Sat.Jan 03, 2015 - Fri.Jan 09, 2015

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2015 Sales Jumpstart Series: Building a Bridge towards Revenue Growth

Bernadette McClelland

'2015 Sales Jumpstart Series: Building a Bridge towards Revenue Growth So the New Year begins, sales kick-offs are underway, everyone is refreshed and ready for a full year ahead. Ground plans have been sorted, territories allocated, budgets have been set. […].

Revenue 286
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New Year’s Execution – Sales eXecution 280

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Tis the season of resolutions and unkept commitments, and sadly the only thing we truly improve is our ability to rationalize failures as we abandon our best laid plans. Let’s be clear the intentions are good and sincere, but what is lacking is execution, and this can be traced back to two key factors.

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The Next 'Can't Miss' Game Changer for Salespeople

Understanding the Sales Force

'Copyright: 123RF Stock Photo. Another game changer? After so many in the last 5 years? It''s coming - no doubt about it. I''ll give you the background and tell you why this incredible tool will be the one to super charge your sales.

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Selling While Holding to Your Price

Sales and Marketing Management

'Issue Date: 2015-01-05. Author: Ron Shapiro. Teaser: Even in strong sales environments, sales reps are quick to accommodate longtime customers' demands to cut pricing in order to keep their business. The better course - and one that is achievable in most instances - is to focus on maintaining the relationship while not compromising pricing integrity.

Course 237
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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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Expansion of Services Announcement

Bernadette McClelland

'Bernadette McClelland 2015 Expansion of Services Announcement It is an honour, a privilege and pleasure to announce the launch of not just a new website, but a very strong, clear and commercial message. Bridging leadership with revenue potential can now […].

Revenue 259

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3 Ways to Grow Sales in 2015

Score More Sales

'It is a new year and a fresh start for many in the B2B sales world. Having had a monthly or a quarterly sales quota over the course of 15 years or so, I know that good feeling of have a blank slate – but it also can be a tough feeling to start back at zero. If you are working on a calendar year, than January 5 th is a fresh start. Doesn’t it feel good to get a fresh start?

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Forget the Shiny Toys and Wondrous Bobbles

No More Cold Calling

'Don’t let technology wreck your sales pipeline. The dinner table debate between me (a Boomer) and my son-in-law (a Gen Xer) went like this… Boomer: It’s amazing how companies develop products that people didn’t know they needed. Fitbit is just the latest gadget that’s suddenly become trendy, and even a fashion statement. They come in different patterns and have online communities where people compare notes and challenge each other.

Fashion 230
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How These 4 Vision Questions Stimulate Your Customer’s Thinking

MTD Sales Training

'When in conversation with your customer or prospect, there are many things said that are important but maybe overlooked. This happens in every conversation we have, because the normal flow of. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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In My Own Words, and Their Own Words

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.

Sports 219
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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Seven Steps to Understanding your Business and Monetizing Analytics

Sales and Marketing Management

'Issue Date: 2015-01-09. Author: Phani Nagarjuna. Teaser: Early Big Data strategies and tools have focused on collecting as much data as possible, and shaking it all up in hopes that something useful would fall out. In that sense, the term "Big Data" is perhaps less useful than would be the term "right data." Early Big Data strategies and tools have focused on collecting as much data as possible, and shaking it all up in hopes that something useful would fall out.

Analytics 212
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Sales Warfare: Love to Win or Hate to Lose?

Understanding the Sales Force

'Copyright: 123RF Stock Photo. Happy New Year everyone. I hope you had an opportunity to recharge, review and look ahead. During the break, in addition to spending quality time with my family, I listened to music, read four books, we watched some movies together, went to 3 shows, and saw "Unbroken." The common thread among concerts, books, shows and movies is whether or not they are memorable.

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How Do You Respond To ‘Send Me More Information’?

MTD Sales Training

'So you’ve finally got through to the decision-maker and had some form of conversation with them. They seem interested in what you have to offer. You get a tiny thrill of excitement, as you think this. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Happy New Year—You’re the Best

No More Cold Calling

'Thanks to readers like you, 2014 was a great year. I recently told a colleague that I’m not currently mentoring anyone. She immediately corrected me and said, “Joanne, we mentor everyone by the words we write.” I had never thought about it that way. But when I took the time to review all the great questions and feedback readers sent me this past year, I realized she was right!

Referrals 205
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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 Motivation Video: What Are You Going to Do Differently?

The Sales Hunter

'It’s a New Year! Now is the best time to ask yourself, “What am I going to do differently this year to make it even better than last year?!” I challenge you to take a close look at what you can change so that you can accelerate your success in 2015. Check out the video […].

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Are You Hearing What Your Prospects are Really Saying?

The Sales Heretic

'One of the most critical element for sales success is the ability to listen effectively. Whenever I conduct sales training seminars, I always include a segment on listening skills because being a good listener helps you in so many ways throughout the sales process. And one of the challenges is that we all tend to [.].

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Successful Sales Offsite Tips

Score More Sales

'Image courtesy of Vorsight. This is the time of year that if you haven’t had your sales offsite for your sales team, you are probably working to pull it together quickly and simply. Since we are all about simple and effective here at Score More Sales, I wanted to give you a few do’s and don’t when it comes to your sales offsite – and offer you a tremendous resource to give you more ideas.

Twitter 186
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How To Be Specific When Locking Down The Customer’s Needs

MTD Sales Training

'Have you ever been in a discussion with a prospect and felt that you weren’t on the same wavelength, or your understanding of their needs was too vague to button down? Have there been situations. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 186
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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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Knowledge Doesn’t Travel at the Same Speed for Everyone

The Sales Hunter

' Sitting in the Admiral’s Club in Raleigh the other day, I couldn’t help but overhear a conversation the person next to me was having on the telephone. The person talking to another person on the phone was shocked to hear Mario Cuomo had died. Excuse me, but it happened days earlier. The person saw […].

Travel 193
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Our Funniest Sales Stories

Anthony Cole Training

'So, I was talking to my sister-in-law, Jeni, and she was telling us a story about when she went to Macy’s department store and a cicada flew up her skirt. She immediately jumped out of her chair and began wildly jumping and flapping her skirt up and down to get the cicada out of her dress. And …get this… she STILL got the sale! Hello, this is Tony Cole, President of Anthony Cole Training Group and welcome to the first ever, Tony Cole Unplugged.

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Must See Sales Webinars

Score More Sales

'In sales, time is money. Time is your ONLY currency until products and services are sold. With the spirit of working to ADD value in your sales career, or to help sales leaders with their teams, I wanted to share to extremely valuable webinars that are happening on 1/12 and on 1/15. A powerhouse line-up of my sales colleagues Iannarino, Hunter, Weinberg, Blount, and Miles Austin all present on 1/12 (11AM Eastern) discussing sales topics in a TED-like format.

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How Can a Simple Zero Derail a Sale or Deal?

Understanding the Sales Force

'Copyright: 123RF Stock Photo. Today, I was coaching a very talented salesperson, one who is even better at getting deals closed. Yesterday, he closed a large deal when late in the day, and completely out of nowhere, he got the dreaded "we changed our mind" email. This is his story.

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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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5 Ways to Raise Your Price in 2015

The Sales Hunter

' Why wait to raise your prices? Best time to do it is right now. It’s the beginning of the year, and the sooner you raise them, the more incremental cash flow you’ll be able to profit from this year. There’s no need to be gun-shy, thinking if you take an increase you’ll lose your […].

Discount 174
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Determining Sales Success: There’s Hot. and Then There's HOT!

Anthony Cole Training

'I find ways to relate events in my life to my primary professional focus – Developing Highly Successful Sales Organizations. At Anthony Cole Training Group, we do this by focusing on 1 VERY important CEO/President question – How do I grow sales? We get the answers to that question and then we go to work. I was cooking this past week during the holidays.

Hiring 147
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The Brand Befuddlement by Small Businesses

Increase Sales

'Beyond sales befuddling many small businesses, mention the word brand and receive even more questionable looks. Over the years many have defined this illusive word. From my own experience I thought Seth Godin had one of the best definitions: “A Noun: Brand is the set of expectations, memories, stories and relationships that, taken together, account for a consumer’s decision to choose one product or service over another.

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International Innovation: Five proven apps worthy of consideration for your sales team in 2015

SBI

'Today’s sales leaders are fortunate to have a wide array of sales acceleration solutions to choose from. That becomes all the more evident when you take a look at the release of our final Top Sales Tools of 2014 guide where you’ll find the top 50 tools for improving sales performance and results. What you might not be aware of is the innovation that’s taking place outside of the U.S.

CRM 107
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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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10 Reasons to Attend the 2015 Virtual Sales Kickoff

The Sales Hunter

'If you truly want to start 2015 with phenomenal momentum, you won’t want to miss the 2015 Virtual Sales Kickoff! It is Monday, January 12, at 11 a.m. Eastern. Here are 10 Reasons to Attend: 1. Now is the best time of the year to apply new ideas to build your sales for […].

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It’s Not That You’re Lazy, It’s.

A Sales Guy

'you don’t give a s**t! A client of mine said something the other day that stuck with me. She looked at her team after they had been demonstrating “lazy” behavior, as few of them had been doing what they needed to do, and she said,”No one here is lazy. There is no such thing as ‘lazy.’ It’s that you just don’t care enough, don’t see enough value or you’re not prioritizing things correctly, and that’s why stuff isn’t getting

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The Annual Self Improvement Race Begins

Increase Sales

'Once again the annual self improvement race begins. And once again only a few will cross the finish line if we believe the 2014 study by the Journal of Clinical Psychology from the University of Scranton. These researchers revealed the following about the 45% of Americans who usually make New Year’s Resolutions or what is really the annual self improvement race: 52% have confidence in achievement. 8% have actual achievement.

Journal 122