Sat.Feb 13, 2016 - Fri.Feb 19, 2016

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How Getting Referrals Got Me to the Protected C-Suite

No More Cold Calling

Lead generation isn’t so tough when you’re asking for referrals. I hung up the phone, feeling excited and still a bit nervous. I’ve been selling for decades, but I’d never spoken with the CEO of a Fortune 500 company. Yet, getting Bill on the phone was surprisingly easy, thanks to a referral from someone he trusts. My referral source, Larry, is one of Bill’s largest clients.

Referrals 247
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Must Read - This Email Proves How Poorly the Bottom 74% of Salespeople Perform

Understanding the Sales Force

I've written more than 1,400 articles for Understanding the Sales Force and every one of them has been my observation of salespeople, sales managers and sales teams. The observations come from sales force evaluations, sales candidate assessments, sales recruiting projects, sales training and coaching initiatives, and sales leadership training. After 10 years and 1,400 articles and to avoid boredom, we will change things up a bit for this article.

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How to Sell, Not Tell, During Sales Presentations

Sales and Marketing Management

Issue Date: 2016-02-19. Author: AlexAnndra Ontra. Teaser: Knowing how to organize and deliver your thoughts and information is an integral aspect of a true presentation, and crucial to any sales pitch. Here are a few tip. Knowing how to organize and deliver your thoughts and information is an integral aspect of a true presentation, and crucial to any sales pitch.

How To 175
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A Super Question You Should Use

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . In the past I written about the fact that your sales process and the way you or your team execute that process is most likely the last real way of differentiating yourself from your competition. I think by now we can all agree that product is rarely the deciding factor; and when it is, it is usually driven by price, regardless of what marketing is smoking.

Referrals 175
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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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What ALL Sales People Must Do Before Getting Back To Clients

MTD Sales Training

When working with clients’ demands, it is often seen that we react to their wishes quickly and efficiently. Or do we respond quickly and efficiently? Aren’t they the same thing? Don’t they mean. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 198

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Executive Sales Leader Briefing: Better to Train Your Salespeople or Your Sales Managers?

The Sales Hunter

Why do companies spend money training their salespeople, but fail to give any level of training and development to their sales managers? If I could only invest in one person, I would invest in my sales manager long before I invested in a salesperson. The gap I see is huge, and I don’t care […].

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5 Proven Ways To Blow A Sales Meeting – Part 3

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . In the last of this series on proven ways to blow a meeting , we’ll look at two related opportunities that many sales people love to take advantage to derail a meeting. They are two extreme sides of the preparedness coin, being over and under prepared at the same time, to the point where the two not only cancel each other out, but help you blow sales meetings, over and over.

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10 Quick Tips On How Sales People Can Improve Their Listening Skills

MTD Sales Training

It’s often said that you never learn anything when you’re talking, only when you’re listening. How true is that statement! But we often meet people who are poor listeners. They interrupt, they are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 196
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Getting Off the Carousel: Moving Beyond Don Draper Sales Tactics

Sales and Marketing Management

Issue Date: 2016-02-15. Author: Peter Linas. Teaser: Don Draper, the hard-charging ad salesman from "Mad Men," won plenty of business with his abundant charm, but his finest pitches – The Carousel, Lucky Strike, and many more – were made when he had the best information at hand. If you want to sell in today's environment, smarts and preparation win out over charisma.

Sales 131
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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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10 Things You Must Do to Ensure the Internet Doesn’t Replace You

The Sales Hunter

Every few months, there is a new article released that claims salespeople are doomed, due to the idea that the internet can more effectively do what any salesperson can do. I don’t buy that. I think the salesperson is not destined to become a relic, as long as they bring real value to the […].

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How To Get A Meeting With Anyone – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . One of the most common things I hear sales people say is “Get me in front of the right person, and I can sell them.” There is no doubt that is true, but it is also true that most find it difficult to get in front of the right person, and that the best and most sought after sales people are those who can consistently get in front of that “right” person and start selling.

Meeting 158
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How to Overcome the, “My relative handles that for me” Objection

Mr. Inside Sales

If you’re in B2C sales (business to consumer), then you’ve no doubt gotten the objection, “My relative handles that for me, and I wouldn’t be interested in changing.”. In B2B sales (business to business), this objection often manifests as, “We’ve been doing business with X for years and we get the best (rates, service, etc.) and we wouldn’t be interested in switching.”.

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Enough! You’re Not A F **g Entrepreneur

A Sales Guy

I’ve gotta get this s**t of my chest. I fuckin’ love all the opportunity that is out there today. It has NEVER been a better time to start a business, to go out on your own, to pave your own path. Never! But to the majority of you running around calling yourself an entrepreneur, while you have a full-time job, collecting a paycheck from someone else, stop!

Twitter 112
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Sales Motivation Video: Are You Helping Others Become Great?

The Sales Hunter

What are you doing to help those around you achieve more success? Spend some time this week pouring into those around you, and your sales motivation will get a boost as well. The mark of a great salesperson is they are genuinely interested in seeing others become great. Check out the video to see what […].

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I’m Speaking at the World’s Largest Online Sales Event

The Pipeline

I’m going to be speaking with some of the brightest minds in the sales and marketing world at the Sales Acceleration Summit. We are sharing secrets in a rapid-fire series of online presentations on Wednesday, March 9th, 2016. The purpose of the event is to bring successful authors, experts, and business leaders from across the world to one place. I’ll be speaking about Dynamics of SDR/BDR Call Success, because success on that initial contact is crucial to full and profitable engagement.

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Leadership Is About "Do You Hear What I Hear?"

Increase Sales

There are many aspects of effective leadership. One critical aspect is the ability to actively listen. When leaders hear what is really being said instead of what they think is being said, there is far greater communication success. We see this in sales where successful sales leaders hear what others may have missed. Unfortunately, because people like to talk more than to listen, much of what is said is lost.

Retention 102
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You Can’t Go It Alone On Complex Deals!

Partners in Excellence

You have a huge deal, it’s the biggest one you’ve ever had, it’s huge for your company. You and your company may not have done many of these types of deals before. Or the complexity of the deal will require you to do some special things (no I’m not talking about pricing). Inevitably, it’s complex, there are lots of twist and turns about the deal.

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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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The best elevator speech is not a speech

Sales Training Connection

Sales and the elevator speech. As the story goes from time to time you are alone in an elevator, the door opens and in walks someone you have been trying to schedule a meeting with forever. You now have an opportunity for a 2-3 minute conversation – so what is your message? If you find yourself face-to-face in a similar situation– are you prepared for a short conversation that your “new found friend” will find compelling?

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Build A Brand That Matters With Brand You “Taught Leader” Bryan Kramer

A Sales Guy

What do you think of when you think of Apple? What do you think of when you think of Coke? What do you think of when you think of Starbucks, Dunkin’ Donuts, Google, Yahoo, Vail Ski Resort, St Moritz or Chevrolet and Porsche? Whatever it is you think, that’s their brand. Period! Now flip it. What do people think of when they think of you?

B2C 61
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The 3-Es of Workplace Culture Leading to the 3-Es of Employee Engagement

Increase Sales

Simplicity allows us to focus on what needs to be done and this is especially true for workplace culture. Imagine for a moment that we simply defined workplace culture as the sum total of all: Credit: www.gratisography.com. Experiences. Emotions. Expectations. This simple definition goes beyond many other definitions because it takes into account those past employees that may no longer be present, but their experiences still linger along with their emotions and expectations.

Energy 87
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Power Is Not What You Think It Is

Partners in Excellence

We have a lot of ideas about power and influence. Too often, they are wrong and misguided. Perhaps driven by watching terrible movies or TV shows, bad stereotypes, or bad examples set by those perceived to be “in power.” Non managers, new managers, and bad managers tend to have very naïve or bad views of power. The latter group are probably clueless and never will care, so this is directed to the former two and others who want to think about it differently.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Channel Management Strategies: Using CPQ to Improve Customer Experience

Cincom Smart Selling

Every company wants to grow. Growth is imperative. Companies achieve growth through increased sales. This can be done by selling to new customers or by selling new products. For companies using a direct selling model, that may mean new marketing messages and additional sales training. It may even mean adding sales headcount. An alternative is a multi-channel strategy.

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From Customers to Critics: Meeting Brand Advocates at Rainmaker 2016

SalesLoft

What is the backbone of each and every B2B sales organization? Many would say it’s the sales reps: the ones grinding every day to transfer their belief behind the product to prospects, clients and customers. Others would say it’s product itself. And it’s true, a team of engineers working together to build world-class software should be the core of any SaaS organization.

Meeting 52
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The Hidden Sales Obstacle of "How Much?"

Increase Sales

Have you ever had a sales conversation that began with “How much is… (fill in the blank)? Many seasoned sales professionals recognize this sales obstacle. Usually this questions suggests a tire kicker or someone who buys on price only while expecting the best quality, the best delivery, the best value for his or her money. Beyond the obvious sales obstacle, there is a hidden one within this question.

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Probably The Worst Email Marketing Campaign I’ve Gotten

Partners in Excellence

I’ve refrained for some time whining about bad marketing. After a while, it gets to be writing about the same bad practices time after time, we don’t learn much. I, also, reserve my critiques for “professionals.” It would be unfair, though possibly not unreasonable, to use a bad marketing campaign from and industrial products company, or a an ERP software company, or similar organizations.

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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3 unusual ways to make your sales emails stand out

Close

Email is the dominant form of communication for salespeople, and with good reason—according to a recent survey, over 70% of people report they would prefer businesses to contact them via email.

Survey 52
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How to Measure & Make Decisions on Your Online Sales Training

Mindtickle

If your business is like most others, your sales team is made up of “B” and “C” level sales reps along with a handful of stellar “A” performers. Your “A” players consistently achieve quota and do so profitably. As a sales enablement manager, you are dealing with different levels of motivation and potential among your sales reps. In order to achieve success in your market, you must help your sales reps cultivate and realize their potential and fast.

Hiring 52
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What Is Missing In SMB Growth Puzzle

Increase Sales

Possibly after you read this headline, you may have thought, “Sales” or “Leadership” is what is missing in SMB growth. Actually those are part of what’s missing, but not the answer I am seeking. No what is missing in SMB growth is a high engaged sales culture. Small to mid size businesses do not have the luxury of having separate departments stacked with tens to hundreds of employees.