". Now, pretend it''s 1995, and reread the quotation. Twenty years ago, would you have recognized any of the words other than "take", "and", "then", "using", "your", "or" and "to?

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The New Art of the Deal

Sales and Marketing Management

'Issue Date: 2015-02-16. Author: Herb Mitschele. Teaser: The shift to mobile sales tools isn’t a fad. Closing deals today requires technology that is nimble, responsive and relevant, with real-time analytics and personalization. The shift to mobile sales tools isn’t a fad. Closing deals today requires technology that is nimble, responsive and relevant, with real-time analytics and personalization.

Analytics 237
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The #1 Reason Why Sales People Underperform - Taking Responsibility

Anthony Cole Training

'Without a doubt, Sales and Sales Management is an art and a science. On January 13 th , I posted the first article in the Series: Why Isn’t Your Sale Team Selling As Expected? In the 7 posts for the series, I’ve covered the following: The Pareto Principle & Perry Marshal l – 80% (approximately) of your sales results come from JUST 20% of the team.

eBook 188
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Why Business Should Be Booming for Boomers

No More Cold Calling

'Age and experience give entrepreneurs and salespeople a competitive edge. If you remember the year 2000 (Y2K) and the fear that the Internet would crash—and take the global economy with it—then you will probably recall this: The people who were recruited to ensure we didn’t have a technology apocalypse were the recently retired, older techies who knew COBOL.

Hiring 236
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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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Learn How to Improve Sales Performance

Steven Rosen

'Announcing The Inaugural Toronto Sales Performance Summit. Sales executives – have you attended conferences where there was a lot of hype but no substance? Most sales conferences are fun but light on ideas that can impact the performance of your organization. I have experienced this many times. Two of my fellow Toronto sales experts, guru and thought leaders have felt the same way.

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2 Reason To Always Leave Voice Mail – and Get Called Back – Sales eXecution 285

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Given that we are sitting in sub-zero temps in the north east, -25 C in Toronto, any call you’re going to make today is going to be a cold call. But if you’re a complete B2B sales professional, you’re probably making cold calls even if it is nice warm and sunny, cause that’s what pros do, not like those cheap plastic replicas that are afraid of picking up the phone and talking to a buyer.

Call-back 237
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Bad Guys - How We Lost This Deal

Understanding the Sales Force

'Copyright: 123RF Stock Photo. Lost deals, as well as sales calls and sales meetings that go south, make up a huge portion of our coaching calls with clients and their salespeople. After all, everyone can learn a lot more from what went wrong than they can from what went right. We also coach clients and their salespeople on how to win the deals that are currently in the later stages of their pipelines.

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A Forward-Thinking Customer Conversation Can Focus on the Past

Sales and Marketing Management

'Issue Date: 2015-02-13. Author: Charles Brennan Jr. Teaser: Conversations with prospects are intended for future sales, but there is value in getting them to focus on the past. Conversations with prospects are intended for future sales, but there is value in getting them to focus on the past.

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Guide to Using Buyer Need Data

This guide explains how to use Buyer Need Data to identify prospects who could use your solution *before* they demonstrate intent.

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ABC? No, Never Be Closing!

MTD Sales Training

'I’m an avid reader of good quality books on many subjects, and one that my team put my way last week has intrigued and interested me. “Never Be Closing” by Tim Dunne and Tim Hurson is an inventive. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Closing 201
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10 Ways to Edge Out Your Competitors in 2015

No More Cold Calling

'LiveHive and Top Sales World share insights and best practices from 10 sales thought leaders. We now operate in parallel universes—the one in which we live and breathe every day, and the virtual world online. There’s so much information to aggregate, assimilate, and contextualize in order to be relevant to our prospects and clients. Between mobile, social, and big data, the sheer volume of information we handle on a daily basis is more than human beings had to manage even a few years ago.

Hiring 237
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How To Love Your Sales Role

Score More Sales

'When you love being a sales rep, or a business development rep, or a regional account rep, or a national account rep, you know it. This Valentine’s Day week let’s talk about loving your career and why it is so important to you and others around you. First of all, you know that sales is admirable and regardless of the noise about how you should stop selling and start helping, or stop selling and start serving – you have been helping and serving for years.

How To 206