Sat.Oct 18, 2014 - Fri.Oct 24, 2014

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5 ideas that will impact your sales career

Sales 2.0

'This post is going to be biased. Sorry. I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. I read that book in 2008 and it rocked my world. Now he’s got a new book focused on sales , The New Rules of Sales and Service. David pretty much defined content marketing about the same time Hubspot were thinking that way and now Hubspot is a newly-minted public company.

Lead Rank 300
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Why You Need Full-Circle Sales at Every Stage in the Buy Cycle

The Pipeline

'The Pipeline Guest Post - Megan Totka. You’ve just earned your company a big contract and you’re about to look amazing in front of the boss. You worked hard for that sale, but what if it didn’t have to be so difficult? What if you could earn more sales from customers that already know, like, and trust your brand? You can, by using every stage in the buy cycle to your advantage.

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Tread Carefully, A Q4 Sales Crunch Can Create Repercussions

Sales and Marketing Management

'Issue Date: 2014-10-23. Author: Frank Visgatis, President and COO, CustomerCentric Selling®. Teaser: Emptying pipelines in a fourth-quarter rush usually creates future repercussions, so tread carefully. Emptying pipelines in a fourth-quarter rush usually creates future repercussions, so tread carefully.

Pipeline 296
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Your Network Is Your Net Worth

No More Cold Calling

'Relationships are the key to sales effectiveness. If you’re not taking time to build relationships, then you’re making the biggest sales mistake there is. Whether a business is ultrahigh tech or low tech, personal relationships have always been what seal the deal in B2B sales. There is significant research about why customers make buying decisions.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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5 Essential Steps To Eliminate Fear When Selling

MTD Sales Training

'Fear is one of the most debilitating emotions a human being can experience. It can stop you emotionally and physically from carrying out even mundane tasks, depending on the level of fear. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 288

More Trending

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The Biggest Secret of Salespeople that Rock

Understanding the Sales Force

'In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I "Rocked!" One time, as I was being introduced, an audience member came up to me and said, "Don''t Suck!" We can''t always be rock stars. I apologize if it sounded like I was bragging. I didn''t mean to.

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Say ‘No’ to ‘No’

Sales and Marketing Management

'Issue Date: 2014-10-24. Author: Marty Jacknis, President, Opportunity Maximizers, Inc. Teaser: Considering the amount of time, effort and money invested throughout most sales processes and endeavors, making a second or even multiple attempts to reverse a “no” decision makes good business sense, especially when a negative response rarely tells the whole truth.

Maximizer 280
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The 5 Stages Of The Customer’s Decision Making Process

MTD Sales Training

'When people make decisions, they have a shift of perspective. That is, they stop wondering about the choices they can make and now start to live with the consequences of that decision. The word comes. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Happy Birthday, Gitomer Certified Advisor Program!

Jeffrey Gitomer

'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.

Coaching 265
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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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Top B2B Marketing Blogs: Key Ingredients

Pointclear

'What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Why make the distinction? Consider the all American apple pie. Such an iconic dessert, yet, it’s rare that you’ll ever come across two identical family recipes. Sure, most start off with the same standard ingredients: butter, sugar, flour, apples—just to name a few.

B2B 252
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VIDEO SALES TIP: Grab the Attention of a Prospect This Way

The Sales Hunter

'We all have those prospects and customers who are tough to reach. A great tool I use is emailing the prospect a link to an article they may find of interest. I have used this technique successfully to open up dialogue with many people who otherwise hadn’t been responding to me. Check out this video to see […].

Video 244
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Would You Employ Any Of Lord Sugar’s Apprentices?

MTD Sales Training

'Yes, it’s excruciating, painful and hilarious. But it’s also a great study programme for those of us interested in the psychology of the fame-seeker. And the interest is shaken, stirred and served up. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Hiring 239
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3 Ways IBM Watson Will Solve World Business Issues

Score More Sales

'Click here to view the embedded video. There is no question I have a bit of a love affair with IBM’s Watson – the smartest computer on the planet. Last month, IBM announced IBM ® Watson™ Analytics , a natural language-based cognitive service that can provide instant access to powerful predictive and visual analytic tools for businesses. According to analysts, only a small fraction of business people use powerful analytics tools as part of their decision-making today – due to the many barriers

Analytics 221
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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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Social selling infographic

Sales 2.0

'Here’s a nice infographic from Linkedin Sales Solutions about social selling. What do you think about the data that shows that social sellers will make more money (by hitting quota) and get promoted faster? The original post that featured this infographic is here. Thanks to Linkedin for letting me use this infographic.

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Sales Motivation Video: Who Should You Really Spend Time With Right Now?

The Sales Hunter

'We are moving toward the end of the year. This begs the question, “Who should you really spend time with right now?” You need to concentrate on the people who can help you make your numbers. You must budget your time wisely to focus upon the customers and prospects who have the greatest potential […].

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Personas Risk Leading Your Messaging Astray

Sales and Marketing Management

'Issue Date: 2014-09-01. Author: Tim Riesterer. Teaser: Marketing departments are increasingly using personas — fictional characters that embody all the traits of their prospects - to guide the creation of relevant sales messages. But a number of a personas are not addressing the real decision-making triggers and are leading messaging astray.

Leads 209
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Money Monday – Keep it Simple

Score More Sales

'Those of us in a professional selling career – especially a B2B (business-to-business) sales career tend to over think much of what we do. If we keep things simple, we sell more. This has been proven time and time again. Just think for a minute – remember the last time you were a consumer and were trying to buy something with lots of versions or options or styles?

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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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How Would These Sports Celebrities Perform in Sales?

Understanding the Sales Force

'I wrote a very serious post earlier this week where I had the nerve to bring God into the conversation. I thought it was appropriate because the biggest and most important take away from that article was about being inspired and inspiring others. If you didn''t get a chance to read it, I think The Biggest Secrets of Sales Rock Stars is worth your time.

Sports 205
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5 Great Sales Questions Every Person Should Use

The Sales Hunter

'I talk so much about the role questions play in the selling process and the need for every salesperson to have at least 5 questions they can feel comfortable using. I think it’s appropriate to share what I believe are 5 great questions: What are the outcomes you’re expecting? I like asking this question […].

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Sales for Startup Slideshare from Matt Heinz

Sales 2.0

'If you work in a startup, or are planning one, definitely check out this Slideshare from Matt Heinz. There are some great points in here. I’ve added a few ideas to my plans from this deck. For more of Matt’s great ideas go visit his blog. I’ve been reading Matt’s stuff for a while now and he’s got some of the best thoughts out there on sales and marketing in today’s world.

Marketing 186
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THE Secret – Just One Secret To Getting Sales People To Sell More

Anthony Cole Training

'I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. During my 30 year professional career, I’ve read a lot of books, met with lots of keynote speakers and listened to hours of audio recordings.

Hiring 201
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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

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.

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There Is a Time for Giving

Increase Sales

'Life is busy, in fat crazy busy for most people. Between jobs, children, parents, relationships, housework and all those other to do items one can be busy every day of the week and the thought of scheduling a time for giving goes right out the window. Yesterday I gave a couple of hours of my time on a Saturday to pick up roadside trash along a portion of a state highway in Porter County,IN.

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“Business is Good” Syndrome and How it Destroys Business

The Sales Hunter

'It’s amazing how far a number of companies and sales teams have come in the last couple of years. I’m having many more conversations with sales leaders, CEOs and others who are telling me business is outstanding and life is good. When I hear comments like this, I get scared for one simple reason. […].

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Not the 3 Most Important Sales Hiring Attributes

Understanding the Sales Force

'Image Copyright: Lightwise / 123RF Stock Photo.

Hiring 235
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The ONE Secret to Selling More

Anthony Cole Training

'I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. During my 30 year professional career, I’ve read a lot of books, met with many keynote speakers and listened to hours of audio recordings.

Insurance 168
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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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If You Cannot Say Anything Nice, Then…

Increase Sales

'Many of us have heard the expression “If you cannot say anything nice, then say nothing at all.” Yesterday I had the privilege of observing on the LinkedIn Pulse publishing platform how someone turned around an unwarranted professional attack. He did follow this old truism with exceptional emotional intelligence, grace and dignity. The responses by others on LinkedIn were equally impressive.

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Price is All About You (It’s Not About Your Product)

The Sales Hunter

'What I’m about to say is going to be seen as controversial by many of you, but I’m going to say it because I believe it. It starts with the conversation I’ve had with far too many salespeople who tell me they have to cut their price to be successful. They think if they […].

Discount 225
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What To Do When A Prospect Goes Dark

A Sales Guy

'There is nothing more frustrating to a sales person than when a client goes dark. Your last conversation was killer, you both agreed that your solution made sense. The prospect said they needed to; share it with their team, run the numbers, look at another solution, run it past IT, work with H.R., make a recommendation or any other “next step.” ( great video on how to sell the “next step” within a sales cycle).