No More Cold Calling
MAY 19, 2016
Maximize your net worth via your referral network. Steve, a salesman with an enterprise company, invited me to connect on LinkedIn. I accepted his standard invitation, thinking he might be a good connection, and sent a personal message inviting him to contact me with any questions about referral selling. His response: “What is referral selling?”. Obviously, he had no clue who I was when he invited me.
Sales and Marketing Management
MAY 20, 2016
Issue Date: 2015-05-20. Author: John Lynch. Teaser: More than 80 percent of respondents to a recent survey agreed that a close relationship between finance and sales is crucial to improving profitability. So what's stopping this from happening? More than 80 percent of respondents to a recent survey agreed that a close relationship between finance and sales is crucial to improving profitability.
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Understanding the Sales Force
MAY 18, 2016
I hate this article already - the last thing we need is another article to help us to understand Millennials. Except for one thing. Most of you reading this are Millennials and you probably need to better understand boomers. We've all heard many of the distinctions of Millennials - how they like to work, where they like to work, when they like to work, how little they like to work, how entitled they are, how money isn't that important, how they want to change the world and be a part of something
The Pipeline
MAY 19, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . If sales and selling is the last of the black arts, then sales management lurks in its darkest corners. As with other aspects of sales, there is no shortage of advice, ensuring no shortage of fluff. So it is interesting to find a book that looks at the subject in a pragmatic way, and deliver specific things managers can put into practice that not only makes them better managers, but helps their team achieve the one thing they are paid to do, gro
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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
MAY 17, 2016
Too many times we get bogged down with the customer. Sure, the reasons can be many, but it doesn’t matter. Anytime things bog down, it eats into your time and your earnings. Below are 5 things we can do right now to accelerate the process: Skip the presentation and ask more questions. Don’t focus […].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
MAY 17, 2016
We were fortunate to be in the audience for the 2016 Notre Dame Commencement where Vice President Joe Biden , former Speaker of the House, John Boehner , and former Joint Chiefs of Staff and retired 4-Star General, Martin Dempsey were among the speakers. While all were good, Biden had one great takeaway, and the General shared 3 tips and an action step.
The Pipeline
MAY 16, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . I have always said that success in sales is all about Execution – Everything else is just talk! And there is no shortage of talk in sales, believe me people in sales, and people around sales, the pundits, can talk some s**t, not only is it funny and amusing (or sad) at times. People seem to go out of their way to mangle the language and meaning of words, and by extension the quality of their execution and sales success.
DiscoverOrg Sales
MAY 18, 2016
Sales people have been giving tech demos for a long time. Are we getting any better at it? – IBM technology demonstration 1961. Top of the funnel metrics require that SDRs book discovery calls and schedule demos, yet the value of those interactions can be difficult to quantify. SDRs motivated only by activity metrics cast a precariously wide net, without gathering adequate sales intelligence.
Sales and Marketing Management
MAY 17, 2016
Issue Date: 2016-05-01. Author: Adele Revella. Teaser: Sales and marketing professionals who want to personalize interactions with each of their buyer personas would do well to hang around the concierge desk at an upscale hotel for a while. Sales and marketing professionals who want to personalize interactions with each of their buyer personas would do well to hang around the concierge desk at an upscale hotel for a while.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Score More Sales
MAY 19, 2016
After a very full day at sales summit Accelerate ’16 in Park City, UT, put on by InsideSales.com, there is no question how professional selling is changing through more science and data. CEO Dave Elkington spoke from the main stage and shared one of the results from their Business Growth Index results polling customers and non-customers.
Pointclear
MAY 18, 2016
How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the previous blog in the series we discussed the importance of creating a universal lead definition and why that process cannot be delegated to marketing and/or sales.
The Sales Hunter
MAY 15, 2016
Do you have the right questions to get the right information? This is your week to not necessarily have all the answers, but to have all the questions. What are your power questions for this week? Real leaders have the questions that get to the information you most need. Check out the video to […].
Jeffrey Gitomer
MAY 18, 2016
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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
Sales and Marketing Management
MAY 18, 2016
Issue Date: 2016-05-01. Author: Ray Kemper. Teaser: Just as CRM platforms revolutionized the sales industry, marketing technologies are becoming indispensable for businesses all over the world. Yet despite growing adoption, one misperception lingers: that these tools are relevant only to marketing leaders. The truth is that marketing automation impacts the entire C-suite — and that’s important when justifying the investment to key stakeholders.
Pointclear
MAY 20, 2016
Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog we discussed the importance of driving revenue from all sources (inbound, nurture, outbound).
MTD Sales Training
MAY 18, 2016
This sales blog is an excerpt of 450 Sales Questions – click here to download your complimentary copy. Although rapport should be built all throughout the sales interaction via the tonality that you use, your body language gestures and through active listening skills, when you first meet with a prospect you need to break the ice. This can be when you first meet them at reception, as you walk together to their office or meeting room, on the phone and when you’re on the way out of the meetin
The Sales Hunter
MAY 20, 2016
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 or complete the below information: We’re […].
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.
Increase Sales
MAY 16, 2016
Have you ever thought that selling is difficult? Did you wonder why during a sales conversation your sales lead appeared to be off in La La Land? Well, there is research to confirm you just might be right. Microsoft conducted research about the attention span of people. From past research, Microsoft determined the attention span for people was 12 seconds.
Score More Sales
MAY 14, 2016
MTD Sales Training
MAY 17, 2016
To celebrate ‘Learning At Work Week’, here on the MTD Sales Blog we are giving away materials and resources that will help you enhance your sales skills. This week we have launched our new ISM accredited ‘Professional Selling Skills’ award. The award consists of 36 bite sized sessions spread across 5 modules – each session is no longer than 5 minutes and can be worked through on your desktop, tablet or mobile device.
Sales Result
MAY 19, 2016
The VP of Sales’ primary responsibility is delivering revenue, be this in the form of a hard number, growth/profit targets, and/or market share. A critical position in any company with a sales team, the VP of Sales position is notorious for high turnover, usually due to burnout or being a bad fit – there’s reason for the common saying “You’ve Got to Get Past the Carcass of Your First VP of Sales”.
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Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Increase Sales
MAY 14, 2016
Each week I receive numerous unasked, sales pitches via email from a complete strangers many of whom are marketers. Last week I received an email asking me if I was happy with AWeber because their firm has found many dissatisfied customers due to lack of list segmentation. Actually I don’t know what list segmentation is nor do I care. I replied respectfully, no I was happy and not interested.
A Sales Guy
MAY 16, 2016
“…be deliberate in the type of leader you want to be…” There are 5 types of sales leaders: The supporter. The fixer. The “Ah you can do it” The enabler. And The a **e. The supporter is a players coach. They are advocates of the team, doing everything they can to support the team for success. Supporters are popular, the downside is they don’t like to challenge sales people.
Sales Training Connection
MAY 18, 2016
Sales Training and Start-ups. Why do some start-ups make it and some don’t? As one might suspect, given the staggering number of start-ups formed every year, there is no shortage of information on critical success factors. Some common ones are: Timing, working capital, and the leadership team. In addition, the ability to develop and sustain a viable growth plan is seen as one of the more difficult and tricky success factors.
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?
Increase Sales
MAY 20, 2016
Today I received another email about the 7 sales skills that can be taught through sales training. This headline only reinforced the continued problem with this area. We train dogs; we develop people! As I reviewed these 7 sales skills each of them is not an issue of acquiring knowledge as in training, but rather the unaddressed issue of performance, the application of knowledge.
A Sales Guy
MAY 16, 2016
Look at all the sales tools on in this graphic. It’s frickin’ crazy. We are being barraged and overwhelmed with more sales tools than we know what to do with. What’s even crazier is I recognized there are a number of tools that aren’t even on this list. Which means that in spite of the craziness of this graphic there are many more tools not listed here.
Paul Cherry's Top Sales Techniques
MAY 18, 2016
Help employees meet deadlines. Stop missed deadlines from the start. Create a game plan. Get past lame excuses. Ask proactive questions to get employees to take ownership for their projects, and learn to follow through. Employees and sales reps not meeting deadlines is a major factor in low sales team performance. As a leadership coach, exasperated supervisors and sales managers often plead with me to supply effective methods to improve employee time and goal management skills.
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