November, 2015

article thumbnail

The Hidden Power of ‘Oui’

Bernadette McClelland

We see the word ‘Oui’ and our thoughts immediately transport us to a romantic and foreign land! To a land that “embodies everything religious zealots everywhere hate: enjoyment of life here on earth in a myriad little ways: a fragrant […]. The post The Hidden Power of ‘Oui’ appeared first on Bernadette McClelland.

article thumbnail

Here’s A Handy Way Of Measuring Your Success In Sales…

MTD Sales Training

A salesperson attended one of our programmes recently and asked ‘how many ways are there to measure whether you are successful, other than meeting your sales quota?’. It’s a good question and many people would say there’s probably only one success factor that matters; hitting your figures each month. But is it possible that you could be successful by other means?

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

How Contrast Drives Change

Sales and Marketing Management

Issue Date: 2015-11-01. Author: Tim Riesterer. Teaser: What if one basic technique could convince your prospect that the change you’re proposing is superior to the status quo? What if one basic technique could convince your prospect that the change you’re proposing is superior to the status quo?

Proposal 139
article thumbnail

Effective Selling - Are You a Good Pitcher?

Anthony Cole Training

Great closing pitchers get batters out. They always don't get people to strike out. Sometimes runners get on base, but then the next batter hits into a double play and now there are two outs and no one on base. The third batter hits a fly ball to the outfield, the outfielder catches the ball – ballgame. Another save for the closer.

Closing 121
article thumbnail

Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

article thumbnail

Give Your Buyers The Gift of Time – Sales eXecution 319

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I have written several times about the importance of time in sales, how time really is the currency of sales; while everything else in sales may be variable, success will be determined by a number of unique and individual factors. Time is the only standard element we all share, what we do with it is the differentiator.

Buyer 170

More Trending

article thumbnail

The 5 Step Pathway to Corporate Game Playing

Bernadette McClelland

OK! So, this topic could be construed as a little ambiguous ;), but let’s play anyway so please keep on reading to the end! I have just returned from a whirlwind business trip to the UK to roll out a […]. The post The 5 Step Pathway to Corporate Game Playing appeared first on Bernadette McClelland.

Strategy 277
article thumbnail

How Do You Decide Whether This Prospect Is Worth Your Time & Effort?

MTD Sales Training

It’s a tough question, this one. Your prospect has gone out to tender or has asked other companies as well yours to present their solutions. They are someone you would like to work with but you’re. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

How to Reinforce Training So It Sticks

Sales and Marketing Management

Issue Date: 2015-11-30. Author: Shapiro Negotiations Institute. Teaser: When it comes to reinforcing what employees have learned through training, many organizations fall down on the job. When it comes to reinforcing what employees have learned through training, many organizations fall down on the job.

Training 156
article thumbnail

Sales Eagles Sore! Turkeys Get Consumed.

Steven Rosen

Thanksgiving is the time to celebrate and be thankful for our family and friends and all the wonderful blessings we have. I would like to wish all my American friends a Happy Thanksgiving. Be careful not to eat too much turkey, as it is high in L-tryptophan and can make you sleepy. Most of your customers will shut down in less than 4 weeks. If you are chasing your 2015 sales numbers you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line.

Consumer 156
article thumbnail

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

article thumbnail

Drop It!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Last week I wrote a piece about the importance, and more specifically, the must have attributes of Next Steps. Had questions around the topic, most were relating to what to do if one of the three attributes were not attained. At that point you have a choice, retrace and see how you can firm up the loose attribute, or, drop it and move on to the next prospect.

Pipeline 169
article thumbnail

“I Want to Think About It” – Ten New Ways to Handle it!

Mr. Inside Sales

I know, we’ve already been through this objection, but sales reps always want more input on it so here it is: The bottom line is that when someone says they want to think about it, it means they aren’t sold yet. And it could very easily mean that they aren’t sold on your solution, and they never will be because they have something else in mind. Your job is to either get to that hidden objection and learn what you need to do to overcome it, or get your prospect to reveal why they aren’t going to

article thumbnail

The Shark Tank episode that delivered more than a bite in the bum!

Bernadette McClelland

We’ve read about it! We’ve heard about it! We’ve all noticed it out there… But the other day I actually witnessed it! I’m a huge fan of Shark Tank here in Australia and must admit, am enjoying the psychology behind […]. The post The Shark Tank episode that delivered more than a bite in the bum! appeared first on Bernadette McClelland.

Strategy 197
article thumbnail

4 Principles All Sales People Should Ditch Immediately

MTD Sales Training

The dictionary defines philosophy as ‘a system of principles for guidance in practical affairs.’ When we philosophise about something, we think deeply and critically about the way things. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

System 157
article thumbnail

ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

article thumbnail

A Wholesaler’s Guide to Preparing for Black Friday

Sales and Marketing Management

Issue Date: 2015-11-25. Author: Michael Elmgreen, Chief Revenue Officer, Handshake. Teaser: For wholesalers, Black Friday is not only an opportunity to finish the year strong financially, but also to differentiate by empowering their retailers for success. By implementing some basic tactics wholesalers can create a winning game plan. For wholesalers, Black Friday is not only an opportunity to finish the year strong financially, but also to differentiate by empowering their retailers for success.

Retail 120
article thumbnail

10 Great Examples - Customer Service as a Powerful Sales Tool

Understanding the Sales Force

Last week, during my travels to Poland and back, I experienced how companies are using customer service as sales tools. In most cases, customer service tends to be vanilla, bland, and although professional in its approach, it is typically highly unspectacular. However, sometimes, customer service is so good, or so bad, that their brand statements go beyond what marketing or sales could ever do.

article thumbnail

A Four Letter Word Every Seller Should Learn – Sales eXecution 318

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . One attribute many successful sales people possess is clarity of purpose, this helps them plan and execute more effectively, as well as help them review their actions and results more objectively. Because they are more focused on ‘purpose’ rather than self, any negatives that may surface during those reviews are weighed against results and how they may have moved them towards their purpose.

Hiring 181
article thumbnail

Want Reps to Get Referrals? Make Them Hurry Off Their Asses

No More Cold Calling

Face-to-face matters in referral selling. “We need to postpone our deal until next quarter.” Yikes! No sales leader wants to hear that. It could wreck the company forecast and commissions. What could reps have done differently? Maybe nothing. Sometimes deals are out of our control. A company gets acquired, the economy tanks, the sales leader quits, the sky is green … or whatever.

Referrals 222
article thumbnail

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.

article thumbnail

How to Use Tie Downs to Build Momentum

Mr. Inside Sales

I don’t know why tie downs aren’t used more by sales reps selling over the phone. They serve several crucial functions, including: Getting confirmation that the point you just made was understood and accepted by your prospect. This is especially important when selling over the phone as you don’t have the physical clues that tell you how it’s going. Using tie downs is also instrumental in building that all important yes momentum.

How To 161
article thumbnail

7 Ways To Make Your Monday Morning Sales Meetings Buzz

MTD Sales Training

Why is it that many salespeople hate internal sales meetings? You know, the ones where everyone sits round a desk and covers off the trivia and very quickly get bored with the whole process because. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

How to Build Relationships at Every Stage of the Customer Journey

Sales and Marketing Management

Issue Date: 2015-11-20. Author: Gregg Schwartz. Teaser: Every custmer is on a customer journey. Instead of thinking about how to work customers through your sales process, think about the customer’s view of the conversation and try to adapt your tactics to match the customer's buying process. Every custmer is on a customer journey. Instead of thinking about how to work customers through your sales process, think about the customer’s view of the conversation and try to adapt your

Customer 172
article thumbnail

How to Get Your Sales Message to Resonate Every Time

Understanding the Sales Force

This is an article about getting your sales message to resonate - every time. However, before we can discuss that, I need to share a current, real world example. So bear with me. Just like the news programs which, before the Paris attack, had been talking mostly about political debates and candidates, I have been discussing various aspects of the science behind sales selection.

How To 224
article thumbnail

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.

article thumbnail

3 Must Have Attributes of a Real “NEXT STEP”

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Definitions are an important factor in sales success, talk to the best sales people, best here being measured in results, not likability, and you will find that they thrive on clear definitions, it is their competitive edge. To identify weak sales people, look for those with plenty of opinion, but little or no clarity in approach or definitions for core elements of their success.

Call-back 250
article thumbnail

What Is Sales Without Relationships?

No More Cold Calling

Try a “No Toys at the Table” policy for sales reps. When did it become the norm to answer the phone during dinner or to check email while having a conversation? We’re so wired for 24/7 connectivity that we have developed FOMO —fear of missing out. The unfortunate result: While we stay up-to-date on what’s happening online, we’re not paying attention to the people right in front of us.

article thumbnail

How to Make Cold Calling Easy

Mr. Inside Sales

Anyone who has to cold call as part of their sales career knows how hard it can be. Many sales reps cringe as they dial a number and wait for the receptionist to answer: “Who’s calling?”. “Will he know what this call is regarding?”. These and other questions create such call reluctance that it’s no wonder the programs that claim “Cold calling is dead!

article thumbnail

Here’s An Important Lesson For All Sales People From Starbucks

MTD Sales Training

Last week, one of my trainers and I were on our way to visit a prospect when we stopped off at a Starbucks for a drink. We ordered our favourites and sat down. I was just looking around while we waited for our drinks to be delivered to our table, when I noticed the pricing on the menu on the wall. Frankly, I had never paid much attention to the prices; I just ordered what I wanted in the size I wanted.

Call-back 120
article thumbnail

Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

article thumbnail

Converting digital assets to sales

Sales and Marketing Management

Issue Date: 2015-11-01. Author: Hassan Kotob. Teaser: Creating a wealth of content is one thing; making the most of these digital assets as part of the revenue-generation process is another. The reality is that many organizations lack clear insight into what digital assets exist and who is creating, approving, accessing or distributing that content.

article thumbnail

What True Story Does Your Sales Pipeline Tell You about Your Business?

Understanding the Sales Force

Yesterday I was looking at the dashboard in my new car and noticed that one of the gauges could be swapped out. There aren't any fixed gauges on this dash because the gauges, ranges and needles are displayed digitally. I can even change their color! The thing that caught my interest though, was the flashlight effect where the ticks to either side of the needle are brighter and bolder to draw attention to where the needle is pointing.

Pipeline 202
article thumbnail

Is It 2016 Already? #BBSradio #podcast

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . As we head to the finish line 0f 2015, there is a tendency among many in sales to maximize their “closing” activities. Spurred on by their managers to close business, sales people get distracted from executing on the entire cycle, and focus on the here and now, and sacrifice future opportunities.

Maximizer 239