Sat.Nov 14, 2015 - Fri.Nov 20, 2015

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The Hidden Power of ‘Oui’

Bernadette McClelland

We see the word ‘Oui’ and our thoughts immediately transport us to a romantic and foreign land! To a land that “embodies everything religious zealots everywhere hate: enjoyment of life here on earth in a myriad little ways: a fragrant […]. The post The Hidden Power of ‘Oui’ appeared first on Bernadette McClelland.

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3 Must Have Attributes of a Real “NEXT STEP”

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Definitions are an important factor in sales success, talk to the best sales people, best here being measured in results, not likability, and you will find that they thrive on clear definitions, it is their competitive edge. To identify weak sales people, look for those with plenty of opinion, but little or no clarity in approach or definitions for core elements of their success.

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Want Reps to Get Referrals? Make Them Hurry Off Their Asses

No More Cold Calling

Face-to-face matters in referral selling. “We need to postpone our deal until next quarter.” Yikes! No sales leader wants to hear that. It could wreck the company forecast and commissions. What could reps have done differently? Maybe nothing. Sometimes deals are out of our control. A company gets acquired, the economy tanks, the sales leader quits, the sky is green … or whatever.

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How to Get Your Sales Message to Resonate Every Time

Understanding the Sales Force

This is an article about getting your sales message to resonate - every time. However, before we can discuss that, I need to share a current, real world example. So bear with me. Just like the news programs which, before the Paris attack, had been talking mostly about political debates and candidates, I have been discussing various aspects of the science behind sales selection.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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10 Things All Account Managers and Salespeople Should Do NOW to Have a Great 2016

The Sales Hunter

I know it’s hard to believe, but 2016 is right around the corner! There are definitely some things you should be doing now to ensure your 2016 gets off to a great start. Below are the 10 that I definitely think you should not overlook: 1. Learn the 2016 company objectives for each of […].

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How to Use Tie Downs to Build Momentum

Mr. Inside Sales

I don’t know why tie downs aren’t used more by sales reps selling over the phone. They serve several crucial functions, including: Getting confirmation that the point you just made was understood and accepted by your prospect. This is especially important when selling over the phone as you don’t have the physical clues that tell you how it’s going. Using tie downs is also instrumental in building that all important yes momentum.

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Why Good Salespeople Are Hard To Find

Increase Sales

What makes for good salespeople? Some might respond with top sales skills. Others may suggest a great sales process. While there may be some who believe outstanding marketing is behind good salespeople. All of these may contribute to creating a sales force that is both efficient and effective; however I think the main talent, attribute, skill, call it what you will is something that is far more illusive and harder to identify.

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Sales Motivation Video: You Do NOT Have Time for Negative People

The Sales Hunter

If you think hanging around negative people isn’t going to affect you, think again! Your career is too important to let it be influenced by the negative attitudes of people around you. And don’t fall into the false idea that you will be the one to pull them out of their negativity. That approach […].

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Distractions May Help You Be More Productive

Sales and Marketing Management

Issue Date: 2015-11-01. Teaser: We are taught from a young age to believe in the power of sustained attention, but psychologist Josh Davis says if your workforce is struggling to be productive, they may not be daydreaming enough. We are taught from a young age to believe in the power of sustained attention, but psychologist Josh Davis says if your workforce is struggling to be productive, they may not be daydreaming enough.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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The ONE (or 50) Things You need to Know to Get Your Customers Attention

A Sales Guy

The ONE (or 50) Things You need to Know to Get Y our Customers Attention. There are a million things sales people need to do to get the customers attention and make the sale. But there is one that is far more important than any of the others. What is it? It’s knowing, ahead of time, what problems your customers are struggling with. I’m constantly amazed. at how often sales people reach out to a customer with no clear understanding what problems their customers COULD be dealing wit

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Are Salespeople Really Expensive?

Increase Sales

First glance at this headline many mid-size to small business owners to even sales managers probably internally believe “heck yes, my salespeople are expensive.” Possibly some may even have a second thought about how to reduce that cost. Cost is the word that determines if those in leadership roles have either a scarcity mentality or an abundance mentality.

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Getting Past the Gatekeeper: Call a Different Division

The Sales Hunter

If you’ve been following for the past few weeks, I’ve been digging into 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone. Today we’ve reached #9. I think it can be quite effective if the company you’re trying to reach is larger and has multiple divisions and/or locations: Call a different […].

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The Hidden Knowledge in Your UC System

Sales and Marketing Management

Issue Date: 2015-11-11. Author: Stephen Davis. Teaser: Data, even that from a business phone system, tells an important story that helps shape decisions. Digging into the data sourced by a UC system can provide an untapped stream of knowledge for key employees, including a call center manager. Data, even that from a business phone system, tells an important story that helps shape decisions.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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“Tell Me About Your Business Pain….”

Partners in Excellence

“Tell Me About Your Business Pain… ” We all recognize this, or it’s variants as a classic start to a prospecting or discovery call. Each of us has probably used this phrase thousands of times. The motivation behind this question is great. It’s focusing us on the customer, getting to understand them, their problems and concerns.

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Self Leadership Thrives on Autonomy Not Control

Increase Sales

Have you heard about the Self-Determination Theory (SDT)? This theory is about an intrinsic psychological motivation need that all humans have. When we begin to peel away this theory, we can see autonomy is inherent to self leadership. The SDT defines autonomy as being able to make a choice. I disagree with a recent posting by Seth Godin in which he stated “Human beings thrive on the quest for total control.

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VIDEO SALES TIP: Why Community Involvement Helps You Prospect in the C-Suite

The Sales Hunter

I can’t emphasize enough how beneficial it is to get involved in your community. Explore not only the local business schools at colleges, but also cultural events. By doing this, you will broaden your perspectives — as well as your talking points when it comes to interacting with senior level managers and c-suite executives. […].

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Sales Coaching: Lessons from the Mets’ Psychologist

Sales Training Connection

While hardly a new idea, professional sport teams increasingly are hiring psychologists to work with their players. Individual athletes, like golfers and tennis players, are too. In all cases the goal is the same: Gaining an edge and lifting performance to the next level. Since I happen to be a psychologist by education, I wondered what type of advice my professional colleagues are providing and whether it might be helpful to Sales?

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Helping Your Customer “Connect The Dots”

Partners in Excellence

As sales people, we know we have to engage our customers in disruptive thinking. We need to them to think about their businesses or functions differently, we need them to see new opportunities, we need them to recognize changes going on all around them. As we look at our customers from the outside, what we see is a corporate level view. We see the positioning of the company, we see the priorities of top management.

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The Intersection of Sales Failure & the Entrepreneurial Success Ego

Increase Sales

Have you ever witnessed those entrepreneurial businesses that seem golden. They start one small business and then jump to an entirely different industry with equal success. Eventually as you watch them, something happens and usually around their third to fifth venture sales failure begins to take over. During the last 30 plus years within the Chicagoland and Northwest Indiana regions I have personally seen this intersection of sales failure and success ego.

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Executive Sales Leader Briefing: Building the Business in a Flat Market

The Sales Hunter

Welcome to a new column I will be sharing with you each Friday. My goal is to share in a concise way a critical insight I’m seeing from my perspective as I meet and discuss with senior level leaders each week. If you want to receive the Executive Sales Leader Briefing in text form in an […].

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Leveraging Social Media In B2B Sales

Engage Selling

No matter what you want to believe, social media in B2B sales is here to stay! The question is not how to avoid it, but rather “what pieces should I use and how should I use them to attract and retain the best clients for my business?” Join me today for 8 specific ideas that […]. No matter what you want to believe, social media in B2B sales is here to stay!

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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Sales Compensation Planning for 2016

Your Sales Management Guru

Sales Compensation Planning for 2016. It takes time to get it right. As sales leaders or executives everyone must be focused on exceeding the end of year sales quota’s and budgets-but alas- it is mid-November and December will be quickly on top of you. Over the next few weeks I will be discussing the components that all companies must begin to work on during the 2016 budgetary and business/sales planning process.

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Maybe It’s Time to Notice the Nuances in the Sales Process

Increase Sales

Lately I have been watching the statistics on this blog and noticed those postings that directly mention increase sales, sales growth or any topic with the word “sales” receive far more traffic than the postings about leadership, workplace culture, customer service, strategic planning, organizational development, etc. What these traffic numbers tell me is people are seeking how to increase sales, how to achieve sustainable sales growth and yet maybe ignoring all the other nuances within the sal

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CEO, Don’t Let Your Agency Destroy Your Brand!

Partners in Excellence

I always hate having to start a post with an apology. I’ve many friends and clients that run outstanding agencies. Unfortunately, like so many professions, there are too many bad practitioners. The adversely impact your reputations and those of their clients. My apologies to those friends and clients, I really respect your work. Somehow, I’ve found my self on the “list” of dozens to hundreds of PR and other Marketing agencies.

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Is It Time to Fire Your Client?

Engage Selling

Not all clients are created equal. Nor should you be compelled to treat them equally. There’s no law stating you must sell to everyone, or keep servicing clients that are the wrong fit for your business. It’s as fair to say that your business has outgrown some types of customers as it is to say […].

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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Sales Tips: Don't Walk into a Sales Call Blindfolded

Customer Centric Selling

Sales Tips: Don't Walk into a Sales Call Blindfolded. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Virtually all companies claim to be “customer-centric” but set many of their sellers up for failure with the prodigious amount of product training they provide. Sellers’ “comfort zones” become talking about offerings.

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Make the First Step in Strategic Planning the Right Step

Increase Sales

Usually around this time of year, some mid-size to small businesses are beginning to engage in some sort of strategic planning process. Now some small business coaches to consultants will suggest the first step in this process is data analysis and that is the wrong first step. Data analysis cannot happen until the data is collected. This means gathering up numerous financial records.

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SiriusDecisions: Top 4 Ways to Get your Value Selling Program Right

The ROI Guy

You’ve invested a lot of time and effort in developing your B2B value selling / ROI tools and program, But the evolution from product to value can have its challenges. trying to get your sales reps and specialists to better communicate and quantify your unique value. So how do you know if your getting it right, and where your program might have gotten off-track?

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