SBI Growth
JUNE 20, 2013
'The problem with your sales force has been diagnosed. You’ve determined the requirements of any solution. Now it’s time to outline your options – and Do Nothing is one of them. This post gives you the reasons why “Do Nothing” is not the best option. If you do nothing else, you must get “ The Do Nothing Guide ”. It contains 20 categories for which to consider the impact of doing nothing.
Bernadette McClelland
JUNE 17, 2013
'Never wing a sales approach call. I have been engaged to work with a sales guy in a coaching/mentoring role – someone who has the right sales DNA but has plateaued. One of the tasks I had him to before the day ended, was to advance at least one sale. In this particular case, he chose to follow up a stalled lead. He picked up the phone and before I realised, he had flown straight into it, enthusiasm in top gear and adrenaline pumping.
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The Pipeline
JUNE 19, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. One of the things that makes great sales leaders great, is their ability to delicately balance various and at time juxtaposing dynamics in sales. One of the more subtle but potentially very impactful of these is in achieving structured change and improvement in the way their organizations and individual sales people sell in changing environments.
Jeffrey Gitomer
JUNE 17, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
SBI Growth
JUNE 21, 2013
'Those who build great companies understand that the ultimate throttle on growth for any great company is not markets, or technology, or competition, or products. It is the one thing above all others; the ability to get and keep enough of the right people. -Jim Collins, Good to Great. It’s June and you’re not sure your sales leader is going to last through the year.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
JUNE 20, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. There were two lists recently release by two different organizations you should all be aware of and make use of. They both list sales influencers. The first is Top Sales World’s Top 50 Sales & Marketing Influencers 2013 , the other is OpenView Sales Labs Top 25 Sales Influencers for 2013. What you will find on these list are a set of professionals with a wide range of advice, resources and ideas focused on helping you sell better.
MTD Sales Training
JUNE 20, 2013
'On a recent trip to London, I called in at a Starbucks for a refreshment before visiting a prospect. I was in a great mood (I nearly always am!) and just wanted to have a drink while I prepared. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JUNE 15, 2013
'Marketing leaders are in a unique position to embrace Big Data. Marketing professionals have largely embraced the analysis of data. Campaign data is highly scrutinized for insights. Customer research data is routinely analyzed with the gusto of seeking the Holy Grail. In many ways, today’s Big Data capability is the answers to every marketer’s dreams.
Jeffrey Gitomer
JUNE 19, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
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.
The Pipeline
JUNE 15, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. As part of my monthly column for The Globe and Mail Report on Small Business , this month I outlined three things sellers can do to ensure that not only does summer not need to be slow or a down time, but in fact there are specific things you can do to win business, and set yourself up for the rest of the sales year.
MTD Sales Training
JUNE 19, 2013
'One of the best qualities that we can develop in sales is the skill of asking questions. Being able to obtain information from prospects is a pre-requisite to providing answers and services to them. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JUNE 16, 2013
'You have been on the receiving end of this phone call. ‘I need more from you and your team this year. Forecast says we are down 15% and the CEO wants to reissue quotas. Splitting the increase amongst your peers, your number just went up by 5%. Figure out how you are going to adjust and make it happen now. I know you can do it.’. Our ‘ Flip the Funnel ’ Guide will help you.
The Sales Hunter
JUNE 21, 2013
'If you’re a sales leader — and by that I mean a person who leads salespeople — then the last thing you should be doing is closing sales. Your job is to lead the sales team and coach your salespeople. Your job description doesn’t say anything about closing sales. I speak often on the topic of the “ 4-legged sales-call.” This is the call where you as the leader goes with the salesperson to make a sales call.
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Sales and Marketing Management
JUNE 16, 2013
'Issue Date: 2013-06-17. Author: Peri Shawn. Teaser: Effective sales questions can help uncover information that moves the sales process forward. Here’s how salespeople can ask better questions, and stay away from questions that can alienate prospects. Also, why it’s sometimes best to avoid the word “why.” Effective sales questions can help uncover information that moves the sales process forward.
MTD Sales Training
JUNE 18, 2013
'A lot of salespeople are proud about their company and the products and services they sell. This gives them confidence when it comes to discussing options with their prospects, because they feel. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JUNE 18, 2013
'Have you asked yourself this question before? If so, consider your core competencies as a sales leader. Don’t get passed over again. Read on to learn what it takes to shift from individual contributor to sales leader. In the coming months interview activity will increase for executive sales leaders. In his blog Are You Good Enough to Win the SVP Job?
Understanding the Sales Force
JUNE 17, 2013
'Understanding the Sales Force by Dave Kurlan A recent article in Columbus Business First discussed background checks and use of personality tests. The most important line in the article read, " Personality often is the best insight into whether a person is a good cultural fit for a specific company.". Notice that they didn''t say that personality is the best insight into whether a person will succeed in sales.
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
The Sales Hunter
JUNE 20, 2013
'One of the biggest problems salespeople have is not asking enough questions. Salespeople love to talk and when they do ask a question, it can many times wind up being so long and convoluted that the customer has no idea what the salesperson is asking. For many salespeople, trying to figure out the right question to ask is too hard for them. (We’ll have to leave that issue for another time, but believe me it’s real!).
Pointclear
JUNE 20, 2013
'Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will Google Glass Revolutionize Buying and Selling? In this article, Gerhard Gschwandtner raises an interesting question about Google’s latest technology, Google Glass.
SBI Growth
JUNE 19, 2013
'If you are a small company marketing leader, updating your CEO can be a challenge. There are two approaches I regularly see: Tell the CEO your game plan upfront. Fly under the radar, execute & update as requested. There are pros and cons to both approaches. Let’s explore them. Flying Under the Radar. This is definitely the high-risk, high-reward option.
Understanding the Sales Force
JUNE 18, 2013
'Understanding the Sales Force by Dave Kurlan World-Class Sales Organization. We hear those words a lot. Some companies aspire to it. Others claim to be there already. You are more likely to hear claims like those from a large enterprise, but you have better odds of actually finding it in a small to midsize company. World-Class Sales Organization. Some would say it''s a description of a company''s people.
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The Sales Hunter
JUNE 18, 2013
'Summer is upon us, and with that, salespeople’s focus begins to wander. I always feel if my competition wants to slack off during the summer, I am more than happy to pick up their customers. While some salespeople do cut back during the summer, it also can be the customers who start canceling appointments. Here are a four ways to prevent sales call cancellations in the summer: 1.
Score More Sales
JUNE 17, 2013
'Do you have a prospective customer relationship that went dark on you? Did you have a good conversation, perhaps did a demo, they responded favorably and then nothing else? It is frustrating when this happens because it could indicate one of a number of things. They liked what you talked about but are back in the throes of their position with no time for you.
SBI Growth
JUNE 17, 2013
'Over the weekend, I was watching a DVR’d Jeopardy episode. In Double Jeopardy a contestant hit the Daily Double. When asked his wager, he gave a fantastic answer. “I’ve been waiting all my life to say this, Alex. Let’s make it a True Daily Double.” I got off my couch and applauded. Caution be damned, Pete came to win. He nailed it and cruised to victory.
No More Cold Calling
JUNE 20, 2013
'You turn heads when you talk ROI. You believe in what you’re selling. You know you’ve got a great product. You’ve seen clients get results time and time again. So wouldn’t it be nice if prospects would just take your word for it? It would, but they won’t. Your buyers have to justify every dollar they spend, which means you have to prove that your solution is worth their investment.
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The Sales Hunter
JUNE 15, 2013
'Does your sales motivation just tank every now and then? If so, you’re not alone! All salespeople have things that chip away at their sales motivation. That’s why you need to know the best tricks to boost your sales motivation. Check out the below video to hear what some of those tricks are: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .
Pointclear
JUNE 18, 2013
'James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead. Until SalesForce came along and called every raw name in the database a lead, most of us thought—there are inquiries and there are leads.
Jeffrey Gitomer
JUNE 20, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
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