Sat.Nov 15, 2014 - Fri.Nov 21, 2014

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What do you do when workplace “change” happens?

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.

Training 322
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A Verbal Painting is Worth A 1,000 Words

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . We have all the expression above, but it really rings home in sales, especially for successful sales people. If you look at sales as being an educational process, that is you learning from the prospect, even while you are helping them learn how you can help them reach their objective, let’s focus on the latter, you helping the buyer learn about the potential value you can/may bring.

Chemicals 292
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You Don’t Have to Be a Millennial to Top the Social Media Charts

No More Cold Calling

'Boomers can’t afford to let Gen Y have the social selling advantage. As a Boomer, I will never use technology like a Millennial. I didn’t grow up with a cell phone as an appendage. But I still manage to leverage technology (very successfully) in my sales process. ??There’s a common misconception that people born before 1980 are not good with technology and don’t excel on social platforms.

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Top 5 Sales Issues Leaders Should Not Focus On

Understanding the Sales Force

'Did you ever watch Peyton Manning, Tom Brady or Aaron Rogers have a bad day at Quarterback? Did you notice that the following day, everyone was saying that he sucked? While it''s possible that these three Quarterbacks could have a bad day, most of their bad days are less about them and more about whether or not their offensive lines gave them the time and protection they needed to find an open man and make a good pass.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Stop Avoiding layered Incentives (and Learn to Love Them)

Sales and Marketing Management

'Issue Date: 2014-11-21. Author: Dan Hawtof, Parago Executive Vice President. Teaser: Most channel marketers have a dysfunctional relationship with layered incentives. They know that incenting sales-driving behaviors, such as training and product demo, can make a partner feel more personally invested in selling their products. At the same time, they fear what they see as the cumbersome process of providing incentives for anything but straight sales.

More Trending

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What Salespeople Can Learn from Sandcastles

No More Cold Calling

'When deals don’t go your way, dust yourself off and go in search of the next one. Remember the sandcastles you built as a child? When you were just getting started, you used wet sand and buckets. But as you got better at building them, they became larger and more complicated. It wasn’t long before you were using anything you could find to make your castles better than ever—straws, shells, stones, feathers from the seagulls.

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Why This Salesperson Failed to Close the Deal

Understanding the Sales Force

'Have you ever played golf? Did you ever play a hole where you drove it perfectly off the tee, hit a great shot from the fairway and still couldn’t get it on the green in regulation? Of course you did. Me too. Almost always.

Closing 266
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Correcting Mistakes for Your Q4 Sales Push

Sales and Marketing Management

'Issue Date: 2014-11-17. Author: John McGee, CEO OptifiNow. Teaser: The fourth-quarter sales push seems inevitable. Now is an opportune time to identify and fix common mistakes that directly correlate to sales losses. The fourth-quarter sales push seems inevitable. Now is an opportune time to identify and fix common mistakes that directly correlate to sales losses.

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Time or Money: Which is More Important?

The Sales Hunter

'Too often we view money as being more important, especially when it comes to making a buying decision. A few years ago, I was working with a company struggling with coming to grips with the reality that it was going to take money to make money. What I find interesting is business people struggle […].

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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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How To Deal With A Stall In Negotiations

MTD Sales Training

'When you get to a point in the conversation with a customer where you have to negotiate on price or some other issue, remember one thing: the vast majority of negotiations occur because you haven’t. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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8 Ways to Motivate Salespeople to Follow Up Inquiries

Pointclear

'Corporate growth, good and bad, can be traced to sales lead follow-up i. Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them. After all, what is the alternative? Cold calling? But alas, as Voltaire said, “Common sense is not so common.”. So we are left with motivating them to do the obvious and not give up.

Follow-up 235
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A New Way to Work Helps Productivity

Score More Sales

'This week, I was invited to spend a day with key executives in the IBM Midmarket space to discuss the future of work, and how technology is causing us to reimagine the way we work. First I must say that I’ve been attending IBM events over the years starting in the early ‘80s. Yes, I know that dates me a bit, and it also gives me a longer term perspective of IBM than a lot of people.

Analytics 210
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10 Steps to a Successful Negotiation

The Sales Hunter

' Below is my quick checklist you or anyone else can use to negotiate successfully. I’ve shared this same list with thousands of salespeople over the years. Does it work? Yes! Based on the feedback I’ve received from numerous people and the success they’ve had in both B2B and B2C, the list definitely works! Here […].

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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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3 Great Ideas On How To Build & Establish Your Brand

MTD Sales Training

'One of the most precious assets that a company possesses is the quality of their brand. A great brand image can drive sales onward and upward; a lesser image can ultimately destroy a brand’s presence. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 209
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Do You Really Have Bad Business Strategy?

Increase Sales

'Are you one of those business executives desperately seeking a new business strategy because this year’s results were pardon the expression “all wet? ” Is seeking a new business strategy a fairly common end of the year or quarter business behavior? Are you reaching for some quick fix instead of truly assessing the real problems and not the usual symptoms?

Strategy 178
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Sales Cheers and Self Evaluation

Score More Sales

'I spoke this week to a group of sales professionals at the new monthly Sales Accelerators event at Hubspot in Cambridge, MA. It is a new event here in the Boston area for sales reps to network, meet and mingle with others. Hubspot is a great host, and I was thrilled to be invited to have a Q&A at the front of the room to discuss prospecting issues and ideas.

Hubspot 206
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How Much Should I Be Reading Each Day?

The Sales Hunter

' I like to read. It’s been something I’ve done my entire life. Whether it be articles on websites, newspapers, magazines or books, I tend to devour them. It drives me nuts when I don’t have enough time in a week to read as much as I would like to. What I enjoy most in […].

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Sales Fail: 5 Surprising Questions Sales People Can’t Answer

A Sales Guy

'I just stumbled across this from Forrester Research. It’s appalling, and unfortunately way too true. I have argued since day one, that it’s not about the product or what you’re selling. It’s all about the customer and what the customer wants. Unfortunately, it appears sales people aren’t getting the message. Notice the abysmal response percentages for the MOST CRITICAL elements of selling.

Sales 133
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Leaders Simply Take the Time to Listen

Increase Sales

'One observable leadership trait is forward thinking leaders take the time to listen. Listening is both an art and a skill that can be developed over time. Yet some in leadership roles fail to recognize how powerful this simple skill truly is. Maybe because I am what is called a low key salesperson listening for me is quite easy. As I shared in my book, Be the Red Jacket in a sea of Gray Suits clear active listening has these 5 elements: C larity.

Retention 163
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The Secret to Being Happy at Work and Home

Keith Rosen

'Stressing over results is ruining your life. Do this instead. A Flawed Model for Success and Happiness. “Once I make my quota, hit my number, close that sale, get that promotion, help that customer, have more money, solve that problem, THEN I’ll be really happy, satisfied and will finally feel successful!” Here’s a teaspoon of reality for you.

Energy 133
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VIDEO SALES TIP: Why You Need a Segmented Prospecting Strategy

The Sales Hunter

'Do you prospect the same way, with the same strategy, no matter who you are trying to reach? That’s a horrible approach. If you really want to be successful (which I can only assume you do), then you need to customized your prospecting strategy depending on the industry or type of prospect you are […].

Segment 226
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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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The Goldilocks Principle for Sales Leads

SBI

'Everyone surely knows of the story of Goldilocks and the Three Bears, written over 175 years ago by British author and poet Robert Southey,back in 1837. By the way, a man named Joseph Cundall transformed the original antagonist from an ugly old woman to the pretty little girl we have come to know as Goldilocks in 1849. As the story unfolds, our willful heroine Goldilocks sets out for a walk deep in the forest.

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Old School Marketing Beliefs Are a Barrier to Business Growth

Increase Sales

'The professional business person stated unequivocally “I believe in old school marketing.” He then shared how in his corporate world, people met face to face and he firmly believed in flying in airplanes to make those connections happen. His opinion of social media platforms was not high and he did not even have a LinkedIn profile. Credit: Gratisography.

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Sales success – don’t forget these 6 soft skills

Sales Training Connection

'Develop soft sales skills, too. Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and you’re likely find some of these sales skills being taught. They are the fundamentals and they are critical to sales success. And just because they are fundamental does not mean they are simple to learn.

Hiring 125
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Sales Motivation Video: End-of-the-Year Gratitude!

The Sales Hunter

'You don’t have to rely on a holiday card as the only way to tell your customers thank you! Instead, call them up now. That’s right! Call them up now and thank them. It is a great way to connect with them beyond the traditional holiday card. Cards are great! But personal connection […].

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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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Get Over Yourself!

Engage Selling

'If you’re taking time out of your day to read this blog, one thing is for sure, you are not meant for mediocrity. You are investing time into learning and increasing your knowledge, which is more than many salespeople can say for themselves. But, if you want to be a top performing salesperson, you may be […].

Quota 92
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Courage Required to Buck the Status Quo

Increase Sales

'Funny thing about business and life, so many want to buck the status quo and yet far fewer appear to have the courage. One of my colleagues in a community discussion about the proliferation of self promotion within LinkedIn discussion groups asked this two-fold question: Why don’t they (those who are bemoaning all the self promotion) make their opinions known by commenting their displeasure?

LinkedIn 148
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Sales success – failure and success seem to be traveling companions

Sales Training Connection

'Sales Success-Sales Failure. Ever attend FailCon? It’s a one-day conference where folks share their “biggest failures.” It has been a success for four years running. But this year, FailCon was cancelled. It was cancelled not because the topic is passé or because of lack of interest but rather because the topic has become so pervasive throughout the Silicon Valley that FailCon seemed unnecessary.

Travel 109