Sat.Jan 23, 2016 - Fri.Jan 29, 2016

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3 Overlooked Productivity Tips for Sales Reps

No More Cold Calling

Does your team spend enough time with your customers? It’s always about time, isn’t it? We have a choice how we spend it. We can waste hours immersed in social media, sending emails, and surfing the web. Sounds like fun, but it’s not the way to excel in sales. Most of the time, it’s a waste of time and has nothing to do with engaging our prospects and customers.

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What is Not Why – Sales eXecution 326

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Start of the year is when you see a lot of policy changes, changes in fees, service levels etc. Done right this could actually help sales people and drive revenues, yes even price increases. Done wrong, it just leaves a bad flavour in people’s mouth and minds. Having had to face new fees and policies, I have come to observe that there is a missing element in how sales people, and I would argue all who interface with clients in any way, dea

Policies 176
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How the Customer Makes a Decision

Sales and Marketing Management

Issue Date: 2016-01-27. Author: Charles D. Brennan, Jr. Teaser: Selling someone a product or service is all about aligning with their habits and knowledge -- to use a technical term, aligning wi th their schema. If a salesperson is asking the same boring questions and giving the same boring presentation, the possibility of the customer’s schema being altered or changed is remote.

Customer 163
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Sales Performance - Stop Worrying About the Words You Say

Understanding the Sales Force

When coaching, most sales managers change the words their salespeople use. "That's not how I would say it - try this instead!" While there are a couple of key moments in the sales process where the words do actually matter, for 98% of the sales process, it's about listening and asking appropriate questions, following the process, achieving key milestones, following the company's general strategy and using appropriate sales tactics.

Coaching 157
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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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Sales Motivation Video: What are Your GREAT Questions?

The Sales Hunter

There’s so much to be said for having great questions! Sadly, too many salespeople rarely consider the questions they are using. They just ramble along, without getting to the heart of the customer’s true needs and wants. I encourage you to take a hard look at the questions you ask, no matter your position. […].

More Trending

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How to Increase Your Company’s Profit by 20 Percent

Sales and Marketing Management

Issue Date: 2016-01-25. Author: Stephanie Chung. Teaser: When creating a strategic plan that aims to increase profitability, it must engage employees and align with your organization's mission and objectives. Here are three tips for creating a strategic plan that engages your employees. When creating a strategic plan that aims to increase profitability, it must engage employees and align with your organization's mission and objectives.

How To 156
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3 Quick Tips On Making Notes During Your Sales Call

MTD Sales Training

One of my sales trainers had an interesting discussion with a sales team recently, where the team were seeking advice on how they could make their sales records less over-whelming. No-one had ever given them recommendations on how to make notes. The question has rarely come up, but it’s worth asking. Should you make notes on everything that has been covered in the meeting?

Call-back 120
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Executive Sales Leader Briefing: Are You Managing to Indicators that are Leading or Lagging?

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. Recently I was part of […].

Leads 100
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The Obvious Leadership Lie of Your Call Is Important To Us

Increase Sales

How many of us have been on hold and heard this statement “Your call is important to us?” This statement is probably the number one leadership lie in this country. If our call was really important, we would not have to be bounced from one automated message to another, wait 15 minutes or more and then told to call back because the call center is experiencing a heavy call volume.

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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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How Wearables Can Augment Your Marketing Strategy

Sales and Marketing Management

Issue Date: 2016-01-29. Author: Sarah Clark. Teaser: The volume of customer data that wearable tech can arm you with is wonderful, but only if you’re willing to take it to the next level and actually use what it’s trying to tell you. Before you decide that a wearable marketing strategy is right for your B2B efforts, there are some key questions you need to ask yourself.

Strategy 146
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3 Useful Hints For Leaving Your Prospect A Voicemail

MTD Sales Training

Do you get tired of phoning clients and, instead of getting through, get their voicemail? Yes, it can be frustrating, can’t it? And when you have dozens of them in your weekly call cycle, it can be demoralising and make you wonder if it’s all worth it. So what should you do when you get through to voicemail? To leave a message or not; that is the question.

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Customer Stuck? Not Moving Forward?

Partners in Excellence

It’s a common lament among sales people, “I’m trying to close the customer, I can’t get them to move forward! They’re dragging their feet, they just won’t order!” Last week, with several clients, I was doing pipeline reviews. Too many sales people were saying this, slipping their forecasts, slipping their target close dates another month (one becomes suspicious when you see 11 sequential monthly slips on a deal–but I’ll leave that for anot

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Consensus Drive Leadership Is for Wimps

Increase Sales

Possibly it is a sign of our times or an indicator of a cultural shift, but it appears many SMB leaders are now engaged in consensus driven leadership. What this usually looks like is the majority of decisions from marketing to employee engagement evolve from consensus. The central leader (and I use that term very loosely) to maintain harmony involves EVERYONE.

Twitter 80
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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What Would You Do with a Non-Performing Stock?

Anthony Cole Training

Suppose… you had a non-performing stock (salesperson).

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Sales excellence and the comfort zone freeze

Sales Training Connection

Sometimes great short-term sales success can be a bad predictive of future sales excellence. Let’s take a look at why that might be and examine the consequences. There are a number of market and company specific reasons why this troubling dilemma tends to materialize at various times. In most cases when these factors are the source of the problem, sales reps has very limited ability to manage and correct the problem.

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5 Ways to Speed Up the Slow Customer

The Sales Hunter

We’ve all had customers who just don’t want to move forward. They throw out one reason after another, and you know their problem is simply they can’t make a decision, but won’t admit it. You want to close the sale fast to allow you to move on. The only asset you have that is in […].

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Marketing Is as Endless as Learning

Increase Sales

Marketing your SMB is endless. It never stops just like learning. Each day brings something new, usually another competitor, to the marketplace. Even if you have a full sales funnel, you know that you still must market your business. Credit: www.picjumbo.com. How does your SMB stand apart from all those other gray suits is a never ending challenge. With only 24 hours in a day, marketing sometimes seems like a one ton anchor that pulls you down into the depths of the ocean where you feel like yo

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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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Where Is Your Comfort Compass Pointing?

A Sales Guy

I was recently at a client site where I was meeting with the sales team one-on-one. My one-on-ones are not your typical, boring, go through the motion, “update” driven one-on-ones. They are almost like therapy sessions or serious coaching sessions. We get our hands dirty, dissecting, assessing, and analyzing where improvement and opportunity exist.

Exact 70
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Why This is Still a Great Selling Sales Book After 10 Years

Understanding the Sales Force

I continue to be amazed at the staying power of my 2005 book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. 3 publishers have contacted me this year about writing a 10th Anniversary Edition, a revised and updated edition, or a follow-up. Yesterday, Pete Caputa, VP at Hubspot, wrote a really great article about the 3 sales books that are must-reads for salespeople, why, and Baseline Selling was one of the three.

Hubspot 69
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Everyone Is Fighting A Battle You Know Nothing About!*

Partners in Excellence

Today, I had an unusual exchange of emails with a top executive (client and close friend). I’d sent, perhaps too casually, a note with a critique and suggestions on a project his team had been working on, somewhat related to the things I was doing with the organization. It was a very tough project, they had done a good job, despite the circumstances and restrictions they faced.

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So You Believe You Are a Forward Thinking Leader, Really?

Increase Sales

Many in leadership roles believe or would like to believe they are forward thinking. However reality paints a far different picture. Credit www.gratisography.com. Yesterday’s blog I shared a story about a sales lead who probably believes he is forward thinking and yet his actions were just the opposite. What do forward thinking behaviors truly look like because we have yet to become mind readers?

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Think of "Friends" as "Prospects": Applying Carnegie's Principles for Better Sales

Sales Result

Dale Carnegie’s famous book, How to Win Friends and Influence People , was one of the first self-help books to become a best-seller and has sold 15 million copies worldwide since its original 1936 publication. Eighty years later, much of Carnegie’s advice rings true, and is very applicable to those in sales professions.

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A Millennial’s Sharing Economy

ROI4Sales

Older generations are constantly trying to understand the “millennial.” What makes us tick? How do we operate in the workforce? Why are we always on our cellphones? How can we possibly have 1,000 friends on Facebook?! The answer is simple: millennials live in a sharing economy. The research on millennials overwhelmingly confirms this one characteristic.

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Little Things Add Up

Partners in Excellence

It was 9:25 am, I was getting upset. The meeting had been called to start at 9:00 am. It was an important meeting. We were finalizing recommendations for a project and preparing for an executive review. At 9:25 about 70% of the required participants were in their seats. They were tinkering with email, catching up with each other. At 9:35 we decided to start, not everyone we needed was there.

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Learn How To Sell with “Taught Leader” Daniel Pink

A Sales Guy

Ahh, my favorite topic sales. There were so many choices for the Learn to Sell chapter of Not Taught. I’m a sales guy, so I seriously consider naming myself the first Taught Leader for this chapter, but I figure Nah, give it someone else. Ha ha! Don’t fret, I will be highlighting multiple Taught Leaders for all the chapters, so there will be more brilliant sales minds to come.

How To 60
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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The Territory Optimization Revolution

OpenSymmetry

New Concepts Driving Greater Performance . All companies are seeking the perfect combination of elements to deliver the highest salesforce effectiveness. A critical element that is relatively new is territory optimization and we will examine the case for this in this article. Usain Bolt holds the wold record for the 100m at 9.54 seconds. However, if you combine the best performance times for each of his 100m races, you get a time closer to 9.3 seconds.

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What’s The Real Cost of a Configuration Error? Three Real-Life Examples of High-Price Mistakes

Cincom Smart Selling

A configuration error, like any other error, most certainly comes with a cost. It might be tempting to think that most configuration errors are minor with any resulting cost being minimal assuming that the error is corrected before it becomes a problem. The problem with configuration errors is that the actual cost is usually not understood until the loss occurs.

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Invest In Training Your Sales People Every Day! A Conversation With Tory Hornsby

Partners in Excellence

Would you invest in training your sales people for 45 minutes every day? The reaction of most sales managers would be “Hell No! That’s at least 10% of their productive time, I need them out selling!” My friend Tory Hornsby , COO of Sharpshooter Marketing and Powersports Marketing , has quite a different response. He would say, “I can’t afford not to!