Sat.Jun 28, 2014 - Fri.Jul 04, 2014

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This may hit your Sweetspot

Sales 2.0

'If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. My prospecting framework has 3 elements: Define your prospects and get their basic data : for example what industry are they in, how big they are and then data like decision-makers’ emails and direct dial phone numbers.

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Thank You For #CASL Mr. Harper

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Tomorrow July 1, is Canada Day, a day where Canadians in our own way celebrate the difference that is Canada. But tomorrow will not be a happy day for many businesses, sales people and sales organizations. July 1, 2014 is the day the new Canadian Anti-Spam Legislation goes into effect. Known by its acronym: CASL, which makes it sound safe.

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[Message to Management]: Why Great Sales Leaders Listen

No More Cold Calling

'Guest blogger, Todd McCormick, shares three reasons listening matters in sales management. It was your typical sales conference—except the speaker wasn’t typical. He spoke about the power of personal connections and seeing “the whites” of people’s eyes. I was particularly intrigued that he was a sales leader for a marketing firm, which gave him a unique understanding of both customer-centric professions.

Referrals 290
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The Distance Between Good and Excellent May Be Shorter Than You Think

MTD Sales Training

'We see many salespeople through our sales workshops, our consultancies and coaching programmes and through our one-to-one sessions by phone or email. The variety of viewpoints and ideas are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Coaching 277
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Three Simple Systems for Sales Lead Success

Sales and Marketing Management

'Having a strong sales team that can deliver results is crucial to success. However, there are many factors that can cause a sales team to be ineffective. Anything from email bouncebacks to losing a lead because someone did not properly follow up can be frustrating for sales personnel.

System 233

More Trending

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Are You in Demand? 5 Ways to Stand Out on Linkedin

SBI Growth

'Are you in demand? Do people seek you out? Do they feel it is important to be in your network? If not, you are falling off pace in this new social world we live in.

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5 Ingredients To Win In Sales

Score More Sales

'To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product. Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity. Keep it Simple – the very best repeatable recipes are the ones that are simple to make.

Hiring 247
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How’s Your Life Doing?

Jeffrey Gitomer

'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.

Training 251
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Do You Know if You Are a Sales Leader?

The Sales Hunter

'In my work with salespeople, I’ve noticed that there are some indicators if someone is genuinely a sales leader. I recently put together a visual that highlights 10 Physical Signs of a Sales Leader. This is a fun and insightful way to pinpoint the skills you are doing well — and the ones where you […].

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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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How Can You Improve Your Sales Culture?

SBI Growth

'Herman Miller coined the term “Engine of Prosperity” when referring to their workplace concept of the Living Office. It presents a fundamental shift in the way that individuals work and collaborate. Can you say the same for your sales culture?

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The One Sales Question I've Been Wrong About for Years

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. I must be a moron. Stupid. Dumb. Blind. Certainly, I couldn''t have been paying attention or it wouldn''t have taken me 28 years to figure this one out! For years I have been instructing salespeople to ask this powerful, game-changing question. Instead of handling an objection, instead of saying OK, instead of following up, instead of explaining your position, instead of doing nearly anything else, I have asked salespeople to write down, commit to m

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Eliminate the Dreaded Sales Oops!

Anthony Cole Training

'I don’t know if this has ever happened to you, but occasionally I send out an email without the attachment. What is interesting here is that the sender replies that they didn’t get it, I deny it, go back to my email sent folder to validate that I did it and I sent it out… only to find out that Oops! I did it again. There’s no little paper clip in the corner which informs me that, once again, I failed to execute my email process completely.

Margin 199
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Dangers of Discounting Your Price: 20 Questions Worth Asking

The Sales Hunter

'When I’m asked to assist sales teams with pricing and moving away from their discounting habits, I start by asking questions. If discounting is a standard practice in your company, I urge you to ask yourself the below 20 questions: 1. What % of your sales are made only because a discount is offered? 2. […].

Discount 238
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3 Sizzling Ways to Warm up Cold Calls

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.

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How to Ruin LinkedIn for Everyone

SBI Growth

'Almost daily, you get this e-mail: “I’d like to add you to my professional network on LinkedIn.” - Some Guy You’ve Never Heard Of.

LinkedIn 257
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Top 10 Reasons Why Your Great New Salesperson Might Fail

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. When a great salesperson is recommended by Objective Management Group''s (OMG) Sales Candidate Assessment, and this star has a great track record, and great references, should we expect this person to succeed? Most executives do. But even though salespeople will tell you that "If you can sell, you can sell anything", that statement is only true some of the time.

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Get In the Game

Sales and Marketing Management

'Issue Date: 2014-07-01. Teaser: In her book, “Game Time: Learn to Talk Sports In 5 Minutes a Day for Business,” Seattle sports broadcaster Jen Mueller states that a lack of sports knowledge can cost you money. You don’t need to be able to break down Phil Jackson’s triangle offense, but knowing enough to realize that a fast break isn’t referencing a quick trip to the locker room is a good start.

Sports 169
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Being Average is Killing Your Sales Performance

The Sales Hunter

'Why would anyone want to settle for being average? If you’re average, you’re doomed to being nothing more than any other person on the bus. Salespeople who are average are sucking the oxygen out of the room. Why am I so harsh? It’s simple – Being average is no way to sell, because what it […].

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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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Improve Your Team’s Performance Through Micro-Coaching

SBI Growth

'The average Sales Manager spends less than half their time coaching. The best-in-class benchmark is 75%. Think of it. Great sales managers spend 12 ½ hours more per week coaching than their average peers – assuming a 50 hour work week. Our research shows an unmistakable link between more coaching and better performance.

Coaching 236
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One Thing Missing from The New Way of Selling - Part 2

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Yesterday, I read an article that was very consistent with what I was complaining about last week when I wrote The One Thing Missing From the New Way of Selling. I have tremendous respect for the article''s author, Mark Roberge , who has built a great sales force over at Hubspot. They use Objective Management Group''s (OMG) Sales Candidate Assessments to identify the new kind of salespeople who will succeed there.

Airlines 196
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Money Monday – Speak Up

Score More Sales

'Knowing how to speak up on behalf of what your customer needs is one of the most important things you can do as a seller. You also need to learn how to do this on your own behalf. Learning to temper and time your requests is part of the art of making an impact. If you are around other sellers on your team who complain about how things are but don’t have a better, detailed strategy that would be a win for the company and clients, then you see the wrong way to speak up.

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Sales Motivation Video: Sales is Leadership. Leadership is Sales.

The Sales Hunter

'If you are in sales, you are in a position to be a leader. I strongly believe that sales is leadership and leadership is sales. If you don’t feel that way, I encourage you to look for a leader around you and learn from how they handle various situations. Check out the video to see […].

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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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How to Enable a New Sales Channel

SBI Growth

'Successful sales organizations have many routes to market. In other words, they sell via multiple sales channels. These sales channels can be internal. Inside, field sales, key accounts, etc. They can also be external partners selling to a vertical or region. Point being, sales channels can take many shapes and sizes. And sales channels will be different dependent on the organization.

Channels 235
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There Are Fireworks Everywhere – Except in Sales

Jeffrey Gitomer

'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.

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What Does 100% Self Improvement Really Mean?

Increase Sales

'Funny, how often do we hear of giving 110% or more when it comes to self improvement? Of course, some will argue this is called pushing the envelope, going beyond your existing potential or giving your all plus a little more. Possibly this belief comes from the testing of inert objects where tensile strength or other factors are pushed to their breaking points.

Facebook 173
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VIDEO SALES TIP: Is Social Media Killing Your Sales Success?

The Sales Hunter

'I’ve heard of too many salespeople pouring too much time into social media. If you are defaulting to social media as your primary strategy to boost sales, then I want to challenge you! You need to use your optimal selling time to get out and sell. Sure, social media can be part of your selling strategy, […].

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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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Inspiring Sales & Marketing Projects

SBI Growth

'You, the sales and marketing leader, have a tough job. “ Making the Number ” is hard work. Sometimes you need a little inspiration. One way to get inspired is to read success stories. Stories about people who have overcome the challenges you are dealing with are especially inspirational.

Marketing 232
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Summer Teleseminar Special – Sales Training on Audio

Jeffrey Gitomer

'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.

Training 159
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The Confusion Path Between Sales Objections & Qualifying Customers

Increase Sales

'Some recent social media discussions revealed there exists significant confusion about sales objections. This is best explained because in the past the marketing depattment handed off the fully qualified sales leads to lukewarm ones to the sales department. Now with 97.7% of all businesses here in the US having under 20 employees and far more constrained budgets, marketing departments are no longer separate entities.