SBI Growth
JUNE 26, 2013
'Are your prospecting skills keeping pace with the market? Phone and email are losing their appeal. Now LinkedIn is the best way to reach your Buyer. To be effective on LinkedIn, carefully consider how you correspond with your extended network. Every word must be carefully chosen. You are selling yourself in order to sell your product. This article outlines how to write effective prospecting messages on LinkedIn.
The Sales Heretic
JUNE 24, 2013
'Your company has too much money. I understand. It’s a common problem. Clearly, you need to get rid of some of it. But how? Marketing! But not just any marketing—it has to be bad marketing. Because good marketing is actually an investment—it will generate more sales, making you more money. And you wouldn’t want that, [.].
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Steven Rosen
JUNE 25, 2013
'By Steven Rosen. Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process your sales managers will each adopt their own approach and ultimately achieve sub optimal results.
Jeffrey Gitomer
JUNE 26, 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.
Advertiser: ZoomInfo
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SBI Growth
JUNE 23, 2013
'Executives are more focused on leading success indicators. One of the best indicators of future sales success is pipeline health. This helps them stay ahead of potential problems. They’ll know if the pipeline will lead to the desired results. In this post we will discuss how pipeline reviews can expose Sales Management. Here is an example pipeline review between a Private Equity firm and Sales Leader.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
JUNE 22, 2013
'Understanding the Sales Force by Dave Kurlan The NY Times posted a story on June 20 about Google, their recruiting efforts, and big data. The story really doesn''t reveal that much but there is an interesting quote (that I will get to shortly) that is relevent to hiring salespeople. When we help companies get the sales selection piece right there are several components that we tweak.
Jeffrey Gitomer
JUNE 27, 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 24, 2013
'It’s always marketing’s fault. You’re the CMO and you’re doing everything world class marketing organizations do. Still, Sales backs over you at every opportunity! Isn’t it time sales took some responsibility? You’re fighting the classic finger pointing between sales and marketing. It’s not us it’s them; I could make the number if marketing provided better leads.
The Pipeline
JUNE 26, 2013
'by Tibor Shanto – tibor.shanto@sellbetter.ca. In Monday’s video I mention the fact that voice mail is just one of a number of ways to reach out and touch prospective buyers. There is e-mail, SMS or text message, all forms of social media, traditional snail mail in the form of a letter or card, or other more creative means of reaching out and touching a prospect.
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MTD Sales Training
JUNE 25, 2013
'The salesperson of today is a problem-solver who works in conjunction with the prospect to identify any issues that his organisation has and then uses that information to present solutions to the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
JUNE 25, 2013
'If you want to close more sales, you better first do something about these 8 reasons your customers don’t care: 1. Why should they care about you when you don’t care about them? Don’t even try faking it. If you do try to fake that you care, your customer will throw you out even faster. Successful salespeople care about their customers. 2.
SBI Growth
JUNE 28, 2013
'Every Marketing Leader wants to avoid getting labeled that they deliver poor leads. CMO’s strive to run best-in-class programs. They love successful programs. They love industry recognition and awards. That’s why it stings when you feel like the sales team is your downfall. This reminds me of a story from a client this time last year. She uncovered the root problem for sales and helped them make the company number.
The Pipeline
JUNE 24, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Here we are the last week of the first half of 2013, the first full week of summer, what better time to focus on every seller’s second favourite topic, voice mail. The Discovery channel has their annual tradition of Shark Week, and now we introduce Voice Mail Week. Because after all, voice mail is the gift that keeps on giving, when done right, and that is what we will focus on this week.
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MTD Sales Training
JUNE 27, 2013
'In any profession there is the risk that you will pick up bad habits, and it often seems the longer you have been doing the job the more bad habits you have accrued and the harder it is for you to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
JUNE 27, 2013
'We live in a world that communicates in small bursts and at the speed of light. Because of the flood of information we are inundated with, we jump from receiving to reacting, without even a moment of pause between the two. But it is in that moment that you can change relationships and create opportunities by taking the differentiating approach of responding thoughtfully and showing that you genuinely care.
SBI Growth
JUNE 26, 2013
'The average tenure of a B2B Sales VP is about 18 months. That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. A complete guide will be available for download at the end. Here''s part of the dialog from a recent call with a sales operations leader.
The Sales Hunter
JUNE 22, 2013
'Your customer is researching on the internet before they even talk to you. Too many salespeople are afraid to talk to their customer or prospect about what they’ve learned on the web. You don’t need to be afraid! Instead, embrace and initiate dialogue about what they’ve learned on the internet. . Check out the below video to hear why this is vital to your sales process: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .
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.
MTD Sales Training
JUNE 26, 2013
'Rather than allowing the prospect to take control of the call, we need to play a pro-active part in the sales call, so we can show the prospect what is best for their business. Think of yourself. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Score More Sales
JUNE 24, 2013
'One of the most perplexing things in working with lots of sellers and sales teams is the fact that most don’t do the one thing that will easily get them connected to more sales opportunities. That one activity is: Asking for referrals. . There are two ways to do this and it seems like people are comfortable doing one way or the other – few do both, although the sellers who do are incredibly successful.
SBI Growth
JUNE 25, 2013
'You hate missing the number. As you take a look at the balance of the year, you are worried. This could be the first year you don’t deliver. If only you could get some quota relief. If you are an “A” Player Sales Leader looking to reduce your quota, read on. Not sure how to do it and maintain credibility with your boss? The Quota Reduction Guide has 4 benefits: Get your number reduced.
The Sales Hunter
JUNE 25, 2013
'Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a salesperson. Buyers will… 1. Keep arguing about the price being too high, even if it isn’t. 2. Always say they have another supplier who can take care of them a lot better. 3. Make comments about how every supplier is being told they need to cut their prices by another 3 percent. 4.
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.
Jeffrey Gitomer
JUNE 28, 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.
Score More Sales
JUNE 25, 2013
'Professional salespeople use the phone every day in some capacity. Those with remote selling roles are in an office on the phones, and those calling on companies in person use the phone to set appointments, hold conversations, confirm meetings, and ultimately bring business to a close through the telephone. Most of us are reading email on our mobile devices, and making calls almost every chance we get.
Anthony Cole Training
JUNE 25, 2013
'Your sales people want to succeed! One of the best pieces of advice I''ve received about coaching came from Kim Ades, President of Frame of Mind Coaching. She said that when I am working with people and they are not performing in a way that is consistent with my expectations, the first thing I should do is "assume positive intent." This is huge! What does "assume positive intent" mean relative to the topic today?
The Sales Hunter
JUNE 28, 2013
'What do dirty secrets, liars and bad salespeople have in common? It’s not a joke. I hate to say it, but they have a lot more in common than we realize. If I were to ask 100 salespeople, I most likely would hear from all 100 of them that they don’t have any dirty secrets, have never lied and would not consider themselves a bad salesperson.
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?
Jeffrey Gitomer
JUNE 23, 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.
Score More Sales
JUNE 28, 2013
'Now that warmer days, visits to and with relatives, plus more social events start happening, it’s clear that Summer in North America is upon us. Last year I wrote about it because annually, it seems, I have long conversations with coaching clients as well as sales leaders on how to stay inspired through the nicer months of the year. I saw some people passing last year’s post around so thought I’d review my SPICE formula for success this time of year.
Increase Sales
JUNE 25, 2013
'What is interesting is how some really good to top sales performers fail to appreciate this talent sales leadership talent of leading others. Yesterday when debriefing a new executive coaching client, she indicated that leading others was a non-talent respective to her role as a salesperson. (She had completed a fieldwork exercise where she had ranked her top 3 talents, top 3 non-talents and top 3 weaknesses from an alphabetized list of 78 key attributes.).
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