Score More Sales
FEBRUARY 28, 2014
'Yes, it’s true. On Monday, March 3, I will be shaving my head for cancer research. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too. I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday.
Jeffrey Gitomer
FEBRUARY 27, 2014
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No More Cold Calling
FEBRUARY 27, 2014
'You’re the expert, right? So prove it. Our clients don’t just buy our products and services. They also buy our expertise. They want to work with the best of the best—salespeople who know their stuff, who ask the right questions and deliver tailor-made solutions that get them the ROI they deserve. Think about it as if you were the buyer. Would you prefer to work with someone who only knows the ins and outs of what he’s selling?
MTD Sales Training
FEBRUARY 28, 2014
'Welcome to the first in a new series of interviews with some very interesting characters! Over the next few months I will be talking to some of the top influencers and big players from a whole array. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Advertiser: ZoomInfo
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.
The Sales Hunter
FEBRUARY 25, 2014
'The biggest thing holding back organizations is the lack of leadership. I’m continually asked by companies large and small, “What are the traits that make a great leader?” Here is my list of what it takes to be a great leader: 1. Leaders realize their number one job is not to lead others but to create other leaders. How many times have we watched a terrific organization fall apart when the leader retires or exits their position?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
FEBRUARY 24, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. If you read this blog regularly, you know that I have pointed out that salespeople and sales organizations spend too much time and energy trying to avoid objections, when they should be spending time on learning to deal with them, redirect and leverage them to move the sale forward. Here are three things you can do at the outset of the call that will make objections more manageable. 1.
Sales and Marketing Management
FEBRUARY 24, 2014
'Issue Date: 2014-02-24. Author: Jason Jordan. Teaser: While so-called Big Data is an exciting opportunity to identify new trends through powerful computing, sales managers need to zero in on small data do their jobs well. In fact, they don’t even need many of the dozens of dubious reports embedded in their CRM. While so-called Big Data is an exciting opportunity to identify new trends through powerful computing, sales managers need to zero in on small data do their jobs well.
No More Cold Calling
FEBRUARY 25, 2014
'How do you successfully transition from sales rep to sales leader? It happened to me. I was an award-winning sales rep who was promoted to sales manager. Now my colleagues (and friends) were reporting to me. I knew them well and thought we would be a winning team. Boy, was I wrong! A Rocky Start. Becoming the boss wasn’t easy or much fun … at least not at first.
Bernadette McClelland
FEBRUARY 26, 2014
'Time to be disruptive, I think… Yep, that reads like something Sister Alphonsus wrote in my Form 4 school report, but it’s true – it’s time to shake things up a little. It’s time to make change happen not just manage change – it’s time to become ChangeMakers. What does that mean? It means that not only do we need to change, but we need to help others make change happen.
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Pointclear
FEBRUARY 25, 2014
'In “ Wampeters, Foma & Granfalloons ”, Kurt Vonnegut describes “granfalloons” as proud but meaningless associations of human beings. Isn’t this the case with marketing and sales in many companies today? If someone agrees to see your sales representative, don’t they have to be more qualified than a forwarded lead? Not necessarily. Appointment setting is the easiest way to granfalloon without getting anything done.
Jeffrey Gitomer
FEBRUARY 22, 2014
'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.
Score More Sales
FEBRUARY 27, 2014
'Looking for great sales talent? Working to keep the great talent you have put together? It is easier said than done. A panel of sales hiring and retention experts spoke yesterday at the AA-ISP Boston Chapter event. (If you are not aware, the AA-ISP stands for American Association of Inside Sales Professionals). The panel had great content and I think it exceeded everyone’s expectations.
The Sales Hunter
FEBRUARY 24, 2014
'I’ve been moving through our list of 5 Secrets to Selling at Full Price. We have come to number 4 on the list: 4. Be Prepared to Walk Away. If you are afraid to walk away, then how will you ever face the music and not cave on price? The only you can be certain you won’t cave on price is by being willing to walk away. It sounds simple.
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SBI Growth
FEBRUARY 24, 2014
'Recently I had a conversation with a Sales Enablement leader. He mentioned the obstacles he faces in creating compelling sales training for new products. One of his biggest hurdles was the lack of alignment between training and marketing. He shared a story about a new product launch that failed. Sales was telling one story while the marketing content said something else.
Jeffrey Gitomer
FEBRUARY 25, 2014
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Understanding the Sales Force
FEBRUARY 24, 2014
'Understanding the Sales Force by Dave Kurlan Do you prefer to see movies when the previews are awesome or dull? Do you get more excited about your entree after a delicious or unspectacular appetizer? Are you more likely to buy a car after an exciting test drive or one that left you unimpressed? If you are using our sales recruiting process (STAR), then your sales candidates receive an email after submitting a resume.
The Sales Hunter
FEBRUARY 26, 2014
'We’ve reached the last secret on my list of 5 Secrets to Selling at Full Price. Here is number 5 on the list: 5. Don’t offer discounts. Period. In the end this is a pretty simple, and yet incredibly difficult to do. This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. When I bring this idea up to salespeople, I’m normally met with a high degree of skepticism.
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.
SBI Growth
FEBRUARY 22, 2014
'A couple of friends have taken over executive marketing roles recently. Shortly after starting, they both asked me the same question. “How do I determine whether I have the right talent on the team?” There are number of ways to solve for this question. This post can help. Download the Marketing Team Assessment Tool here. Utilize this is your first 45 days or whenever you feel a gap or opportunity exists for improvement.
Jeffrey Gitomer
FEBRUARY 28, 2014
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Understanding the Sales Force
FEBRUARY 28, 2014
'Understanding the Sales Force by Dave Kurlan For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you: For those of you who wanted to attend the Webinar on the Sales Candidate Analyzer, here is a link to the recording. WittyParrot has just released the Top 50 Sales Productivity Tips ebook with 50 Experts, including me, offering their advice.
The Sales Hunter
FEBRUARY 23, 2014
'Are you still looking over your shoulder at your numbers from last week or last quarter? Forget about it! Whether you did great or you did horrible, you have to discipline yourself to concentrate on today and this week. Check out the Monday morning sales video to see what I mean: And if you want more videos like this, go to this page: YES! I Want to be Motivated Every Monday Morning!
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SBI Growth
FEBRUARY 25, 2014
'You’ve seen that icy stare from your head of sales before. It’s been a bad meeting so far and it’s about to get a lot worse. His glare is drilling right through your forehead. “We’ve known about this for how long now – 11 months? You assured me we had everything buttoned-up. The comp plan, revenue targets, training – it was all covered.”. You glance down to your laptop at the new revenue data since launch.
Sales and Marketing Management
FEBRUARY 25, 2014
'Issue Date: 2014-01-01. Teaser: There are times in a sales call when you begin to discover the prospect may not be a prospect at all (at least not for the next quarter or two). A professional and courteous exit will help you create good will and pland seeds among people who may one day become qualified prospects. And remember – you reap what you sow.
Jeffrey Gitomer
FEBRUARY 26, 2014
'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.
The Sales Hunter
FEBRUARY 28, 2014
'Yes, you read the title right. Salespeople should love opium. I do. I can’t get enough opium. It’s what helps me be successful. Many of you are wondering if I’ve lost my mind due to opium, and I can say, “Yes I have! And opium helped me lose it!” It’s interesting, but salespeople who are struggling are the same people who aren’t getting enough opium.
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?
SBI Growth
FEBRUARY 23, 2014
'Congratulations! You got the promotion to VP of Sales. You may be returning from Sales Kickoff. Maybe you are getting settled from the President’s Club trip. Very soon you will ask yourself, ”What do I do now?” Moving up in your career is both exciting and stressful. All great sales leaders have a plan on how to win. To accelerate your success, SBI has produced the VP of Sales Toolkit.
Sales and Marketing Management
FEBRUARY 27, 2014
'Issue Date: 2014-02-28. Author: Steve McIntosh, Founder and COO of Fanhub. Teaser: For a small business, there are three critical steps to making a collaborative CRM a significant advancement over fragmented pieces of software. For a small business, there are three critical steps to making a collaborative CRM a significant advancement over fragmented pieces of software.
Understanding the Sales Force
FEBRUARY 28, 2014
'Understanding the Sales Force by Dave Kurlan For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you: For those of you who wanted to attend the Webinar on the Sales Candidate Analyzer, here is a link to the recording. WittyParrot has just released the Top 50 Sales Productivity Tips ebook with 50 Experts, including me, offering their advice.
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