Sales 2.0
OCTOBER 22, 2012
A few things happened to me this week that remind me how long It can take for new sales techniques to be adopted – and become a habit with sales people. I was discussing a situation with one of my sales consultant friends where they are seeing a sales force where solution selling is still only a skill of the minority. This sales force is largely made up of “product presenters” that don’t ask about the prospect’s business.
MTD Sales Training
OCTOBER 23, 2012
Setting good sales goals and performance targets is a crucial step in sales success. We all know that setting goals too low can cause some serious problems. However, setting your sales targets too. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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SBI Growth
OCTOBER 22, 2012
You’re called in for a meeting with the CEO. What’s it about? You run some numbers in your head as some quick prep on your way. You enter. He asks you to sit. You sit. He asks you to give a self-evaluation of your year. “In what regard?” you ask. “Three questions” he says. “They can tell a lot.” You listen. Be sure to answer honestly. Question 1: Have you upgraded your team?
The Pipeline
OCTOBER 22, 2012
A couple of weeks ago I lost an opportunity I feel I should have won, and as you have read here in the past, you need to invest the time to understand why deals turn out the way they do. To do that I asked a couple of people I know, also involved in sales training to sit down to conduct the review, in essence to play the role of the manager, and keep me honest.
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.
Steven Rosen
OCTOBER 23, 2012
My new book helps sales managers unlock hidden sales potential! When a company hits a sales slump, most look at the sales staff — but that’s a mistake, in my new book 52 Sales Management Tips: The Sales Manager’s Success Guide ( Amazon ; Kindle $8.99) I share insights for sales managers to help them achieve better results and retain top sales talent. 52 Sales Management Tips is an easy to read book offers common-sense tips and advice to help anyone, from the owner of a small business to th
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
OCTOBER 25, 2012
42% is the average amount of time a sales person spends engaging with a customer. (a.k.a selling time) This equals only 17 hours per week. We all know improving selling time should increase sales. But is the effort really worth it? Should I spend the time to fix it? And what is the value I should receive by actually improving a sales person’s selling time in front of a customer?
The Pipeline
OCTOBER 23, 2012
The Sales Manager’s Success Guide. Even though I was a sales manager long before I had the opportunity to get involved in training, it was my work with trainers that help me appreciate not only the real challenges sales managers face, but their importance to a successful sales team executing their sales winning consistently. My learning came with many scars, I rolled out a global training program for my company, only to discover that the uptake was spotty, a little here, less selective there, an
Sales and Marketing Management
OCTOBER 25, 2012
Issue Date: 2012-10-25. Author: Jack Malcolm. Teaser: A clear message and structure make your strategic sales presentation more persuasive. Here are important steps to accomplishing that. A clear message and structure make your strategic sales presentation more persuasive. Here are important steps to accomplishing that.
MTD Sales Training
OCTOBER 24, 2012
You’ve set the appointment a week ago and confirmed it just the day before. It is rock solid. However, although you arrive for your 10:00 a.m. meeting a proper 15 minutes early, you find yourself. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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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.
SBI Growth
OCTOBER 26, 2012
How are you, the sales operations leader, going to measure the effectiveness of your 2013 Sales Kickoff Meeting ? Over the last three years the traditional sales kickoff meeting has drastically changed. No longer is the meeting a big boondoggle where you enjoy: an uplifting speech from the CEO, old customer success stories, reviews of best practices, training on new products and many libations.
The Pipeline
OCTOBER 26, 2012
Sales people are aware that their biggest competitor in the market is complacency, the lack of the buyer willingness to change, the status quo. Change is hard; it involves time, effort, and the need to overcome the fear of the unknown. This is why even when things are not perfect, visibly not meeting expectations, buyers will stick with less than they deserve, fear is a strong emotion.
No More Cold Calling
OCTOBER 25, 2012
Get back on track: With a referral introduction, your prospect wants to do business with you. Radio silence: You know, when your prospects don’t return your calls or emails. You’ve had several conversations, forged a solid relationship, identified next steps, and even scheduled a specific time to talk. Then nothing…. All Is Not Lost. We’re salespeople.
MTD Sales Training
OCTOBER 22, 2012
BBC Coventry & Warwickshire recently conducted a survey on what customers think of the retail sales professionals they encounter during their shopping trips and how they feel about the sales. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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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
SBI Growth
OCTOBER 23, 2012
This is a post for any Sales Leader considering or using a buyer-driven sales process. During many of our training events for a sales process rollout, we’ll get the question “So I should just identify the buyer’s stage and go from there?”. The answer is No. Many times, much like a Sales Rep, a buyer will rush through their purchasing process in pursuit of a new solution.
The Pipeline
OCTOBER 25, 2012
What’s the best way to use LinkedIn to drive sales? How are other sellers using it? If you’d like to find out the answers, take this Sale & LinkedIn survey being sponsored by Jill Konrath, a highly respected colleague of mine. It’ll only take 2 minutes of your time. Take the survey –> [link]. What do you get out of it? As soon as the survey results are ready, she’ll send you a copy.
The Sales Hunter
OCTOBER 26, 2012
What is the objective of lowering your price to try and get more sales? Anyone can get more business if they lower their price. It doesn’t take a rocket scientist to figure that one out. Here’s the question you have to ask: What is the objective of lowering your price? Too many times companies lower their price all for the sake of building the business, but all they wind up doing is attracting customers who don’t appreciate or value the full price.
Jeffrey Gitomer
OCTOBER 24, 2012
Tweet Everyone wants to be affirmed. You may call it a pat on the back or a way to go, for me, I want people to tell me that they own my books, they have read my books, have implemented my strategies, and as the result have become more successful. That is my fulfillment goal and my fulfillment gold. Here is an email that I received yesterday that is an example of just that: While recently attending a Church Fundraising Event, I came across a first edition Sales Bible in the book sale aisle.
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.
SBI Growth
OCTOBER 20, 2012
HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. Wait. Hold on for a moment. Do you run the risk of making a costly mistake? Be sure before you make an investment with the wrong firm. Read this post to reframe what may be disguised as a compensation problem. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.".
The Pipeline
OCTOBER 24, 2012
A couple of interesting conversations I wanted to share with and see if I can get some feedback on. The first was an age old challenge for many hiring sales managers, specifically when hiring a rep from a competitor. The great promise of not only getting a “seasoned” rep, but also the bonus of the same rep bringing their “book”. My experience has been that in most cases, especially in product related sales, this is usually a pipe-dream, and rarely if ever materializes.
Understanding the Sales Force
OCTOBER 22, 2012
Understanding the Sales Force by Dave Kurlan Your kids won't eat their vegetables, your parents won't listen to you, your suppliers won't provide customer service excellence, the President (as of 10-22-2012) of the United States can't get the economy going, your football team isn't winning enough games, and the majority of your salespeople are under-performing.
Score More Sales
OCTOBER 26, 2012
I’m a busy person and I know you are too. If you are a sales leader you need to know that your sales people are not following common courtesies on social media and are not representing you and the company well in many cases. It could cause you to lose business. Case in point: Sellers who send the generic LinkedIn connect request and send those magic 11 words: I’d like to add you to my professional network on LinkedIn.
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.
Pointclear
OCTOBER 23, 2012
Jonathan Farrington is a globally recognized business coach, mentor, author, consultant and sales thought leader, who has guided hundreds of companies and more than one hundred thousand frontline salespeople and sales leaders towards optimum performance levels. He is the Senior Partner at Jonathan Farrington & Associates , Chairman of The JF Corporation and CEO of Top Sales Associates , based in London & Paris.
The Pipeline
OCTOBER 20, 2012
“Leveraging Value from Engaging the Buyer to Closing the Sale” – A Sales Association Webinar. Tuesday, October 30 – 2 p.m. EST / 1 p.m. CST / Noon MST / 11 a.m. PST (1 hour in length). On Tuesday October 30, I have the privilege to deliver a webinar for The Sales Association – I will be talking to specific steps sellers can take to delivering and leveraging value throughout the sale.
The Sales Hunter
OCTOBER 22, 2012
There are times when you have to discuss price with a customer during a telephone call. I’m a strong advocate of using face-to-face meetings to discuss price, but I realize there are many times when you can’t. Key in talking price on the telephone is to still not forget the basics. Never talk price until the customer has shared with you at least 3 benefits the desire or needs they have.
Understanding the Sales Force
OCTOBER 25, 2012
Understanding the Sales Force by Dave Kurlan. My colleague, Steven Rosen, has published a new Sales Management Book which you should read. It's called 52 Sales Management Tips and it's the kind of book that you can read in less than an hour! Each page has a very useful tip, every tip is consistent with what you read here three times most weeks, and every tip is time-tested and proven.
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?
Score More Sales
OCTOBER 24, 2012
logo courtesy of LinkedIn. Today I am part of a group of speakers on the Social Media Mastery Tour here in New England. I’ll be speaking about how LinkedIn – one of my favorite tools – can support your business building efforts to grow sales. This is something that I have witnessed first hand in our business and helped clients with for the last several years.
Anthony Cole Training
OCTOBER 23, 2012
Barbara Nowak - Rowe as a member of the Harvard Business Revue group in Linkedin asked the question: Do you agree that "one that never fails is not trying hard enough"? What do you think about above question? Can we always be right? Isn't failure a necessary price for education and getting better and better? I made the following comment to her question: "I don't believe that it isn't about trying hard enough but rather more about taking enough risk".
The Sales Hunter
OCTOBER 24, 2012
Never offer a customer an open-ended price. Always link to a specified time period. When you don’t link your price to a time period, you’re allowing the customer to use the price as a negotiating tool with you whenever they feel like buying. There’s nothing gained by you until the customer places an order, so you want to be doing all you can to get the order now rather than later.
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