Sat.Jan 30, 2016 - Fri.Feb 05, 2016

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Re: Salespeople Who Want More Respect and Buyers Who Need To Give It

Bernadette McClelland

Bill Gates shared with us the fact that ‘we all need feedback. That’s how we improve’. So imagine the impact on the global economy if prospects or professional buyers gave appropriate feedback to salespeople who called them up, instead of […]. The post Re: Salespeople Who Want More Respect and Buyers Who Need To Give It appeared first on Bernadette McClelland.

Buyer 220
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Do “Refer a Friend” Programs Actually Work? Absolutely! Sometimes.

No More Cold Calling

Pay for referrals? Are you kidding me? Thanks for all the happy birthday wishes last month. My friends and clients aren’t the only ones who remembered my big day. I received offers from my favorite retailers for birthday discounts, designed to make me feel special and (more importantly) spend money. B2C incentives work like magic. We all love saving money and brag about getting great deals.

Referrals 189
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Learn How We Discovered They Had the Wrong Salespeople

Understanding the Sales Force

Would you believe me if I told you that in a recent sales force evaluation, nearly 50% of the 300 inside salespeople were not in the right role? Recently, we evaluated a large inside sales force and I thought it might be interesting to share some of the more unusual findings that were responsible for this sales team's inability to achieve the revenue goals that the company expected from them.

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10 Best Sales Motivation Quotes by Mark Hunter

The Sales Hunter

“My goal in sales is to help my customers see and achieve things they didn’t think were possible.” “A sale made without integrity is not a sale.” “My greatest assets are my time, my mind, and my network. My goal is to use each one wisely, each day.” “My goal with each person I […].

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Show Them You Can Think – Sales eXecution 327

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I recently sat through a demo for a product that potentially could have been of interest. The rep had just the right amount of enthusiasm, mix of personality based small talk, right down to the obligatory question asked by Americans of Canadians in January “How cold is it up there?” The igloo is holding up I said.

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Has the Sales Profile of an A Player Changed Dramatically?

Understanding the Sales Force

Recently, a number of readers asked me to review two articles which they thought were right up my alley. Apparently they thirst for one of my specialties - poking holes in articles that are just plain wrong about hiring salespeople. It's not that I enjoy ripping articles apart, it's just that I don't have any tolerance for authors who either don't know what they are talking about, don't have any science backing them up, or use examples that can't be replicated across industries, markets and geog

Hiring 160
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Is Your Sales Organization Fit to Win?

Sales and Marketing Management

Issue Date: 2016-02-05. Author: Natalie McCullough. Teaser: Just as the FitBit helps competitive athletes fine tune their performance by giving them steady, data-driven feedback, behavioral analytics is providing unprecedented – and often surprising – insights into what makes some teams rise to the top while others fail. Just as the FitBit helps competitive athletes fine tune their performance by giving them steady, data-driven feedback, behavioral analytics is providing unprecedente

Analytics 146
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[Missed Connections]: Referral Selling Insights from January

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. The CEO of a Fortune 500 company told me what he wants most from salespeople are insights—no pitching or interrogating, just a conversation. Sales professionals are primed to deliver exactly that. Ongoing discussions with prospects and clients provide opportunities to learn about emerging trends, new and perplexing challenges, and solutions companies have implemented to mitigate their most pressing business obstacles.

Referrals 131
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NEXT – The Most Important Word In Sales

Mr. Inside Sales

I was talking to a real estate agent the other day about the importance of disqualifying leads, and he told me an interesting story about their office’s top producer. He was talking to her one day and asking her what she did that made her so successful. She said her secret could be summed up with one word. When he asked what it was she said: NEXT. The moment I heard him tell me that I was in total agreement.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Sales Motivation Video: This is the Week to Call Old Customers

The Sales Hunter

I believe this is the week that you’re going to start reaching out to old customers. I admit, this is not always easy, but the really great news is that salespeople who reach out to their old customers are pleasantly surprised at the boost to their success. These old customers may be ones you know […].

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The Web Is Not A Distribution Channel

Sales and Marketing Management

Issue Date: 2016-02-01. Author: Henry Nothhaft Jr. Teaser: The appetite for content, whether it’s videos, blogs, articles, reports or whitepapers, is increasing faster than most businesses can handle. Any sales enablement strategy is destined to fail unless there’s a plan in place to match content supply to demand. To start, you need to change the way you look at the Web.

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What to Stop, Start and Keep Doing to Drive Sales Growth (part 2 of 3) What to Start Doing:

Anthony Cole Training

Start focusing on helping people get more of what they want: I don’t remember the time or place but I remember the message; “If you help more people get what they want you’ll get more of what you want.” Ralph Waldo Emerson in his essay on compensation alludes to the law of the universe. The law of the universe fundamentally means that you can neither add nor take from the whole of the universe.

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Follow These 4 Steps To Become A Thought Leader

MTD Sales Training

I had an interesting meeting a week back with a prospect I had never heard of. Here’s what happened: my team fielded a call from someone who was adamant they needed to speak to me, and me only. He was the Marketing Director of a large company here in the Midlands and he wasn’t going to put the phone down until he spoke to me. He said to me “Sean, I want you to help us with our marketing.

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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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Executive Sales Leader Briefing: Do My Sales Veterans Have the Drive to Sell?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. Recently, I’ve found myself in […].

Sales 115
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Vertical Impact: Cutting Out the Middleman

Sales and Marketing Management

Issue Date: 2016-02-02. Author: Michael Scholl. Teaser: When the middleman has the power, suppliers will follow what the middleman says. Typically, companies will do everything to keep the middleman calm. So why are suppliers still using them? When the middleman has the power, suppliers will follow what the middleman says. Typically, companies will do everything to keep the middleman calm.

Company 120
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The Essential WHY Unasked Leadership Questions

Increase Sales

Leadership is very much like the buying and selling process. To be bought as a leader, the leader requires understanding why he or she should be bought by each follower. If the leader is not bought, possibly he or she failed to answer these five (5) unasked leadership questions? #1 Why – Why You as the Leader? Why should the follow buy you? For some this could be 30 years of leadership expertise, experience to even your ethics and values. #2 Why – Why Me as the Follower?

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6 Phrases You Must Avoid When Speaking With The Decision Maker

MTD Sales Training

So, your company has spend gigillions of pounds or dollars on leads and passed them onto you. Your job is to seek out the decision-maker and make them say ‘yes’ to an appointment and ultimately sign up to buying your products and services. You pick up the phone and, when connected to the decision-maker , start giving them reasons why they should drop everything they were doing and have a good conversation with you instead.

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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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Customers Only See Their Part Of The Problem

Partners in Excellence

In today’s complex B2B world, we know our customers struggle to solve their problems, along the way, perhaps searching for solutions to solve their problem From the Challenger Customer , we know roughly 5.4 people tend to be involved in the process and we know the majority of these initiative end in No Decision Made. As great consultative sales people, we work with each of the 5.4 to identify their needs, priorities, and requirements.

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CRM for CEOs: Are You Looking at the Right Data?

Sales Result

Any CEO worth his or her salt understands the importance of using a CRM system to collect and analyze data, which allows you to track your sales team activity, have a transparent view of your sales funnel, and provide verifiable numbers to your board with confidence.

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Time to Deep Six Your Leadership Development Model

Increase Sales

Did you read the article and the study that revealed two third of millennials will be leaving their current employers because of the lack of leadership development by 2020? Worse yet one quarter of those millennials are looking to leave by the end of 2016. If you have millennials in your organization and are looking to them in your succession leadership plan, possibly is now the time to review your current leadership development model and potentially embrace a new one?

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How To Sell And Win More Million Dollar Deals

A Sales Guy

If you sell enterprise wide, large, million dollar deals, you get how complex and difficult it can be. Even if you’ve been killing it for years, and are highly successful, you know that complex selling has changed considerably. Over the past few years, selling big deals, million dollar deals, has become increasingly harder than it’s ever been.

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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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Your Most Important Sales Call, What’s Your Plan?

Partners in Excellence

Today, a reader reminded me about something I said in an Openview Partners article about 18 months ago. The article, 20 Of The Best Interview Questions For New Sales Hires , has great ideas from some very thoughtful people. I suggested the following: “Can you show me your plan for this interview?” It’s something I ask all the time, too often, I’m disappointed–they don’t have a plan.

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Why Content is the Secret to Sales Productivity [Video]

BrainShark

“Content has got to be used to build credibility and open up a rich and meaningful customer conversation.” -Dan Smoot, Executive Vice President of Market Readiness at Salesforce Content is such a big problem for sales organizations today, and it seems it’s not having that impact described in Dan Smoot’s quote. Not only is there way too much of it, which impedes sales reps’ ability to find what they need, but it’s not sales-oriented, and it’s not always trackable so tha

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The Confusion For Realtors When It Comes to Marketing and Selling

Increase Sales

Believe it or not most Realtors are marketers not salespeople. They confuse marketing and selling. Now some real estate agents reading this may bristle at this statement regarding confusion between marketing and selling. Yet the reality is the market has changed and more of the control is in the hands of the sellers and buyers. Websites devoted to residential and commercial real estate make it far easier for buyers to find homes.

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How To Become a Change Creator with “Taught Leader” John Kotter

A Sales Guy

Change is inevitable, YET all of us, at varying points in our lives, fight it. As humans, we don’t like change very much. We resist it. We avoid it. Change, by definition, means different, and when things are different, we freak out. But, without change, there is not growth. There is no innovation. There is no advancement. In Not Taught, I identify three types of people when it comes to change.

Journal 60
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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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You Want To Take My Money, But Who Are You?

Partners in Excellence

Every day, it seems there is a new sales, marketing, customer service tool popping up on the web. I explore lots of them, many look very promising. All of them want me to “buy,” it’s a subscription of some type. The subscription price may be something as simple as my email address. But my email address has tremendous value, so I want to be cautious in how I invest it.

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Qualifying Sales – Stop Wasting Your Customer’s Time

Paul Cherry's Top Sales Techniques

Stop wasting your customer’s time. As a sales training consultant, during the discovery process, when trying to qualify a sales opportunity, I’m shocked by the number of times salespeople mention “wasting time” to customers. “I don’t want to waste your time.” “I don’t want to waste my time.” What do our customers think? Let me share a personal experience from a customer’s point-of-view.

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How to Be One of the Few to Avoid Business Failure

Increase Sales

Why do small businesses fail? The Small Business Administration (SBA) has researched small business failure extensively. Back in 2004, the SBA identified the launch of 580,900 new employer businesses and the closing of 576,200. This report suggests that every minute one business is closing while one is opening. Credit www.gratisography.com. More current research suggests this small business failure rate is in decline.