Sales and Marketing Management

AUGUST 24, 2017

Author: David M. Williams Time, Money and Effort. Today’s sales leaders agree on today’s top sales training challenges: it’s too expensive, there’s not enough time, and there’s a lack of engagement. Add to this the fact that when surveyed, the majority of sales leaders question the effectiveness of their current sales training programs. Yet, organizations continue to invest considerable amounts of time, money, and effort toward training their sales teams. .

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Training Handbook ROI Hotels 237

No More Cold Calling

AUGUST 24, 2017

Are sales managers really at fault? Salespeople used to say “I carried a bag” to prove that we knew selling. We were the feet on the street—literally. You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. They’re expected to land and expand within their named accounts. But it’s their managers who are left holding the bag when reps don’t meet or exceed quota.

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Hiring Account SalesForce Quota 214

The Sales Heretic

AUGUST 23, 2017

If you’re a regular reader of this blog (You are, right? RIGHT?), you know that I’m a big fan of questions. Because if you ask your prospect enough of the right questions, they’ll tell you everything you need to know to make the sale. Yet too many salespeople don’t ask anywhere near enough questions. And [.].

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Prospecting Sales Motivation 214

MTD Sales Training

AUGUST 24, 2017

How confident do you feel in asking for referrals ? If you’re like most salespeople we meet on our programmes, the answer will range from ‘not very’ to ‘about as confident as a snowman in summer’. How, then, do you build that confidence so it becomes a natural way to gain more business from your current clients’ database? Well, firstly you need to set yourself up right in order to be referred.

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Referrals Ideal Customer Profile Small Business Small Business 189

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.

Sales Cycle

Sales and Marketing Management

AUGUST 20, 2017

Author: Jeff Mowatt When organizations invite me to speak at their conferences or train their team members, we start with trends that are impacting their customer relationships. Here are four customer service trends along with some tips for capitalizing on them to boost your business. 1. Good service is wallpaper. Today's customers are so busy with their multiple demands at home and work, and are so distracted by their mobile devices that they no longer even notice "good" service.

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Customer Service Trends Customer Fashion 214

The Pipeline

AUGUST 24, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca. Proactive Prospecting Summer – Part 8. In this installment of the Proactive Prospecting Summer , we look at a crowd favorite, Objections. There is no getting away from Objections when it comes to prospecting, it may be a bit easier with e-mail, where rather than hearing the FOD directly, you just get to enjoy the silence of being ignored.

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Objections Handbook Video Prospecting 180

Score More Sales

AUGUST 22, 2017

Passion, focus and enthusiasm for what you do as a professional seller are important keys to success. Think of someone you met or saw recently who has a passion for life and a fervor for their career. They are not your everyday colleague, right? They do what they love. Instead of starting to talk about something negative, they talk about the business they will develop today - the people they will impact - and the things they will learn.

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B2B Sales 170

The Sales Hunter

AUGUST 22, 2017

It’s time you quit thinking that your inability to close sales is the reason you’re not more successful. Yes, this can be a problem, but far more often I find the problem is at the top of the sales process and how you prospect. There’s a simple equation we can’t forget: Bad Prospects = Bad […].

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Prospecting Closing Sales Process Sales 144

SBI Growth

AUGUST 21, 2017

Joining us for today’s show is Sean Cataldo, a sales effectiveness leader who knows how to enable a sales force to hit the number. Today’s topic is sales enablement. Sean and I leverage the How to Make Your Number in 2018.

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Revenue Sales Enablement Sales How To 174

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Sales

Understanding the Sales Force

AUGUST 21, 2017

Image Copyright iStock Images. Sometimes things which at first sound really good turn out to be not all that great. Take the recent eclipse for example - can you say overrated? Much ado about nothing? Ken Leeser, a regular reader, suggested that I check out t his article on eliminating bias from hiring. That sounded like it would be a really good thing until I considered this.

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Hiring Benefit Examples Sales 130

Anthony Cole Training

AUGUST 25, 2017

Guest Post by Mark Trinkle, President & CSO. Now that my daughter has reached her teens, our daughter-dad relationship has changed quite dramatically. Yes, I knew it was coming. Yes, I wish I could go back and get back some of that time again when she thought I was more of a superhero than today when at times she thinks I can be a super dork. And yes, I was not prepared for the drama that surrounds teenage girls.

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Transportation Call-back Sales Coaching Up-Sell 126

The Sales Hunter

AUGUST 20, 2017

Are you making the most of the big opportunities that come your way? Today I challenge you to get in the game and pay close attention to the opportunities around you. You have to be intentional, and when you are, you will realize that these opportunities are stepping stones toward success and sales motivation. Check […].

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Motivation Opportunity Video Intent 144

SBI Growth

AUGUST 22, 2017

Our show today demonstrates how to commercialize technical innovation. This show suggests ways to generate revenue from new product introductions. Amir and I answered questions from the new How to Your Number in 2018 hbspt.cta.load(23541, '74afaaa6-ba2a-4936-a1ed-8fe80db57c38', {}); to demonstrate generating.

Revenue 149

Revenue How To Video Strategy 149

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Data

MTD Sales Training

AUGUST 23, 2017

It sounds strange that a salesperson could be considered non-assertive. Surely assertiveness is a key constituent of being in sales, isn’t it? Surprisingly, many salespeople lack the resources required to behave assertively. This may come across as submissive, passive-aggressive or even overtly aggressive at times. So, what phrases can you use in sales that will show an assertive disposition without coming across as pushy or subservient?

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Buyer ACT Positioning Resources 120

A Sales Guy

AUGUST 21, 2017

If I had the ability to fix corporate sales training and in particular new employee sales training, I would (for the record, I’m not talking about 3rd party sales training, I’m referring to the corporate training companies give to their new sales hires and salespeople). Most new employee sales training misses the mark and sets sales teams off in the wrong direction which many of them never return.

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Hiring How To Training Buyer 114

The Sales Hunter

AUGUST 24, 2017

In September, I will be speaking at one of this year’s premier conferences for sales leadership, sales enablement, and sales operations. I would like to personally extend an invitation for you to join me at the event for your special VIP treatment from yours truly! The Sales 3.0 Conference in Las Vegas will you with […].

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Conference Sales Operations Sales Leadership Sales Enablement 136

SBI Growth

AUGUST 24, 2017

Today’s topic is dedicated to growing revenues with Customer Success. Our guest is Natalie Fedie, a Vice President of Customer Success who knows how to proactively manage the customer life cycle to grow revenue. Natalie and I leverage the How.

Revenue 136

Revenue Customer How To Video 136

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.

Retail

Increase Sales

AUGUST 21, 2017

Soft skills are absolutely necessary and critical to be successful in sales. You can ask all the open ended questions, work through the sales process flawlessly and if you lack the ability to connect with your sales leads, all your efforts will be for naught. Much of the sales training and sales development including some sales coaching focuses on the technical skills.

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Coaching Facebook Sales Coaching Account 96

Anaplan

AUGUST 22, 2017

As the vice president of the Alexander Group, a revenue growth consulting firm that designs more than 100 major sales compensation projects a year, and best-selling author, David Cichelli knows firsthand how essential it is for sales leaders to truly understand how sales compensation plans work—especially since about one-third of companies are unhappy with their. read more ?.

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Compensation Groups Revenue Sales 95

The Sales Hunter

AUGUST 22, 2017

If you’re like me, you grew up with parents who drilled into you the art of being courteous to others, especially with regard to introductions. Challenge is when it comes to prospecting, the courtesy taught to us as a child can work against us very quickly. Put yourself in the shoes of a prospect receiving […].

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Prospecting 127

SBI Growth

AUGUST 19, 2017

Strategy 212

Strategy Marketing B2B 212

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.

Cold Calling

A Sales Guy

AUGUST 25, 2017

Yes, that’s what I said. You’re trying to steal from your prospects and it’s getting irritating? What am I talking about? Why am I saying you’re stealing? Because everytime you send out an email or leave a voicemail asking for “ just 15-minutes of your time” without offering something of equivalent value for that time, you’re stealing.

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Prospecting Tools Meeting Conversion 77

Julie Hanson

AUGUST 25, 2017

As they say in live theater, “the show must go on.” The same holds true for your presentation. Whether the customer throws you a curve ball, you’ve forgotten your slide deck, or can’t access your demo environment, you must carry on. Things change and mistakes happen. Technology and humans are both fallible. The important thing to remember is to remain calm.

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Follow-up Examples Prospecting Course 80

Engage Selling

AUGUST 25, 2017

I’ve had many opportunities recently to sit in during sales meetings and presentations, and I have to be honest. Awful is the really the only word that comes to mind.

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Strategy Sales Meeting Sales Meeting 73

SBI Growth

AUGUST 23, 2017

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Competition Industry Revenue B2B 166

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?

Marketing

A Sales Guy

AUGUST 23, 2017

Change is at the center of selling — period! No change, no sale. I’m on the record of saying this a thousand times. There will be no sale without a motivation to change. Therefore to understand selling and to sell better you have to understand your buyer’s motivation to change. People need a reason to move, to change and you need to know it.

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Motivation How To Proposal Buyer 75

DocSend

AUGUST 23, 2017

When building your next sales deck, keep one thing in mind: Prospects don’t care about your product. It’s often tempting to craft your sales deck around what you know about your product. Perhaps, you have an impressive list of marquee customers or an advanced set of features that your competition doesn’t have. But, what big names and cool features can’t do is answer the question of why.

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Scale Collateral Film Prospecting 75

Engage Selling

AUGUST 24, 2017

The best product in the world won’t save the day if your sales reps are delivering flat presentations. Let’s face it, some salespeople oversell, some salespeople undersell, some might find a happy medium but lack confidence in their delivery.

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Sales Customer Service Up-Sell Loyalty 70