Sat.Feb 27, 2016 - Fri.Mar 04, 2016

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Are You a Bulldog? That’s What It Takes for Women in Sales

No More Cold Calling

Here’s what I’ve learned about selling from some top women leaders. When she referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be. But that’s not what she meant. She’s tenacious. She sells with confidence. She’s dedicated and loyal—a dog with a bone who works hard to find the best possible solutions for her clients.

Referrals 306
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Getting Out of the Sales Prevention Business

Sales and Marketing Management

Issue Date: 2016-03-04. Author: Mike Kunkle, senior director of sales enablement, Brainshark, Inc. Teaser: All companies want to be in the sales generation business – but on National Salesperson Day, it’s an opportune time to ask yourself: are you actually and unwittingly in the sales prevention business? All companies want to be in the sales generation business – but on National Salesperson Day, it’s an opportune time to ask yourself: are you actually and unwittingly in

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Dramatically Improve Your Productivity

Steven Rosen

Many sales executives are feeling overwhelmed, unproductive and frustrated. They are finding it difficult to deal with important daily tasks due to the barrage of emails, number of meetings, interruptions and putting out fires. How can you be productive, if you spend your entire day responding to emails, are fully booked with meetings, are being constantly interrupted by the phone or people in the office who want to speak with you, and putting out one fire after another?

Energy 189
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Breaking News - More Salespeople Suck Than Ever Before (and Why)

Understanding the Sales Force

Saturday evening I was driving my car and listening to the radio when a song played that I hadn't heard since the 70's. It occurred to me that long before the advent of rap music, Charlie Daniels must have been the accidental originator of rap with his song, The Devil Went Down to Georgia. If you are too young to have heard it, don't remember it, or just want to hear this white country boy do his thing, watch this awesome YouTube clip.

Groups 187
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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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4 Quick Tips On Gaining More Referrals Than You Can Handle

MTD Sales Training

One area where many salespeople fall short is the gaining of referrals from their clients. Many simply forget to ask; others think it’s an imposition that might put the client under too much. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Referrals 205

More Trending

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The Key to Improving the Effectiveness of Sales Meetings and Team Building Retreats

The Pipeline

The Pipeline guest post by Anne Thornley-Brown. Sales meetings and team building retreats can be important vehicles for developing effective sales teams. A few of the benefits include an opportunity to: paint a clear picture of the strategic direction and corporate culture for the company. obtain feedback from the employees who interface directly with clients before implementing rolling out key initiatives. win support for key corporate, sales and marketing initiatives. break down silos and impr

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Sales Motivation Video: ASK for Referrals to Fill Your Pipeline!

The Sales Hunter

I’m always amazed at the number of salespeople who don’t ask for referrals. You can ask for referrals any time you demonstrate value! Yes, any time! And the more you discipline yourself to do this, the stronger and fuller your pipeline will be. Check out the video to see what I mean: […].

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A Sales Lesson From…Bird Droppings?

MTD Sales Training

I read an amusing story recently that made me think seriously about being a victim of circumstances and the attitude we should have about things. Apparently, reports had been coming in about a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Report 193
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Measuring Channel Marketing ROI is Easier With the Right Tools

Sales and Marketing Management

Issue Date: 2016-02-29. Author: Mike Reilly. Teaser: Is there any truth at all when it comes to knowing exactly what marketing efforts are driving your revenue growth - if any? The answer lies in adopting three key actions when assessing the ROI of your marketing efforts. Is there any truth at all when it comes to knowing exactly what marketing efforts are driving your revenue growth - if any?

ROI 146
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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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Who Is That For, You or the Buyer?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Prospecting can be a nerve racking experience for many in sales, especially outbound telephone prospecting, which explains why so few are good at the practice. The rejection, the unknown, the boos looking at you output and shaking his head, and clock on the wall ticking louder and louder. This triggers series of primal responses from nesting and protection to fight-or-flight.

Buyer 146
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It’s Time to 10x Your Sales. 10 Things You Can Do to Grow Your Sales!

The Sales Hunter

What would your business look like if you were to grow it 10x? To be able to pull it off and — yes, you can do it! — you need to be incredibly focused. Start by taking individual components of your sales process and look to build each one of them 10x. Below is […].

Sales 142
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What it Takes to Make Your Sales Pipeline Accurate & Predictive

Understanding the Sales Force

Yesterday, while speaking in DC, I asked my usual questions, but the response to one of the questions left me scratching my head. It wasn't a new question; as a matter of fact, I've been asking it for years.

Pipeline 131
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[Missed Connections]: Referral Selling Insights from February

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. Think sales has changed a lot? Sure, technology has shifted the way we work. But while technology may power sales research, people still power the close. . Top salespeople have always won deals based on their well-nurtured relationships, inquisitive nature, insightful questioning, ability to demonstrate the value of their solution, and willingness to walk away if their solution doesn’t fit.

Referrals 131
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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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Leveraging the Inverse Relationship Between Price and Risk

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I was reading a piece recently where the author was making the case for a specific buyer behaviour. He suggested that people prefer not to take a risk over getting better barging. Which gets one to think about price and risk, and the ultimate risk in using price as a sales tool, as many do. Most people, according to experts, about 70%, are risk averse, and will take proactive steps to avoid risk.

Insurance 131
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Executive Sales Leader Briefing: You’re Driving the Sales Call Whether You’re There or Not

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. The impact sales managers and […].

Sales 124
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Handling Objections When Requalifying

Mr. Inside Sales

As I’ve suggested before, it’s always a good idea to requalify your prospect at the start of your demo or presentation. Doing so allows you to anticipate objections and position your presentation to speak to whatever resistance you may face later on. When I make this suggestion, I get a lot of pushback from sales reps. “But if I ask for the deal before I’ve given the presentation, before I’ve given the value, they’ll just say no!

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You Have a Board of Directors, Now What?

DiscoverOrg Sales

The life and leadership of your business might go through phases… For my company, it’s pre-investment and post-investment. In the middle of 2014, our bootstrapped sales intelligence company DiscoverOrg accepted a growth equity investment from TA Associates. Soon, we had a fully-fledged Board of Directors. Our board consists of three members from TA Associates, three independent Board Members, my co-founder, and myself.

Hiring 120
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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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Dramatically Improve Your Productivity

Steven Rosen

Many sales executives are feeling overwhelmed, unproductive and frustrated. They are finding it difficult to deal with important daily tasks due to the barrage of emails, number of meetings, interruptions and putting out fires. How can you be productive, if you spend your entire day responding to emails, are fully booked with meetings, are being constantly interrupted by the phone or people in the office who want to speak with you, and putting out one fire after another?

Energy 120
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Before You Buy That Sales CRM

Increase Sales

There is no question technology can increase sales productivity. However for any sales CRM including other productivity tools to work requires: Credit: www.picjumbo.com. An open attitude by the sales team. A sales culture that supports sustainable business growth. A realization that technology is only a tool because: People buy from people! Buying a sales CRM will not magically increase: Revenue.

CRM 80
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The Big Missing Piece of Sales Analytics

BrainShark

You’ve read the statistics around reps not hitting their quotas. You’ve also likely seen firsthand the inefficiencies in determining the tactics that produce wins. Why the high degree of difficulty and failure? Because sales analytics has a black hole.

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5 Secrets to Driving Salesforce Adoption

Fill the Funnel

Salesforce is the dominant CRM solution, bar none. It has grown into an empire of interconnected tools, services and content all focused on improving the sales profession and increasing results. One of the key factors to the success and popularity of Salesforce is it’s App Exchange , where it has invited business partners from around the world to create add-on functionality and information that all feed off of, and into the Salesforce engine.

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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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Does Your View Of Value Limit Your And Your Customer’s Success?

Partners in Excellence

Value is one of those $25 words everyone talks about. We all want to talk about our value and value propositions. But we have huge variations in the way we interpret value and the way our customers interpret value. Value in it’s simplest form is price. Unfortunately, that’s where the majority of sales people compete. They provide the customer with their best price, crossing their fingers, hoping to win.

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Is Your Elevator Speech Goldfish Proof?

Increase Sales

Many SMB owners and salespeople are almost indoctrinated with having an “elevator speech.” Unfortunately, in many instances this carefully and sometimes very expensive worded first impression fails miserably. Why? The simple answer is attention span. Human beings according to a study by Microsoft now have an attention span of 8 seconds.

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Sell Like JFK & MLK

Tom Hopkins

Know your audience and what will gain their attention. Sometimes, it involves bucking tradition. The post Sell Like JFK & MLK appeared first on How to Selling Skills. Related posts: The Destroyer of Listings: FEAR. Real Estate – Getting Price Reductions. Real Estate Concerns: “We wanted another bedroom.

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Get Your ‘A’ Game On: Introducing the New Brainshark Brand

BrainShark

It’s an exciting time at Brainshark! Today we unveiled our new visual identity, tagline, and positioning that reflects how we help our customers.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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“Good Enough” Should Never Be “Good Enough”

Partners in Excellence

I’ve been involved in a fascinating conversation with Greg Michaels. He wrote a great article, Regarding The “Challenger Customer.” Taking “Good Enough” Away From The Sales Table. He piqued my interest and we’ve been communicating and debating about it for days. We all, our customers and we “settle.” Whether we get so busy, are blind, arrogant, complacent, or just tired, we tend to settle.

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Retreating to the Quick Fix Leadership Challenge

Increase Sales

Effective business leaders have a different attitude when it comes to fixing a leadership challenge. They do not retreat with the desire for the “grabbing for the quick and easy fix.” Credit www.gratisography.com. The quick and easy fix tasks are usually more easily solved and they contribute very little to growth and innovation, to the future of the SMB.

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Channel Sales Not Performing? Five Common Challenges Facing Channel Managers

Cincom Smart Selling

As a manufacturer, you know the important role of your channels. In fact, in many cases, they are likely to be a core part of your business. The ability to sell indirectly through channels gives you the ability to focus on what you do best: developing, designing and producing a product. While dealer and distributor channels can be a huge help, if not handled properly, they can become a great burden and create unnecessary inefficiencies.