March, 2017

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Where Do You Rate On The Paradoxical Nature of Time?

Bernadette McClelland

Each one of us has the opportunity to make a positive impact on someone else’s life. How cool is that thought? Because deep down inside, the majority of us love to help – we get a kick out of knowing someone else can do a better job, feel better about their possibilities, their abilities, their results, and themselves – even if it just a 5 minute window we both looked through together.

Skype 319
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What Awesome Sales Leaders Are Doing to Lead Their Team to Succeed

Steven Rosen

Awesome Sales Leaders. It would be great to understand what awesome sales leaders are doing to lead their team to succeed? As a sales leader, there are only so many levers you have at your disposal to impact team success. However, you know that where you put your emphasis can have a dramatic impact on sales outcomes. Here are the top five areas that I have seen successful sales leaders focus on, to outperform their competitors.

Lead Rank 294
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It’s Not the Number of Leads You Have. It’s the Quality that Counts!

The Sales Hunter

What does your sales funnel look like? Is it full of junk? What is the % of leads at the top of your funnel that actually become customers? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. It’s time […].

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How Can Tech Companies Attract More Women in Sales?

No More Cold Calling

Women have everything it takes to succeed in sales. Ask any B2B sales leader about their lead generation challenges, and you’ll get specific answers about why their teams can’t get access to buyers, how sales processes have gotten too long, or why they’re losing to the competition. Ask them why there aren’t more women in technology sales , and they’re not quite sure.

Hiring 242
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Difference Is In the Eyes Of The Prospect

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. There is a lot of talk about differentiation in sales, whether that is at the product level, sales technique level or other factors. Some difference is good, some goes a bit far, unfortunately most of seems to fall short. The main reason is that most vendors and sellers spend time and effort to differentiate themselves from other products, companies, or sales people.

More Trending

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The Curse No Salesperson Said They Suffer From – Ever!

Bernadette McClelland

My family always plays games on Christmas Day and one of our favourites is Charades. Not only do we find it massively amusing, but the person who is up front generally gets so bemused and frustrated at why their simple label cannot be guessed in such a relatively short time-frame, especially considering all the clues they are giving. And like many of us, we know what we are conveying yet wonder how something so simple, complete with our own clues and instructions, cannot be understood by those w

Hiring 236
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Top Sales Performers Who Behave Badly

Steven Rosen

Having a team of top sales performers is great! Well maybe. Sports teams that have many great players don’t always win championships. Less talented teams who have great chemistry and are committed to doing whatever it takes to win usually come out on top. When I coach sales managers on how to get the best out of their team, I realize that not all top performers are the same.

Energy 275
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Boost Enterprise Value by Targeting Customer Acquisition Costs

SBI Growth

Companies create significant value by pulling the Customer Acquisition Cost (CAC) lever. Consider a 1,200 employee mid-market company. In this example scenario, the company’s CAC was roughly $100,000 before aligning its sales and marketing strategies. However, the marketing team had.

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Want Qualified Sales Leads? Stop Your Team from Cold Calling

No More Cold Calling

Lead generation shouldn’t be that tough. Let’s be honest. Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. He’s “dialing for dollars” (read: “wasting time”), and who has time to waste? There has to be an easier way to score qualified sales leads!

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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.

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Objections Are Only Negative IF You Allow Them To Be

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Not everything prospects say that does not align or agree with your view is an objection, and more importantly, you shouldn’t react to everything as if it was. On the other hand, you also know that there will be some specific objections that are going to come up, and how one deals with that often separates the high performers from the also-rans.

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Why Sales Is a Great Entry-Level Job

Sales and Marketing Management

Issue Date: 2017-03-20. Author: Bob LaBombard. Teaser: A review of online job boards indicates that many companies need to fill sales positions, but are having only mild success. The perception of sales as a career isn't at a high point among millennials, but what they don't see is that it is a great opportunity to get a foothold in the business world, whether it's for a long career in sales or a launching pad to something else.

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The Official 2017 List of 21 Sales Core Competencies

Understanding the Sales Force

Image Copyright Bluberries. These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly. Back in 2014, I introduced what was then the most current version of Objective Management Group's 21 Sales Core Competencies.

Groups 217
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Five Steps to Creating a Powerful Marketing Piece

The Sales Heretic

Much—if not most—marketing is wasted. Various studies put the number at anywhere from 40% to 60%. You can’t afford to waste time, money, and effort like that though. If you want to generate more sales, your marketing needs to be effective. How can you make sure it is? With five simple questions: who, why, what, [.].

Marketing 198
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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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Make the Switch to Value-based Pricing

SBI Growth

Meet Dave, a mid-market tech CEO. He is smart, savvy, and universally respected by his employees and industry peers. He’s invested wisely in sales and marketing optimization over the years, and consequently his team makes the number more often than.

Industry 201
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Sales EQ: The Four Levels of Sales Intelligence

Steven Rosen

Sales EQ. Sales expert Jeb Blount, just launched his 8th and best sales book. If you are looking to be an ultra high performer you must adjust to the evolving demands of your customers, Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal , will teach you how to use emotional intelligence to become an ultra-high sales performer!

Groups 195
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Walk’a Proud!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Those of you who have participated in my events or webinars, know that early on I encourage people who prospect for a living, to take pride in what they do rather than apologize for it. I encourage them to answer with pride next time some asks what they do for a living, by saying “I am a Professional Interrupter!

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The Hidden Impact of Poor KPI Selection

Sales and Marketing Management

Issue Date: 2017-03-13. Author: Justin Yopp. Teaser: As leaders, our primary purpose is to help our teams be as successful as possible. Our selection of KPIs tells our teams what to focus on and are the foundation, and possibly the motivation, for their work. So let’s uncover the potentially debilitating impact that poor KPI selection can have on your team’s motivation, morale, and effectiveness.

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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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Women in Sales: 5 Ways to Get Your Voice Heard

No More Cold Calling

What does it take to succeed in sales? Today is International Women’s Day, and what better time to celebrate all the smart, savvy women in sales ? In honor of the occasion, HubSpot is launching its #WomenInSalesDay project, a compilation of inspiring stories about top saleswomen, as well as tips and advice for women coming up the ranks in sales. HubSpot asked for my take, which is this: Women have natural strengths and talents that make us great at sales, often better than men.

Hubspot 195
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Selling Virtuously

The Sales Heretic

Does boosting your sales mean you have to be sneaky, underhanded, manipulative, and high-pressure? Absolutely not! In fact, if you truly want to excel in sales, you need to be just the opposite. Because a virtuous salesperson is a successful salesperson. Listen to my appearance on the Black Belt Selling podcast with Anna and Stephanie [.].

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The CEOs 4 Most Common Go-to-Market Mistakes

SBI Growth

Utopia for a CEO is growing faster than your industry and your peers. A thoughtful go-to-market strategy is imperative to enable this growth. Here’s the catch: Many CEOs have risen to the top through finance, operations, or product management. With.

Marketing 186
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[VIDEO] How to Evaluate a Data Provider

DiscoverOrg Sales

Does this situation sound familiar? I’m in the middle of evaluating sales coaching tools (3 to be exact), and while I see some pros and cons to each, there’s nothing really standing out to make one of them the clear winner. One of our partners called this recently, “selling in a sea of sameness” – so many tools, it’s hard to differentiate. The flip side is I’m sure those vendors just can’t stand that I’m unable see how each one is the best.

Data 171
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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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Which Of These F’s Should You Give an F About?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales like many other crafts, vocations, or professions, continues to evolve, or should. Some developments come along and become the rave for a while, only to fade after a time when they are proven ineffective, this is the first F, as in Fashionable. While some completely fade away, others leave a lasting impact on how people sell, and become broadly accepted, evolve to become a mainstay of professional selling; these develop over time to become

Fashion 189
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11 Bad Habits that Can Destroy Your Inside Sales Productivity

Sales and Marketing Management

Issue Date: 2017-03-10. Author: Pat Morrissey. Teaser: Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Unfortunately, some find that their habits can hurt theirsales productivity and their careers. Here are 11 bad habits that every sales professional should focus on eliminating. Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day.

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Call Reluctance is Just as Popular as Ever!

Understanding the Sales Force

Image Copyright Christian Chan. Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Many might think that Call Reluctance is a malady that occurred back when salespeople did their own dialing and had to book their own appointments. The truth is that most salespeople are still expected to dial and in tech companies where BDR's do that dirty work, Call Reluctance is still the primary reason why there aren't enough conversations.

Call-back 168
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Recognizing Women in Sales

Score More Sales

On International Women’s Day #IWD2017 we wanted to help recognize some great women past and present who have served as mentors, role models, and women we simply want to give a shout out to in the field of professional selling. We are sharing two resources today.

Resources 161
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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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The Most Dangerous Species of CEO: The Product Pusher

SBI Growth

The most dangerous species of CEO is the product pusher. Ask any sales or marketing leader. The product-pushing CEO is even worse than frugal Fran, whom as Oscar Wilde quipped of a critic, “knows the price of everything and the.

Marketing 166
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Executive Sales Leader Briefing: Culture Starts at the Top

The Sales Hunter

A question I like to ask sales managers and senior managers of companies I’m working with is, “What’s your culture like here?” It’s amazing the types of answers I get. The best-performing companies always share with me an insightful answer about how they value culture and they see it as each person’s job to add […].

Company 170
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Buyers: Take Your Rep To Work Day

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I am sure this not unique to Ontario, every November, grade nine students get the day out of school, and are encouraged to join a parent or relative at their place of work. It is an opportunity for the students to get out of their cocoon of academia, and experience a dose of reality. Among the many benefits of the program, and there many, given the career realities kids will face, is the ability to spend ‘a day in the life’ of a working pe

Buyer 185