The Pipeline
DECEMBER 26, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Given today is Boxing Day here in Canada, and that I am off enjoying the holiday (the bargains), I thought it was a good day to reprise a piece from 2010 about thinking out of the box. Enjoy! There is a lot of talk in sales and in marketing about ‘thinking out of the box'; this is big with me because I am sure that when they put me in a box I’ll be dead, and that’s not good.
The Sales Heretic
DECEMBER 27, 2016
Failure leads to success, if you learn from it. But what’s better than learning from your failures? Learning from someone else’s failures! Listen in as Jeff Shuey (Chief Evangelist at K2), Andrea Waltz (author of Go For No), Stewart Rogers (Director of Marketing Technology for VentureBeat), Finka Josie Jerkovic (Leadership Empowerment Coach), Yared Akalou (Design [.].
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SBI Growth
DECEMBER 26, 2016
Today’s topic is understanding how to make the customer experience a competitive differentiator. As a guide to the conversation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the customer experience design phase on pages 130.
The Sales Hunter
DECEMBER 27, 2016
Do you use your personality to help you communicate more effectively? How many times have we found ourselves running from the person who has zero personality? Sales is about connecting with the other person. It’s about creating confidence, and that means allowing both parties to feel comfortable with each other. Where does your personality fit […].
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The Pipeline
DECEMBER 29, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . If you are in B2B sales, you have, knowingly or not, been column fodder. I often ask sales people if they know what that means, and for the most part most do not. While some of you may know what I mean, others may not so let’s define. It is a situation where a buyer has decided that they will give the business to a specific, usually favoured, vendor.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
DECEMBER 29, 2016
Today’s topic is how to learn who you buyers are, how they make purchase decisions, and why they will choose you over your competitors. To follow along, download our 10th annual workbook, How to Make Your Number in 2017 and turn to the.
The Sales Hunter
DECEMBER 27, 2016
You’re ready to make this your year to break out from the pack and become a top performer. Thinking about success is simply not going to be enough. It takes a plan and one of the best things you can do is emulate what other top performers do. 1. Don’t build your plan to […].
Pointclear
DECEMBER 27, 2016
Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. A new era of accountability starts in 2017 and nurturing (additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles) is well worth the time and modest increase in expense.
Mr. Inside Sales
DECEMBER 29, 2016
Happy New Year! How is the goal setting going? If you are feeling a bit overwhelmed with setting goals in each area of your life, or if you are overwhelmed now that you have set goals in every area of your life and you are already wondering where you’re going to get the time to do it all, then you’re not alone. I’ve been goal setting for years, and while I (and the rest of the world) may get pumped up by all the wonderful things I’m going to accomplish and all the changes I’m going to make, what
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SBI Growth
DECEMBER 27, 2016
Today’s topic is how to launch new products successfully. To follow-along, download our 10th annual workbook, How to Make Your Number in 2017 and turn to the product strategy section. Flip to the Product Launch and Messaging phase on pages 143 – 146 of the.
The Sales Hunter
DECEMBER 29, 2016
I found myself reading a magazine… yes, a magazine! Wow, how old school is that? I was struck by an article about how it’s important at this time of year to organize your office. The article listed step-by-step instructions as to how to be more efficient. The author said to have a file folder (what […].
No More Cold Calling
DECEMBER 29, 2016
Here’s what you might have missed from No More Cold Calling this month. You may not have heard, but 2017 will be the year of referral selling. Why? Because as quotas continue to rise and competition gets stiffer, sales managers will have to accept that technology shouldn’t be the main artery to reach prospects. Technology doesn’t close deals. People do.
Mr. Inside Sales
DECEMBER 29, 2016
NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Call them in, one by one, and see how they do…. If I gave you a pencil and asked you to sell it, how would you go about it?
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SBI Growth
DECEMBER 25, 2016
Scott Tapp is the executive vice president of global sales, marketing, and field operations at PGi. He recently spoke with SBI to share his secrets to flawless sales execution. It’s an eight-step process. /1 Hierarchy of Objectives How does Tapp cascade.
The Sales Hunter
DECEMBER 25, 2016
Do you know what happens when you focus on ONE thing at a time and do it well? You get better results! Multi-tasking may sound like a great approach, but ultimately it can slow your momentum. Check out the video to see what I mean: Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. […].
Increase Sales
DECEMBER 24, 2016
Funny how a simple action can reveal the real leadership ethics of an individual. Let me explain. Credit www.pixabay.com. Earlier this week a colleague received a completely unfair review of his book on Amazon. This anonymous reviewer (presuming to be a sales professional and probably sales trainer) focused on one sentence in this 240 page excellent book.
Anthony Cole Training
DECEMBER 30, 2016
Assertive (not aggressive) salespeople win more business than others. They care so much about doing the right thing for their clients that they are willing to risk the relationship and the deal in order to make sure the prospect or client makes the right decisions. Does that describe your people? Are they assertive?
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.
SBI Growth
DECEMBER 24, 2016
Today’s topic is understanding how to leverage Sales Development Reps to generate leads for the sales team. If you would like to implement an outbound marketing program with a team of SDRs, consider having one of our experts spend some time with.
The Sales Hunter
DECEMBER 30, 2016
In creating a culture for success, the sales leader plays a key role with customers, but it is not at the end of the year when everyone is chasing the last order to make quota. The manager who only appears before a customer at the end of the quarter or year, looking to close an […].
Mr. Inside Sales
DECEMBER 24, 2016
If you are a subscriber to my weekly ezine, then you know I publish a new article every week. That’s fifty-two new tips, scripts, strategies, and current techniques to help you succeed selling over the phone. It’s not surprise, then, that the most popular article I wrote in 2016 is one that gives you, the front line sales rep, a proven way to overcome some of the resistance you face each and every time you pick up the phone to make a cold call.
Increase Sales
DECEMBER 30, 2016
The last couple of years in the word of sales training there has been a focus on sales behaviors specific to how salespeople create value. I find this word “create” to be misleading and very much ego centered (All about me!). What I suggest to my sales coaching clients is to replace “create” with this more emotionally intelligent word of connect.
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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.
SBI Growth
DECEMBER 30, 2016
Charles Race is Executive Vice President of Worldwide Field Operations at Informatica, an enterprise software company reporting approximately $1.1 billion in sales. He spoke with SBI to discuss how he goes about creating the necessary balance to maximize revenue growth.
Engage Selling
DECEMBER 30, 2016
At this time of year, goals are a common topic of conversation among sales professionals. Make sure you about know the major mistake you need to avoid. Want to drastically increase sales in your organization?
Increase Sales
DECEMBER 26, 2016
For the last several weeks to maybe months, sales managers and salespeople are looking to 2017 business growth. Within this annual or quarterly activity is the setting of sales quotas or goals. However if we believe sales research that 44% of salespeople have an 80% probability they won’t close the sale (Hubspot), then maybe there is something else missing?
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?
SBI Growth
DECEMBER 28, 2016
Today’s article is focused on Product Launch and Messaging. As a guide to the conversation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to pages 143 – 146 of the PDF to follow along. Why.
Customer Centric Selling
DECEMBER 28, 2016
Sales Tips: Which Language Are You Using - Your Key Player's or Yours ? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. As a new hire sales trainee at IBM it was confusing and discouraging to attend the monthly Branch Office Meetings that were held. The problem was that IBM created their own language to describe the features and capabilities within their offerings.
Julie Hanson
DECEMBER 29, 2016
You voted with your mouse on what sales issues mattered to you this year, so in case you missed them or want to re-read, here are your favorite Top 10 Sales Blog Posts from 2016! P.S. Be sure and read to the end of this post for an opportunity to jump start your sales success in 2017. 10 Quick Tips for a Winning Sales Presentation: You have to think differently today to keep busy audiences engaged.
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