Sat.Apr 12, 2014 - Fri.Apr 18, 2014

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I'm 'Coming Out' today

Bernadette McClelland

'I’m ‘Coming Out’ today… Well, in a non sexual way. Coming out also means declaring something that others don’t know about you and if we thought long and hard about it, I am sure all of us in both our personal and professional lives would be able to ‘come out’ about something. What stops us though is that it usually means we make ourselves wrong.

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Playing With Numbers – Sales eXecution 247

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I was never big on Shakespeare, took me long enough to master English as my third language, good old Willie just confused things that much further, I must admit that I do have an appreciation for the phrase from Hamlet “The lady doth protest too much, methinks” Not only as a parent, but perhaps in a similar vein working with sales people, as exemplified by a recent exchange with a rep I am working with.

Margin 312
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The New Breed of Sales Person – They Don’t Actually Sell

MTD Sales Training

'Sales. A great profession, isn’t it? The world would stop if people didn’t sell things. I love buying things. I have toys and gadgets that surround me in my business and personal life. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Strategy 293
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Why Are 75% of Salespeople Ineffective?

No More Cold Calling

'Because no one ever taught them how to sell. How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. But most of us are left to figure things out on our own.

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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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I’m ‘Coming Out’ today

Bernadette McClelland

'I’m ‘Coming Out’ today… Well, in a non sexual way. Coming out also means declaring something that others don’t know about you and if we thought long and hard about it, I am sure all of us in both our personal and professional lives would be able to ‘come out’ about something. What stops us though is that it usually means we make ourselves wrong.

More Trending

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Is This an Example of Succeeding or Failing at Inside Sales?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Yesterday I was in the office, preparing for the today''s formal introduction of Objective Management Group''s (OMG) award-winning, new and improved, fourth generation, Sales Candidate Assessment ( View the 25-minute Webinar here ) when the phone rang and I answered. Not only was it a cold call, but it was one I could write about - the best kind!

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Prospecting idea: have an idea

Sales 2.0

'In a previous post I went on about how uninspiring (and ineffective) it is for a sales person to call a prospect to “just touch base”. On the other hand, I’m all for sales people using the telephone to stay in touch. So what’s the solution? If you must call what do you say. Here’s one idea: have an idea. As you may know I’m fortunate at the moment to sometimes be a buyer and sometimes a seller.

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6 Secrets to Sell More in Less Time

The Sales Hunter

'Do you know there are 6 things top-performing salespeople do to sell more in less time? The beautiful thing is anyone can do them. You don’t need special skills, but rather the discipline to make it happen. Here’s the list: Secret #1: Never end today until tomorrow is planned. Don’t allow yourself to start the […].

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Why Get Ahead Of The Buyer?

The Pipeline

' By Tibor Shanto - tibor.shanto@sellbetter.ca. I recently saw an ad for a sales program, and that big bold letters enticing me to buy read: “How To Get Ahead Of Your Buyer”. While I get where they were coming from, or more accurately who they were trying to appeal to, but there was just something wrong with the way it was phrased. I think one of the biggest challenges sales people have is not to get ahead of the buyer, it seems to me that getting ahead of the buyer is the same as “leaving t

Buyer 300
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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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Is There a Lack of Clarity on the Current State of Selling?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Last week I wrote this article questioning the Death of SPIN Selling. Over the years I have questioned the impending death of other important areas like cold-calling, selling, sales process, salespeople and more. As we continue to discuss these issues and more like them, let''s think about why there are two camps - those who continue to prophecise the eventual death of salespeople and selling; and those who defend its existence and continued importan

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3 Root Causes of Marketing Automation Failure and How To Fix Them

SBI Growth

'The majority of marketing leaders report dissatisfaction with results from Marketing Automation. Frost & Sullivan reveals 75% not accomplishing what they expected. Failed implementations of Marketing Automation litter the battlefield. CMOs know their marketing automation isn’t delivering results but aren’t sure what to do. Do you fix or replace?

Marketing 249
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5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

Pointclear

'In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick.

Inbound 257
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Sell Naked! You’ll Shock Your Customers and Yourself at How Good You Are!

The Sales Hunter

'Go ahead and sell naked some time. You’ll be surprised at what you can make happen when you’re naked. You’ll shock your customers, especially those who are used to dealing with a lot of salespeople. Oh, when I say “naked,” what I mean is going into a customer call with zero sales materials. Excuse me, […].

Customer 239
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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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Ways To Make Your Value Standout In The Crowd

MTD Sales Training

'We often get asked to help salespeople craft their cold-calling script so that the recipient drools at the very thought of meeting with the salesperson and has sleepless nights waiting for the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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7 Barriers to High Employee Engagement

SBI Growth

'The annual employee engagement survey (EES) scores are out. It’s no surprise that Sales ranks at the bottom – as always. Sales leaders and their HR business partners have come to expect it. But it doesn’t have to be that way. This post is for you if you are grappling with the question, “How can we improve employee engagement results in Sales?

Survey 247
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BC Forbes Formula for Sales Success

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.

Sales 232
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Sales Motivation Video: Find Someone As Optimistic As You

The Sales Hunter

'If you want to get your week off to a great start, find someone as optimistic as you and spend a little time with them. This is so effective because it will further boost your sales motivation — and theirs too! It will also remind you of something I speak of often: The importance of […].

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Happy Anniversary to No More Cold Calling (the Book)

No More Cold Calling

'Why not put the technology away and curl up with a real book every once in a while? Something special happens when we read a real, printed book. We disconnect from technology and all its distractions. We retreat into our own heads to think, reflect, and enjoy a break from our always-connected world. My first book— No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust — was published in hardcover by Warner Books eight years ago this month.

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What Makes Your “A” Players So Great?

SBI Growth

'Ask a small company Sales VP about his biggest fear. You’ll hear a common response: losing my best guys. Many small companies live by the Pareto principal. 80% of their revenue comes from the top 20% of their team. Losing one top performer can ruin the entire year. This is why Sales VPs list Talent as one of their biggest needs.

Resources 244
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Plugging the Brain Drain

Sales and Marketing Management

'Issue Date: 2014-03-01. Author: Paul Nolan. Teaser: Do you continue to be frustrated and confused as to why so much of your sales training doesn't seem to stick? Companies are increasingly turning to daily or weekly quizzes and on-demand refreshers that can be accessed via mobile devices to reinforce what has been taught in more formal training sessions.

Training 184
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What Will You Learn Today and How Will You Use it Tomorrow?

The Sales Hunter

'One trait of being a sales leader — or for that matter a leader in anything — is to always be open to learning something new. Great leaders don’t just learn new things occasionally Rather, they learn new things each day. When I talk with people, I will often ask them what they’ve learned, and what […].

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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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Finding That Entrepreneurial Spirit And Maintaining It Even When You’re Big

Pointclear

'By Christopher Hosford, editor-in-chief, HosfordGroup. Last month I attended the Future of Business conference in New York City, sponsored by international software giant SAP. One of the featured speakers was Josh Linkner, founder and CEO of Detroit Venture Partners , whose company enables startups in the infamously dystopian town. But Linkner was not here to talk about bootstrapping Detroit.

SAP 214
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3 Ways to Identify if Marketing Structure is a Problem

SBI Growth

'Marketing is tasked with contributing to the bottom line. As a marketing leader you must be able to prove your ROI. But many marketing leaders struggle to position their team for success. One of the complaints we hear all of the time is lack of resources. “I don’t have enough people to get everything done.” This is especially true for small companies and marketing leaders in particular.

Marketing 233
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Inside Sales Power Tip 153 – Activity Gets Results

Score More Sales

'The right activity gets results. It is not just being busy that gets appointments and gets demos and gets deals. One of my favorite slogans in selling is: Never confuse activity with accomplishment. Stop telling everyonehow BUSY you are and start having a professional conversation around why you will be successful and accomplish the results you were hired for based on a plan that you have, or will put, in place.

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VIDEO SALES TIP: EASIEST Way to Sell Without Discounting

The Sales Hunter

'Are you making the most of your referral business? If you aren’t dramatically increasing the level of referrals you receive, you are missing out on profit. Why? Because the EASIEST way to sell without having to discount is through your referral business. People who are referred to you are least likely to ask for […].

Discount 211
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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The decision fence – if you’re on it, now is the time to decide

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 192
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How a CEO Selects a Solution to Make the Number

SBI Growth

'A CEO wants a team equipped to win deals and make the number. If they aren’t winning, then the CEO needs a team to fix the problem. This article outlines the characteristics of the right team of problem solvers.

Resources 231
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The Secret to Channel Success: Quit Excel

Sales and Marketing Management

'Issue Date: 2014-04-18. Author: Dan Hawtof. Teaser: Using last decade's sales management tools to accomplish today's complex tasks isn't quite as bad as suiting up a football team with leather helmets, but it may as well be. Using last decade's sales management tools to accomplish today's complex tasks isn't quite as bad as suiting up a football team with leather helmets, but it may as well be.

Channels 159