Steven Rosen
AUGUST 31, 2015
I love sales managers. They are great people who are dedicated to helping salespeople succeed and drive sales performance/sales in organizations. One thing that drives me crazy is when I work with a sales managers who are reluctant to fire reps who are not performing and will never be good at sales because they a good at admin and responsive to their manager.
The Pipeline
AUGUST 31, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . They always say it is good to borrow perspectives from different fields as a means of perhaps learning something unanticipated about your day-to-day work. With that in mind, I’d like to use a perspective I learned some time back from someone in finance. This individual had an interesting view of financial statements: “Financial statements are like bikinis, what they reveal is interesting, but what hide or don’t show is even mor
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Sales and Marketing Management
AUGUST 30, 2015
Issue Date: 2015-08-31. Author: Jesse Kurth, Director of Client Success, TinderBox. Teaser: The sales proposal is one of the most underappreciated assets in the sales process, yet it has more influence over closing a deal than all other sales materials combined. A neglected proposal is like a dull blade – entirely ineffective, but when “sharpened,” a proposal can cut through the competitive noise and distinguish your offer from others.
Mr. Inside Sales
AUGUST 28, 2015
Let me give you a quick, easy to use, technique that will make your closes shorter and more effective. The technique is to confirm your answers to any buying question – or any objection – that you get. The importance of this came up for me while I was listening to a series of phone calls during which a sales rep was conducting a demo of a product. When the prospect asked the price, the rep gave it to him, but then he just kept talking to justify it!
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No More Cold Calling
AUGUST 27, 2015
Here’s what you might have missed from No More Cold Calling this month. Oh, how I love summer! I usually wish it could go on forever and I’m always sad to see it go. But this year I can’t wait for September, when I’ll have the opportunity to attend and speak at Dreamforce ‘15. Dreamforce—Salesforce’s biggest event of the year—is always an amazing place to learn, meet prospects and clients, and get energized for Q4.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Steven Rosen
AUGUST 26, 2015
Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your sales people get better at what they do. Below you will find 10 Sales Coaching Quotes that I find insightful and inspirational. Many come from sports coaches who understand the power of great coaching.
The Pipeline
AUGUST 27, 2015
The Pipeline Guest Post – Megan Totka. Whether you are an entrepreneur in the midst of launching your business, or a successful business owner who wants to continue to prosper, there are always strategies you can implement to maximize your success rate. Keep in mind, sometimes it is critical for both startups and mature businesses to say no – and doing so doesn’t mean your business won’t be successful.
Sales and Marketing Management
AUGUST 27, 2015
Issue Date: 2015-08-28. Author: Michael Hoffman. Teaser: The greatest value of tracking sales velocity is the focus on “length of sales cycle.” While most sales organizations understand the need for leads, higher deal values and better conversion rates, too many ignore the disproportionately high value of shortening the time between the sales pitch and buy order.
Mr. Inside Sales
AUGUST 24, 2015
One of my readers sent me two objections he’s struggling with and they are: “We need to do some research first,” and “I don’t make a decision on the day,” or the variation: “Do you expect me to make a decision, like, now?” Two interesting objections and two that are easy to handle – if you are prepared for them in advance with good scripts. Let’s start with the second objection of “Do you expect me to make a decision, like, now?
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No More Cold Calling
AUGUST 25, 2015
Just because clients are willing to refer you doesn’t mean they will. “Turn 70 percent of your prospects into customers.” That statement got my attention—not just because it sounded too easy, but because I wasn’t sure where the data came from or how accurate it was. Sure, referral leads are top-notch, but they don’t just appear.
Understanding the Sales Force
AUGUST 18, 2015
Sales Process isn't even the only thing that inbound marketers say is dead. They'll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. They are basically ready to proclaim that anything selling related, that they don't really understand or find it necessary to do, is not needed and dead.
Anthony Cole Training
AUGUST 17, 2015
I have 30 years tenure with my wife, Linda. “Tenure” may not be the right way to put it, so I’ll say it the way I do when we celebrate our wedding anniversary – 30 years of “marital (I pronounce it myrtle) bliss”. And the future is looking really good for me - based on how Linda makes decisions about when to keep things and when to discard them.
The Pipeline
AUGUST 24, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . I was watching a pundit wax poetic about how to qualify prospects on an initial prospecting call. I give him credit for acknowledging that the phone and cold calling is still a viable means of reaching real buyers, but I had issues with some other points he was trying to make, namely, qualifying for budget.
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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
Sales and Marketing Management
AUGUST 23, 2015
Issue Date: 2015-08-24. Author: John McGee, CEO of OptifiNow. Teaser: No matter if your business has traveling sales teams or not, there are aspects of that type of sales relationship that should still exist in every business transaction today. No matter if your business has traveling sales teams or not, there are aspects of that type of sales relationship that should still exist in every business transaction today.
Mr. Inside Sales
AUGUST 13, 2015
I often get asked the question of how to handle the objection: “My supplier is my friend/brother/long term relationship, etc.” While this is, at first glance, a seeming difficult objection to overcome – and sometimes, if it’s true, won’t be overcome right away – there are ways to position yourself to earn some of the business either right away, or to be the preferred vendor they reach out to if they need to consider making a change.
No More Cold Calling
AUGUST 20, 2015
Think your team has a “closing” problem? Think again. How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never the real problem. Never. That’s just the symptom. The problem is that sales reps neglect important activities during early stages of the sales process.
Understanding the Sales Force
AUGUST 14, 2015
Today I received this email from an OMG (Objective Management Group) Partner after he asked me to run an analysis on a company's top and bottom performers. He wrote, "After all these years this is still amazing to me. Thanks Dave, my conversation is Monday and we are getting next steps in place. Appreciate the help.". So why is that such a big deal?
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
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MTD Sales Training
AUGUST 13, 2015
Occasionally, I set a challenge to my sales team and they enjoy it as much as I do, as it stretches them but it also challenges them to do something they should be doing on a regular basis anyway. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
AUGUST 20, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Every human being has an X chromosome, and in sales people that X will stand for one of two characteristics. In some it denotes those spend their time and energy making excuses as to why they are not succeeding. In others it is all about how they execute and drive their own success and by extension the success of their customers.
Sales and Marketing Management
AUGUST 19, 2015
Issue Date: 2015-08-20. Author: Joe Curtis. Teaser: In the fall of 2014, Unishippers Global Logistics, LLC, the nation’s first and one of the largest small package and freight resellers, launched a new subsidiary named Launch Logistics and I was named the President and Chief Sales Officer. I knew that building a high-performing and energetic B2B sales team was critical to the company’s overall success.
Steven Rosen
AUGUST 10, 2015
Welcome to Steven’s Top 10. I will be publishing a new top 10 list every week. Feel free to add additional points to the list and if you have any lists you are interested in please let me know. Of course my focus is on sales, sales leadership, executives and business. Your firm is growing and needs a competent, energetic sales manager to increase revenue and direct sales operations on the frontline.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
No More Cold Calling
AUGUST 18, 2015
Stop ignoring your rainmakers. Max had just given notice, and Melissa was beyond furious. Max was her top sales rep—the one with the best customer relationships, the most closed business, and the largest pipeline. Melissa couldn’t afford to lose him, but she’d missed plenty of opportunities to keep him. Max was a bit of a loner, but he always produced.
Understanding the Sales Force
AUGUST 11, 2015
Last week, for the second year in a row, our son played in a 12U baseball tournament in Cooperstown, NY. Last year he played with boys a year older than him and the tournament inspired this very popular article on the Top 5 Mistakes Salespeople Make. This year's tournament was special, it was exciting to be there, and a privilege for him to be on such a talented team.
MTD Sales Training
AUGUST 10, 2015
Most salespeople we see on our courses like to consider themselves as consultants rather than salespeople. They tend to think that salespeople get tarred with the same brush and like to think they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
AUGUST 18, 2015
Thursday, Aug. 20 – 4:00 p.m. Eastern. If you are in sales, you are also in prospecting. Getting in front of the right buyer is critical for sales success, yet many sellers struggle to maintain and leverage a consistent prospecting regimen. This webinar will show you: why reps are reluctant to prospect; how to help them overcome this reluctance; a proven process for prospecting success; how to deal with email and voicemail; and a means of creating sustained change behaviors in your team me
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Sales and Marketing Management
AUGUST 17, 2015
Issue Date: 2015-08-18. Author: Jenny Richards. Teaser: Salesforce users can upgrade themselves with the latest marketing initiatives in the digital age. The future of the marketing can be easily connected with the Salesforce. Salesforce users can upgrade themselves with the latest marketing initiatives in the digital age. The future of the marketing can be easily connected with the Salesforce.
Mr. Inside Sales
AUGUST 6, 2015
Want to make your presentations instantly better? Then invest some time and change your closed ended, weak closing statements and questions into powerfully persuasive assumptive statements that lead your buyer to make the decision you want them to make. Assumptive questions are just that – they assume an answer rather than ask it, and in doing so, they cut through any hesitation or resistance a prospect is likely to put up.
No More Cold Calling
AUGUST 11, 2015
Without strong relationships, your sales career is DOA. Salespeople are asking the wrong questions: What are the best sales techniques? What tech tools will help me generate hot leads and land new clients? It’s not what will help you win clients; it’s who. The answer is you. Yes, you are the very best tool in your sales toolkit. You know how to have conversations and build relationships—the most important ingredients for sales success.
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