SBI Growth
JULY 14, 2013
'There’s no denying that in sales, talent is a key differentiator. The same goes for pro athletes. The majority of your “A” players are talented. They hold themselves accountable and have the competencies required for success. However, even the most talented will fail if they''re put in the wrong environment. Even the best NFL quarterbacks. Today’s post is about how Sales Ops can create conditions that enable success.
The Pipeline
JULY 17, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Shorter sales cycles are one of those things that come up in many discussions with sales and corporate leaders. When I ask them what specific improvements they would like to see 18 to 24 months out, a shorter cycle is usually one. While I get it, there is more to the question than many have given serious and productive thought to.
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The Sales Heretic
JULY 18, 2013
'The right words can help us make the sale, while the wrong words can blow it for us. The challenge is, often what we think are the right words are actually the wrong words. Here are twelve words you’re probably using in your sales and marketing efforts which are—in reality—working against you: 1. “Quality” 2. [.].
Steven Rosen
JULY 17, 2013
'Reviewing Performance with an Arrogant / High Performer. By Steven Rosen. Many of my clients are now in the process of doing midyear reviews with their sales people. Whether you are doing a midyear or year end review it is important to provide constructive feedback to help your sales reps improve. Some sales managers struggle when they have to highlight areas of skill improvement with their reps.
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.
SBI Growth
JULY 13, 2013
'Dave was once an ‘A’ player. Over an 18 month time period, he experienced a rapid fall from grace. The market outpaced him. He is clawing his way back. I hope you can learn from his journey. Below is a true story. Download this quiz. You will learn if you possess the relevant skills of an “A” player sales leader. You will get a view to what others are doing to make the number.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Bernadette McClelland
JULY 15, 2013
'Huh? How can focussing on the money not get you the money? If what you focus on is what you get then how can focussing on the money not get you money? Because when you focus on something much bigger than you, on what you do and what you will bring to the table of others, then the money will come and it will come in ways you never thought it would. This is all part of a healthy relationship we must all have around money.
MTD Sales Training
JULY 16, 2013
'As a sales manager, there are many responsibilities that you hold in terms of results as well as performance. You’re paid for the results you achieve; the more you achieve , the more successes. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JULY 15, 2013
'You are managing a current account or a new opportunity. Your main point of contact is your biggest ally, but has limited influence. Ask yourself a question: “Who do I need to involve to close the deal?”. The modern Buyer continues to educate themselves even after you’ve made contact. It''s likely everyone involved in the purchase decision has pre-conceived notions of your product.
The Pipeline
JULY 19, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Words set expectations for buyers, and they impact the way sellers act and execute their sale. Words are a big part of sales, and it is important that sales people think about which words they use, when and how. As in other parts of life certain words have meaning in some context while not in others, words become fashionable, and then become over used.
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Understanding the Sales Force
JULY 15, 2013
'Understanding the Sales Force by Dave Kurlan Geoffrey James contributed a terrific piece to Inc.com in May. I''ve criticized some of Geoffrey''s articles in the past but this one, 3 Reasons Why Most Presentations Fail , is really good. Basically, Geoffrey says that salespeople wrongly: Provide too many details about too many things. Talk about their history and clients instead of their prospects'' issues.
MTD Sales Training
JULY 17, 2013
'One of the biggest frustrations I hear from salespeople is the inability to get their prospects to open the emails that they send to them. Many think that just because the product they sell will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JULY 19, 2013
'“What’s the risk?” This question comes as a natural follow up to most decisions. Whenever you make change, risk is sure to follow. This is the life you lead as VP of Sales. And it’s a process you’ll need to be familiar with. Fortunately, we can help with this. Why Change in Your Sales Strategy is Necessary. Each year, as VP of Sales you begin the process of evaluation.
The Pipeline
JULY 18, 2013
'Not that I want to look past the end of the summer, but as successful sales people we always have to be planning ahead. As we get ready to round the bend to the end of after Labour Day, it is not too early to start thinking about how we maximize our opportunities into the end of the year, and to kick 2014 off strong. So if you are in Toronto, or driving or flying distance, mark down August 27 in your calendar, that is the day that we will be present the Proactive Prospecting Workshop.
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Pointclear
JULY 17, 2013
'Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here. To listen to a webinar on this topic, click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations.
MTD Sales Training
JULY 18, 2013
'Today, I nearly had an accident in my car. Driving on the motorway at around 60mph in heavy traffic , I was following the car in front (at a safe distance, of course!) when I noticed the cars two or. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JULY 17, 2013
'Sales and HR leaders face a common challenge – sourcing top sales talent. Even when the team is fully staffed and killing their quotas, things can suddenly change. A strong program for sourcing candidates is the key to consistently Make the Number. This post answers the question, “How do I consistently find top sales talent ?" It will turbocharge your sales recruiting program by leveraging ‘social listening.
The Pipeline
JULY 16, 2013
'Join me today as I deliver my segment of the Internal Sales Curriculum for Top Sales World’s Top Sales Academy. I will be focusing on how to best sell in changing times and markets by leveraging GAP Selling. While the curriculum is billed for internal sales, this GAP Selling presentation is applicable to all B2B sellers, inside or field sales. The presentation will present a sales framework that will allow you to succeed in changing markets.
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
JULY 17, 2013
'Sure, you may know quite a bit more than your customer, but if you don’t learn to pause at the right time, you may lose the sale. The typical salesperson thinks they know everything, and many times they do know quite a bit more than the customer. Just because this might be true doesn’t give the saleseperson the right to assume the sales call is their time to play “conquer the enemy.” On every sales call there is always a rhythm, and typically the salesperson’s rhyt
Sales and Marketing Management
JULY 14, 2013
'Issue Date: 2013-07-15. Author: Vern Hanzlik, General Manager, Qumu. Teaser: Today's increasingly wired world requires collaboration across business teams all over the globe. The challenge is reaching the same level of personal engagement that comes with face-to-face interactions. Here are four easy ways to incorporate video content to improve internal communications, training and collaboration for long-term success.
SBI Growth
JULY 18, 2013
'This is a story of how a bad comp plan can ruin a sales force. In 2011, P&O Cruise lines cut is commission rate from 12% to 5%. The CEO was upset with the rampant discounting used by his sales team. So he cut the commission rate in half. The sales force revolted and sales plummeted. To right the ship (pun intended), he hired a new head of sales.
The Pipeline
JULY 13, 2013
'Enter the contest to win FREE tickets to see A PASSION FOR LIFE , featuring Anthony Robbins and other great speakers. Complete the form below to enter to win a free ticket to this great event. . Contest: Complete the easy form below, and hit the tweet button, all tweets will qualify for the contest. You have to Tweet to Win! A Passion For Life - July 24, 2013 Contest.
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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.
The Sales Hunter
JULY 18, 2013
'Go ahead and read the list and think to yourself about how none of the 6 apply to you. If you read the list and think none of them apply to you, then guess what? Most likely they do! Failing to follow-up. Talking too much. Thinking it’s all about you. Ignoring the customer. Trying to prove the customer is wrong. Failing to ask for the sale. We in sales are a finicky group.
Pointclear
JULY 16, 2013
'Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time?
Understanding the Sales Force
JULY 16, 2013
'Understanding the Sales Force by Dave Kurlan You can mow your own lawn, plant your own shrubs, paint your own house, repair your own car, and clean your own house. You can do your own accounting, write your own agreements, and generate your own payroll too. But you probably don''t do most of these things. Professionals do a much better job, and they save you a tremendous amount of time.
No More Cold Calling
JULY 18, 2013
'A new study reveals that referrals produce far more ROI than any other prospecting strategy. I’ve been spreading the gospel about the power of referrals for decades. But until the last few years, I had only anecdotal evidence and common sense to back up my claims about the value of referral selling. Now study after study proves what I’ve been saying for years: Referral selling is, hands down, the most effective prospecting strategy.
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
JULY 16, 2013
'What is the criteria that makes a price seem too high? Think about that for a moment and it’s amazing what you might think up. Most people would respond by saying a price is too high when it is either more than what a competitor’s price is or if it’s not in their budget. These two reasons or variations of them are the most common, but there are a wide number of other perceptions.
Score More Sales
JULY 15, 2013
'It is always exciting to hear about new sales tools to help shorten the sales cycle, qualify better, grow social connections, and sell more. Sometimes, though, an old school tool can get the job done as a companion strategy to all the cutting edge technology you are employing. This tool has been around in America (or at least the original colonies) since 1639.
Anthony Cole Training
JULY 18, 2013
'Regardless of where your sales people are on the bell curve, they can get better. My good friend at Alliant Insurance Services, Ron Stewart, shared this piece of wisdom with me in our very first meeting: "Just because they aren''t sick doesn''t mean they can''t get better.". Over the last 20 years at Anthony Cole Training Group, I''ve been privileged to work with thousands of sales people.
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