Sat.Jun 19, 2010 - Fri.Jun 25, 2010

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Are Your Prospects Reverse-Sandbagging?

SBI

Sandbagging is when a Rep holds onto signed orders until the last minute. Then, seemingly out of nowhere, the Rep submits all the orders at once, usually at the end of the month or quarter. When the Rep doesn’t have any orders until the last possible moment it’s something else all together. Maybe it’s “reverse” sandbagging. Prospects hold onto orders because they’re too busy, or too distracted by other things.

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VIDEO: Benchmark Best Sales Practices to Ensure Success

Keith Rosen

Are You Selling By the Numbers or Selling With a Blindfold On? Statistical Benchmarks for Success and Self Accountability That Most Organizations Are Still Missing. Yes, these questions I list below the video are that important. So important, in fact, that they could change your entire perspective around what you’re doing, how you’re doing it and how much you really need to be doing in order to generate the worthwhile results you’re looking for.

Video 69
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Creativity… a Sales Thing!

Your Sales Management Guru

Creativity… It’s a Sales Thing! There is no question about it, top performers are more creative that your average salespeople. They seem to come up with unique ideas to prospect, find ways to enhance client relationships and they close more effectively. Sales leadership requires creativity as well, sales managers that are exceeding sales quotas, hiring and developing their teams and building a sales culture require huge levels of a creativity quotient.

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Stop Building Rapport and Start Connecting by Jeb Blount

Sales Training Advice

The Merriam-Webster dictionary online defines rapport as relation marked by harmony, conformity, accord, or affinity. According to Wikipedia, Rapport is one of the most important features or characteristics of unconscious human interaction. It is commonality of perspective: being “in sync” with, or being “on the same wavelength” as the person with whom you are talking.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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The First Rule of Sales: Leverage

SBI

Leverage: The ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources. In other words, leverage is an advantageous-condition of having a relatively small amount of cost yield a relatively high level of return. Thus, “doing a lot with a little.” As it goes for business, so it goes for sales.

Hiring 54

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9 Reasons Why Prospects Don't Respond

Sales Gravy

Some cold calling experts suggest that you leave a message when you receive a prospect's voice mail. Unfortunately, many sales people feel that this is an exercise in futility because most of the time their prospect does not call them back.

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The IT Innovation Dilemma Grows

The ROI Guy

According to a recent article by Information Age, the economic recovery is slowly easing cost cutting pressure on beleaguered CIOs, but at the same time innovation investments continue to decline. In the results, a survey of more than 2,600 global IT leaders by recruitment specialist Harvey Nash, the effect of the great recession on CIO decision-making “appears to be receding, with 74% citing cost saving as a key issue during 2009, down from 84% a year previously.

Vendor 40
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Inbound Lead Generation: Improving Your B2B Sales and Marketing Blogs

Green Lead's B2B

You want to talk about improvements? You know what needed improvement? The Boston Celtics, that's who. If you're a fan of basketball, or maybe even a fan of rivalries, maybe you, like me, watched the Boston Celtics crumble last Thursday night (June 17th). Two storied franchises, the Los Angeles Lakers and the Boston Celtics, both vying for the NBA Championship in a Game 7 match.

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Don't Forget NDAs and Stop Making Deals on Napkins! ? Score.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Don’t Forget NDAs and Stop Making Deals on Napkins! by Lori Richardson on June 23, 2010. Many small businesses who are building (or coming back in a recession) don’t make time to take smart, basic steps to protect their business. I’ll share two of the big ones: creating non-compete and non-disclosure agreements as well as creating specific contracts with vendors and clients. 1.

Lead Rank 120
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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Companies Dedicate 2x More to Marketing Than IT

The ROI Guy

According to MarketingSherpa's B2B Marketing Spending Benchmark Survey, large organizations dedicate on average 6% of revenues to marketing spend, including advertising, digital marketing, marketing services and internal labor expenses / costs. I found this number surprisingly higher than anticipated. Comparing marketing spending to IT spending, IT spending averages half as much, at only 3.1% of revenues on IT (from Alinean's ValueBase research).

Company 40
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“Information Overload” Biggest Change Agent for Marketing in Next Decade?

The ROI Guy

In a recent article on the 10th anniversary of B2B magazine, marketing leaders were asked to look back on the past 10 years and reflect on the biggest changes in B2B marketing. Experts discussed the strategic rise of the CMO, digital marketing and the rise of on-line spending, and advancements from technologies such as search, online video, social media, and analytics.

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Selling to the Unreachables

The ROI Guy

SiriusDecisions Insight and Alinean Advice on Selling to Sr. Level Executives In a recent SiriusDecisions podcast, research analyst Jim Ninivaggi and Jonathan Block discussed best practice research and tips for selling to senior-level B2B executives, dispelling several myths on the best approaches for executive selling. Get to the single Sr. Level Decision Maker?