Sat.Sep 26, 2015 - Fri.Oct 02, 2015

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Want Prospects Who Want to Hear from You? Get Referrals

No More Cold Calling

Pack your pipeline with nothing but hot referral leads. I recently scored a meeting with the CEO of a Fortune 500 company. It took me one call to get on his calendar. Why? I received a referral introduction from his trusted friend and advisor. During our 30-minute call, I learned what this CEO expected from salespeople and what initiatives he was driving.

Referrals 244
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How Much Pain Can You Take? – Sales eXecution 311

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are always looking for “the pain” or “pain point”, I get it, not sure it’s always the right thing, but it is what it is. One I am often given for the search for pain is the response they anticipate. Many tell me, supported by a string of pundits, is that people will do more to avoid pain, than the steps or actions they will take to achieve pleasure.

Quota 240
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The Allure of Incentive Travel

Sales and Marketing Management

Issue Date: 2015-09-01. Author: Paul Nolan. Teaser: It's the one business tool that never goes out of style, primarily because it drives results. It's the one business tool that never goes out of style, primarily because it drives results.

Travel 233
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Sales Slumps - What Causes Them and How to Fix Them

Understanding the Sales Force

During the course of a baseball season, both hitters and pitchers fall into slumps. In baseketball players slump with their outside shots and from the foul line. Football Quarterbacks go into passing slumps. Golf and Tennis pros have swing slumps. Tiger has been in a slump since Thanksgiving of 2009! (I'm sure there must be some kind of a slump that Soccer players can fall victim to but I don't know enough about soccer to weigh in) With slumps being so common, it shouldn't come as a surprise tha

How To 225
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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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10 Time-Saving Techniques for Salespeople

The Sales Hunter

Who among us doesn’t want to save more time, better use time and essentially get more out of our day?! Here are 10 ideas to get you started: 1. Check email using your smartphone. We delete messages much faster when we view them on our smart phone. A key problem everyone has is spending […].

More Trending

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5 Steps To Pick Yourself Up After A Lost Sale

MTD Sales Training

Imagine the scenario – you’ve invested heavily in time and effort into something you wanted badly and were counting on succeeding, like closing a big deal. In spite of all your great efforts, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Closing 212
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Sales Selection Case History - The Fix for This Insanity Works 99% of the Time

Understanding the Sales Force

If you had a crystal ball to predict whether or not your next sales candidate would succeed in a difficult selling role at your company, wouldn't you want to use it? Heck, you would want to look into that thing even if it wasn't a difficult selling role. But what if you were recruiting kids right out of college? What would you do then? Would you just recruit a whole bunch of kids and keep the ones who didn't quit?

Hiring 217
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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]

Pointclear

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

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Demand vs. Lead Generation

Sales and Marketing Management

Issue Date: 2015-09-01. Author: Douglas Karr. Teaser: Marketers often exchange the terms demand generation (demand gen) for lead generation (lead gen), but they’re not the same strategies. Marketers often exchange the terms demand generation (demand gen) for lead generation (lead gen), but they’re not the same strategies.

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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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Why Your Prospecting Strategy That Worked Last Year Isn’t Working Now

The Sales Hunter

Last year you were a star. Everyone in sales thought you were amazing, because of the results you were generating. The prospecting plan you put together was rocking. This quarter the results aren’t there. In fact, they’ve been on a slide most of this year, despite you doing the same thing this year that […].

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Sales Managers - You Must Sweat the Small Stuff!

Anthony Cole Training

I’ve not read the book Don’t Sweat The Small Stuff and It’s All Small Stuff by Richard Carlson. It’s a catchy title and I’m sure a good read. If you are looking for a solution on how to keep from chasing every chicken you see then I’m sure there is good information to be gleaned from the book. But if you are a sales manager responsible for developing your people and for driving sales growth this is awful advice.

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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

Pointclear

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

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You Don’t Have a Customer if You Don’t Have Non-Customers

Sales and Marketing Management

Issue Date: 2015-09-01. Author: Paul Nolan. Teaser: Find me a team that is having trouble with marketing and it’s a safe bet they are struggling with who their customers are and why those people should do business with them, says Jim Gray, an insightful if minimalistic blogger on all things marketing. The biggest mistake marketers make is failing to target a specific customer.

Customer 176
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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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Sales Leadership is Not an Oxymoron

The Sales Hunter

Let me share with you my definition of a leader: A leader is one who helps others see and achieve things they didn’t think were possible. Let me share with you my definition of a top-performing salesperson: A top-performing salesperson is one who helps others see and achieve things they didn’t think were possible […].

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Should A Sales Person Always Trust Their Hunches?

MTD Sales Training

John Adair tells a story about Conrad Hilton, the Hotel magnate, who was once trying to buy a Chicago Hotel. The deadline was looming for the sealed bids to be placed and Hilton submitted a bid for. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Hotels 168
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15 Ways to Handle the Competition Objection

Mr. Inside Sales

We all face competition. There is always someone who can do it cheaper, or faster, or better (at least in the mind of your prospect). Because of this, prospects – and even customers – are constantly on the search for a better deal. Knowing how to handle the competition objection effectively can mean the difference between winning the sale or suffering that sinking feeling of having lost the business to someone else.

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4 Steps to Plug Productivity Leaks

Sales and Marketing Management

Issue Date: 2015-09-30. Teaser: Everyone is looking for ways to boost productivity and make the most of their time. The New York Times even reported that some young workers are abusing stimulants normally used to treat A.D.H.D. Before you resort to popping pills, try these four steps to plug productivity leaks. Everyone is looking for ways to boost productivity and make the most of their time.

Report 170
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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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What Are You Selling and Do Your Prospects Care?

The Sales Hunter

A salesperson contacted me saying he was not having any success developing new customers. I get calls like this all the time, but what struck me about this situation is what I found out after I started digging in. The company the salesperson sells for offers a wide range of services their target prospect […].

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How Do You Define a Real Salesperson?

Increase Sales

Isn’t interesting there are so many books on selling to sales consultants more than willing to define what it means to be a real salesperson? Possibly all these different definitions can explain the numerous selling styles such as: Consultative selling. Question based selling. Relationship selling. Socratic selling. SPIN selling. The reason I bring this question forward is because so many are quick to say being this way is what makes for a real salesperson or a real executive coach, a real cons

Hiring 134
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Why Should I Work for You?

A Sales Guy

Why should I be excited to work for you? No, really. Why? Why work for you as opposed to any other sales leader out there? Please- whatever you do, don’t tell me it’s because you’re a good guy or girl, fun to work with and because you support your team. It will make me throw up in my mouth. [link]. I need more than that. And frankly; so do you.

Leads 98
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Are You Aligned With Where Your Customer Is In Their Buying Process?

Partners in Excellence

A friend called me for advice today. He’s a great sales person, a big deal hunter. He wanted to review a deal strategy and call plan he was making on a CTO at a very large, fast growing prospect. His colleagues had been working with the CTO’s team. By far, they were the front runners for their first piece of business with this customer.

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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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Sales Motivation Video: Your Number One Competitor Is…

The Sales Hunter

Do you have any idea who your number one competitor is? I’ve got news for you! It’s YOU! Yes, your thoughts will sabotage your motivation this week — if you let them. We are quick to say that other circumstances and people are ultimately controlling our outcome, but the reality is that you play a […].

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Stop Listening to Sales Experts About Marketing

Increase Sales

Some well known sales experts either discount marketing or actually ignore marketing. They look to the “real” sales process and provide their expertise about how to increase sales leads or convert sales leads. Peter Drucker said “Business has two functions: marketing and innovation.”. Unless you can attract attention (sales leads), you will never, ever be able to dazzle anyone with your “closing skills.” .

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Beware Corporate Hacks, They Kill Innovation and Growth (And Just Suck to Work With)

A Sales Guy

What’s a corporate hack? A corporate hack is that corporate guy or gal that plays the political game like a master. Corporate hacks are the people in the organization who always have a personal agenda, and are shrewd executioners of it. They rarely take risks. They don’t rock the boat. As a matter of fact, they are squeaky clean, except after they’ve brilliantly minimized someone else or some other group in the eyes of the CEO or executive.

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Closing The Sale

Partners in Excellence

Earlier today, I was interviewed for an article on “Closing The Sale.” The article is in a publication focused on small business owners. As we concluded the conversation, the interviewer said, “Your answers were completely different than I expected.” I think too many of us–entrepreneurs and sales people, alike, have mistaken impressions of closing the sale.

Closing 93
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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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VIDEO SALES TIP: Your Buyer Is Not Rational

The Sales Hunter

Your buyer is not rational. This isn’t a bad thing. You simply have to be aware of it, and you will be in a better position to sell. There will always be a level of emotion that comes into the transaction. Check out the below video to see what I mean: Copyright […].

Buyer 169
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If Your Sales Competition Is Not Against You, Then Maybe They Are With You?

Increase Sales

The fear of sales competition is very real for mid-size to small businesses. So many salespeople live with negative feelings to behaviors about their competitors. From my experience, this fear is keeping them from understanding how these competitors maybe with them instead of against them. Over the years I have developed incredibly strong relationships with other executive coaches, business coaches, sales coaches, organizational and leadership consultants.

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Breaking Down The Challenger Customer

A Sales Guy

Do you remember the book the Challenger Sale ? The book that got everyone fired up because they said relationships wasn’t the most important skill in selling? Well, the boys are at it again and I got to interview them. The authors of the Challenger Sale just launched the Challenger Customer and it’s already a Wall Street Journal bestseller (#2).