SBI Growth
JULY 30, 2013
'Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Are your marketing campaigns generating the desired return on marketing spend? How are you supporting the new “A” players in sales? How are you supporting social selling?
Bernadette McClelland
JULY 29, 2013
'It’s 3AM…Are You Awake? You can’t sleep… so you grab your notebook and jot down that great idea. You’ve got an appointment in your diary and you’re champing at the bit to get there. You have this idea you’ve heard and you can’t wait to incorporate it into whatever you’re working on. You find yourself creatively daydreaming about how to make something even better.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Steven Rosen
AUGUST 1, 2013
'By: Steven Rosen. Of Managers and Leaders is required reading for those who use the terms ‘leaders’ and ‘managers’ synonymously. In reality, leadership and management are at different ends of the spectrum. While leadership behavior is synonymous with innovation, motivation, idea origination and trust, management solely relies on effectively directing resources to achieve pre-set goals.
The Pipeline
JULY 29, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. People are swamped with promises and expectations all day, in their private lives, professional lives, on the bus, on their phone, there is no getting away from an almost steady barrage of promises and unfulfilled expectations. Often, hey lets be real here, more often than not, the deliverable is shy of the expectations set, but worse, not delivered at all.
Advertiser: ZoomInfo
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.
SBI Growth
JULY 31, 2013
'It does not reflect the way your customer buys. They are experiencing a different buyer. You are winning deals but not as fast as years prior. Deal size is not growing as expected. As a sales leader, you know the importance of field execution. A big part of execution is how the team uses the sales process. The process is adopted, but the results are not evident.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Steven Rosen
JULY 29, 2013
'Great Sales Coaches Ask Effective Questions. Do you want to be told what to do? Do you want your boss to be a micro manager? Of course not. You want your boss to ask you what you think. Why are you constantly telling your sales people what to do? STOP telling and start asking. Great sales coaches ask effective questions. Effective questioning forces reps to come up with their own solutions and improve their performance.
The Pipeline
JULY 31, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Remember the days when you could actually have a “Power Hour”, the opportunity to really step back and off the treadmill, and concentrate on things that can truly move your sales or the company forward? With all the demands on your time, it is hard at times to just stay on track. Well it is up to you and me to carve out that time, and the good news is that you can do it, even today, without adversely effecting clients and their expectations.
SBI Growth
AUGUST 1, 2013
'This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013. Just five months left. If your organization isn’t at or above revenue plan, what will you do? More to the point, what can you do that will show an impact quickly? The answer is usually a tradeoff between two fundamental courses of action. Option 1 : Add resources.
No More Cold Calling
AUGUST 1, 2013
'It’s up to you to lead the referral-selling charge. Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. Referral Selling is a Complete Shift.
Advertisement
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.
The Sales Hunter
JULY 30, 2013
'I would be a rich person if I was paid a dollar each time a salesperson told me they don’t enter most information into their CRM system because they have a good memory and can remember. You must use your CRM system to its full potential or you are robbing yourself and your company of more success. Salespeople say they can remember info for one simple reason — they’re lazy and don’t want to go through the work of recording the information.
The Pipeline
AUGUST 2, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. If you are not familiar with Josiane Feigon , you should be, and if her predictions come to be you will be soon enough. As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management.
SBI Growth
AUGUST 2, 2013
'Innovative thinkers win the deals. As a Sales Rep, your Buyers expect you to be a Thought Leader. To be successful, what you say, share, and present must meet their expectations. I’ll wager that the last truly great idea you followed through with bore fruit. This article outlines the elements necessary to repeat your successes. SBI’s 7th annual research tour is under way.
MTD Sales Training
JULY 30, 2013
'Culture plays a funny game with us. We often get stuck in a rut and blame things outside our control for how we feel and the results we get. The culture we exist in keeps us in a headlock and rubs. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Advertisement
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
Sales and Marketing Management
JULY 31, 2013
'Issue Date: 2013-07-01. Teaser: Many of those in management positions want to be more inspiring, but aren't sure how to get there. Authors and leadership consultants Jack Zenger and Joseph Folkman (zfco.com) gathered data from nearly 50,000 leaders and discovered that the ability to inspire creates the highest levels of employee engagement and commitment - and it can be learned.
The Sales Hunter
JULY 30, 2013
'It doesn’t matter how cheap you are. Nobody is going to buy if they don’t believe what your offering is going to help them. If every purchase is based on an expected outcome, then is there really any reason to worry so much about price? No! Price is secondary to outcome. Price is not the primary issue. Let me put it into simple terms: If the value gained from the expected outcome is greater than the price, then the customer will buy.
SBI Growth
JULY 29, 2013
'“When is this deal going to close?” The worst question a sales leader can ask a rep. This question adds no value. It is a selfish question. You are thinking solely of your own quota. Yet, you need the answer because your boss will ask you the same question. In this post we will discuss best practices around coaching to behaviors. Great coaches give suggestions that improve daily selling behaviors.
MTD Sales Training
AUGUST 1, 2013
'While on holiday this year, I had the chance to go on a fairly large boat and enjoy the Mediterranean in all its glory, while sipping a wonderfully refreshing drink and enjoying the fabulous views. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Understanding the Sales Force
AUGUST 1, 2013
'Understanding the Sales Force by Dave Kurlan One of the questions I often field from clients that have had their sales forces evaluated is, "Can you please explain the opportunity finding?". In our Sales Force Evaluation, the Opportunity is our projection of how much additional revenue the sales force can generate. This 1:45 minute video explains how we calculate the number.
The Sales Hunter
AUGUST 2, 2013
'You have a vacancy you want to fill and you’re looking for that super sharp salesperson. You think by hiring the top-gun everything will fall into place and business will rock. Challenge is you might be looking for the top-gun salesperson, but are they looking for you? Top-performing salespeople have options. Don’t kid yourself into thinking otherwise.
SBI Growth
JULY 27, 2013
'There are likely dozens of sales initiatives you can focus on to prepare for next year. Your team is already in your ear about new projects they want to pursue. Set up comp plans. Redesign territories. Increase headcount. All these things are important for you and your team to figure out. You have the benefit of hindsight from last year. Some things worked and the time was worth it.
Score More Sales
JULY 29, 2013
'You know that guy or woman on your sales team who is relentless? That person who possesses something that is driving them to succeed. Would you like just a little bit of that to help get you where you want to be? That seller who regularly runs into obstacles and they always seem to bounce back? How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects?
Advertiser: ZoomInfo
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.
Understanding the Sales Force
JULY 31, 2013
'Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. Overall, the article was quite good with valid sources and statistics. On the other hand, it was flawed in that, as usual with articles like this, it cited examples from only large companies (Astra Zeneca, IBM and SAP) leading most readers to come to one of two conclusions: "This does not apply to us." or "We must follow because these industry leaders are doing
The Sales Hunter
JULY 29, 2013
'Thinking about a prospect is not the same as contacting a prospect, so it’s about time we quite confusing the two. Far too many salespeople spend all of their prospecting time working on their prospecting list, gathering information, and thinking about how they’ll prospect and what they want to say. Nothing wrong with that on the surface, but the problem is they never get around to actually contacting the customer.
Pointclear
JULY 30, 2013
'Sell less, win more. Don’t even try to start selling—and you’ll win more commitments. Sure, this smacks of contrarianism, but Peter Bourke has proven that these iconoclastic approaches work. Peter, senior principal and vice president at The Complex Sale, a premier sales and methodology company, spoke with me about the wild success of his outside-the-box thinking.
Score More Sales
JULY 27, 2013
'No doubt you are busy in your sales career working to identify prospective customers, connect with them, nurture that relationship and ultimately help them to a buying decision potentially with your products and services. Have you made time to learn how to leverage LinkedIn and other social selling strategies to help you grow your visibility? Do you know that you can create a “virtual mall” for yourself – promoting what you do 24/7 by giving your resume-focused LinkedIn profil
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Understanding the Sales Force
JULY 29, 2013
'Understanding the Sales Force by Dave Kurlan My mind doesn''t work the same as most people. I always seem to find a sales analogy buried somewhere. Frank, who writes the Sales Archaeologist Blog , has that ability too. Recently, at a picnic with my family, I took note of all the guests and couldn''t help but to see the similarity between the picnic and selling to a group.
The Sales Hunter
AUGUST 1, 2013
'In case you haven’t noticed, salespeople talk too much. I hate to say it, but we in sales have done some pretty stupid things that have ultimately prevented a lot of sales from being made. Talking too much is one of those stupid things. One of the most effective techniques a salesperson can use is silence. Key is knowing when to use it. Use the 2-second pause immediately after the customer says something.
Jeffrey Gitomer
JULY 31, 2013
'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.
Expert insights. Personalized for you.
325 
Let's personalize your content