Jeffrey Gitomer
FEBRUARY 18, 2014
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The Pipeline
FEBRUARY 17, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. One question I am asked regularly is what is the best time to prospect, be that of day, time of week, etc. While trying to avoid the word depends, there are some variables that will impact the answer. But what many are really looking for for is that secret answer, “call them at 4:33 on a the third Tuesday of the month, except I.
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The Sales Heretic
FEBRUARY 20, 2014
'Human beings are never satisfied. Which is a good thing, because it’s that trait that causes us to continually progress. We want bigger, better, faster. We want more. Whenever we buy something, it’s because we’re looking to attain more of something in our life or business. So what does your company, product or service offer [.].
Understanding the Sales Force
FEBRUARY 17, 2014
'Understanding the Sales Force by Dave Kurlan A company''s executive team can have a positive or negative influence on the performance of the sales team. Each member of your executive team can impact sales in some small, or not so small way. Today, I want to talk about Chief Technology Officers, VP''s and Directors of IT. At first glance, you might not think that IT has much of an impact on sales and you would be correct.
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No More Cold Calling
FEBRUARY 18, 2014
'Are you confusing being busy with being productive? The delete button is my friend—helping to rid my life of the countless unsolicited emails I receive each day. Regrettably, these are usually followed by a series of cold calls. It’s mindless activity that goes nowhere. Yet, it makes us appear busy. After all, we’ve made our requisite number of phone calls and sent a slew of emails that marketing provided to us.
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Score More Sales
FEBRUARY 21, 2014
'Gone are the days where it took 30 minutes to set up your office work area with all of the things you’d need to help you sell. Now we are a mobile society of sellers and we need tools that are simple and easy to use. Need to look someone up? Grab your smartphone and favorite app for that. Want to get more insight about key members in your next meeting?
SBI Growth
FEBRUARY 19, 2014
'Recently a client asked me: “How do we know which partners/ distributors to invest in?” The question was a result of declining sales, and the need to refocus selling efforts. Indirect sales and dealers is a bit of a different game. Keen oversight and analysis is necessary to keep both parties fresh and productive. It soon became clear that my client needed an objective way to review their partnerships.
The Sales Hunter
FEBRUARY 18, 2014
'Salespeople always want a higher price and don’t want to offer a discount to close the sale. What role does confidence play in the equation? Huge! In fact I’ll say it is as powerful of an attribute in the selling process as anything else. The price a customer is willing to pay must equal or be less than the value they expect to gain, unless they’re being held hostage to buy.
No More Cold Calling
FEBRUARY 20, 2014
'The first rule in sales? Know your customer. How well do you know your clients? I don’t just mean how and what they buy. I mean the people who sign on the dotted lines. Developing meaningful relationships with our customers is not just a nice way to work, nor is it an outdated sales concept. It is (and has always been) a business imperative. Why? CSO Insights offers four great reasons in their white paper, “ The Anatomy of a World-Class Sales Organization ”: Sales organizations that optimize th
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Understanding the Sales Force
FEBRUARY 20, 2014
'Understanding the Sales Force by Dave Kurlan This winter in the northeastern USA we have been getting hammered with snowstorm after snowstorm. This is what it looked like as the sun was rising yesterday morning. It was perfect. A winter wonderland. The glow. White before it browns. And lots of it. This my friends, is what it feels like the morning after you close a big deal.
SBI Growth
FEBRUARY 20, 2014
'There are many ways to get more from your sales force. Sales VPs constantly have ideas on new initiatives to implement. When implementing new initiatives, a big risk is adoption. Will your team adopt your new initiative? SBI’s CEO, Greg Alexander, recently conducted a webinar with Jared Litwin from Salesforce.com. Jared is the Sr. Director of Learning Strategy for SFDC.
The Sales Hunter
FEBRUARY 19, 2014
'We’ve come to #3 in our list of 5 Secrets to Selling at Full Price. 3. Position Yourself and Your Selling Process to Command Full Price. Just as you have to make sure your product/service is positioned to warrant full price, you have to make sure you are too. You are what the customer is buying and, for that matter, the customer is buying you long before they buy what you’re selling.
Sales and Marketing Management
FEBRUARY 17, 2014
'Issue Date: 2014-02-17. Author: Lee B. Salz. Teaser: Adding personnel is generally called “hiring,” but top-performing companies view it through the lens of investing in revenue. They recognize that each salesperson represents a revenue investment made by the company. To make informed, investment decisions, each candidate goes through a structured, deliberative evaluation process.
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Pointclear
FEBRUARY 18, 2014
'As Casey Stengel said, “If you don’t know where you’re going, you’ll end up someplace else.” For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. This is what happened. Shelly, the president, looked at me and said, “Yes we have a marketing plan, right Don?
SBI Growth
FEBRUARY 18, 2014
'It’s every Sales Manager’s struggle. You’ve had an open territory for some time. Getting quality candidates through the interview process has been slow going. You finally found an A-player. HR is done with the new-hire training. Now you need them in the field producing… and fast. So how do you get your new rep to produce quicker? In some organization, reps can take up to a year to fully ramp.
The Sales Hunter
FEBRUARY 21, 2014
'The old Wendy’s commercial — yes, I’m dating myself — featured Clara Peller asking the question, “Where’s the beef?”. The commercial has begun to hit home with too many sales teams. Rather than “where’s the beef,” I would change it to, “Where’s the salesperson?” Specifically, “Why is it so hard to find talented salespeople?
Understanding the Sales Force
FEBRUARY 21, 2014
'Understanding the Sales Force by Dave Kurlan Today you''ll receive multiple articles and a bonus video too! The Sold Lab portal posted this article of mine on Why Sales Training Doesn''t Work. Then, Evan Carmichael did a terrific job interviewing me for this video on his YouTube channel. Today''s article is a follow up of sorts to this article from yesterday.
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.
Jeffrey Gitomer
FEBRUARY 21, 2014
'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.
SBI Growth
FEBRUARY 15, 2014
'It’s happened to all of us. You are involved in an opportunity and have been making good progress. Then in a conversation with your contact a realization occurs: You are not the only date to the dance. Your competition has begun to make headway in the account. Progress begins to slow down and you find yourself in an uphill sales battle. Or worse- you get the verbal agreement and the incumbent responds with an offer the customer can’t refuse.
The Sales Hunter
FEBRUARY 15, 2014
'If a customer tells you to email your offer to them, don’t do it. Sure, sometimes it’s not possible to deliver your proposal in person, but whenever it is possible — even if your prospect is a couple hours away — get in your car and go in person. There are just too many risks of emailing the offer, including you missing out on an opportunity to close the sale immediately.
MTD Sales Training
FEBRUARY 20, 2014
I went to see The Wolf Of Wall Street last weekend and I absolutely loved it! It was right up my street but not for “you know what!”. I loved it for the fast pace of the movie and the sales! The film is about Jordan Belfort a greed obsessed, drug taking Stockbroker who made hundreds of millions only to be convicted of fraud due to his penny stock boiler room business.
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Jeffrey Gitomer
FEBRUARY 17, 2014
'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.
SBI Growth
FEBRUARY 21, 2014
'You were recently promoted to head of sales. The main reason for your promotion? You are, without a doubt, the best salesperson in the organization. Your promotion was well-deserved. In most small and medium size companies, this is how it works. The Sales VP job goes to the best seller. But now this individual has to rapidly learn a new skill set. Or fail.
The Sales Hunter
FEBRUARY 16, 2014
'Do you wait till Tuesday or later to start booking appointments for the week? That’s the wrong approach. Better to start filling your calendar as early as possible. Figure out how many meetings and sales you need each week in order to hit your number, and don’t delay in setting those appointments. Check out the Monday morning sales video: And if you want more videos like this, go to this page: YES!
Increase Sales
FEBRUARY 19, 2014
'The recent release of To Sell is Human by Daniel Pink brought back something I read that Zig Ziglar said years ago. His definition of sales was not about value or value creation, about the exchange of money for some solution (products or services). Nor will you find what Zig believed about sales in the majority of sales training or sales coaching programs.
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?
A Sales Guy
FEBRUARY 20, 2014
'What is the true secret to killing quota? It’s not goal setting, it’s not more calls, or a better product. It’s not good coaching or hiring the best sales team. While all these things are at the core, and without a doubt critical. The most valuable part of success and crushing quota is in the monitoring. Ideas, strategies, regulations, goals, objectives are all fine and dandy, but in the end they are useless without the monitoring for success.
Sales Training Connection
FEBRUARY 19, 2014
'A Classic – ’63 Corvette. Do docs have time to see you? Unfortunately “No” is often the answer. This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. The problem is greater today than in the past. Medical specialists often combat falling fees by doing more procedures; primary-care doctors get paid by the office visit, so all they could do is cram more appointments into a day and increase their panel size—the number o
The Sales Hunter
FEBRUARY 18, 2014
'Is it appropriate to send out Christmas cards in February for the Christmas that just passed? I checked the rulebook. Didn’t see a rule, so I went ahead and sent the Christmas cards in February. I should say my wife and I did it. Oh, and this wasn’t the first time. In fact, typically we never send out our annual Christmas card until some time in the new year.
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