Sales and Marketing Management
OCTOBER 2, 2016
Issue Date: 2017-10-03. Author: Lance Tyson. Teaser: Most assumptions we make about millennials in the workplace are wrong. More important, anyone who wants to be managing a successful organization 10 years from now needs to figure out a way to harness the strengths of this generation, rather than pointing out the perceived deficiencies. Most assumptions we make about millennials in the workplace are wrong.
The Sales Hunter
OCTOBER 1, 2016
If you think you’re going to get a member of the C-Suite to respond to you with an email that worked for you with other people, you are sadly mistaken. The rules the C-Suite play by are totally different, and it means your approach must be totally different too. Check out this 90-second video to gain […].
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The Pipeline
OCTOBER 3, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . It’s Monday, a great day for great sellers, the week is ripe with possibilities and opportunities, and how it turns out Friday, is almost entirely up to you and the decisions you make, and the actions you’re willing to execute, or choose to avoid; it’s what makes sales great. But this Monday is that much more so, in fact if you’re inclined (you don’t have to be), you can look at this Monday as sales version of what stock market players call R
No More Cold Calling
OCTOBER 6, 2016
Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your sales reps are a mixed bag of talent. If you’ve beaten the odds and have held your role for more than 18 months, you’ve already gotten your team lined up, your prospecting strategy in place, and your goals set.
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Understanding the Sales Force
OCTOBER 3, 2016
Thanks for continuing to read my Blog - I appreciate it. There is one Blog that I never fail to read, and that's Seth Godin's Blog. Seth doesn't write about sales - he pens a thought leadership Blog - but sometimes his articles are very applicable to sales and selling. Recently, he posted two very short articles - each is less than 30 seconds to read and I believe they are both well worth your time.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
OCTOBER 6, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Earlier this week I posted about the how your sales stack stacks up, (couldn’t resist) How Productive Is Your Sales Stack? Exploring how many companies and sales leaders are actually contributing to their team’s’ lack of success by overloading them with “sales tools”, the “Stack”. While many are sold, and think they are buying “productivity tools”, they are in fact hindering productivity, revenue success and growth.
SBI Growth
OCTOBER 5, 2016
SBI recently spoke with Tracy Hansen, the Chief Marketing Officer at Renaissance Learning, the world leader in cloud-based assessment, teaching and learning solutions. Tracy has deep field marketing experience and built a new team from scratch that launched this year. Field marketing.
The Sales Heretic
OCTOBER 4, 2016
Everyone experiences slumps occasionally. Not that that’s much consolation when you’re stuck in one. All you care about is how to get out of it. Listen to my appearance on Breakthrough Radio with Michele Price. In this short segment, I discuss what to do when you find yourself stuck in a slump. And not the [.].
MTD Sales Training
OCTOBER 6, 2016
The average life expectancy of a multinational organisation is approximately 40-50 years. So says Arie De Geus in his book ‘The Living Company’ (Boston, Harvard Business Press). He based this premise. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
DiscoverOrg Sales
OCTOBER 4, 2016
We guess that if you spend any significant effort on email marketing, then you’ve seen these recent trends in the last 12-18 months: plummeting open rates, dwindling click rates, and skyrocketing bounce rates. One glance at your inbox – personal or work – probably confirms what you secretly don’t want to admit: Email marketing is dead. It’s an overcrowded space with increasingly complex technical components blocking success.
SBI Growth
OCTOBER 4, 2016
On this week’s SBI Insider Video Podcast we discuss how sales, marketing and product functional leaders can elevate the strategic discussion. The two most underutilized metrics that drive shareholder value are Customer Acquisition Cost (CAC) and Customer Lifetime Value (CLTV). Championing.
The Sales Hunter
OCTOBER 6, 2016
Today I’m excited to share a guest post from Paul Smith, author Sell with a Story. One of the most important stories a salesperson can tell is a “How We’re Different From Our Competitors” story. Instead of a boring and unremarkable list of me-too reasons your company is better, the story illustrates those differences in […].
Understanding the Sales Force
OCTOBER 5, 2016
In the past I've written about how words aren't that important. Here are two such articles: [link]. [link]. But today, I'll play politician, reverse my position, and talk about why words are very important. I've written about the importance of words before too. [link]. When it comes to words, there was probably nobody more clever than the comedic genius George Carlin.
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Sales and Marketing Management
OCTOBER 5, 2016
Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: Ray Bloom is the founder and chairman of IMEX Group, which organizes the largest worldwide exhibitions for the incentive travel and meetings industry, including IMEX America, which is scheduled for Oct. 18-20 in Las Vegas. Sales & Marketing Management caught up with Bloom recently via email. Ray Bloom is the founder and chairman of IMEX Group, which organizes the largest worldwide exhibitions for the incentive travel and meetings industry,
Score More Sales
OCTOBER 5, 2016
Yesterday it was a proud time to present ideas about ways to diversity your sales team to gain ROI at the biggest technology conference in the world, Dreamforce. Those on my handpicked panel are all successful sales executives and in two different sessions, we shared ideas that work to grow revenues by harnessing inclusion to build a greater sales team than you currently have.
The Sales Hunter
OCTOBER 4, 2016
The telephone is still a great prospecting tool, despite what some naysayers might want you to believe. Voicemail is a great extension of it and can get you connections you’d never get any other way. In my new book High-Profit Prospecting, I devote several chapters to the discussion of the telephone and voicemail. Here are […].
SBI Growth
OCTOBER 6, 2016
SBI interviewed Kim Salem-Jackson, the Senior Vice President of Worldwide Field Marketing at Informatica. Informatica is the number one provider of data integration software, with over 5,000 customers. Kim has over 15 years’ experience in the discipline of field marketing. Watch as.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Sales and Marketing Management
OCTOBER 6, 2016
Issue Date: 2016-10-07. Author: Bill Blades. Teaser: According to one survey, nearly 9 in 10 managers become such without any prior management training. No wonder so many managers fail to deliver value to those they manage. Here are some "musts" that sales managers have to bring to the table. According to one survey, nearly 9 in 10 managers become such without any prior management training.
Anthony Cole Training
OCTOBER 3, 2016
Several years ago, as part of our sales team evaluation, the skills, tendencies and effectiveness of the sales leadership team was also assessed. The findings indicated that of the 224 leaders, 23% had at least 60% of the skills required to be an effective performance manger. Of the 5 sales management skill sets required - coaching, motivating, recruiting, mentoring and performance management – this last one, performance management, is where the team “scored” the best.
The Sales Hunter
OCTOBER 7, 2016
This week I’m in San Franscisco with 170,000 other people attending the Dreamforce conference, the mega conference hosted by Salesforce. For the last 5 years, I’ve been one of the speakers for their Sales Summit, and what I’ve found interesting has been the level of discussions around artificial intelligence (AI) and its impact on how we […].
Jeffrey Gitomer
OCTOBER 3, 2016
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Sales and Marketing Management
OCTOBER 4, 2016
Issue Date: 2016-10-05. Author: Jeev Trika. Teaser: Online reviews and rankings connect with so many disciplines – marketing, hospitality and, increasingly, lawyers and legislators – that virtually everyone now has a stake in them. But what seemed relatively simple as a brilliant business idea to connect companies and their customers through the value of review data and the communities that exchange it has become complicated by questions of fraud and defamation.
Increase Sales
OCTOBER 3, 2016
One of the lessons I have recently relearned is there are a lot of people who believe they are salespeople. For me, a salesperson actively works to sell something be it a product, service or a combination of products and services. He or she does not rely on others to sell his or her solutions. For anyone to actively sell something, he or she must know what he or she is selling.
The Sales Hunter
OCTOBER 2, 2016
Are you intentional about hanging out with positive people? You have to make it a regular part of your life to associate with positive people, because the impact on your life and career will be phenomenal! This has been my experience, and I trust that it will be yours as well! Check out the video […].
Mr. Inside Sales
OCTOBER 4, 2016
Did you know that over 85% of resumes received by hiring managers arrive without a cover letter? While that may not mean much to you, it means a lot to the people reviewing and vetting resumes for the job you are applying for. Resumes that are sent in without someone taking the time to write a cover letter appear to the hiring manager to be submitted almost blindly.
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HeavyHitter Sales
OCTOBER 1, 2016
This Steve W. Martin research article originally appeared in the Harvard Business Review. What are the personal attributes, attitudes, and actions that influence personal sales productivity? I recently conducted an extensive study of more than one thousand salespeople and sales management leaders to determine the attributes of top sales professionals--those who achieved more than 125 percent of their assigned quota last year.
Increase Sales
OCTOBER 5, 2016
Sales strategies abound in today’s B2B and B2C markets. In many instances, the larger firms are ahead of the flow when it comes to including a new sales strategy into their sales playbook. Smaller firms especially those with under 50 employees lack the exposure to many of these up and coming ways to increase sales. Amplification is one such sales strategy that is often overlooked by SMB owners and sales professionals.
Pointclear
OCTOBER 4, 2016
Pipeliner’s John Golden hosted me on #SalesChats recently and the topic was prospecting. John asked two questions: Which stage of the buying process should a salesperson engage with a prospect? What questions should a salesperson ask to uncover need? I don’t want to spoil the 30-minute YouTube video (it is packed full of great information and advice), but I will provide an overview of my responses and then hope you will watch the video for a deeper dive: Stage of Buying Process.
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