SBI Growth
DECEMBER 24, 2012
“With every mistake and failure, not only mine, but of those around me, I learned what not to do.” – Mark Cuban. As we conduct research across 19 different industries, patterns emerge. Over time, we see trends - some good, some unfortunate. Think of this article as a holiday gift. Use it to compare your thought process to that of other executives. Are you ahead of the curve?
The Pipeline
DECEMBER 26, 2012
There numerous histories and origins attributed to Boxing Day, so it’s only proper that we add to tradition from a sales point of view. While I normally encourage sales professionals to think out of the box, in this post I will suggest you take some specific things and put them in a box so you can store them and get them out of your way to being more productive in the coming year.
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MTD Sales Training
DECEMBER 27, 2012
We have all heard the terminology about the so called “Hot Button.” “You have to find the prospect’s hot buttons…” “Push their hot buttons…” etc. But here is a question for you: [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Score More Sales
DECEMBER 26, 2012
photo courtesy of Socialkickstarter. How do you use LinkedIn to grow business? There are many reasons to have a robust LinkedIn profile and connect to others for business professionals. Yet even among business builders, there are multiple strategies on business building with the 175 million + social connection site. Here are two very different strategies.
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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.
SBI Growth
DECEMBER 27, 2012
Fear is preventing you from reaching your goals. As a VP of Sales, your fear of failure is holding you back. You have sales productivity problems that are causing you to miss the number. Will you get a leg up on your peers if you solve the problem? Yes. Will you expose yourself to undue scrutiny if your solution is wrong? Maybe; so you avoid the risk.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
DECEMBER 26, 2012
A new year will soon begin and one resolution you need to make to yourself is to not make any excuses in 2013. This is the year to not have any excuses as to why you didn’t call somebody back when you were supposed to. It’s the year to not have an excuse as to why you didn’t close a sale you thought you would get. Make 2013 the year it all comes together.
The Sales Heretic
DECEMBER 26, 2012
Who did a great job of using social media to generate sales this past year? And what can you learn from them? Join me, Michele Price, Stephanie Calahan, Ian Cleary, Dino Dogan and Andrea Waltz for a special episode of Breakthrough Business Strategies Radio. In this hour-long program, we share our thoughts on the brands, [.].
SBI Growth
DECEMBER 25, 2012
This post is written for the head of sales. We will discuss 3 leading indicators to spot looming sales turnover. 1. Your front-line Sales Managers don’t add sufficient value. 2. Your Reps are underpaid in the market. 3. Your hiring process isn't executed consistently. Before we get into leading indicators, let's explore exit interviews. Exit interviews help determine why turnover happened after the fact.
The Pipeline
DECEMBER 27, 2012
There numerous histories and origins attributed to Boxing Day, so it’s only proper that we add to tradition from a sales point of view. While I normally encourage sales professionals to think out of the box, in this post I will suggest you take some specific things and put them in a box so you can store them and get them out of your way to being more productive in the coming year.
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The Sales Hunter
DECEMBER 28, 2012
Every salesperson has had at one time or another a prospect who just won’t move forward and buy. It might be time to put the conventional selling process you use on hold and break out what I refer to as the “engagement process.” What makes the “engagement process” work is you and the customer become engaged to one another.
Jeffrey Gitomer
DECEMBER 23, 2012
Tweet “If you think that I’m nuts, you may be right. But I’m a nut with a positive attitude, baby!” – Jeffrey Gitomer, Click here to watch my video on Positive Mental Attitude.
SBI Growth
DECEMBER 26, 2012
One thing is abundantly clear. The pace of technology and buyer behavior transformation continues unabated. Assessing their impact on marketing strategies makes for tough annual planning on the right formula to connect with buyers. (Download this Marketing Plan Assessment Tool to rank your planning ideas across Impact & Ease of Execution.). From my point of view, three big trends will affect marketing planning in 2013.
Increase Sales
DECEMBER 27, 2012
How often do we hear someone say “My belief is” or “I believe in?” Beliefs are indeed powerful. These beliefs can catapult you across a mountain peak or may have you sucking sand at the base of that mountain you just attempted to climb. For one of my clients, today is a notable day because several years ago he began to change his “my belief is.” These thought actually turned into attitudes (habits of thought) and were from years of experiences where there w
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The Sales Hunter
DECEMBER 27, 2012
Below are what you all thought were the best posts of 2012! Check them out again for great insights that may fuel your sales motivation heading into 2013. 14 More Sales Motivation Quotes to Keep You Going. VIDEO: Three Fatal Mistakes When Giving Your Price. 6 Reasons Why Selling on Price Doesn’t Work. 7 Sales Training Ideas You Can Use Right Now.
The Pipeline
DECEMBER 24, 2012
Many organizations are in the midst of meeting with their sales teams to deliver their performance reviews and development plans for 2013. Needless to say, it is also the day (and night), Santa Clause sets out to deliver a merry Christmas. Being December 24th, seemed like a good time to examine how Santa would rank as a sales rep. Pros: Santa is focused on the needs, and when possible, the wants of his clients.
SBI Growth
DECEMBER 23, 2012
Here is a great tool to help CEOs ensure your sales team is forecasting revenues correctly. Nothing upsets the board more than an inaccurate forecast. Projecting $10M in revenues for next quarter and landing a $7M result is painful. The challenge is knowing whether or not your forecast is real. The Issue. Most CEOs I talk to feel their pipeline forecasts are about 50% accurate.
Increase Sales
DECEMBER 23, 2012
Maybe it is just me, but common manners, etiquette, call it what you will appears to be quickly disappearing. Phone calls are never returned. Emails are ignored. Some small business people think the world revolves around them. So where have all the manners gone for small businesses? Is this lost a reflection of our culture? Have we become a me, me, small business culture?
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.
The Sales Hunter
DECEMBER 24, 2012
I want to wish each and every one of you a very merry Christmas. I can’t help but take a step back and pause for a moment to reflect on family and friends during this time of year. It’s so easy to get caught up in business and I’m definitely one that could serve as the definition of a workaholic. If it wasn’t for Christmas and the true meaning of Christmas, I doubt I would slow down much and be thankful for my family.
A Sales Guy
DECEMBER 26, 2012
K, it’s been 4 days since my last post. It’s weird to think I haven’t posted in that long. I would be surprised if it’s not the longest period without a post. I feel guilty when I don’t post, it feels like I’m letting the community down. I’m on a semi-vacation until the 7th of January. “Semi” means I’m working with my existing clients, but not doing much operational work for ASGC (A Sales Guy Consulting.).
SBI Growth
DECEMBER 28, 2012
Without the customer, nothing happens. As the Sales Operations leader, you’re out of a job without customers. Make a New Year’s resolution to build territories that are market-centric in 2013. Doing so will help the sales team make their target and increase your value. It will also remove many of the excuses reps give for missing their number. This will make life easier for you and your sales VP’s.
Increase Sales
DECEMBER 28, 2012
Everyday people to small business owners and sales professionals make goals, resolutions, call them what you may. The important behavior, usually missing from those same individuals, is to invest the time to engage in a review of those annual goals. If a business is on a annual reporting schedule, using the end of December and the beginning of January to review the achievements of the past year just makes sense.
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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.
The Sales Hunter
DECEMBER 25, 2012
The Birth of Jesus, as told in Luke 2:1-21 (NIV). In those days Caesar Augustus issued a decree that a census should be taken of the entire Roman world. 2 (This was the first census that took place while Quirinius was governor of Syria.) 3 And everyone went to their own town to register. 4 So Joseph also went up from the town of Nazareth in Galilee to Judea, to Bethlehem the town of David, because he belonged to the house and line of David. 5 He went there to register with Mary, who was p
Partners in Excellence
DECEMBER 24, 2012
This time of year always brings a convergence of all types of activity. We’re closing the last deals of the year–that frenzy to make the numbers. We’re getting ready for the Holidays and New Year. We’re getting ready to launch the New Year with a bang. New plans and programs. Some inevitable restructuring, new territories and realignment.
SBI Growth
DECEMBER 22, 2012
This post is for those still here after yesterday’s “end of the world”. It’s especially for HR leaders to increase their Sales recruiting channels. This post will show how to use LinkedIn for some free sales recruiting sources. Plus, you can download a tool to assess your current Reps’ “source-ability” scores. Since the world didn’t end, you still need to recruit Sales personnel.
Increase Sales
DECEMBER 26, 2012
Mention Baldrige to some small business leaders and receive one of these responses: What’s that? Yes, I know and? Far too hard! Yet this relatively inexpensive business process improvement resource is a bridge to not only increase sales, but to create that coveted culture of high performance. The reason it is relatively inexpensive is the website has affordable tools for small businesses ($25 and under).
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?
Sales Training Connection
DECEMBER 24, 2012
Seasons Greetings - Frochliches Weihnacten - JoyeuxNoel -Buon Natale - Feliz Navidad … Wishing you a festive holiday season … and Happy New Year – Feliz año nuevo - Bonne année - Ein gutes neus Jahr. Wishing you a successful 2013! Thank you for reading the Sales Training Connection. We’ll be back on January 4th with our first post for 2013.
Partners in Excellence
DECEMBER 27, 2012
When I first started selling, I learned a lesson that has stuck with me — and shaped everything I do since then. I learned to believe, “It’s my God-given right to 100% share of customer and 100% share of territory!” I also learned it was my responsibility to figure out how to achieve this. Many of you may reject this as being obnoxious–representing the worst thinking of a sales person.
SBI Growth
DECEMBER 25, 2012
Sales Benchmark Index would like to thank our clients. You trusted our team to help you make the number in 2012. Here is a look back at the past year through the lens of a Classic Christmas Carol. Enjoy and feel free to submit your own suggestions. On the twelfth day of Christmas my Sales & Marketing Effectiveness firm sent to me: Twelve board of directors drumming, Eleven sales regions piping past quota, Ten new major accounts a-leaping, Nine regional sales VP’s dancing, Eight lead nurture
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