Sat.Nov 21, 2015 - Fri.Nov 27, 2015

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A Four Letter Word Every Seller Should Learn – Sales eXecution 318

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . One attribute many successful sales people possess is clarity of purpose, this helps them plan and execute more effectively, as well as help them review their actions and results more objectively. Because they are more focused on ‘purpose’ rather than self, any negatives that may surface during those reviews are weighed against results and how they may have moved them towards their purpose.

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7 Ways To Make Your Monday Morning Sales Meetings Buzz

MTD Sales Training

Why is it that many salespeople hate internal sales meetings? You know, the ones where everyone sits round a desk and covers off the trivia and very quickly get bored with the whole process because. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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10 Great Examples - Customer Service as a Powerful Sales Tool

Understanding the Sales Force

Last week, during my travels to Poland and back, I experienced how companies are using customer service as sales tools. In most cases, customer service tends to be vanilla, bland, and although professional in its approach, it is typically highly unspectacular. However, sometimes, customer service is so good, or so bad, that their brand statements go beyond what marketing or sales could ever do.

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How to Build Relationships at Every Stage of the Customer Journey

Sales and Marketing Management

Issue Date: 2015-11-20. Author: Gregg Schwartz. Teaser: Every custmer is on a customer journey. Instead of thinking about how to work customers through your sales process, think about the customer’s view of the conversation and try to adapt your tactics to match the customer's buying process. Every custmer is on a customer journey. Instead of thinking about how to work customers through your sales process, think about the customer’s view of the conversation and try to adapt your

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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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Drop It!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Last week I wrote a piece about the importance, and more specifically, the must have attributes of Next Steps. Had questions around the topic, most were relating to what to do if one of the three attributes were not attained. At that point you have a choice, retrace and see how you can firm up the loose attribute, or, drop it and move on to the next prospect.

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More Trending

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Sales Eagles Sore! Turkeys Get Consumed.

Steven Rosen

Thanksgiving is the time to celebrate and be thankful for our family and friends and all the wonderful blessings we have. I would like to wish all my American friends a Happy Thanksgiving. Be careful not to eat too much turkey, as it is high in L-tryptophan and can make you sleepy. Most of your customers will shut down in less than 4 weeks. If you are chasing your 2015 sales numbers you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line.

Consumer 156
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Converting digital assets to sales

Sales and Marketing Management

Issue Date: 2015-11-01. Author: Hassan Kotob. Teaser: Creating a wealth of content is one thing; making the most of these digital assets as part of the revenue-generation process is another. The reality is that many organizations lack clear insight into what digital assets exist and who is creating, approving, accessing or distributing that content.

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4 Things You Can Do to Overcome the Belief that You Can’t Sell

The Sales Hunter

It’s a conversation I have too often with people and it happened again at a conference where I was recently speaking. A person came up to me and thanked me for speaking and said how much they appreciated what I had to say. But then they went on to say how they can’t sell. […].

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Too Many Options? Narrow It Down to Get the Sale Now

Mr. Inside Sales

If you sell a product or service with many add-on’s and options or choices, then it’s easy for your prospect to get overwhelmed and want to “think about it.” Many sales reps actually make it for harder for buyers to decide because they keep pitching (instead of closing) and so complicate the sale even further. If you find that you’ve “talked past the close” as I like to say, then it might be time to un-complicate the sale and make it easy for your prospect or customer to buy something now, 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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Compromise the Achilles’ Heel to Authentic Leadership

Increase Sales

Do you believe in compromise? How do you define compromise? For those in authentic leadership roles, this word may potentially become their Achilles’ Heel. When we simply look at the word compromise, we see the word promise. When we promise something to someone, we are giving our word, our bond. Behind that word are the positive core values (ethics or business ethics) and respective behaviors.

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A Wholesaler’s Guide to Preparing for Black Friday

Sales and Marketing Management

Issue Date: 2015-11-25. Author: Michael Elmgreen, Chief Revenue Officer, Handshake. Teaser: For wholesalers, Black Friday is not only an opportunity to finish the year strong financially, but also to differentiate by empowering their retailers for success. By implementing some basic tactics wholesalers can create a winning game plan. For wholesalers, Black Friday is not only an opportunity to finish the year strong financially, but also to differentiate by empowering their retailers for success.

Retail 120
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A Salesperson’s Thank You This Thanksgiving

The Sales Hunter

To all my customers — a very big thank you for believing in me. Thank you customers for being patient with me when I may not have responded as quickly as you would have liked. Thank you customers for your questions and your comments. Not only does this show your interest, but it also […].

Customer 136
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“I Want to Think About It” – Ten New Ways to Handle it!

Mr. Inside Sales

I know, we’ve already been through this objection, but sales reps always want more input on it so here it is: The bottom line is that when someone says they want to think about it, it means they aren’t sold yet. And it could very easily mean that they aren’t sold on your solution, and they never will be because they have something else in mind. Your job is to either get to that hidden objection and learn what you need to do to overcome it, or get your prospect to reveal why they aren’t going to

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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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The Leadership Fallacy of Wanting to Be Liked

Increase Sales

People buy into leadership for the same reason they buy anything else – knowing and trusting. The idea of wanting to be liked as a leader is a fallacy. Authentic leaders accept from day one that not everyone will like them because down the road the they know they may ask for what seems to be the impossible. Credit www.gratisography.com. Merrill’s Marauders.

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God Bless The U.S.A.

Anthony Cole Training

Song written and recorded by Lee Greendwood.

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Executive Sales Leader Briefing: Your Role in Closing Deals

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. This week I need to share thoughts on […].

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But They Really Need The Product!

Partners in Excellence

I was doing a deal review with a sales person. It was a big deal, important to the sales person and to my client. But the deal had been stuck for some time. As I reviewed the deal history, there were a bunch of things “wrong” with the deal. When it originally, was put into the system, it had a projected close date that was unusually fast.

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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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To Thine Own Self Be True Rings True Each Day

Increase Sales

Each of us has a song inside of us that has different words, a different melody, but the title is the same – To Thine Own Self Be True. Unfortunately over time many of us may lack clarity that dims the words and the melody of this song. Credit www.gratisography.com. We get caught up in the day to day happenings, our own goals, our own egos. Consciously ignoring the song becomes easier. yet subconsciously we can’t.

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Hard Work is a B h

A Sales Guy

Hard work is a b h! Tiger Woods hits 1,000 balls AFTER each round in a Major. Lindsey Vonn spends 8 hours a day in the gym, 5 days a week. Michael Phelps spent 40 hours a week in the pool, and that didn’t count his gym time or road time. Hard work is a b h and the truth is you have no idea what hard work really is. If you want to make Presidents club, if you want to make a lot of money….

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Free eBook on 2015 Salesforce Sales Summit Key Takeaways

The Sales Hunter

I took part in the Sales Summit at Dreamforce 2015, and it was amazing! Many of you were there in person, but if you weren’t, I have good news for you. Salesforce has recently made available a FREE eBook with key takeaways from the sales summit. This is a great resource with so many […].

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The Looming Implosion Of Sales/Marketing Automation Apps

Partners in Excellence

The other day, I was sitting in the airport and had a few idle minutes. For some reason, I started playing with my IPhone. I started moving some of the apps around to make them easier to find, based on my utilization. Business, Social Media, Conferencing, and Travel on the first page. Mapping, “Yelp-like,” and my fitness apps on the second.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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When Your Marketing Conversation Sounds Like Do-Do

Increase Sales

Yesterday I listened to a marketing conversation exchange between an experienced and successful business owner and budding entrepreneur who had something to sell. Now both individuals knew each other well and probably that is why the business owner did not shut down the entrepreneur. Credit: www.gratisography.com. The marketing conversation went something like: Entrepreneur: Hey, I’ve been trying to reach your IT person.

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The One Group Missing Out On The Benefits of Sales Data

A Sales Guy

Sales people are not leveraging the benefits of good sales data. Don’e believe me? Off the top of your head, can you tell me your exact close rate? Can you tell me how much is in your pipeline right now? How much is scheduled to close by month for the next 3 months? Can you tell me where you are to quota for the month, how about the quarter?

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VIDEO SALES TIP: Send CEOs an Email at 6:15 a.m. on Saturday

The Sales Hunter

Early Saturday morning is one of the BEST times to send a CEO an email. Executives at this level don’t take the weekends off. If anything, they are up early on a Saturday, going through email that they didn’t get to during the week. Just be sure you closely monitor your own email throughout […].

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What’s The Problem With Demos

Partners in Excellence

Demos Sell! I was visiting a company recently, they had a full court press on doing demos. People were measured on the number of demos they were doing, they had created a contest around who did the most demos, they had banners and buttons around the Demos Sell theme. There was a problem—which was the reason I was visiting the company. Clearly, the sales people were selling demos, but they weren’t getting PO’s.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Thanksgiving Is a Reflection and Sharing of Gratitude

Increase Sales

Today families across America will be sharing gratitude, food and memories in celebrating this national holiday of Thanksgiving formally established by President Abraham Lincoln. So in this tradition of reflection and sharing, here is my bounty of blessings of gratitude (not necessarily in any preference). Living in America where I have freedom and liberties so many others don’t have.

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Five Reasons Why You Need a Sales Playbook

Sales Result

Can every member of your sales team deliver strong value propositions and elevator pitches that address a prospect’s needs while building credibility and peaking interest? Is your team consistent and effective in their approach strategies, both individually and collectively?

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Sales Motivation Video: Pursuing Positive People!

The Sales Hunter

Last week I talked about why you need to avoid negative people. This week I am urging you to seek out positive people! That’s right! Make an effort to find positive people — in your workplace, in the businesses of your customers, in your own home! Check out the video to see what I […].