Sat.Mar 17, 2012 - Fri.Mar 23, 2012

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Motivate For SHOW, Manage For DOUGH

MTD Sales Training

As a sales manager, director or otherwise, frontline supervisor of a sales team, you have many challenges. Motivating the crew to do their best is usually the primary goal and the area where most sales managers spend their time. However, in motivating the team, it is easy to overlook the individual sales person. After a [.

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How to Find 30 Minutes of Free Time Every Day

The Sales Heretic

By guest blogger Mary Kelly, Ph.D. By better managing your time, you can free up 30 minutes every day while increasing your productivity at work, working more effectively, and decreasing your stress level. Being Busy Doesn’t Mean You Are Being Effective You may be busy, but are you really getting work done? Are you effective? Are you accomplishing? [.].

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Sales Manager Coaching Blunders Revisited

Steven Rosen

Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers can make all types of blunders. Do You Want To Increase Sales Performance? Transforming your sales managers from good to great coaches can have a dramatic impact on sales.

Coaching 290
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Value of Contact Strategy – Sales eXchange – 141

The Pipeline

While we talk about “a sales cycle”, but the reality is that a sales person could in fact have multiple cycles unfolding at the same time, all different in length. Based on your offering there could be different elements that come into play, different product lines, software vs. professional services, as an example. On the other hand, the zone ( active, passive or status quo ), the buyer has a direct influence on the length of the sales cycle as well; those actively engaged in the ma

Strategy 267
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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A Powerful Answer To The, “I Want To Think About It” Objection

MTD Sales Training

“I want to think about…” may be the most popular objection in the world, and still causes many sales people a lot of grief and substantial income. The reason behind the objection is usually that the sales interaction did not successfully inspire a sense of urgency in the prospect. As I have said before, you [.

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You Can’t Negotiate This…

No More Cold Calling

Stick with core brand building, innovation, and product development, even in volatile markets. It’s tempting, in a yo-yo economic climate to slash costs and investment across the board. Don’t. Get selective. Get lean. Discretionary spending is negotiable. What’s not negotiable are brand building, innovation, and product development. That’s what Ram Charan wrote in Fortune on February 12, 2008, “ Managing Your Business in a Downturn ”. .

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Hang Up Man!

The Pipeline

It’s sad that at times sales people seem to know little about their potential prospects’ real objectives and goals, but it is completely intolerable that many have no idea what their own objectives are when calling on a potential prospect, and how to best attain them. This most often is the reason for their lack of success, what’s the old saying “if you don’t know where you are going, no road will get you there.” (No corrections please).

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3 Quick Important Trade Show Tips

MTD Sales Training

After a recent visit to a trade show, I felt I had to point out a few of quick thoughts that we all need to keep in mind. I am going to make this short and sweet and not going to give you too much, because that is the problem—TOO MUCH! #1 – Too Much [.

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Are You Prospecting or Wasting Your Time?

The Sales Hunter

Sales prospecting is all about finding potential customers. The problem is too many salespeople spend time doing things they think are going to bring them prospects, when in reality all they’re doing is wasting time. What I’m talking about is the amount of time salespeople can spend networking with people who have zero potential of ever being a customer.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Looking for Women B2B Sales Lead Generation Experts!

Score More Sales

Are you a woman in the lead gen business in B2B selling? Do you work at the front end of the sales cycle generating hundreds or thousands of leads over time for your company (or companies)? There is a search going on for the Top 20 Women to Watch in Sales Lead Management. Are you a man who knows of a woman colleague, client, or partner who should be nominated?

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Metrics – Shmetrics!

The Pipeline

Metrics are key to sales success, we all heard and know that if it is not measured it does not count, and that if it is not measured or doesn’t seem to count, it is hard to change, usually for the better. Some have difficulty knowing where to start, but as you can see from the video below, and this complementary article, it is best to start at the end and work back.

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A Myth of Successful Sales Management - You Have to Sell to Manage

Anthony Cole Training

Here is an excerpt from a recent CBS College Basketball article : "Of the Sweet 16 teams remaining in the NCAA tournament, four are coached by guys who never played college basketball -- Crean (Indiana), Marquette's Buzz Williams (a former Crean assistant), Cincinnati's Mick Cronin and Baylor's Scott Drew. Unlike Crean, the other three broke into coaching as student managers.

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6 Sales Motivation Training Tips for Sales Leaders

The Sales Hunter

You’re a sales leader and you want to motivate your team and you ask the question, “How can you provide sales motivation training?” Here are 6 tips you can use right now: 1. If you’re not positive, your people won’t be positive. Your team takes cues from you, and if they hear you talking negative about customers, headquarters, or anything else, then it’s only natural they will pick up your negative style. 2.

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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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Can Your Company Create a Sales Influencer?

Score More Sales

It is exciting to announce the first of a series of roundtable conversations on what a sales influencer is. This is important because: 1) What company or brand doesn’t want to have a sales influencer on board? 2) Think of the possibilities within your company and beyond once this becomes part of your title. 3) Any strategy that helps you differentiate from being just a vendor is a good thing, right?

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Don’t Miss Out on The Year of The Webinar

Jeffrey Gitomer

Tweet Have you signed up for my Year of The Webinar package yet? You still have the opportunity to benefit from 12 webinars that will help you become a better salesperson. Here’s a preview for the next webinar in the series: My Year of The Webinar series started back in February, but if you sign up, you’ll have access to the recordings of the webinars you couldn’t see live—from now until November.

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Effective Joint Sales Calls for Sales Success

Anthony Cole Training

One of the critical components of sales coaching is the ability of the sales managers and their sales people to run effective joint calls. As a president of a company occasionally I have sales people call on me. Whenever two people come out on the call my first thought is: Which one is the rookie? My other thoughts are: Why are two people here? Why is the manager with the salesperson?

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Discounting Your Price is Not an Option

The Sales Hunter

Does it make sense to discount your price to make a sale? Does discounting your price lead to more business? These are two questions I get asked a lot. I could give you any number of reasons why discounting your price does not make sense, but let me say the number one reason is your integrity. Need I say more? When you offer someone a discount that you have not offered to someone else, what does that say about you?

Discount 196
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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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Money Talks -- Part II

Sales and Marketing Management

This is Part II of a two-part article. If you haven’t read Part I, you can find it here. In Part I of this article, I asserted that the fundamental problem with most sales compensation plans is they don’t work well. They don’t motivate the performance and behavior that employers are looking for. I reviewed the most common salesperson salary structure of base pay plus commission and also looked at base pay plus commission plus a bonus.

Salary 129
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Why Did I Lose the Sale? 6 Win-Loss Analysis Questions

HeavyHitter Sales

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. To accomplish these studies I have interviewed hundreds of C-level executives and countless mid-level managers and lower-level personnel. Click here to learn more about Win-Loss Analysis.   Losing is always hard.

Analysis 146
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Join the Global Business Cocktail by Fabrizio Faraco

Increase Sales

Recently in the news two assertions in the global business community attracted my attention: The traditional marketing funnel is dead. The marketing is the product. The first one populated a lot of blogs following the dissemination of outcomes of a Forrester Consulting survey compiled for Facebook in December 2011 to evaluate how marketing leaders are building brands in the connected world.

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Do You Prep for the Call? You Should!

The Sales Hunter

Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. As a rookie salesperson, I learned that when it comes to making sales calls, it’s best to follow the Boy Scout motto: Be prepared.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Money Talks!

Sales and Marketing Management

Sales compensation seems to be a mystery to the owners and managers of many businesses. I get calls and e-mails frequently asking about compensation standards, and the truth of the matter is there aren’t any. For every 100 companies, there are probably 120 compensation plans in place, with many individual salespeople operating on different plans within the same company.

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Crocodoc Brings Online Commenting and Markup to Any Document

Fill the Funnel

Crocodoc simply and elegantly allows you to view any work or image file on your computer including Microsoft Word, Excel or PowerPoint, PDF’s and even images beautifully in your browser. Next you have the ability to mark them up, add notations, yellow highlights and even draw arrows and graphics right on your screen. You are also able to share and embed these files anywhere you desire online.

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Sales Leadership The Talent of Realistic Personal Goal Setting

Increase Sales

Sales leadership is truly about leading yourself first. One of the best talents to demonstrate this self leadership behavior is realistic personal goal setting. This talent or strength is probably the one most often learned through the Osmosis Learning Theory to the School of Hard Knocks rather than in the K-16 educational system where it would make far more sense to be initially learned.

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Sell Your Strengths. Ignore Your Weaknesses.

The Sales Hunter

Yes, this might sound harsh, but hear me out. Your customers aren’t looking to buy your weaknesses, so why should you focus on them? Don’t! I’m not saying to misrepresent yourself and what you sell if your customer does ask about a weakness. What I’m saying is keep your focus on your strengths. This might sound simple, but I’ve encountered far too many salespeople who at one point or another in the sales process, without any prompting, will blurt out something lik

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Money Talks -- Part II

Sales and Marketing Management

This is Part II of a two-part article. If you haven’t read Part I, you can find it here. In Part I of this article, I asserted that the fundamental problem with most sales compensation plans is they don’t work well. They don’t motivate the performance and behavior that employers are looking for. I reviewed the most common salesperson salary structure of base pay plus commission and also looked at base pay plus commission plus a bonus.

Salary 120
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The Best Sales People Don’t Close Everything

A Sales Guy

As sales people we don’t have to sell to everyone. We can tell prospects; “Thanks, but no thanks.” The best sales people know this. There is this unwritten rule that says, for some reason, sales people HAVE to sell to everyone. The truth is we don’t. Just because someone wants to buy, doesn’t mean we have to sell to them.

Closing 114
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The One Way Street of Relationship Selling – Friday’s Editorial

Increase Sales

Relationship selling is a great sales strategy when combined with this element – gratitude or what my colleague Dan Waldschmidt calls a giving mindset. However many small business owners and sales professionals truly miss the boat when it comes to being giving, being grateful for their relationships be them clients, customers or business to business ones.