Steven Rosen
AUGUST 12, 2013
'By Steven A. Rosen. I just had a conversation with a sales executive who asked me “what is the role of the sales manager?” This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives. I agree that the sales manager’s goal is to meet or exceed sales objectives. On the other hand, the role of the sales manager is very different.
SBI Growth
AUGUST 14, 2013
'It’s getting harder for your sales reps to get at bats these days. It didn’t used to be that way. Not long ago, you could cold call and email your way to appointments. Now, it seems you have to fight to get into every deal. As a result, your sales team is missing out on revenue opportunities. Signs this is happening to you are: Customers and prospects are declining meeting requests.
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Bernadette McClelland
AUGUST 12, 2013
'What’s your content to noise ratio? Interesting question this one… Seth Godin (marketer and author) asked it in one of his recent blog posts and it made me think about anyone who has a product or service or even a cool idea to sell. How much of what we say or write or demonstrate is this huge build up to nothing. Or worse still how much noise are we filling our space with, and that of those around us, that could be genuine value creating content.
The Pipeline
AUGUST 12, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Sales like any other craft takes practice, evaluation, more practice, repeated coaching, and just when we think we have it down, we need to practice some more; and then things change, which means we get to practice some more. I recently saw Robert Greene , author of The 48 Laws of Power , and Mastery , discussing what it takes to become a master at something.
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MTD Sales Training
AUGUST 15, 2013
'I have had many debates over the years about what makes a great sales person and the one thing I have always argued is that the amount of revenue they produce should not be the only key factor. Let. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Steven Rosen
AUGUST 15, 2013
'Most sales managers would like to hire only top performers. Being Systematic is Key! Hi I’m Steven Rosen for Sales Management TV. Winning companies that hire top performers have adopted a consistent, multi-step hiring process. By running each candidate through the process the can better predict who the top performers are from the middle performers. 1.
The Pipeline
AUGUST 14, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Mantras such as Just Do It, or Execution – Everything Else Is Just Talk, are a great way to put a focus on DOING things rather than just being a bystander or just talking about doing things or worse, talking about why you did not do it. But they are just a starting point, the objective is to do things progressively better.
MTD Sales Training
AUGUST 13, 2013
'Here are some simple facts about selling: In order to sell anything you must be able to influence other people. You cannot influence anyone if they don’t TRUST you! The higher the value of the sale. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
AUGUST 10, 2013
'I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. Half way through the year, she was 90% to goal. Her pipeline was full of opportunities likely to close this quarter. She and her team were on pace to crush the number. But it hadn’t always been so rosy.
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Understanding the Sales Force
AUGUST 13, 2013
'Understanding the Sales Force by Dave Kurlan Sales candidates, especially good ones, are exponentially more difficult to attract than they were just two years ago. We regularly observe clients struggling when it comes to getting resumes from quality candidates. One of the reasons is compensation. 1. True or False: The higher the compensation, the better. 2.
Sales and Marketing Management
AUGUST 11, 2013
'Issue Date: 2013-07-01. Teaser: David Newman, founder of Do It! Marketing and author of the new book by the same name, says you may want to tell your sales reps to stop wasting their time. David Newman, founder of Do It! Marketing and author of the new book by the same name, says you may want to tell your sales reps to stop wasting their time.
The Pipeline
AUGUST 16, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. We all know the old Peter Drucker saying “What gets measured gets managed”, you can add another, this time Shanto, “if it is not scheduled, it won’t be done”. Sellers can help themselves, their success and commissions by scheduling more key activities than they are now. Take a look and tell me if you agree or disagreed, or schedule to do it later.
SBI Growth
AUGUST 13, 2013
'Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or a redesigned compensation plan. Or training to add emerging practices to your sellers’ skill sets. Or sales recruiting to staff a new go-to-market channel. Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented.
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The Sales Hunter
AUGUST 14, 2013
'Don’t lose momentum now. If anything, you need to pick it up while your competition is still on vacation. August is a huge vacation month and that means it’s easy to think there is zero business to be had. Don’t worry about August being a poor month. Instead, race like mad to set yourself up to win big from September to December. Here are 4 quick things you can do now to set yourself up for a big finish: 1.
Understanding the Sales Force
AUGUST 15, 2013
'Understanding the Sales Force by Dave Kurlan The lumber and building products industry is notorious for having weak salespeople (compared with the population of salespeople in all industries) who call on distributors and retail lumber yards and take orders. They could be far more effective, much more efficient and experience exponentially better results.
No More Cold Calling
AUGUST 15, 2013
'The average tenure of a sales manager is just 18 months. Yet, our sales teams need strong leaders more than ever. Would you rather have a job with a reliable salary like everyone else, or one where you must perform well to get paid well? You’re a salesperson. You thrive on challenges and risk-taking. You are driven and independent. Sales is not a job for the faint of heart.
SBI Growth
AUGUST 15, 2013
'Organizations that have achieved real sales and marketing alignment are as rare as unicorns. Changes in leadership offer new chances to achieve this mythical goal. This is the time of year when leaders start mapping out 2014. A new peer can be an obstacle or a force multiplier. Below is the true story of how one organization dealt with this challenge.
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.
The Sales Hunter
AUGUST 10, 2013
'I run into salespeople all the time who say they believe in their product and price, but a true test is this: Would you buy from you? Do you believe in your material enough that not only would you buy, but at the price you are asking? The most successful salespeople are willing to dig into the depths of such questions. Check out the below video to better understand what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .
The Sales Heretic
AUGUST 13, 2013
'You know there’s value in your product or service. But your prospects don’t seem to fully appreciate it. And as a result, they don’t buy from you. How do you get your prospect to see your value in its entirety? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this nine-minute [.].
Score More Sales
AUGUST 12, 2013
'It’s too easy to sit in a chair all day making dials and reciting a script. Scripts sound canned, and they ARE canned. If you spend part of your day calling prospective buyers, you must find a way to connect with them on some level in order to earn ten or fifteen more minutes of their time. Building trust takes time. It differentiates who moves forward with a buyer and who does not.
SBI Growth
AUGUST 12, 2013
'Marketing leaders are under great pressure these days. They need to produce, and produce fast. The field is clamoring for leads and the CEO is demanding results. More often than not, I find marketers take the “Ready, Fire, Aim” approach to lead generation. Register here for SBI’s 7 th Annual Research Project here and find out how your World Class peers plan to make the 2014 number.
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The Sales Hunter
AUGUST 12, 2013
'Is your sales process slow or fast? There are valid arguments for both sides. I will state that fast will result in closing more deals, but slow will result in closing bigger deals. . Most salespeople subscribe to one style or another, and I believe the best approach is to subscribe to both and know when to use one or the other. Selling fast works great because it gets you to a state of actually doing business with the client rather than merely talking about it.
Pointclear
AUGUST 14, 2013
'Leveraging social media is a familiar tactic for individuals. Have you written a new blog post? Then go on Facebook and let your friends and family know. Have you reviewed a new book for The New York Times ? Then go on Twitter and post a link to your review, which will likely get picked up by that book’s publishing house. Companies have been a bit slower than individuals in realizing the power of social media.
Score More Sales
AUGUST 16, 2013
'You want more inspiration to help you ease out of summer (soon) and into business building, sales-growing September. Here’s a list of resources designed to help you do that. Follow some of my colleagues through their Twitter handles or via their blogs and you’ll be near some of the best B2B sales advice you can get. Oh, and there is no cost.
SBI Growth
AUGUST 11, 2013
'The sales QBR (Quarterly Business Review) is a convention that needs to be revamped or reconsidered. Oftentimes the QBR becomes a soapbox for vendors to tout what they have done. Does this scenario sound familiar to you? “Thanks Mr. or Mrs. Customer for making the time to review ‘our’ activities over the last quarter. We saved you XX amount of dollars, reduced churn and disruptions by XX%, have improved productivity by XX% and have saved your business from near collapse.
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?
The Sales Hunter
AUGUST 16, 2013
'Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. More importantly, I want you to ask yourself which one you are. Compiling of reports. Sales managers put them together properly, adding information where necessary, and send them up the chain of command on time. Sales leaders do the same thing a sales manager does, but then use the information to go back and discuss with their salespeople key items listed and a plan to s
Pointclear
AUGUST 15, 2013
'Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Death of Salesmen is Overstated. Are salespeople relegated to the last one-third of the buying process? Popular opinion would have you believe that, however, recent research shows that buyer’s want sales involvement in early stage conversations—in fact they prefer it.
Jeffrey Gitomer
AUGUST 11, 2013
'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. Attitude Success jeffrey gitomer sales blog positive attitude sales attitude YES!
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