June, 2015

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5 Ridiculously Simple Ways To Shift Your Results For Good

Bernadette McClelland

5 Ridiculously Simple Ways To Shift Your Results For Good omething I see in many of my clients is the deep desire and even commitment to achieve their outcome and their results and for that I love them for […]. The post 5 Ridiculously Simple Ways To Shift Your Results For Good appeared first on Bernadette McClelland.

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It’s a Tech Tsunami

Sales and Marketing Management

Issue Date: 2015-07-01. Author: Paul Nolan. Teaser: Technology is top of mind for sales managers across all industries, and for good reason. Our annual look at the "Tech Effect" on sales and marketing reveals the importance of staying current with today's top tools. Technology is top of mind for sales managers across all industries, and for good reason.

Industry 120
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Nine Reasons Salespeople Discount When They Shouldn’t

The Sales Heretic

One of the most frequent complaints I hear from sales directors, VPs, and CEOs is that their sales team—whether it’s internal or their distribution channel—discounts too much and too often. While it’s maddening, it’s also excruciatingly common. Here’s what drives that behavior: 1. Fear of losing the sale Every salesperson fears losing the sale. So [.].

Discount 241
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The Sales System That GUARANTEES Quality Customer Responses

MTD Sales Training

We’ve always been told that questions are the holy grail of the salesperson’s quest to achieve results, as they uncover valuable nuggets of information that may be hidden in a customer’s mental. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Guarantee 216
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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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[Message to Management]: Read This Before You Fire Your Sales Executive

No More Cold Calling

Are sales leaders getting the pink slip before they have time to prove their worth? “My CEO just fired his VP of sales in Europe.” “Jim left because our company grew beyond his capabilities.” (Translation: He was fired.) We hear these types of comments all the time, usually followed by, “It’s tough to find a sales leader with the experience we need.” No wonder the average tenure of a sales executive is 18 months!

Hiring 223

More Trending

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Is Your Pipeline Constrained or Constipated? – Sales eXecution 302

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people have an interesting relationship with their pipelines, definitely emotional, sometime rational, and often, regardless of how they protest, predictable. The key is that how they manage their pipeline very much reflects how well they execute their sale, and how successful they may be. First let’s look at the notion of pipeline and how it unfolds in sales.

Pipeline 240
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Increasing Customer Loyalty in the 'Age of Experience'

Sales and Marketing Management

Issue Date: 2015-07-01. Author: Sean Erickson, EVP, Chief Marketing & Infrastructure Officer, Sitel. Teaser: With prices commoditized in many industries, today’s battleground is centered squarely on customer experiences. Customer experiences can be improved through a number of methods. The Age of Experience report from Sitel provides insight into four key areas: technology and innovation, customer service operations, employee management and global sourcing.

Loyalty 228
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5 Steps For Hiring Better Sales People

Anthony Cole Training

For additional information, please go to hirebettersalespeople.com. Sign up for our next workshop in the Extraordinary Sales Manager Series – Hire Better Sales People. Get a free pre-hire sales candidate assessment.

Hiring 158
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6 Actions You MUST Take After Your Sales Presentations

MTD Sales Training

I remember meeting a salesperson in my office who presented me with a product that would hopefully deal with some challenges we were having at the time. The product was quicker, more efficient and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 208
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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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How to Get More Referrals Now

No More Cold Calling

Are out-of-date prospecting systems holding you back? “I’ve been hearing wonderful things about you.” Don’t you love hearing that? Now imagine a sales world where you only meet with clients who want to meet with you —a world where you never have to cold call, send prospecting letters, pester strangers on social media, or entice clients with special offers.

Referrals 238
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12 Proven Sales Hacks to Increase Sales

Understanding the Sales Force

It seems that these days, things are changing faster than we can recognize. Cosby is finally out of the news, but the Marathon Bomber is back in. The terrible winter weather is in our rear view mirror but now we are dealing with droughts and tornadoes! And in our world, Sales 2.0, a term we haven't heard in a while, is making the rounds again. In today's article, we'll talk about the sales improvements that readers are most interested in.

Sales 207
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Changing the Odds In Your Prospecting

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . How much of a premium would you pay to bet on a sporting event where the odds favoured your team over the other by 6000 to 100? A no-brainer right, in fact too good to be real, right? Let’s look at it a bit differently, how would you like to be up against a professional opponent favoured by similar odds, an opponent who practices every day, honing their skills and techniques, improving their game day in and day out, while you only occasionally d

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Ten-Hut!

Sales and Marketing Management

Issue Date: 2015-07-01. Author: Paul Nolan. Teaser: Ben Parr, venture capitalist , startup coach, former coeditor of Mashable , author and public speaker, lives at the intersection of technology and entrepreneurship. In his new book, “Captivology,” Parr identifies seven “captivation triggers” that he says are the essential tools for capturing attention for your ideas and products.

Coaching 120
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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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19 Ways to Be of Value to Your Buyers

The Sales Heretic

Value is crucial to sales success, and not just in the obvious way. Sure you need a strong value proposition to justify your price and distinguish you from the competition. But it’s also important to deliver value both before and after the sale. Because delivering value to your buyer builds rapport, improves confidence, creates appreciation, [.].

Buyer 238
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How These 3 Small LinkedIn Tweaks Will Increase Your Sales

MTD Sales Training

For many salespeople, LinkedIn is a bit of an anomaly; they know that many people can be found on it (over 351 million people, at the time of writing), but they don’t have the time or knowledge to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

LinkedIn 193
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Want a 74% Chance of Winning a Sale?

No More Cold Calling

Before you can change the status quo, you must understand it. I don’t want clients to just buy from me, and I don’t think you do either. Heresy? Nope. Just good business. In B2B sales, customers buy more than just our products and services. They buy our ideas—our visions for scaling their businesses and improving their bottom lines. In fact, according to Forrester Research , “The first seller to set a vision of what’s possible has a 74 percent chance of winning the deal.

Scale 242
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Apply Jack Reacher to a Modern Sales Approach

Understanding the Sales Force

I'm a big fan of the Jack Reacher thrillers and movies. Perhaps you've seen one of them. While reading Lee Child's newest Reacher book, "Personal", I saw a huge connection between how the Jack Reacher character survives and succeeds on all of his highs: high-risk, high-stakes, high anxiety missions; and how a successful salesperson survives and succeeds in the sales equivalent of a Jack Reacher story.

Sales 200
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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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Make a Difference – Donate $100

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you follow me, you likely have come across Kelley Robertson , avid blogger, sales trainer, father and husband. Kelley like many of us deals with day to day challenges, and then helps others to succeed in overcoming theirs. Well now Kelley is facing a real tough challenge, one he needs help in overcoming.

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How to Realize Greater ROI from the Millennials on your Team

Sales and Marketing Management

Issue Date: 2015-06-29. Author: Dustin Grosse, COO of ClearSlide. Teaser: Millennials are more diverse, more tech savvy and extremely socially connected, and are already disrupting the way we buy and sell. Sales professionals, sales managers and marketers must keep pace with the changing sales environment by tapping the true ROI of their millennial sales team.

ROI 245
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Leadership Development in the New Millennium

Steven Rosen

Leading edge sales organizations understand the value of investing and developing their front line sales managers. They believe that strong sales managers are the key to driving sales rep performance. The 2015 STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. We wanted to better understand what skills were important and the level of support companies were providing their sales managers in terms of skill development.

Survey 235
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Watch This Short Video To Fire You Up For EVERY Sales Meeting

MTD Sales Training

I’ll admit it. I’m a sucker for motivation. Whatever I can get to drive me forward and help me achieve my goals is like gold dust, as it overcomes all the negativity that we often experience. Sometimes, we come across a piece of literature or a video or CD that stops us in our tracks and helps us achieve. I came across this video and just had to share it with you.

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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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[Message to Management]: What Is Your Sales Team Doing RIGHT?

No More Cold Calling

Sales coaching expert Keith Rosen explains why managers should coach to win. Your manager compliments you on a sales call or for nailing a big contract. You want to bask in your glory for a few moments, but you know the next sentence out of your manager’s mouth will start with but —as in, “But why didn’t you do X?” or “But next time, be sure to do Y.

Lead Rank 228
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What You Get When You Accelerate Sucky Sales

Understanding the Sales Force

Celebrating Fathers Day, we went to a restaurant of my choosing - an upscale Burger place - and it took nearly an hour for the food to come. I asked, "Is it normal for the food to take this long?" I was told, "No, usually it only takes 35 minutes" - for burgers! Granted, they were special, great tasting, artisan burgers, but they were burgers! If this was a romantic dinner for my wife and I, then who cares how long the meal takes?

Scale 191
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Where Have All The Sellers Gone? – Sales eXecution 301

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Over the last few years there have been numerous articles and commentaries suggesting that the sales population will dramatically dwindle over the next few years. I don’t think there will be less real sellers than now, but the roles will be more clearly and accurately defined. The reality is that many of those calling themselves sales people, or were hired to fill a role with a job description of sales person are not sales people at all.

Hiring 238
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Customer Identity Management as a Revenue Driver for CMOs

Sales and Marketing Management

Issue Date: 2015-06-26. Author: Daniel Raskin, Vice President of Strategy, ForgeRock. Teaser: Rather than using broad-swath marketing to hit as many people as possible, CMOs today are tasked with cultivating unique relationships with each individual customer. They need to think beyond bringing in sales leads and start thinking about how to close the deal.

Customer 224
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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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10 Rules for Using Social Media to Prospect

The Sales Hunter

1. Don’t think social media is going to replace traditional prospecting methods. View social media as another tool to help you prospect. Most of all, never allow yourself to take the quality time you devote to prospecting and spend it doing social media. Biggest mistake you can make is thinking all you need to do […].

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5 Mistakes Salespeople Make That Attract Customer Objections

MTD Sales Training

It’s not easy being in sales these days. All the pressures of hitting targets, completing your sales plans , competitive activity…it can sometimes feel as if it’s all too much. Many salespeople heap more pressure on themselves by making mistakes that actually attract objections from prospects and customers. The prospect may really want the product or service you can provide… then you make an error that immediately causes them to stop and wonder if you are the right provider.

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Status quo, you know, is Latin for 'the mess we're in.'

Pointclear

This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem. Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about.