SBI Growth
DECEMBER 7, 2013
'The Big Data revolution is benefiting marketing leaders the most. It’s transformed numerous aspects of how we work and think. In many ways, the capability is the answers to every marketer’s dreams. When a problem surfaces, the first course of action is to solve it with data insights. Today, I offer you a guest post from Brian Kardon, CMO at Lattice Engines.
Understanding the Sales Force
DECEMBER 10, 2013
'Understanding the Sales Force by Dave Kurlan Recently I was searching Google for a Keynote Speaker for Objective Management Group''s (OMG) upcoming International Conference in April. In addition to the many speaker bureaus listed, I also read through a number of articles where the authors shared their secrets to great talks. While a few were pretty good, most weren''t, and the secrets were certainly not very well kept.
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MTD Sales Training
DECEMBER 9, 2013
'Technology has been a game-changer in every respect in our world. It’s driven everything from improvements in science to advancements in medicine. The world is an unrecognisable place from when. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
DECEMBER 12, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. In an increasingly hurried world of too many things to do in too few hours, buyers seem to fall in to two groups: Cool and Rude. The cool are those who can deal with and clearly communicate what is on their mind, regardless of the impact on sellers. While what they communicate may not be what sellers want to hear, the upside is that the communication is clear, and they are offered the respect a potential partner deserves.
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
DECEMBER 8, 2013
'“How can we effectively improve the performance of our sales team?” In this post, you’ll hear about Jeanne, the HR business partner to sales at a software company. You may recognize your situation in her story. Today''s post includes insight on what can go wrong with sales performance. It also includes the free downloadable SBI guide: 8 Steps to Sales Process Improvement.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
DECEMBER 11, 2013
'We recently asked a company who have been using our services for the past five years why they actually stuck with us. You know the kind of thing…what have we done right, is there anything more. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
DECEMBER 9, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I had some interesting feedback to a recent post on my blog The Pipeline, titled Is BANT Helping You Lose Sales? The gist of the piece was that many put an over emphasis on “need”, and thereby limit their success. (There is so much more to it, you really should read it ). Two in particular stood out, one gave the argument I was making further context, and the other added a layer that provides clearer focus to those willing to apply the line o
SBI Growth
DECEMBER 9, 2013
'A critical issue you face as CEO is how to increase sales productivity. As you head into 2014, you have identified or hired your key sales players. This team is going to help you make the number. You know your tenured reps can get the job done. The unknown factor is the crop of new sales reps. Two-thirds of organizations say ramp takes 15 to 18 months at the very least.
Understanding the Sales Force
DECEMBER 9, 2013
'Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren''t being replaced by the people in inside sales. That''s not what this is all about.
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MTD Sales Training
DECEMBER 10, 2013
'I remember being on the road with a salesperson whom I was coaching to take up a senior sales position within the company he was working for. His business had called me in to help him improve, as it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
DECEMBER 10, 2013
'You can do what the “data” tells you, or you can do what works. “The best reason to do something is because it’s never been done before.” That’s what my first manager told me, and I’ve never forgotten her comment. This is just as true, if not more so, today. It’s easier to go along with what everyone else is doing—to write blogs, comment on social media, write catchy email subject lines, rely on inbound marketing to fill your pipeline, and believe that 67 per
SBI Growth
DECEMBER 10, 2013
'At this point, your 2013 sales number is essentially decided. Your thoughts should now turn to 2014. How will you attack the New Year with confidence? Do you have the team you need to have a successful Q1? If you fell short of your number this year, there are reasons. It is very possible that those reasons lie within the team you have assembled. Chances are, there are unfortunately some weak links in your team.
Pointclear
DECEMBER 10, 2013
'Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell.
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Jeffrey Gitomer
DECEMBER 7, 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
DECEMBER 12, 2013
'Prescription without diagnosis is malpractice – it’s a phrase I heard a lot growing up since my father was a proud pharmacist of 52 years. I heard it again this week directed toward what many of us have been guilty of at one time or another in selling. As soon as we have a buyer in front of us, or on the phone, we are quick to share with them all the great things we can do to help them.
SBI Growth
DECEMBER 11, 2013
'You’re closing in on the fiscal year. Soon you will be given a new number. It will be higher than last year. There are two approaches to handling this: Put the entire number on your back. Get marketing to take a portion. We recommend option 2. The rationale for sales shouldering the entire quota is weakening. In the past, marketing’s effectiveness relied on fuzzy metrics like “Brand Awareness”.
The Sales Hunter
DECEMBER 8, 2013
'We continue through our list of 14 things great salespeople do that average salespeople only think about. Here’s #9: 9. Great salespeople own the process. They don’t pass blame and they don’t allow excuses to come up as to why they weren’t able to accomplish something. The last thing a great salesperson will do is throw somebody under the bus to make themselves look good.
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 Pipeline
DECEMBER 13, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Well another year draws to a close, and you know what that means, new goals, likely higher, and awards season. If you’re in sales, the party to be at is The 2013 Top Sales & Marketing Awards Ceremony , taking place live on line this coming Tuesday December the 17th. You’ll hear from leading sales experts and recognize and celebrate many people who have made a difference to sales and sellers this year.
Score More Sales
DECEMBER 9, 2013
'Do you know how important understanding the word NO is in the profession of selling? It is a word that can cause much grief and challenge when you are new. NO is a word that you come to appreciate as having many meanings when it comes to buyers and sellers. You learn that NO doesn’t mean just one thing – but multiple things. For example, retailers used to rush to greet customers with, “May I help you?
Jeffrey Gitomer
DECEMBER 10, 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.
The Sales Hunter
DECEMBER 9, 2013
'We’ve been led to believe the customer will always pay us the amount we want if we only show them the value they’ll receiv e. And if we can get the two to equal, then we have a sale. It’s time to blow that idea out of the water. Sorry, it’s not fact. It’s only a myth and I’ll tell you why. Customers always want to feel they’re getting the best deal possible.
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.
Understanding the Sales Force
DECEMBER 12, 2013
'Understanding the Sales Force by Dave Kurlan The million dollar question. So many studies are conducted - but only on large companies. So many findings are published - but they don''t apply to your company. So many findings are discussed - but they don''t address what to change. I''ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed.
Sales and Marketing Management
DECEMBER 8, 2013
'Issue Date: 2013-11-01. Teaser: The harsh reality of the customer service world is that customer service teams tend to do more harm than good. Thus, state the authors of “The Effortless Experience," the role of customer service is not so much to drive loyalty by delighting customers, but to mitigate customer disloyalty. The harsh reality of the customer service world is that customer service teams tend to do more harm than good.
Jeffrey Gitomer
DECEMBER 11, 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.
The Sales Hunter
DECEMBER 10, 2013
'It’s almost here. The end of another year. The calls and emails I’ve been receiving from people in a panic have sky-rocketed. I realize it’s late in the year, but despite how little time is left, there is still no reason to panic. If you panic, you will most likely find yourself making decisions you will regret — maybe not immediately, but certainly sometime early next year.
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?
Understanding the Sales Force
DECEMBER 11, 2013
'Understanding the Sales Force by Dave Kurlan For some salespeople, selling is as caked in tradition and ritual as any religious ceremony. To get a sense for this, consider the many inside sales roles, demo-centric salespeople, and low-level in-home salespeople. Many inside salespeople repeatedly read from the same script, most demo-centric salespeople must cover all of the features and benefits, and many in-home salespeople perform a mini-show on every sales call.
Pointclear
DECEMBER 12, 2013
'Uses Microsoft Dynamics. Has had the solution for three years. Likes the Detroit Tigers. You may be wondering what these pieces of information are all about. You may be asking yourself why I’ve listed off facts about someone or some company. I’ll tell you – the reason is to show you that without context, information is nothing more than noise. Just like listening to a conversation in a language you don’t know, without context, information is simply various data points – which means the silos of
Jeffrey Gitomer
DECEMBER 13, 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.
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