SBI Growth
AUGUST 25, 2013
'The software company’s VP of Sales boasted about his win rate. “Over the last four years we’ve increased our close percentage in opportunities from 21% to 34%. Each year we’ve improved.”. The CEO was not impressed. During this four year period, his VP missed the target two times. This year revenue was behind goal again. If the sales team was getting better, why did they keep missing quota?
The Pipeline
AUGUST 30, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Maybe You Should! When you get to be my age you end up spending a lot of time with adults, full of expectations, bound by ritual, shackled by their habits, blinded by their opinions, limited by their knowledge. So it was refreshing to spend some time with some so five to seven year olds last week. Beyond their energy level, I came to see why kids are the best sales people on the planet.
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Steven Rosen
AUGUST 29, 2013
'By Steven A. Rosen. Leadership is the key to success in senior roles. We can all learn from our good and bad bosses. Most leadership articles refer to the top qualities of successful leaders. Yet some new sales leaders start new leadership roles and everything wrong! The impact of a bad leader is devastating to the business. They create poor engagement of direct reports which filters down through the organization, to turn over, lost business and poor results.
Sales and Marketing Management
AUGUST 25, 2013
'Issue Date: 2013-08-26. Author: Patrick McClure. Teaser: It happens to the best sales reps: they sail through the first half of the sales process and then the customer goes "dark." How do seemingly sure sales jump the tracks? It happens to the best sales reps: they sail through the first half of the sales process and then the customer goes "dark.
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Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
SBI Growth
AUGUST 24, 2013
'Your Reach on LinkedIn will be one of your best sales assets in 2014. How do I know? Because numbers don’t lie. 84% of B2B decision makers begin their buying process with a referral. Contrast this with the 4.4% e-mail open rates. Furthermore, compare it to the 1-3% cold calling success rate. These numbers leave little room for doubt: More referrals = more qualified opportunities = more sales.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
AUGUST 29, 2013
'Today’s skeptical buyers don’t want to hear about the value of your product. They want to see how it can transform their businesses. Small business is the heartbeat of America. And the Chamber of Commerce plays an important role in that success by facilitating connections among members and offering relevant content to help companies grow. That’s why I invited Megan Totka, chief editor of ChamberofCommerce.com , to guest blog this month.
The Sales Hunter
AUGUST 29, 2013
'What will it take for you to not only feel confident, but also for others to view you with confidence — to trust that you genuinely are there to help them? It doesn’t take long for us to discover that confidence plays a significant role in the world of sales. Interestingly, the assumption is often made that if someone has chosen selling for their profession, they are “naturally” confident.
SBI Growth
AUGUST 30, 2013
'I have never spoken to a sales leader who didn’t ask for more qualified leads. Leads fuel the revenue engine. Yet most organizations struggle to generate truly sales-ready leads. In this post I want to walk you through the 7-steps to building a lead generation machine. Register here for SBI’s 7 th Annual Research Project and find out how your World Class peers plan to make the 2014 number.
The Pipeline
AUGUST 28, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Many emergencies can be anticipated and planned for, thereby limiting their impact and your ability to succeed. On the other hand, many prefer emergencies to some key sales activities, like prospecting, so any emergency will do. Take a look to see what I mean: What’s in Your Pipeline? Tibor Shanto. .
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Understanding the Sales Force
AUGUST 28, 2013
'Understanding the Sales Force by Dave Kurlan Earlier this week I wrote this article about the importance of using specific words and phrases at specific times. That article discussed some of the milestones in the sales process where just the right word or phrase can make a such a huge - make or break - difference in the direction that the sales call takes.
The Sales Hunter
AUGUST 27, 2013
'The best way to engage your prospect or customer is by asking short questions. When you do, you will tap into opportunities that long questions will never reveal. Short-questions are truly an amazing tool most salespeople never seem to grasp. The vast majority of salespeople love to show how smart they are by asking long complicated questions. Problem is that questions of that type do little to help the sales process.
SBI Growth
AUGUST 27, 2013
'Sales VPs are asking a similar question this time of year: " What can we do with my reps to get a quick revenue lift? I am behind in my numbers for the year. Can I make up the deficit and make my quota? ". Everyone wants to know the ‘silver bullets’ to generate revenue. There are certain trainings that can produce these results. Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute.
Score More Sales
AUGUST 26, 2013
'Do you want more and better leads when reaching out to potential buyers? This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Understanding the Sales Force
AUGUST 27, 2013
'Understanding the Sales Force by Dave Kurlan. I just returned from a speaking engagement in Athens and had to stop at passport control several times during this trip. They always ask "what kind of business?" and over the years I''ve used them all: Consulting, speaking, training, business adviser, author, coaching, etc. I''ve learned that if I want to be interrogated, "speaker" would be the answer of choice.
Pointclear
AUGUST 29, 2013
'Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. “The most successful organizations are realizing the vision of sales 2.0, by using the data, metrics and predictability that inside sales has always been known for,” says Anneke Seley, CEO of Reality Works Group.
SBI Growth
AUGUST 26, 2013
'Sales leaders perceive advertising agencies with the trifecta of doom; Expensive, Eccentric, and Frivolous. They see agencies as a complete waste. Sales leaders can think of other ways to spend money more productively. Why is it that most B2B sales leaders hate advertising agencies? It’s simple. Sales leaders see their sales organization as the muscle that drives growth.
Score More Sales
AUGUST 28, 2013
'Image courtesy of Velocify. When you look at how selling has changed over the last 5, 6, or 10 years, there is not doubt that technology tools and a scientific approach to selling has become prevalent in the B2B sales world. But are you more productive now? Do you have better data that you actually apply? In a world where CRM adoption is very low, and tons of information exist, but most of us are too busy to stop and take a look.
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The Sales Hunter
AUGUST 24, 2013
'It’s no news flash that you should have an elevator speech. How good is yours? My guess is that if you aren’t including questions in your “speech,” then it doesn’t stand out at all. You must include some questions that will get the person talking. If you get them talking, then it’s more likely you can get them listening.
Pointclear
AUGUST 28, 2013
'Mobile and social technologies have radically changed the way people buy. Buyers are increasingly savvy and willing to shop around, and salespeople have to recognize how the landscape has changed and how the interaction with potential customers continues to evolve. Companies must take the lead and make sure their sales people are familiar with the new paradigm, says my latest guest on PowerViews, Nick Stein, senior director of marketing and communications at Salesforce.com, the enterprise cloud
SBI Growth
AUGUST 29, 2013
'Buyers are evolving and changing. This statement covers B2B, B2C and B2G. The question is, are you evolving and keeping pace with your buyers? As buyers evolve and change, it becomes more important to focus on Buyer Anthropology. That is to say, you need to be a student of buyer trends and influences. What’s the biggest change in human behavior recently?
Anthony Cole Training
AUGUST 29, 2013
'I would like to invite you to join me for the following complimentary Webinar that is taking place September 18th. The Magic in the. OMG Sales Candidate Assessment. Have you ever hired a sales person that.didn''t work out even though you were sure they would? Or do you know you need stronger sales people to combat how difficult selling has become in 2013 but you know you need a better tool?
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This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.
The Sales Hunter
AUGUST 26, 2013
'Sales is a great profession! Each year I’m in sales, I come to appreciate and respect it that much more. One of the reasons I respect the profession so much is the ability to make a positive impact on people. Every day, those of us in sales get to connect with numerous people. Some of these people we know well and some we may only have a one-time encounter with.
Pointclear
AUGUST 27, 2013
'James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. During a breakfast meeting with Steve last week, he got right down to business. “Man we are hurting. We’re in the hurt locker, we’re down, and I have no money to try to boost sales in the last quarter.
SBI Growth
AUGUST 28, 2013
'I spent last week at a Sales Management training event with a client. The conference was unlike any I’d attended before. Both the content and the attendee engagement around the content were refreshing. Talent development is a key differentiator heading into 2014. This client is positioning itself to cater to the New Buyer. As a Sales Operations leader, you must be allocating the right resources to training.
Jeffrey Gitomer
AUGUST 29, 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. My Books Sales Success Best Books on Selling Jeffrey Gitomer 21.
Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager
Modern Sales Content Management (SCM) platforms have become table stakes in the world of sales enablement. Sellers need one-stop access where all of their sales content is stored, organized, deployed, and measured. Today’s modern SCM platforms achieve just that. However, these various platforms also have key differences. In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.
The Sales Hunter
AUGUST 27, 2013
'Have you built a pricing plan based merely on your costs? Or have you built a plan that genuinely reflects the value and desired outcomes your customers gain? There’s a big difference! I never cease to be amazed at the companies that become more consumed with having a price that is slightly lower than their competition than they are with having a price that is all about the outcomes the customer will gain.
No More Cold Calling
AUGUST 26, 2013
'Access Joanne’s full length premium video archive for free. Simply join our monthly newsletter. var resolution = document.createElement(''input''); resolution.setAttribute(''id'', ''screenResolution''); resolution.setAttribute(''type'', ''hidden''); resolution.setAttribute(''name'', ''screenResolution''); var resolutionString = screen.width + ''x'' + screen.height; resolution.setAttribute(''value'', resolutionString); form.appendChild(resolution); var pluginString = ''''; if (window.Activ
Increase Sales
AUGUST 26, 2013
'Trust. Much is written about trust within selling because people buy from people they know and trust. Yet how many sales processes directly align the development or better yet the evolution of trust to the sales process? From my observation very few if any at all. The majority of sales processes comprise two separate phases even if the sales process has sequential steps.
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