November, 2012

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Applying Sales 2.0 in Real Life

Sales 2.0

Every now and then I like to go check my own view of the world by talking to smart people who are out there actually selling. This week is one of those weeks. I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 and how it is impacting Silicon Valley startups (an environment where he’s spent a lot of his career). 1.

Hiring 384
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Why Your Candy Dish is Killing Your Trade Show Sales

The Sales Heretic

“When I attend a trade show, I only stop at booths that have candy dishes. Because, if you have candy, you must be a terrific company. And the greater the variety of candy you have, the more likely I am to buy your product or service.” This sentiment has never been expressed by anyone, ever. [.].

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FREE Kindle Sales Management Book

Steven Rosen

Monday Nov. 19th, 2012. As part of a special one day promotion I am offering my new eBook 52 Sales Management Tips – The Sales Manager’s Success Guide FREE. Click here to get your FREE copy. Visit my website and go to the FREE BONUS GIFT section to sign up for hundreds of dollars in FREE resources. Whether you are a sales executive, senior sales leader or a new, experienced or aspiring sales manager I’m confident you will find this book to be a valuable guide to consult whenever you are experie

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The Top 5 B2B Prospecting Mistakes To Avoid At All Costs

MTD Sales Training

Prospecting mistakes are the most deadly errors you can make in professional selling, in large part because they are so difficult to quantify. Sales mistakes and blunders in the sales process or in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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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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Do You Fit The Mold?

Bernadette McClelland

'Do You Fit The Mold? As the author of the recently published book ‘The First Sale Is ALWAYS To Yourself’, I firmly believe that success for business people who sell, comes down to two factors: Conviction in your purpose and therefore your intention. Conviction in yourself and therefore your execution of that intention. As someone who has been in B2B selling for three decades, I have personally witnessed the staged transitions from product based sales, relationship sales, solution sa

Intent 285

More Trending

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How Sales Is Changing Before Our Eyes

Sales and Marketing Management

Issue Date: 2012-11-12. Author: By Herb Greenberg and Patrick Sweeney. Teaser: The future belongs to salespeople who can thoroughly understand, embrace and take advantage of new technology to enhance their relationships with their customers. Selling, as always, is about understanding the way your customers want to buy. What is most important now is that those ways are changing.

Customer 295
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Face to Face Cannot Be Replaced

No More Cold Calling

No matter what our technical communication capability and comfort, we must be confident in the original medium—in person. Susan RoAne is The Mingling Maven®, and my go-to person for tips on networking and building strong connections. Susan understands that when we network effectively (as she teaches in her seven books), we build strong connections, increase sales, and easily identify referral opportunities.

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52 Ways to Improve Sales Performance

Steven Rosen

New book helps sales managers unlock hidden sales potential (available in paperback). Now available in paperback. The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” said Brian Tracey , author, Getting Rich Your Own Way. When a company hits a sales slump, most look at the sales staff — but that’s a mistake, says Steven Rosen, author of the new book 52 Sales Management Tips: The Sales Manager’s Success Guide ( Amazon ; $10.9

Hiring 296
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People Love To Buy, But Hate To Be Sold

MTD Sales Training

You did everything right. You maintained an excellent prospecting track and qualified the decision maker. You got through a tough gatekeeper screen, set a good appointment and sealed it with cement. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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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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Do Prospects Lie to Your Salespeople Like the Airlines Do?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan We've all been on planes when they tell us to put our electronic devices into airplane mode so that the devices - your laptops, ipads, ipods, kindles and phones - do not send a radio signal looking for a connection. They tell us that these signals can interfere with the plane's instrumentation. Scary stuff!

Airlines 268
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Plan It and Write It – Sales eXchange 175

The Pipeline

As we head into the home stretch of the year, we are faced with the usual rituals and customs of the season. Closing business, failing to prospect, and ensuring the traditional lull in the pipeline and related activity at the start of the year. In this headlong rush to the end of the year, you need to carve out a bit of time to plan for next year.

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3 Tips to Keep Your Sales Focus

Score More Sales

Working hard in sales but not accomplishing enough? Last week I was interviewed on the OpenView Lab blog about ways to keep focus through the end of the year. If you’re bogged down by lack of closed business, upcoming holidays, relatives, and distractions like Cyber Monday, you might want to listen to the interview since it is audio and easy to listen to.

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The Worst Sales Call of 2012

SBI Growth

In 2012 our consultants attended 438 live sales calls. Two weeks ago, we participated in the worst sales call of the year. I thought I would share this story with you. I hope to help you avoid some mistakes. The story begins with the EVP of Sales of a large technology company. He hired our firm. The purpose of the engagement was to understand why The Challenger Sale was not working.

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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.

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How would you Coach the Self-Doubter?

Steven Rosen

We all know self-doubters in our personal and professional lives. Despite they’re lack of apparent confidence, many of them are highly successful. From a cognitive perspective the self-doubter can only see what they don’t do well. They are their own worst critics. Given a lack of self-awareness they are extremely difficult to coach. Can you think of anyone on your team who fits this tag?

Coaching 260
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Top Five Reasons Sales People Fail

MTD Sales Training

Sales people can find dozens of reasons for failure, as can many sales managers and supervisors. However, there really aren’t a whole lot of reasons for failing in professional selling. The reasons. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 297
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Salespeople Who Give Discounts are Not Salespeople

The Sales Hunter

It’s time for me to rant about salespeople and discounts. When a salesperson offers a customer a discount, what they’re saying is they have not been able to do a good enough of a job demonstrating value to the customer. To offset their inability to do what they’re supposed to be able to do, they feel the way to close the sale is by offering a discount.

Discount 262
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Who Cares What You Would Do – Sales eXchange 173

The Pipeline

It has always been a challenge to get sales people to call high, not high as in stoned, but high in the hierarchy of their target companies; in fact I sometimes think the former happens more often. One reason is that they are not comfortable engaging with senior executives, I hear things like “ho, you can’t call them”. To which I say I have checked in Ottawa, DC, all the provincial and state legislations and there is currently no law on any books preventing a sales person from calling senior

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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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12 Things Salespeople Would Like To Tell Their Managers

Sales and Marketing Management

Issue Date: 2012-11-01. Author: SMM. Teaser: Sales managers, read this list by sales trainer Mark Hunter and ask yourself if any apply to you. If you’re a salesperson, you can agree with any or all, but in the end, don’t use any of them as an excuse as to why you can’t accomplish something. Great salespeople are able to find success no matter what is going on around them.

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Direct Content Marketing is Born – Prepare for 2013

SBI Growth

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works. B2B Marketing teams are seeing fruit from their investment in content marketing to fuel Lead Generation efforts; 2-3x increase in the quantity of inbound leads.

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What the Huge Patriots Win Teaches us About Sales Momentum

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Perhaps you watched the Thursday night Thanksgiving Day football masacre between the New York Jets and the New England Patriots. The Patriots scored 35 unaswered points in the second period and in one 52 second timeframe, scored 3 touchdowns. Unbelievable! Incredible! Unheard of! The more common reaction though is, "How quickly it all unraveled for the Jets".

Lead Rank 247
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How To Overcome The Fear Of Cold Calling

MTD Sales Training

You are all ready to go. You have all of your leads for the day prepared and lined up in front of you. You have all of your rebuttals ready, and you have rehearsed your main talking points. You are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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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.

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What to Do When the Sale Is Stalled

The Sales Heretic

They SEEMED interested. And they have the money. But they’re not buying! What’s going on? And what can you do about it? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this twelve-minute segment, I share four reasons stalls happen and six ways you can overcome them. To listen, just click [.].

Segment 241
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Never Let a Good Plan get in the Way of Success

The Pipeline

Success is not a straight line, there is give and take, the tried and true, and the ability to improvise and deal with the unexpected, good or bad. This is why process is vital to sales success regardless of natural born talent a sales professional may have. It serves as a road map that allows you to better navigate the routine aspects of a sale, and it also allows you to better improvise when faced with the unexpected.

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Will the iPad Kill PowerPoint?

Sales and Marketing Management

Issue Date: 2012-11-01. Author: Sam Gaddis. Teaser: Would you shed a tear at PowerPoint’s imaginary funeral? Would you miss the days of creating slide builds over building relationships? Yeah, me neither. Would you shed a tear at PowerPoint’s imaginary funeral? Would you miss the days of creating slide builds over building relationships?

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39% of Marketers Do Not Have a Defined Content Marketing Strategy

SBI Growth

In the Future of Content Marketing survey, 39% of nearly 60 respondents indicated they did not have a defined content marketing strategy. If you have read my past three articles on content marketing ( article 1 , article 2 , and article 3 ), then this percentage number is strikingly similar. This percentage further validates the findings of a recent survey by eConsultancy , which found 38% of 1,300 businesses, did not have a defined content marketing strategy.

Marketing 250
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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Don’t Lose Customers With Bad E-Mail Habits

Score More Sales

What is the best way to worsen a relationship with a prospective client, a customer, or an invaluable referral partner? Answer: Only communicate through email. Never pick up the phone, and be guilty of two other bad email habits that happen every day, all over the business world. Situation: A friendly, optimistic relationship is struck by two business services providers who do different services.

Customer 239
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Are Commission Only Sales People Bonkers?

MTD Sales Training

“What?! Work in a straight, commission only position? Are you nuts?” “On commission only, it’s one week you got it, one week you don’t.” “Commission only is more about luck…”. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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The 14.5 Definitions of Trust

Jeffrey Gitomer

Tweet Trust is everywhere – it’s ubiquitous and omnipotent. 1. The risk of trust and trusting – trust is a risk. 2. Initial trust is tentative. 3. Trust is a form of faith. 4. Trust lowers resistance. 5. Trust lowers barriers. 6. Friendship leads to trust. 7. Business relationships leads to trust. 8. Business deals are based on trust. 9.

Leads 234