Jeffrey Gitomer
FEBRUARY 12, 2014
'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.
SBI Growth
FEBRUARY 11, 2014
'Marketing leaders struggle with top-down allocated marketing budgets. Stop struggling with budgets determined with archaic means. Begin leveraging best practices when planning your marketing budget amount. World class firms perform marketing budget planning from two dimensions: Top-down – The business allocates a % of total revenue to marketing based on past history and known thresholds in the industry for marketing spend.
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The Pipeline
FEBRUARY 13, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Every day entrepreneurs all over the country start with an idea, some resources, tons of energy and even more attitude, and jump into the deep end of starting a successful business. Those very same days there are business people in the same market segment who decide they can no longer make a go of it and go out of business.
Understanding the Sales Force
FEBRUARY 11, 2014
'Understanding the Sales Force by Dave Kurlan Well, are you? I''ll bet you are. You can probably spot an energetic, motivated, likable, memorable, polished, polite and attractive salesperson from a handshake away. Aren''t those the ones you like best? Aren''t those, especially when they have industry background, the ones you hire? And don''t they all perform just swell?
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The Sales Hunter
FEBRUARY 11, 2014
'Sales Prospecting Anxiety – the condition that limits a salesperson’s income due to their inability to prospect properly. Guess what? Most salespeople suffer from it in one form or another. In it’s worst state, it turns perfectly good salespeople into a state of self-doubt. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. 1.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
FEBRUARY 10, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. One of the most frequent questions I am asked all start with “How do I avoid…?” Many are surprised when I respond “Why do you want to avoid it?” The answer is obvious, they either don’t know how to deal with something, so they look for ways to avoid it. Or the know how to avoid it, but don’t want to do what it takes for number of reasons.
The Sales Heretic
FEBRUARY 14, 2014
'By guest blogger Sharon Drew Morgen As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not true or we’d be closing a lot more business and wasting a lot less time following the wrong prospects. Just because we see a need does not mean they: [.].
Sales and Marketing Management
FEBRUARY 10, 2014
'Issue Date: 2014-02-10. Author: Russ Riendeau, Ph.D. Teaser: From ice causing havoc in Atlanta to several feet of snow burying the Northeast and wind chills of -25 in the Midwest, almost every region of the country has been hit by extreme winter weather this winter. Everyone loves a snow day, but Russ Riendeau says simple sales tasks tackled over a cup of cocoa can accomplish a lot while you're stuck indoors.
SBI Growth
FEBRUARY 13, 2014
'“ Getting the right information into the hands of the right sellers at the right time, place and format , to move a sales opportunity forward.” That is Sales Enablement as defined by IDC (International Data Corporation). Why is that important to you? Because as the Sales Enablement leader, it’s incumbent upon you to make it happen. You ask yourself, “How do I accomplish this?
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Score More Sales
FEBRUARY 10, 2014
'image courtesy of Docusign. Recently a panel discussed 9 of the top sales myths in business-to-business selling. I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. The event was hosted by Docusign, and you can see the whole webinar here.
Jeffrey Gitomer
FEBRUARY 14, 2014
'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.
Bernadette McClelland
FEBRUARY 11, 2014
'Re: Salesperson or Entrepreneur? One of the things I love about what I do is that I get to have really stimulating, intelligent conversations with sales managers and leaders about how they can differentiate their offering from a sales approach perspective. It is my belief that salespeople who are employees of an organisation have got to start leaving the employee mindset behind and thinking differently ie becoming entrepreneurial in their approach, their focus and their outcomes.
SBI Growth
FEBRUARY 8, 2014
'You missed the number. Now you have to address this issue at an upcoming board meeting. The board wants to know how you will solve the problem. How will you communicate to the board and shareholders that you have an answer? How do you plan to transform your sales force and correct course? A good plan for you is a Sales Productivity Benchmark (SPB).
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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
Sales and Marketing Management
FEBRUARY 14, 2014
'Issue Date: 2014-02-14. Author: Rick Cheatham and Lou Schachter. Teaser: The pace of change has become so fast and so bumpy that people are staying put. Customers are reluctant to innovate or experiment. Many of them no longer trust their own judgment. If your customers are tightly strapped into their seats, is there anything you can do? Yes. The pace of change has become so fast and so bumpy that people are staying put.
No More Cold Calling
FEBRUARY 11, 2014
'Change your strategy and knock out your competition. Why do so many salespeople refuse to learn new prospecting strategies or to change tactics that aren’t working? It seems so obvious to me that change is good. In fact, it’s the only way to grow and excel. And why wouldn’t salespeople follow the path to the highest commissions, the fastest closes, the best meetings, and the most powerful relationships?
The Sales Hunter
FEBRUARY 12, 2014
'We are continuing on our quest to look at the 5 Secrets to Selling at Full Price. Here is Secret #2: 2. Position your product/service to warrant full price. If your customers see what you;re selling as being cheap, then they’ll expect you to sell it to them at a reduced price. Customers will always compare. It’s one of the ways they justify in their mind the price/value relationship.
SBI Growth
FEBRUARY 9, 2014
'The CEO has made a recent change to the corporate strategy. It has major ramifications for your sales organization. You need your sales team to implement the change quickly without losing focus. This post is about making your sales force more agile to handle change. You are fighting a tough battle. The sales team just pushed hard to finish last year strong.
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.
Sales and Marketing Management
FEBRUARY 11, 2014
'Issue Date: 2014-01-01. Author: Tim Riesterer. Teaser: It is predicted that as much as 80 percent of all purchasing budgets will soon be controlled — and decisions justified — by companies’ senior-most decision makers, including the proverbial C-level executives. Executive buyers value business and industry insight up to four times more than traditional relationship and product knowledge from their salespeople.
Pointclear
FEBRUARY 11, 2014
'The amount of data available to marketers today can be overwhelming. Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. Ruth has held high level marketing positions at Time Warner, IBM and Ziff Davis.
The Sales Hunter
FEBRUARY 14, 2014
'An outcome of having the privilege to speak at conferences and sales meetings, not only around the United States, but also around the world, is the number of relationships I’ve developed with CEOs, VPs of Sales, and other senior people. I value each one of them, not just because of the title they have, but also because of the people they are.
SBI Growth
FEBRUARY 12, 2014
'It is the most common question you ask when you have a sales dilemma. How have other people solved this problem? And how quickly have they solved it? Getting the right answer is difficult. If you choose the wrong advice, the problem can get worse. Not only can it get worse but take more time to notice poor results. But if you choose best practice, you can solve this issue much quicker.
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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.
Jeffrey Gitomer
FEBRUARY 10, 2014
'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.
Anthony Cole Training
FEBRUARY 14, 2014
'Several years ago, a video with Allan Iverson (then with the Philadelphia 76ers) went viral. Apparently, there was a problem between him and his coach Larry Brown about a practice session that Iverson missed. When questioned about it by the press, Iverson goes on and on and on (see video ) about practice. Switching sports – let’s talk baseball. Teams are now reporting for spring training in various locations in Florida and Arizona.
The Sales Hunter
FEBRUARY 8, 2014
'When you put the offer on the table, don’t blow it by saying something. Once you have made the offer, you are inviting them to participate. Wait for them to make a move. If you flinch first, they will think there is a discount to be had. This strategy of being quiet, combined with good body language and good eye contact, will equip you to close more sales at full price.
SBI Growth
FEBRUARY 14, 2014
'Consider the largest problem that is hurting your sales organization. It’s so big that, with it festering, the organization will never hit its number. It could be a declining market. Maybe an irrelevant product set. Perhaps it’s talent and the inability to develop it. Or, however unlikely, it might be your sales leadership. Chances are you’ve researched possible solutions.
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?
Increase Sales
FEBRUARY 11, 2014
'Later this week will be Valentine’s Day. In years gone by many cartoons showed Cupid accurately directing and shooting arrows at the hearts of men and women. For those in sales leadership role, they too must be accurate in their actions while striving always to be better. This strong desire comes from an internal drive and is identified as self direction.
Anthony Cole Training
FEBRUARY 10, 2014
'I once spoke with a regional president of a bank that did not believe that selling is like a game. I am not one to argue. However, as I consider his comment, I still believe two things: 1) Selling really IS very much like a game and 2) People ought to be able to defend their answers. I don’t care how they do it as long as they defending their position with more than just saying, “I don’t believe…”.
The Sales Hunter
FEBRUARY 11, 2014
'In my post 5 Secrets to Selling at Full Price , I promised I would expand on each of the secrets. Here is the first one: 1. Find better customers. Selling to the wrong group is always going to create pricing pressure. Just because a customer shows interest doesn’t make them a customer. I realize that goes in the face of conventional thinking, but I’m serious when I say this.
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