Sat.Aug 30, 2014 - Fri.Sep 05, 2014

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40 Ways To Hunt For Business More Creatively

Sales 2.0

'Mr. Paul Castain demonstrates his creativity with this excellent list of 40 ways to be more creative in prospecting. Super-practical stuff. You know, I could be way out of line in this assumption but prospects need creative solutions to the challenges they face in their world. More specifically they need your creativity. Million dollar question coming atcha in 3,2,1.

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Would You Rather Be Right or Successful?

The Sales Heretic

'We all want to be successful. And we all like to be right. The problem is, those two things are frequently in opposition. Whether in sales, customer service, leadership, or our personal relationships, we are often faced with the uncomfortable choice of catering to our ego or catering to the issue at hand. And it [.].

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To Sell Better, Make 'Em Laugh

Sales and Marketing Management

'Issue Date: 2014-09-02. Author: Bill Rosenthal. Teaser: When a salesperson and customer laugh together it builds trust and empathy and helps remove the customer’s body armor. Here are seven tips that can help you make the customer laugh. When a salesperson and customer laugh together it builds trust and empathy and helps remove the customer’s body armor.

Customer 316
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The Art of Entrepreneurship

The Pipeline

'The good folks at The Art Of are presenting another exciting conference in Toronto: The Art of Entrepreneurship. Featuring a group of dynamic entrepreneurs sharing ideas leading edge strategies to help current and future entrepreneurs. Whether you are an entrepreneurs, thinking about becoming one, or want to add an entrepreneurial flair to your current career, this is the event for you.

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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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Say Goodbye to Bad Business

No More Cold Calling

'Some customers just aren’t worth the headache. Sam kept me waiting for 30 minutes. When we finally met, he was anything but pleasant. I should have trusted my gut and walked away. But I didn’t. I’m a pro. I can deal with anyone. Or at least that’s what I was thinking. However, when he demanded a proposal by 9:00 the next morning, I was out of there.

More Trending

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How To Be “Switched On” When It Comes To Your Sales Approach

MTD Sales Training

'I once owned an old house and had to have it rewired. The electrics were basically shot and the place could have been a firetrap if I didn’t have something done pretty quickly. The electrician worked. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 253
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Panel Discussion: Close the Year Strong with 8 Simple Sales Tips

The Pipeline

'We are about to enter the silly season in sales, the run up to the end of the year. I say silly because all the theorist and soothsayers will be brimming with advice, pulled from their memories and favourite web sources. Soothsayers, because many spend more time advising than selling. As a sales professional what you need is practical and executable inputs that will help you close the year strong, and set yourself up for a profitable 2015.

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To Hire the Best, Forget the Fat Rolodex and Big Deals

Sales and Marketing Management

'Issue Date: 2014-09-05. Author: Henry Schuck, co-founder and CEO, DiscoverOrg. Teaser: Measuring candidates for open sales positions by their contacts, years in the trenches or multimillion-dollar contracts is a ticket to failure. After suffering from many bad hires, my company has developed a highly successful process for selecting outbound sales team members.

Hiring 246
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Why Your Marketing Plan Will Fail in 2015

SBI Growth

'For most marketing leaders, the annual planning cycle is upon us or will be soon. Your teams are most likely putting together their wish list for next year. New tactics, content, channels and the next big ideas are on their list. You want to go into next year confident that you’ll contribute to the revenue goal. To prevent failure, here are 6 steps to include in your planning process.

Marketing 245
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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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Keys to Improved Sales Performance - Part 1 of 4

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. This is the first in a four-part series that will run this week. If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work. As part of getting the work done, you deleted as many emails as you could where a reply wasn''t required and visited fewer websites and Blogs.

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Are Buyers Liars?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Of course not, prospects are liars. No no, that’s not true either. It is less about lying, and more about rationalizing why we lost, take a look at what I mean: What’s in Your Pipeline? Tibor Shanto . "Did You Just Say.?" Ability Accountability Bad Advice Buying Process Change Management Communication Excuses execution Sales Culture Sales Mistakes Sell Better Video Attitude Commitment how to sell better Planning Play to Win Renbor Sales Soluti

Buyer 292
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Sales Motivation Video: When Does Tomorrow Begin?!

The Sales Hunter

'I know you’ve heard me say it before, but guess what? It is true that tomorrow begins TODAY (at least if you want to succeed in the sales world!) If you are waiting until each morning to plan your day, you are waiting too long! You need to be spending time the night before so […].

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Is Your Sales Strategy Stuck Without Sales Enablement?

SBI Growth

'Yes! Sales Enablement is a critical part of your new sales strategy. Sales Enablement is the vehicle for execution and adoption. Your sales strategy is ‘stuck’ without Sales Enablement. SBI’s latest Research Report finds that 78% of Sales Organizations have the wrong sales strategy. So revisiting your existing strategy is the right thing to do.

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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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Keys to Improved Sales Performance - Part 2 of 4

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. This is the second in a four-part series that will run this week. See Part 1 here. This is Part 2. If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work. As part of getting the work done, you deleted as many emails as you could where a reply wasn''t required and visited fewer websites and Blogs.

Hiring 235
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The Labour Of Sales

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Being that it is Labour Day both in the USA and Canada, the last long weekend of the summer, I thought I would keep things simple, and to one point. A simple but important point for those not in sales to understand, and those in sales to revel in. On Friday I heard a radio ad from a labour union wishing everyone a happy Labour Day, then they went on to remind everyone of all the things they would be without if not for labourers and more specifi

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How To Make Sure You’re Selling The “Right Kind Of Value”

MTD Sales Training

'What was that? You mean, there are different kinds of value the customer is looking for? Boy, I thought it was hard enough selling value to my customer, and now you’re telling me that there may be. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 230
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Why Tactical Sales Execution Will Kill Your Year

SBI Growth

'Q3 is coming to an end. With only four months left in the year, your sight is focused on the prize. You have a good idea about where your individual opportunities stand. To hit your number, how do you prioritize your efforts as a whole to get the most return? Not having the correct sales strategy is one of the largest indicators of missing the number.

Energy 237
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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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Am I Worth More Than I’m Asking?

The Sales Hunter

'Yes! This is a very serious question about your selling process and, more importantly, the price you want to get from what you’re selling. Regardless of what you’re selling, never forget the customer is buying you first. Sure, the customer may buy from you even if they don’t connect with you, but they will […].

Discount 238
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Optimum Selling Environment

Score More Sales

'I have been thinking about environment lately – and the power of creating an optimum selling environment. This optimum selling environment would give you energy rather than draining away your energy. Energy is critical in selling. Many people do no stop to realize that they can CHANGE their environment – and I am not just talking about your physical environment but rather 8 different aspects of your environment – the environment of YOU.

Energy 215
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3 Key Components To Build Customer Loyalty Successfully

MTD Sales Training

'There is a saying that customer satisfaction is useless; customer loyalty is priceless. This is well-explained when you consider a familiar scenario. Have you ever visited a restaurant and been. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Loyalty 228
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A Tool to Help Improve Sales Revenue Planning

SBI Growth

'Annual planning is on the horizon. The process begins in much the same way it did last year for many organizations. Oftentimes the interchange between the senior management and sales leadership is the same. From year to year there is little to no change.

Tools 235
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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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Only Negotiate After They’ve Rejected Your Offer Twice

The Sales Hunter

' How can you know the customer’s needs if you don’t spend time “selling” to them first? Negotiating should be an option only when the sales process has not been successful. This builds on the strategy of selling first and negotiating second and now puts some specific criteria on it. Just because the customer has […].

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Keys to Improved Sales Performance - Part 3 of 4

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. This is the third in a four-part series that will run this week. See Part 1 here. See Part 2 here. This is Part 3. If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work. As part of getting the work done, you deleted as many emails as you could where a reply wasn''t required and visited fewer websites and blogs.

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Money Monday – Lead Like Artie T

Score More Sales

'It is easy to lead when all is going well – and challenging when there are issues. That’s when true leadership really shows. Today’s post is for sales professionals and sales leaders, because at one time or another everyone leads. You could not have been in New England this summer without hearing about the big Market Basket grocery chain and all of the turmoil when the board of directors fired their current president, Arthur T Demoulas.

Lead Rank 200
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Book Review: The New Rules of Sales and Service

SBI Growth

'David Meerman Scott has just released his 10 th book, titled The New Rules of Sales and Service. You can buy it here. It is excellent and I recommend you read it. What You Will Learn From This Book?

Sales 235
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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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Closing More Sales. Wouldn’t You Like To? (At a Higher Price?!)

The Sales Hunter

'Recently I did a free webinar with Anthony Iannarino on closing more sales now and understanding the price value relationship. If you missed it (or even if you did make it to the webinar), I have GREAT news! Anthony and I are doing a Part 2 on Sept. 18. Yes, more insights on […].

Closing 229
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What is YOUR High Payoff Sales Activity?

Anthony Cole Training

'Today is the first day of my renewed focus on High Payoff Activities (HPOA ) - those activities in sales and sales management, that when done well and done consistently, drive sales results to our company. There are just 5 steps to making this process of “focus” work and work well. Recognize that the problem exists. Identify the HPOA (High Payoff Activities) and the LPOA (Low Payoff Activities).

Coaching 196
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Keys to Improved Sales Performance - Part 4 of 4

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan This is the third in a four-part series that will run this week. See Part 1 here. See Part 2 here. See Part 3 here. If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work. As part of getting the work done, you deleted as many emails as you could where a reply wasn''t required and visited fewer websites and Blogs.

Airlines 180