September, 2013

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3 Things Some Pundits Won’t Tell you about Cold Calling – Part 3

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. It Actually Works. I am a terrible dancer, I make Elaine from Seinfeld look like Ginger Rogers, and so as a courtesy to myself, and others at weddings, Bar Mitzvahs, or funerals, I don’t dance. But at the same time, I don’t so anything to spoil other people’s fun with dancing, especially those who do it well.

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10.5 Sales Success Super Powers You Possess Right Now

Jeffrey Gitomer

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Sales 305
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One Agreement Phrase You Should Never Use in Sales

The Sales Heretic

'A while back I listed 59 Ways to Agree with Your Customer, enumerating 23 words and 36 phrases that help you build rapport and trust with your prospects and customers. However, one phrase was conspicuously absent from that list. And while it’s a phrase that salespeople, professionals, managers and CEO’s use frequently, it actually does [.].

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From Hero to Ground Zero from NYC

Bernadette McClelland

'From Hero to Ground Zero from NYC. Greetings from Ground Zero this September 11, It was three decades ago that I stood on the top of one of the World Trade Centres, marvelling at the dizzy heights and capturing the miniature Statue of Liberty in the background. Three decades later these world monoliths are no longer, and instead I am sharing a special moment with thousands of other people remembering the human element, the people, the heroes, who have also fallen.

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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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Are Sales and Sales Management Candidates Getting Worse?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are probably twice as many books on the subject than just 10 years ago. There are categories of sales tools and CRM applications where none existed a few years ago.

More Trending

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How Do You Know You’ve Had a Good Week?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. The other day I was coaching a rep who was not buying into any sort of planning at all. More than fly by the seat of his pants, you could call this guy a “spiritual seller”, it seem to be his only guide and benchmark. No matter what he was presented with by his manager or I that in any way related to structure, he quickly set aside with a counter argument; an argument which usually impressing him more than me.

Scale 300
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Marketing Said, Sales Said

Sales and Marketing Management

'Issue Date: 2013-09-01. Author: Tim Riesterer, Chief Strategy & Marketing Officer, Corporate Visions. Teaser: What will a marketer say if you ask, “What is the most important contribution you make to driving profitable growth?” What if you ask a salesperson the exact same question about marketing’s role? Will the answers be the same?

Marketing 280
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Sales Management Video – Executing with Excellence

Steven Rosen

'Sales Management Tip #49: The Theory of 8. By. Steven A. Rosen. Sales managers who execute with excellence use my simple Theory of 8. Yes want to change a behavior, get your reps focused than you need to repeat your message 8 times. Hi I’m Steven Rosen for Sales Management TV. Winning sales managers that execute with excellence may seem like they are senile.

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5 Steps to Effective Selling With Referrals

SBI Growth

'Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Hands down. Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). Think investing in email blasts is better? Slightly better maybe, but still an unimpressive 4.4% open rate (Google, 2013). Still not convinced? Read the 3 Reasons why you aren’t getting enough quality referrals.

Referrals 275
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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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Has the Death of Selling Finally Arrived?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Well you would think so. People in inbound marketing would have you believe that if you create the right content, get people to raise their hands, complete a form, and request something, then inbound marketers, formerly known as inside salespeople, can take it from there. If you are selling something in great demand (iPhone 5), really inexpensive (monthly subscription of $20 or less), significantly lower-priced than your competition (by 20% or more),

Wireless 286
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How Your Buyers Make Their Decisions – Part 5

MTD Sales Training

'For Part One, Motivation Directions, Click Here For Part Two, Frames of Reference, Click Here For Part Three, Matching and Mismatching, Click Here For Part Four, Convincer Strategies, Click Here Our. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 277
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Is Selling your Profession or Job? – Sales eXchange 216

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. www.newswire.ca. On Saturday night I ran the Night Race™ , in Toronto, a lovely 10K through the park at night. (Yes, that’s me in the back). While it is meant to be a straight run, the last two years it has rained all day right up to run time, when the rain stopped, but the mud, the temporary lakes and puddles remained.

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5 Ways to Avoid Stupid Customers

The Sales Hunter

'Not all customers are good customers. In fact, there are some customers who are just plain stupid. Sometimes we as salespeople don’t recognize how stupid they are until it’s too late. As a public service, I’ve come up with 5 things you can do to avoid dealing with stupid customers. 1. Don’t sell on price. When you sell on price, the biggest group of people you’re going to attract is stupid people.

Customer 278
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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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The Problem with Most Sales Presentations

The Sales Heretic

'Is your sales presentation as strong as it could be? Or are you doomed before you even open your mouth? Most sales presentations suffer from a fatal flaw, causing prospects to check out and move on. But if you know how to avoid this critical mistake, your presentation can blow everyone else’s out of the [.].

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How to Become a Social Executive

SBI Growth

'A recent study by CEO.com shows that 70% of Fortune 500 CEO’s are not on Social Media. LinkedIn, the leading social network for business professionals, shows an 11% growth rate in CEO presence. This is by far the greatest CEO presence of all social platforms. Ignore this trend, and run the risk of being left behind by your peers. In addition, 45% of all LinkedIn users can make a business decision.

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Can You Improve a Kick-Ass Sales Force?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Most of the calls and emails we receive come from companies with flat or declining sales. However, some of the greatest successes occur when we help companies that are already kicking ass. Mark Roberge, Sales VP at Hubspot , is responsible for building one of those kick-ass sales forces and he contributed a guest post to Software Advice on Building a Sales Team the Hubspot Way.

Lead Rank 283
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How Your Buyers Make Their Decisions – Part 4

MTD Sales Training

'In Part One of this series, we looked at motivational direction. In Part Two, we discussed Frames of Reference and how they are diagnosed. Part Three covered how people match or mismatch in their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 277
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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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3 Things Some Pundits Won’t Tell you about Cold Calling – Part 2

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. On Monday, in the first post of this series , we defined “cold calling”, and looked at overlooked real opportunities for sales and revenues one misses when not including cold calling in their biz dev routine. Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or client

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Do Your People WANT to Listen to You?

Jeffrey Gitomer

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Training 265
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Sales Lessons from The Big Kahuna

The Sales Heretic

'I recently saw the movie, The Big Kahuna again. It’s a terrific movie that should be required viewing for all salespeople, sales managers and professionals. It’s the story of three industrial lubricant salesmen (two grizzled veterans and a kid from research) trying to land a big account at a trade conference. Throughout the movie, they [.].

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Fifty Tips to Make it Rain Quality Leads

SBI Growth

'This post is written for Marketing Leaders who describe themselves as students of the craft. You are exposed to hundreds of pieces of content a day. You find yourself having no time to figure out what is relevant vs. noise. You are competitive and want to outmaneuver your competitors. Let me net it out for you. These tips represent best practices from leading Sales & Marketing organizations.

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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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Why 80 Percent of Companies Lose at Customer Retention

Score More Sales

'Every day you can see examples of how big brands and small brands are blowing it when it comes to getting new customers and then retaining them. Just go in to a retailer in a mall or in a big box store somewhere and try to have a really great interaction with an employee. Go to a restaurant for the first time in hopes of having a high value customer experience – it is rare.

Retention 254
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How Your Buyers Make Their Decisions – Part 3

MTD Sales Training

'In Part One and Part Two of this series, we identified two criteria buyers use to make decisions. Here, we discuss a third. First, a recap: People’s decision-making criteria will always give. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 277
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Your Funnel Should Be A Horn Of Plenty

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Most would agree that sales is not strictly a numbers game, but as with other issues such as closed ended questions , the pendulum at times seems to swing too far in one direction. While no one will argue that there needs to be a greater focus on quality than quantity, you also can’t get away from the fact that numbers play a great role in sales success.

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Top 50 Sales & Marketing Influencers of 2013

Jeffrey Gitomer

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

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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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Bad leadership can be good

Sales and Marketing Management

'Issue Date: 2013-09-01. Teaser: Having "Breaking Bad" withdrawals after Sunday's finale? Ben Wasserstein examines the pros and cons of Walter White's management style. Having "Breaking Bad" withdrawals after Sunday's finale? Ben Wasserstein examines the pros and cons of Walter White's management style.

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A Sales Leader’s Blueprint for 2014

SBI Growth

'Your Sales Strategy. It is one thing to have a sales strategy. It is entirely different to have one you and your team can execute. You know you need to begin planning for 2014 now. VPs of Sales are asking the question “What have I done before?”. You start building from that point. This is flawed. Why? Market conditions 12 months ago were very different.

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Sales Prospecting Rule: If in Doubt, Make the Call!

The Sales Hunter

'Far too many salespeople have been conditioned to believe they need to have everything perfectly prepared before making a prospecting phone call. I am very much opposed to that belief. Yes, I agree we need to be prepared when we are making any type of prospecting call, whether it be in person or on the phone. Problem is that sometimes the level of preparation we would prefer is just not possible.