SBI Growth
JUNE 12, 2013
'Below is a letter of resignation. It was submitted by the head of sales at a client company of mine. If you have ever wondered “ why did the sales manager quit? ” this might be informative. I think the reasons this sales manager quit are typical, unfortunately. Replacing a sales manager takes lots of time and effort. You need to build a profile, conduct a search, perform interviews, on board, etc.
The Sales Heretic
JUNE 12, 2013
'For most salespeople, professionals and business owners, the sales process begins with prospecting. And yet, too often, we unwittingly sabotage our prospecting efforts. If you don’t have the number of quality prospects you’d like, chances are you’re making one or more of these common mistakes. 1. Not doing it It amazes me how many people [.].
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Pipeline
JUNE 10, 2013
'by Tibor Shanto – tibor.shanto@sellbetter.ca. When I talk to sales people about how they start sales meetings with new potential buyers (first time they meet), most (not all) tell me they “break the ice with some small talk”, then they “get in to it!” We’ll leave the getting into it for another time, what I don’t get is the “small talk” bit, I am not sure that in the current format, as practiced by most sellers is effective, necessary, and at times can be ri
MTD Sales Training
JUNE 11, 2013
'Branding is a key component in determining your success in sales and marketing. You may not think that, as a salesperson, your input to how your brand is perceived or recognised should be a priority; [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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
JUNE 14, 2013
'I sat across the desk from Mike, the new VP of Sales. He had just been promoted 6 months ago. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. His team had missed the last two quarters. An unraveled roll of antacids sat on his desk. “I feel like I’ve got to turn around a battleship and I’ve got a speedboat’s time.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
JUNE 14, 2013
'by Tibor Shanto – tibor.shanto@sellbetter.ca. People always want to present themselves as being unique or different, even as they are lined up overnight for the latest iGadget , all adorned in the latest gadget-ware from Fashion Star. So I am rarely surprised when sales people tell they or their products are different. I recall meeting with a VP of sales from a software company, the latest killer app, and while he agreed to take the appointment knowing what I do, it seemed his objective was to
MTD Sales Training
JUNE 12, 2013
'The art of selling has changed dramatically over the last 30 years, and the way that sales people and business owners now prospect and sell to the customers has moved on significantly from the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JUNE 11, 2013
'Amazon, the king of B2C is invading B2B. The world’s #1 B2C e-commerce site is crossing over to B2B. The trend began with Amazon’s AWS cloud computing services where Amazon is now dominating. Now AmazonSupply.com is focused on threatening traditional B2B distribution channels. Think it’s impossible for Amazon to make a robust B2B play? The skeptics once said it was impractical for books to be sold successfully online.
The Sales Hunter
JUNE 11, 2013
'Why would anyone pay more for something? Unless they see some sort of value or benefit in it, they wouldn’t. This is why customers simply won’t pay more for anything they view as a commodity or — in sales terms — ”a feature.” If that is the case, then why do so many salespeople spend their time doing nothing but selling product features to customers?
Advertisement
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.
The Pipeline
JUNE 12, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Time is pivotal to sales success, on the plus side, it can help you better engage with potential buyers, and on the down side it can create distance and barriers between you and the buyer. One specific is the degree in which you are aligned with the buyer’s horizon. All too often we get ahead of the buyer, or fall way behind, either can slow down or cost you a sale.
No More Cold Calling
JUNE 13, 2013
'Guest blogger, Michael Nick, explains where (and how) to use ROI in your sales process. I was recently introduced to Michael Nick. I was impressed with his commitment to salespeople and how he helps them learn to justify ROI to clients. In this month’s guest blog, Michael breaks the ROI process into simple, easy-to-follow steps. Listen and learn. I did.
SBI Growth
JUNE 13, 2013
'At SBI, we focus on one thing: helping Sales and Marketing leaders Make the Number. One of the frequent questions we get asked is: What separates world class sales organizations from the rest? There are a lot of places one could look. But I’d separate it in two areas: Performance Conditions (Process) and Talent (Execution). Part 1: Sales Process. World Class organizations focus and drive both portions of this cycle.
MTD Sales Training
JUNE 14, 2013
'When it comes to product demonstrations, many sales people fall into the trap of carrying out a a one size fits all presentation with a prepared monologue of what makes there product the best on the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Advertisement
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
The Sales Hunter
JUNE 10, 2013
'We all want to start off the week on a high note, so one of the easiest ways to do that is by calling one of your favorite customers every Monday morning. This is so much more productive than calling another salesperson and spending 20 minutes on the phone complaining about all of the paperwork or the huge quota or anything else that you find tedious about your job.
Score More Sales
JUNE 12, 2013
'If I could give you a sales team of enthusiastic champions to build your visibility and ultimately your revenues without writing a check, would that be helpful? That is exactly what happens through the powerful strategies of connecting to the right people for the right reasons. I am convinced that with the power of connection, nearly anything is possible.
SBI Growth
JUNE 8, 2013
'I bet that two vital pieces are missing from your sales strategy. These two missing elements can have great impact on revenue growth. If you formalize them into your sales process, training and measurement, revenue will grow. Otherwise, your sales team will be eaten up. Your revenue will be lost to the swift and the strong. As the sales operations leader, you develop the sales strategy and support team performance.
Sales and Marketing Management
JUNE 13, 2013
'Issue Date: 2013-06-14. Author: Mckay Allen. Teaser: How do sales marketing get along? How do they interact? How can the processes between them be improved? For starters, sales teams can avoid these five common mistakes. How do sales marketing get along? How do they interact? How can the processes between them be improved? For starters, sales teams can avoid these five common mistakes.
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
JUNE 11, 2013
'How effective are the marketing materials you receive? If you’re like the typical salesperson, you get more marketing information than you could ever begin to use. In fact, little of it is actually worth using. It’s time marketing departments wake up and quit shoveling garbage out to salespeople, all under the premise of helping them be more effective.
Score More Sales
JUNE 10, 2013
'The most successful sellers are open-minded to new ideas. They accept that they may not know everything, and that they might learn a new idea today that could cause them to close some extra business this month or even this year. That’s why I love the profession of selling. No matter how many deals we close, we want to know WHY we lost that one that got away – or in some cases, a whole bunch that we did not properly identify, qualify, and bring to closure.
SBI Growth
JUNE 9, 2013
'Sales Reps who are behind in Q2 risk missing their number for the year. Often it’s the major opportunities that determine Sales Rep success or failure. But when a big opportunity is slipping away, Reps ask this question: Can I win the big account back? Can I close the big deal and make my number? The answer is yes, but only with a strategic plan. Top Sales Reps are successful closing the big deals with a plan.
Anthony Cole Training
JUNE 11, 2013
'Over the years, I have been very fortunate to work with a lot of very successful companies in many industries across the US. Over the years, I have found some very common responses to our sales and sales management training programs. Some of the responses I would consider legitimate and reasonable; others I put in the category of myths. Our standard operating procedure of beginning our work with a client is to evaluate their sales organization.
Advertiser: ZoomInfo
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
JUNE 13, 2013
'OpenView Sales Labs has recently released its list of 25 Top Sales Influencers for 2013. I want to share this list, as well as Top Sales World’s list of 50 Top Sales and Marketing Influencers of 2013. While I’m humbly honored to be on both lists, I share the lists with you also to make sure you are aware of the many great sales speakers and trainers out there who are committed to helping you!!
Jeffrey Gitomer
JUNE 14, 2013
'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.
SBI Growth
JUNE 10, 2013
'You''ve seen this before: a sales leader makes an urgent call to the HR business partner. It’s late and something has gone very wrong. This isn’t the first time. It’s a different crisis each time. Maybe this time it’s the loss of a top performer. Or, the sales talent isn’t ready to handle a sudden competitive threat. How do world-class HR business partners prepare for the unexpected?
Sales and Marketing Management
JUNE 9, 2013
'Issue Date: 2013-06-10. Author: Sean Conrad. Teaser: Sales and marketing are critical to your company’s success, but many organizations struggle to engage and retain these critical employees. A strategic, well-executed talent management program can go a long way to help drive the performance of sales and marketing professionals and retain them for the long term.
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
JUNE 14, 2013
'Should senior management play a role in the sales process? Yes! And it should be an active role. Regardless of how big or small the company, top management must understand what is happening in sales for one simple reason — Sales is the group that interfaces with the customer. If you’re in a sales leadership position, you have to get your top management out with customers.
Jeffrey Gitomer
JUNE 11, 2013
'The post Jeffrey Gitomer – Named one of the Top Sales & Marketing Influencers for 2013 appeared first on Jeffrey Gitomer’s Sales Blog.
Increase Sales
JUNE 14, 2013
'Yes, social media works as evidenced by my own results for the last nine years. My first action was to become a member of LinkedIn in 2004. Then I began with inbound marketing action by posting articles on directory sites such as Evan Carmichael , Ezine Articles and Sales Gravy. Along the way, I reviewed books over at Amazon; opened a Twitter account; Facebook and several others.
Expert insights. Personalized for you.
331 
Let's personalize your content