Sat.May 09, 2015 - Fri.May 15, 2015

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Six Ways NOT to Open a Presentation

The Sales Heretic

Whether you’re delivering a sales presentation to a prospect, an internal briefing within your company, or the keynote speech at a conference, the first words out of your mouth have the power to make or break your effort. The way you open your presentation impacts your credibility and tells your audience whether or not they [.].

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Think Strategy Not Tactics to Generate More Leads with LinkedIn

Sales and Marketing Management

Issue Date: 2015-05-08. Author: Kristina Jaramillo. Teaser: Strategy is the biggest difference between a B2B sales and marketing team that drives demand and enjoys consistent sales leads and revenue opportunities and one that just has a presence and lots of connections that they are not engaged with. Strategy is the biggest difference between a B2B sales and marketing team that drives demand and enjoys consistent sales leads and revenue opportunities and one that just has a presence and lots of

Leads 242
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Want to Score? Take Your Foot Off First

No More Cold Calling

If you don’t ask, you don’t get. The lights dimmed. You could feel the anticipation in the room as everyone waited for the Master of Ceremonies to announce the salesperson of the year. All the company’s top executives were in attendance, along with the global salesforce and sales support team. When Jennifer’s name was announced, the room broke out in applause and cheers.

Referrals 237
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Salespeople as Closers & 10 Other Sales Myths

Understanding the Sales Force

It was a beautiful spring day and while I was walking to lunch yesterday I was thinking about my slugglish metabolism. When I was young, I never stopped walking, running and bicycling and I probably burned more calories than I consumed. I was only 115 pounds when I graduated from high school! I'll turn 60 later this year, and other than the baseball coaching I do, and using the golf cart the few times I play golf each year, I am as close to inactive as possible.

Consumer 215
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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5 Ways to Handle the Prospect Who Won’t Respond

The Sales Hunter

You have the prospect who you know would benefit from working with you, but they simply will not respond to you. Question arises in your mind, “Should I continue trying to connect with them or should I instead simply move on?” This question comes up a lot when I’m working with sales teams. There is no […].

More Trending

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Is Your Sales Team on the Brink of Disaster?

No More Cold Calling

Gartner’s Tiffani Bova identifies three dangers looming over modern sales organizations. Life throws a lot of curve balls—both good and bad. Car accidents and natural disasters are every bit as unpredictable as winning the lottery or finally meeting your soul mate. What is predictable is the challenges sales organizations face. Sales organizations are finding it harder and harder to deliver predictable revenue, and historical sales models are beginning to show cracks.

Lead Rank 222
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7 Ways A MasterMind Group Can Make You A Superior Salesperson

MTD Sales Training

Growth and progress are two of the fundamental attributes that mark out a successful salesperson. As the only constant in business is change, it makes perfect sense to create opportunities to enhance. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Groups 212
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Negotiation Tips: Know Their Timeline for Making a Decision

The Sales Hunter

We are on a roll looking at the critical things you need for a negotiation to go well! Already we have covered: Sell First. Negotiate Second Only Negotiate After They’ve Rejected Your Offer Twice Make Sure You Are Dealing with the Decision Maker Know their Needs! Now we have arrived at another vital aspect: […].

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What to Look For in a Customer Relationship Management Tool

Sales and Marketing Management

Issue Date: 2015-05-15. Author: Miles Jennings, CEO and founder, Recruiter.com. Teaser: Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider. Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider.

Tools 221
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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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When One Out of Ten is an Abject Marketing Program Failure

Pointclear

The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” I didn’t know how I was going to break the news to him that if this was the best they can do with their marketing program, they will never have more than an ‘also-ran’ business that earns a basic living for its founder, but never makes a significant mark in the marketplace.

Marketing 182
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4 Ways To Push The Buying Button Inside Every Buyer’s Brain!

MTD Sales Training

Every person you have ever met has a strategy they use to make decisions. Whether it’s to go for a particular food or to choose a particular career, the way people decide is hard-wired into the parts. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Strategy 205
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Sales Motivation Video: Are You Settling for Average?

The Sales Hunter

Great salespeople stand apart because they do not settle for average. Are you the type of salesperson who is purposely pursuing the drive and discipline it takes to be great? I believe you CAN be that salesperson. And a big part of it happens when you don’t settle for average. Check out the video to […].

Video 174
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Lead as a Shepherd Leads

Increase Sales

What image comes to mind if I would say to you “Lead as a shepherd leads?” Since certain words conjure specific mental images, you may be visualizing the poetic character of Little Bo Peep to the religious figure of Jesus Christ. These images are for the most part positive images and we associate the word lead with specific visual images stored in our memories.

Leads 145
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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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How to Deal With Difficult Customers and Prospects

A Sales Guy

This weeks show The Word was one of the best. It tackled a subject I think many sales people struggle with and that’s the difficult customer or climate. It can seem cliche, but it’s not. Customers and prospects need to work with sales people in order for a good sale to take place and when they won’t everything goes south. This episode of The Word tackles this challenge with Anthony Iannarino and Tim Ohai.

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“Fix The Sales Problem!”

Partners in Excellence

The executive team of a large division of a very large corporation called me to “fix the sales problem.” We were to have a meeting to discuss the issues they faced and to discuss potential corrective actions. I’d asked for data to better understand the sales performance issues. I, also had short phone discussions with a few key sales managers to understand the issues.

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Negotiation Tips: Do You Know Their Needs?

The Sales Hunter

I have covered a few different tips that are essential to negotiating well. So far, we have looked at Sell First. Negotiate Second, Only Negotiate After They’ve Rejected Your Offer Twice, and Make Sure You Are Dealing with the Decision Maker. Today we come to tip #4: Know their needs! The more needs the […].

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Hiding Behind The Can’t Find Me Marketing Curtain

Increase Sales

Have you ever come across a mid size to small business on the Internet and in perusing the website could not find the principals, the owners of that business? What I have discovered is this “Can’t Find Me” marketing curtain appears to be more common with businesses offering professionals services such as sales training or executive coaching.

Marketing 137
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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A Sales 2.0 Conference With Attitude: My Take-Aways from #S20C

SBI

Conferences are often filled with a room full of quiet, tired people hoping their travel and time away from the office will be worth it. The recent Sales 2.0 conference held in San Francisco was no exception. That is, until Alice Heiman, the Emcee and Chief Networking Officer walked on stage. Her beaming smile and warm, gracious energy sparked a fire.

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What Are You Really Saying?

A Sales Guy

One of my favorite quotes is; Your actions are speaking so loud, I can’t hear what you’re saying! I’m not sure why, but I’ve been saying this a lot lately. It’s easy for us to say something. It’s easy to commit to an idea, an action, a movement. What’s hard, is doing it. It’s hard putting in the work, the time, effort, taking action.

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3-Option Plan to Avoid the Price Discount

The Sales Hunter

I was speaking to a sales organization that was under a full throttle “price attack.” Every salesperson was complaining how customers were being adamant about receiving a discount if they were going to buy. It was clear they needed a solution and one they could put into place immediately. I shared with them what […].

Discount 164
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The ‘They Don’t Like Me’ Continuing Leadership Conundrum

Increase Sales

Most people want to be liked and this is true for those in leadership roles. Unfortunately, reality creates a continuing conundrum. Credit www.gratisography.com. This past week I received a new review for my book, Be the Red Jacket in a Sea of Gray Suits , the Keys to Unlocking Sales Success. This review was a one star (the only one star review so far) and to say the least disappointed me especially when I read the comment: “Very basic information available everywhere for years and rathe

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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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“Nothing Happens Until A Customer Decides To Change”

Partners in Excellence

There’s the old saying, “Nothing happens in an organization until a sale is made!” Usually, it’s sales people saying it, often trying to defend their positions in the organization. While the statement is true, we really need to revise it to more closely reflect the reality of what it takes to generate revenue, and the emerging new role of the sales professional.

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An age of disruption – salespeople need to change now and change fast

Sales Training Connection

Sellers need to change now. Are you ready? According to Bain & Company, B2B sales executives have seen tremendous disruption in recent years – and there’s no reason to think it won’t continue. Today buyers are often well into their buying process before they even initiate conversations with sellers. Companies have researched the competitive options, eliminated a few and have become informed about the products and services of the remaining alternatives.

Scale 94
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VIDEO SALES TIP: One of the Easiest Ways to Close

The Sales Hunter

Have you heard of the assumptive close technique? I think this is one of the easiest ways to close a sale, and it never ceases to amaze me how few salespeople use it! The more you use it, the more you will see why you need it in your closing repertoire. Check out the […].

Closing 162
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How Handling Rejection Reflects Your Emotional Intelligence

Increase Sales

Very few people enjoyed being told no, less alone being told no on a regular basis. In sales, how we deal with being told no is called “handling rejection.” What many sales training programs and even sales coaches fail to realize that there is a direct connection between the handling rejection and emotional intelligence. Within the Innermetrix Attribute Index, handling rejection is defined as: “The ability to handle rejection on a personal level is based almost solely on the i

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Webcast: The Frightening Cost Of A Salesperson

Partners in Excellence

I had the pleasure of being hosted by the great folks at PipelinerCRM. John Golden , Eric Quanstrom , Rachel Miller , and I had a wide ranging discussion on “the business of sales.” Our discussion started with recruiting, continued to onboarding, training, coaching, sales process, performance management, and even time management! Whew!

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Nancy’s Sales App of the Week: @CallidusCloud #CALDC3

SBI

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles CallidusCloud , a suite of cloud solutions that accelerate sales all the way from lead, to money. . Special note: we’ll be attending this week’s CallidusCloud Connection (C3) event in Las Vegas. Follow us @SellingTools to keep up on all the happenings at the event.

Hiring 84
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Sales Tip: Handling Poor Performers Productively

Engage Selling

Don’t handle poor performers poorly. There’s a more productive way to help them recover. Get the details in this week’s video sales tip. Is a member of your team constantly missing their targets? Give them a copy of Nonstop Sales Boom!

Video 76