May, 2012

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Twelve Ways to Get People to Your Trade Show Booth

The Sales Heretic

I registered to attend an upcoming trade show, so naturally I’ve been deluged with postcards and letters from exhibitors beseeching me to visit their booth. Most of the messages have been along the lines of “Come learn all about our super-cool, revolutionary, state-of-the-art, game-changing, mega-awesome product or service.” News Flash: I don’t care about your product or [.].

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3 Detrimental Sales Management Mistakes

MTD Sales Training

Successful sales management requires a plethora of skills, techniques, leadership abilities, motivational cleverness and teaching expertise. Indeed, to be a good sales manager you must do a lot of things right. However, to be unsuccessful in the role of leading a sales team, you need only do a few things wrong. Quick and to the point, here are three sales management DON’Ts you need to avoid. #1 – Fail to Recognise Work Ethic and Effort.

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Mr. Buyer – Please, Object!

The Pipeline

Many sales people, managers and sales leaders spend a lot of time and energy worrying about “buyers’ objections”; making this even a worse problem, is the fact that much of that time and energy is spent on trying to avoid “buyers’ objections” Realistically however, there is only one way to avoid objections, it works every time, with the only side effect being a lack of revenue; the secret is to stop interacting with the market.

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The Fearless Sales Leader

Steven Rosen

The Fearless Sales Leader . Success can be defined as achieving an objective or goal. In our industry, sales leaders are accountable for achieving the company’s sales objectives and sales objectives equal success. As part of their role, sales leaders set the direction, create the culture, hire, develop and retain top sales professionals all with the goal of creating an environment that facilitates success.

Hiring 292
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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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140 or less: B2B Marketing In the Age of Social Media

Sales and Marketing Management

Issue Date: 2012-05-01. Author: Paul Nolan. Teaser: "What's your social media strategy?" has been making the rounds in marketing circles for a few years now, but most of the attention and discussion has been focused on how consumer goods manufacturers and service providers are using social media to interact with customers and build brand.

More Trending

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Top Ten PowerPoint Mistakes Salespeople Make

The Sales Heretic

PowerPoint is a terrific sales tool. But like any tool, it can be dangerous if misused. Used poorly, a PowerPoint presentation can damage your credibility, undermine prospects’ confidence in you and hurt your sales efforts. To prevent death by PowerPoint, avoid these common mistakes: 1. Unreadable Slides If your prospects can’t read your slides, they’re worthless.

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How To Get The Money Off Your Mind When Closing The Sale

MTD Sales Training

Having the right mindset during the close is far more important than any super-sales technique, closing gimmick or pricing strategy. You can have all of the best words and closes, but if your potential commission is at the forefront of your thoughts, you are dead. Your Mind is on the Money. Once the prospect feels that your interest in the buying decision rest largely on the fact that you NEED the sale, it is all over.

Closing 314
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The Sales Bell Curve

The Pipeline

For maximum impact, sellers need to focus on changing and improving elements of their sale that they need to execute day in and day out. All too many sales people fixate on unimportant elements of their sales, costing them time, sales, and stress. Does not need to be that way, after all, you’ll need you health to spend your hard earned commissions.

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The Sales Excellence Conference, May 24-25 in Toronto.

Steven Rosen

These are truly challenging times in the pharmaceutical industry. With products going off patent, increased competitive pressures and a do more with less mentality, how are you going to exceed your sales objectives? On Friday May 25 th at 10:10 AM, Steven Rosen will be presenting “Consistently Exceeding Sales Objectives” a sure way to maximize sales, exclusively at Sales Excellence Canada Conference.

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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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Want sales training to work? Get the right people on your team

Sales and Marketing Management

Issue Date: 2012-05-01. Author: By Dave Stein, CEO and Founder, ES Research Group, Inc. Teaser: It makes little sense to spend the time and money training and developing your sales team when the people in whom you are investing do not have the capability for sustainable improvement. It makes little sense to spend the time and money training and developing your sales team when the people in whom you are investing do not have the capability for sustainable improvement.

Training 282
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Get Personal—Why Opening Your Mouth Matters

No More Cold Calling

Sometimes all it takes to seal the sales deal is a live conversation. Not email, not a text: a phone call. Email thread after email thread…and nothing gets settled. One Friday afternoon I decided to take action, pick up the phone, and call three people. All three had been emailing back and forth with me, and still there were loose ends. I reached all three.

Call-back 278
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What do Buyers want from Salespeople?

Bernadette McClelland

'What do Buyers want from Salespeople? If you consider a buyer may get around thirty cold calls a week from different suppliers, then that equates to around two full days a week. So how do they sort the wheat from the chaff? They want the complex made simple even if it boils down to such things as understanding compliance issues and safety regulations, especially in today’s litigious world.

Buyer 246
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How To Leave A Voice Mail That The Prospect Will Return

MTD Sales Training

How do you get prospects to return your calls? Of course, it seems impossible to get a return call from leaving a message on a cold call. However, sales people also have problems getting calls returned from warm calls, or referrals given by satisfied customers. So, what is it that you have to do in [.

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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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3 Ways to Steal Time

The Pipeline

There a host of things you can focus on to master to improve your sales execution and results, but none more than the need to master time. We all start with 24 hours at the start of the day, and how we use it will determine our success more than anything else. I have never heard a sales person, no matter how good, tell me they have run out skills, but at one point they have all run out of time.

Banking 300
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You Connected with Someone on LinkedIn—Now What? On Breakthrough Business Strategies Radio

The Sales Heretic

You asked someone to connect with you on LinkedIn and they agreed. Great! So… what do you do next? How do you begin to build a relationship virtually? Listen to my appearance on Breakthrough Business Strategies Radio with special guest host Stephanie Calahan. In this eight-minute segment, I share nine tactics you can use to turn LinkedIn connections into actual [.].

LinkedIn 254
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Five Common Afflictions of Sales Teams

Sales and Marketing Management

I’ve been a part of many sales teams in my career, and over and over I’ve noticed five common afflictions that affect them, each of which reduces morale and sales performance. They can be found to some degree in most almost every organization. Smart management teams are aware of these afflictions and work to avoid their potentially destructive impact.

Sales 277
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Give Your Customers a Reason to Refer You

No More Cold Calling

Your customers will tell you why. Just ask. Referrals are built on trusted relationships. Who better to refer you to a qualified prospect than your current clients who have received a measurable ROI from your offering? My take: Your current clients are your #1 untapped source of referrals. No other business-development strategy delivers the high double-digit results that referrals provide.

Customer 258
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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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Sales Leadership Quote

Steven Rosen

Leadership is about giving your people both the direction and latitude to achieve the objective. Steven Rosen , Performance Coach.

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Do Not Take Your Best Sales People For Granted

MTD Sales Training

Ok, when the sales person started with your firm, you thought that he or she was a prodigy. You then invested the time and money to get the sales rookie up to speed. You eventually established difficult, yet achievable goals and quotas. A Big Deal Finally, the sales person began to hit the mark. The [.

Quota 284
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Is It Ever A Good Time? – Sales eXchange – 149

The Pipeline

One common objection sales people face when making prospecting calls, is when the potentially prospect says “now is not the right time” While timing is important, and understanding how specific triggers can help improve your timing, the fact remains that perfecting your timing will only help you in a very (very very) small way, in a very narrow part of you potential prospect segment.

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Sales Coaching Lessons from the Baseball Files

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As evidenced by one of my book titles, Baseline Selling , I have frequently borrowed from Baseball when the analogy is more useful than the sales message. Although the following stories may appear to be about my son and/or his baseball team, they are actually about coaching and adapting. Baseball - I brought my son to the batting cage to work out a swing flaw after his line drives had become weak ground balls.

Coaching 247
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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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3 E-mail Marketing Mistakes to Avoid

Sales and Marketing Management

E-mail has changed the world of marketing forever. Like any new business tool, however, there are traps that have already caught even the best e-mail marketers. Learn how to avoid three of the biggest ones.

Marketing 256
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Get Personal—Get Your Referral Introduction

No More Cold Calling

Get rid of that dreaded first date. A colleague told me that’s what referrals are all about; we skip over that uncomfortable first date, and get personal and down to business. If you’ve dated in the age of the Internet, it probably went something like this: Before you went out on a date, you emailed back and forth, exchanged photos online, learned about each other’s interests, and then decided to talk on the phone.

Referrals 255
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3 Sales Tips From Two-Year Olds

Score More Sales

Before I got into professional selling, I was a preschool teacher who worked with two-year olds. We were licensed for 12 two-year olds in our room within a daycare center, and I had two assistants. For anyone who knows me now, it may be hard to believe that I did that for five years, utilizing my degree in education. I actually loved it, but unfortunately, it didn’t pay the bills.

Energy 230
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“I Am Happy My With Current Supplier,” Is NOT An Objection

MTD Sales Training

Every day, I hear from sales people who are confused, frustrated or defeated by facing what they feel is a nearly insurmountable objection: “I am sorry, but I am very happy with my current supplier/vendor. We have been doing business with them for many years and have no reason to change…” This position strikes terror [.

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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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What Did You Learn?

The Pipeline

As good as a qualification process is, none are perfect, and as a result, we do at times end up in meetings that could have waited or completely passed on. Many sales people bitch and moan about the lost time, and while that may feel good it doesn’t change things. But there are steps you an take to make some of these meetings have value to you moving forward, it comes down to what you can learn and apply back into the way you sell based on everything you professionally experience.

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Basketball and the Difference Between Sales Studs and Sales Duds

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I heard former NBA all-star and current ESPN basketball analyst, Bruce Bowen , talking about Kevin Garnett of the Boston Celtics. He characterized Garnett as one of the toughest competitors on the court, unlike some younger, very talented players who aren't as competitive and don't know how to close out games.

Sports 241
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Questions are the Answer

Sales and Marketing Management

Issue Date: 2012-05-14. Author: Michael and Jonathan Hackett. Being a baseball pitcher is like being a salesperson. It is always, “what you have done for me lately?” The more important question a sales manager should ask his salespeople is, “what have I done to help you lately?” I have a son who is a pitcher on a Division I college baseball team.

Coaching 254