Sat.Dec 01, 2012 - Fri.Dec 07, 2012

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And You Call Yourself A Sales Professional?

MTD Sales Training

Every year I attend about 200 or more exhibitions and trade fares around the world and it doesn’t matter what country I am in or what market the exhibition is representing I always meet with the same. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 307
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Presidents Club Winner…NOT

Steven Rosen

Many companies run Presidents Club, STAR Club and Summit programs to reward and recognise their top sales performers. Usually there is money or a trip plus special recognition associated with being a “top” performer. The question is: Does your program truly reward top performance and how do you know? In building a Top Performers Program, sales management needs to decide what they want to reward.

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Are You Qualifying for Budget or Out Of A Sale?

The Pipeline

Many people involved in sales seem to be fixated with budget; they want to qualify for it way to early in the process. I know it is important, but you maybe disqualifying perfectly good buyers for the wrong reason. Your job in sales is to well, sell, which means identifying requirements or gaps in the prospect’s current situation. But most, about 75% of potential buyers, don’t know, realize or admit they have requirements or gaps, remember – status quo is your biggest hurdle.

Maximizer 267
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The Value Of Brands In Social Media

Jeffrey Gitomer

Tweet By Mitch Joel , President of Twist Image – an award-winning Digital Marketing and Communications agency. What if we started with business… how would we do? How badly do people want to be connected with brands? I’ve been thinking a lot about the pervasiveness of brands in the social media channels. From a business perspective, it could not make me happier.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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3 Times When You Absolutely, Positively Need To SHUT UP!

MTD Sales Training

Let’s not even debate the point. It’s a fact that most sales people just talk way to darn much! In particularly, when the pressure is on and the sale hangs in the balance, suddenly a near involuntary. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

More Trending

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Who You Gonna Call? – Sales eXchange 177

The Pipeline

When I work with new companies I ask people at all levels of the sales team a few basic questions, all dealing with ‘who’ Who do you call on? Who uses your product? Who decides? Who pays? Who benefits? In most instances three or four of these people are not the same. It is also true that more often than not only one or two of these people are actually called by reps when they are prospecting.

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Sell More and Serve More with Upsells and Cross-sells

Jeffrey Gitomer

Tweet By Lisa Sasevich , known by many as the Queen of Sales Conversion. One of the reasons I’m known as the Queen of Sales Conversion is because I’m always showing you how to cash in on the low hanging fruit in your business. Two of my very favorite ways to do that are through upsells and cross-sells. They not only add more income, but they allow you to serve your clients more deeply.

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Why Most Closing Techniques Just Suck

MTD Sales Training

If you have been around the world of selling for any real length of time then you have to have said to yourself, “This close sucks!” At least once in a while you have to feel that most of the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Closing 254
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Success in Sales is Not Due to What You Sell. Success in Sales is About How You Sell.

The Sales Hunter

As 2012 comes to an end, it’s time to assess who or what is responsible for your success or lack of success. Your success is due to you and it’s time to take responsibility for it — and to quit trying to say the reason for a lack of success is due to what you are selling. Recently Zig Ziglar passed away and I can’t help but remember how much he used to talk about this.

Closing 260
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Yes, and…

The Pipeline

Sometimes it is not what you say but how you say that help the buyer get engaged. Take a look and give it a go. [link]. What’s in Your Pipeline? Tibor Shanto.

Pipeline 265
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3 Crucial Steps to Help Stop Chasing Bad Prospects

SBI Growth

Five weeks ago I shadowed a sales rep on a series of calls during a typical day. The day was extremely productive…until we landed on a prospect he had been calling for 6 months. This call was brief, and matter of fact. The prospect was courteous, polite, and even sounded happy. But after the call, I found out that this scene was identical to one that had occurred at least 6 times before.

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Accomplish More by Doing Less

Jeffrey Gitomer

Tweet By Darren Hardy, Publisher of Success Magazine. We all have our to-do lists that seem to keep growing even as you check off some tasks. Your workdays get longer, your time with family dwindles, and you find that even though you are in constant motion, you’re really standing still. Reevaluate how you spend your time and stop doing the time-wasters.

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9 Ways to Find Out if Your Customers Think You Are a Sales Leader

The Sales Hunter

I’m not talking about your company or what you sell as being a sales leader. What I’m talking about is would your customers say you are a sales leader? It’s easy for us to think of ourselves as being a sales leader. It’s only natural for us to view ourselves in a positive light. But the real payout is in how our customers view us.

Customer 233
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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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In the Scramble for 2013 Sales Team Planning

Score More Sales

Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. Some have completed theirs. I know some really great smaller organizations that don’t complete this important task until sometime in Q1 – in a panic because they didn’t get things done Q4, they extend the old comp plans and ultimately make changes sometime in mid-January.

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Hiring Sales Talent: A Tool to Help CEOs Get It Right the First Time

SBI Growth

Effective growth CEOs can balance working on short-term sales tactics and long-term business strategies. Growing the company means having time to focus on strategic business objectives like: Acquiring new companies. Developing new products. Penetrating new markets. Raising additional capital. We recently interviewed a number of CEOs. A theme emerged around how much time to spend “in” sales tactics.

Hiring 241
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Unplug, Recharge Your Business Battery, and Be Better for It

No More Cold Calling

Sales hums with on-the-go, in-touch, and connected relationships. Even referral-selling stars need a little down time. They say a picture is worth a thousand words. American Airlines got it in five. What’s your passion, where do you want to travel, where do you spend your time? Stop and think about it. Stop and do it. Capture the experience of your life— live.

Travel 191
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Everyone in Sales Wants to Learn how to Sell their Product or Service Better. And Everyone is Wrong.

Jeffrey Gitomer

Tweet Oh sure, selling skills are an integral part of the selling process, and occasionally have to be employed. But understanding and mastering the other elements of a “sale” will get you further quicker, and with a greater profit. Want to learn more? Join me next Monday for my webinar on Sales Redefined: [link].

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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How Accessible is Your Prospect Call List?

The Sales Hunter

Salespeople are quick to make up excuses as to why they haven’t been able to prospect as much as they should be. What makes this funny is salespeople know they should be prospecting more — they know the reasons why they need to do it, but they just don’t do it. Even though they know they should do it more, they don’t do some of the easiest things to allow them to have the time to prospect more.

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New Sales Comp Plan? HR's 5 Must Dos.

SBI Growth

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. Included are 5 actions that HR must take to help rollout. As well, a tool is included – a sample rollout communication plan. Fast forward to April of 2013. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They are trying to decide between keeping and scrapping the recently-implemented Sales Comp Plans.

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CMO to CIO: “I want to friend you”

Sales and Marketing Management

Issue Date: 2012-11-01. Author: Janet C. Jessen. Teaser: A study by the CMO Council found that marketing and information technology executives agree that digital marketing is important to their companies, but neither felt they were partnering effectively with the other. The convergence of marketing and technology demands that CMOs and CIOs become best friends if not one in the same person.

Study 174
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HUGE BONUS for Webinar Boot Camp 2012

Jeffrey Gitomer

Tweet HUGE BONUS: Sign up for my Webinar Boot Camp by this Sunday, Dec 9, 11 PM EST and get access to the recordings of my sold out Webinar Boot Camp 2011 with sessions on Cold Calling, Personal Branding, Differentiation, and How to Have Your Best Year Ever. Register here – [link]. What are you waiting for???

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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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VIDEO SALES TIP: You’re Taking a Price Adjustment, Not a Price Increase

The Sales Hunter

Want to have greater success with your price increases? Of course you do! Stop calling them price increases. Instead, use the words “price adjustment.” Using language like this immediately puts you in a position to demonstrate to your customers how the price adjustment will allow you to continue to provide the great support and service they are accustomed to.

Video 183
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Operationalize Personas to Meet Your 2013 Goals

SBI Growth

Hey, Sales Operations leaders. Do you want to increase sales and meet your 2013 goals? Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Over the past year, many organizations have built buyer personas (Read more about buyer personas here and here ). Unfortunately, many of these projects have failed to live up to their hype.

Meeting 235
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Higher Education

Sales and Marketing Management

Issue Date: 2012-11-01. Author: Dave Stein. Teaser: Sales trainers often emphasize that in order to gain and maintain a level of competence in selling, salespeople must focus on the basics — Sales 101. That’s true, but there’s a wrinkle. If the basics are all your salespeople know and can do, competitive sales campaigns will be a battle among equals.

Education 154
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How to Increase Sales May Be As Simple As Just Enjoy Life!

Increase Sales

Just enjoy life sounds simple. Yet, for crazy busy small business owners, the ability to just enjoy life is not simple nor easy. Credit sxc.hu. The ongoing pressures from a variety of buckets, so to speak, keep adding to the internal pressure cooker until one day turns into another day of just getting by without exploding or busting a gasket. To enjoy life does require a change of attitude.

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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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How Has Your Sales Process Changed?

The Sales Hunter

If I asked you what has changed in the last year with regard to your sales process, what would you say? I like asking this question when I meet with salespeople and I’m amazed at the number of people who say they can’t think of anything that’s changed. Too bad because your customers have changed. If your customers have changed, how do you expect to be successful if you haven’t changed too?

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Why Sales Leaders Shouldn't Skip this Critical Hiring Step

SBI Growth

To hire effectively you need to observe sales candidates in action. This requires a “real life” scenario be required as part of the hiring process. Most sales leaders discount the job tryout because it is difficult. It is the most important component of any hiring process. This post is written for the head of sales of a rapidly growing organization.

Hiring 233
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Are You Qualifying for Budget or Out Of A Sale?

The Pipeline

Many people involved in sales seem to be fixated with budget; they want to qualify for it way to early in the process. I know it is important, but you maybe disqualifying perfectly good buyers for the wrong reason. Your job in sales is to well, sell, which means identifying requirements or gaps in the prospect’s current situation. But most, about 75% of potential buyers, don’t know, realize or admit they have requirements or gaps, remember – status quo is your biggest hurdle.

Maximizer 120