Sat.Apr 25, 2015 - Fri.May 01, 2015

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Do Enough People Dislike You?

The Sales Heretic

© Meikesen | Dreamstime.com – Dislike Photo One thing that people and brands have in common is that we want to be liked. We really like to be liked. So we try to be universally liked. And that’s a huge mistake. Because being liked isn’t good enough. If you want massive sales success, you need [.].

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New Managers Want to Succeed! Are You Helping Them?

Steven Rosen

Congratulations you have been promoted and you are now the sales manager! You have been a top performing rep and you are wired to succeed. What if you are left to sink or swim because your organization is going to send you out in the field without any formal training? Unheard of? Read on. Sales organizations tend to promote their top sales reps into sales manager jobs.

Survey 247
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You’re Only Fooling Yourself – Sales eXecution 293

The Pipeline

hot naked teenagers online By Tibor Shanto - tibor.shanto@sellbetter.ca . Everyday people commit to doing things, only not to do them. There are many reasons for this, and I am sure a host of contributing factors, but none of that changes the results, or more accurately the lack of results. From my perch, being an observer and practitioner of sales and selling, the most common cause is laziness.

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Bringing Outbound Marketing into the 21st Century with Real-Time Data

Sales and Marketing Management

Issue Date: 2015-05-01. Author: Victoria Godfrey, chief marketing officer, Avention. Teaser: An increasing number of B2B prospects are building walls around themselves to filter out irrelevant and spammy messages. Outbound marketers need to adjust their tactics if they want to find an open door – or even a crack in the window – to get their messages to prospective customers.

Outbound 242
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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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Difference Between a Good Sales Email vs. Bad

Understanding the Sales Force

Last week I received a request for help via email. The reader asked if I could recommend a response to an email reply he received (at least he got a reply!). The thing is, he deserved the reply he received because his introductory email absolutely sucked! In today's article I'll share what he wrote, the reply he recieved, and my recommended response.

Sales 225

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You Are Not Your Generation

No More Cold Calling

Stop thinking of people in terms of generations, and start thinking about them as individuals. My generation does not define me any more than my gender, race, nationality, or sexual orientation—and neither does yours. Who we are as individuals might be influenced by where and how we grow up, but there’s more to all of us than one simple demographic.

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3 Questions to Assess Sales Force Effectiveness

Sales and Marketing Management

Issue Date: 2015-04-27. Author: Brad Wilsted and Ryan Tubman. Teaser: While the specific levers differ for every company, sales effectiveness issues can most often be traced to one or more of six very common culprits. In this first part of a two-part article (part II posting on Wednesday), we look at the first three important questions you should ask before launching any sales effectiveness initiatives.

Sales 228
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5 Critical Facts You Need to Know About Prospects

The Sales Hunter

Do you have prospects or are they merely suspects? Too many salespeople have pipelines full of suspects who they believe are prospects. The problem is the suspect doesn’t identify themselves as a suspect. Nope! They walk, talk and act like a prospect, right up to the point of you trying to close the sale. […].

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Use These 6 Questions To Sway The Over-Cautious Buyer

MTD Sales Training

The types of decisions people make can vary from person to person, based on many factors. These can include concepts like time available, causes for concern and other resources’ availability. But. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 204
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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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3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

Pointclear

The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech. During that game the Fighting Irish players said Hail Mary prayers together before scoring each of the touchdowns, winning the game 13 to 3.

Follow-up 193
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3 More Questions to Assess Sales Force Effectiveness

Sales and Marketing Management

Issue Date: 2015-04-29. Author: Brad Wilsted and Ryan Tubman. Teaser: In the first part of a two-part article, the authors looked at three important questions you should ask before launching any sales effectiveness initiative. Here are the three more. In the first part of a two-part article, the authors looked at three important questions you should ask before launching any sales effectiveness initiative.

Sales 203
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VIDEO SALES TIP: Closing? Do You Use Time to Your Advantage?

The Sales Hunter

You can use time as a currency when closing. This is a great plan because it reduces the likelihood that you will use actual currency as currency, in the form of a discount that destroys your profit! If the customer wants to close quickly, you can slow things down. If the customer wants to take […].

Closing 198
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When Your Customer Asks You To Match Your Competitor’s Price…

MTD Sales Training

You’ve been there many times. You’ve convinced the customer that the product is right for them and the quality is just what they want. Then the bombshell hits – they start talking about price. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 196
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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How Can Consultative Selling Already be Dead?

Understanding the Sales Force

In this article for Middle Market Executive ,Tom Searcy insists that Consultative Selling is dead. He says that consultative sellers end up with buyers who can only make small decisions, experts end up in purchasing and only industry authorities can reach executive decision-makers. He also says that consultative sellers ask, "What is your pain?", experts say, "Here is your pain.", and authorities say, "Here is the pain your industry is having and how you can uniquely overcome it.".

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Curiosity as a career builder

Sales and Marketing Management

Issue Date: 2015-05-01. Author: Paul Nolan. Teaser: As I was putting this issue together, I was greatly relieved to encounter two gentlemen who validate my sentiments that acting on a powerful and broad curiosity about the world around you can be a valuable business tool no matter what business you’re in. As I was putting this issue together, I was greatly relieved to encounter two gentlemen who validate my sentiments that acting on a powerful and broad curiosity about the world around you

ACT 171
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Sales Motivation Video: Are You Leveraging Your SUCCESS?

The Sales Hunter

You are going to have success this week! Unfortunately, too many salespeople waste their success on a momentary celebration, rather than letting it motivate them to make another call. Be customer facing! You leverage your success best when you let it come through in your voice and your motivation when you continue to interact […].

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Overcoming The Money Problem in Sales

Anthony Cole Training

A guest blog by Walt Gerano, Sales Development Expert. You must be PREPARED. Have specific questions to respond to the price issue. Help them discover that low price may not mean lowest cost. Find prospects that place value on something besides just price. Look at why others are doing business with you. Keep a full pipeline. “Show me the money.”. It’s a critical part of every effective sales process, and yet, sometimes that very discussion causes us to get “off track” and lose focus on the objec

Margin 157
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Lead To Be One of the Few, Not One of the Many

Increase Sales

Some say they are leaders or believe they are leaders yet they are one of the many. Authentic leadership today requires an attitude to lead to be one of the few, not one of the many, let me explain. Credit Seth Godin Ted Talk. How many times a new idea come up and everyone jumps on it? Social selling comes to mind. Suddenly all those marketing to sales experts are leading the masses (lemmings) because this is the rage.

Lead Rank 143
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Tell Your Customer NO!

A Sales Guy

Can you tell your customer or prospect no? You better. When a prospect says; “Just send over a proposal.” But won’t give you any information about their company, what they are looking for, or what they want to accomplish. Say “No!” When a customer asks you to reduce the price, but won’t have a discussion about why they want a lower price, the value they’ve received, or even offer what they’d like to pay.

Customer 103
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Are You Helping Your Customers or Confusing Them?

The Sales Hunter

Recently I found myself talking with a salesperson who was actively engaged in trying to sell me. I was a motivated buyer and the salesperson was motivated to sell. Problem was the salesperson was too motivated to sell, and in so doing, was giving me way too much information. The salesperson missed every buying […].

Customer 186
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Protect Your Precious Sales Time

Anthony Cole Training

A guest blog by Jack Kasel, Sales Development Expert. Ask yourself: “Is what I’m doing right now helping me become a better sales professional?”. Make a list of the “Gotta Do’s”… and then do them. Evaluate your “opportunity cost” to maximize the investment of your time. Ask the right questions to eliminate prospects that aren’t going anywhere. In April 1970, the first official Earth Day was held with the intent of raising the awareness of protecting our natural resources.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

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.

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What ‘The What’s It Cost?” Question Reveals

Increase Sales

Small business owners want to grow. Yet sometimes they act in behaviors contrary to that desire to grow by asking the “What’s It Cost” question far too early. This past week I connected with two sales leads. In talking with both ideal customers, they each took a different path and much was revealed. Sales Lead #1. Almost after the initial perfunctory introductions, this ideal customer asked me the “What’s It Cost?

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Sales managers and the story of the “super salesperson syndrome”

Sales Training Connection

Sales Manager. How can we diagnose someone with “super salesperson syndrome”(S3)? Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching. They’ll look for reasons why they should be engaged at various times during the sales cycle and personally make sales calls in sales reps’ accounts.

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Selling to the CEO and Avoiding Being Sent to a Low-Level Department

The Sales Hunter

You’ve got your meeting scheduled with the CEO or you’re on the verge of getting the meeting. In either case, the question is asked, “Why should you be able to take up the CEO’s valuable time?” The most precious resource the CEO or any other senior level member has is their own time. If […].

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Is Your Sales Career Surviving or Thriving?

Anthony Cole Training

A guest post by Mark Trinkle, Sales Development Expert. If you are tired of mediocre, ask yourself: Are you tired enough to change? How long have you been settling for average? What will it cost you this year to be average or less than your best? Are you willing to change? Today I want to ask you one simple question: Are you surviving or thriving in your sales career?

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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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Listen to Learn to Lead and to Grow

Increase Sales

Funny thing about life, the more you listen, the more you learn to lead and grow yourself. This growth is called self improvement and works both personally and professionally. Yesterday I attended a business to business networking event and experienced the customary question of “what do you do?” My response was “I solve people and process problems.” Then three out of four people replied with “Are you like a business coach or consultant?

Leads 134
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Connecting The Dots, Strategy And Execution

Partners in Excellence

I’m sure I’m trying the patience of a number of people in a client organization. We’re establishing the key strategies, priorities, goals/metrics for the coming fiscal year. The CEO is very clear about what he wants to accomplish–though I had to wrestle him down to focusing on the top two. It was a great exercise for he and a few of his top executives.

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Preparing for the Meeting with the CEO

The Sales Hunter

First question to ask yourself is, “Why is having a meeting with the CEO so important?” If you can’t bring real value to the CEO, there is no purpose for the meeting. Value is in the information/insights. Challenge is in being careful as to what you bring and what you talk about. Barring the […].

Meeting 168