SBI Growth
JANUARY 3, 2013
As the CSO, you want to arm your reps with every tool to give them an advantage. One of the most common we see is the ROI Calculator. At first glance, the ROI document seems like a great idea. Enter the customer’s current numbers. At the bottom, in a bordered box, it spits out an ROI figure. How can the customer say no to that? Anybody who has placed an ROI calculator in front of a customer knows differently.
Steven Rosen
JANUARY 4, 2013
Let’s face it most New Year’s resolutions fail. Studies show that 92% of New Year’s resolutions just don’t happen. You may have already forgotten yours. Welcome back to work. Once again, you are dealing with the daily minutia of the 100+ emails you received over the break, meetings throughout the month of Jan and dozens of voice messages. There is no way you are going to be able to focus on your New Year’s resolutions.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Pipeline
JANUARY 4, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. It is bad enough when this expression is used figuratively, but it is sad and dangerous when sales people actually and literally do it. What’s in Your Pipeline? Tibor Shanto.
MTD Sales Training
JANUARY 3, 2013
Scientists tell us that humans have more than one brain. Some people you know may disprove that rule (only half a brain?!) but the truth is that everyone has three parts to their brain: firstly, [[ 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.
SBI Growth
DECEMBER 30, 2012
Over the past year, there have been many great Marketing & Lead Generation blog posts. What best practices have you applied to your business? What opportunities are planned for the future? I offer you an executive summary of key takeaways from SBI’s marketing related posts. I have compiled the top 15 questions to evaluate your performance against best-in-class marketing operations.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
JANUARY 2, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. As we make our way back to work from time spent with family, friends and credit cards, we are about to besieged by a wave of articles, blog posts, tweets, and other sources touting the (new) trends for 2013. I have been approached by a half dozen or so outlets asking for my input. While I understand the purpose, I am not sure this type trend spotting adds much value to the discussion, or the ability of organizations or individuals to improve their
MTD Sales Training
JANUARY 2, 2013
On my first day at work, I was given a list of people to call and a phone. I was told that the more people I called, the more success I would have. Well, although it was a partly successful , I soon. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
DECEMBER 29, 2012
New year. New quota. If you are a Sales Rep in this reality, ask yourself these two questions: Is my new quota fair? To meet my new quota, how can I find buyers ready to buy? Sales Reps with fair quotas and BANT qualified buyers blow away their numbers. This truth was reaffirmed recently when I interviewed a software sales rep named Geoff. He consistently performs in the top 5% of his sales team.
No More Cold Calling
JANUARY 3, 2013
Everyone yelling, “Me, too!” as they hop on the social media bandwagon makes for a crowded ride. Understand the platforms, distinguish yourself, and get ahead of the noise. Want to get the real scoop about social selling? There are a lot of fakes out there and a lot of confusing lingo. My colleague, Barb Giamanco tells it straight and without techie talk.
Advertisement
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.
The Pipeline
DECEMBER 31, 2012
By Tibor Shanto – tibor.shanto@sellbetter.ca. As of the time of me writing this piece, America was still rushing head-long towards the “Fiscal Cliff”, by the time you read this, they may have even gone over. A pretty stupid thing for a bunch of guys who every two years spend a lot of time telling how smart they are; some of them will even try to convince you that it is indeed an accomplishment.
Sales and Marketing Management
JANUARY 1, 2013
Issue Date: 2013-01-02. Author: Chris Bijou. Teaser: The greatest assets any sales team has are the best responses they provide to current and potential clients. Collaborating as a team to improve responses and conversations should be the highest priority of sales teams for the coming year. Here are 10 traits that will help improve sales teams’ conversations and push each team member to become a quota-busting salesperson.
SBI Growth
DECEMBER 31, 2012
Welcome to the final SBI blog post of the year! By now, HR and Sales leaders have solidified their common 2013 goals. A comprehensive talent management plan is essential. Before you get deep into the New Year, consider some unexpected advice about B players. Also, take advantage of a downloadable tool to make the most of your human capital. Time for Topgrading.
The Sales Hunter
JANUARY 4, 2013
People are quick to say how cold-calling doesn’t work and how if you’re doing cold-calling, you’re wasting your time. If you choose to believe cold-calling doesn’t work and you are going to rely exclusively on referrals, then I suspect you either have a very low-level of expectations or you have a network that rivals a political organization.
Advertisement
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
The Sales Heretic
JANUARY 4, 2013
What are the best failures to learn from? Somebody else’s! And here’s a unique opportunity to learn from the mistakes of six different business experts. Join me, Michele Price, Dino Dogan, Andrea Waltz, Ian Cleary and Stephanie Calahan for a special episode of Breakthrough Business Strategies Radio. In this hour-long program, we share our biggest [.].
Score More Sales
JANUARY 4, 2013
For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. Sometimes they are realistic and helpful, other times they are poor guesses done by people who don’t know how to set good revenue goals. In my sales career I had new revenue goals that seemed attainable, others that seemed like a healthy stretch – doable if everything worked together.
SBI Growth
JANUARY 2, 2013
Another year has gone by, and you fell short on your sales number. What’s next? Don’t waste time worrying about 2012 anymore. It’s gone. There’s nothing you can do to change it. But you can excel in 2013 because of your shortcomings in 2012. There are 3 main areas to look to answer these questions. And with these answers come chances for improvement in 2013. 1.
The Sales Hunter
JANUARY 1, 2013
How’s your sales process? Do you have any sales trash? Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales. Time to throw that stuff out and start 2013 on the right foot. It’s a great time to throw out any pieces of your sales process or how you spend your day that just don’t make sense.
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.
Jeffrey Gitomer
JANUARY 2, 2013
Tweet Here are a couple things you should resolve to do in the coming year that will allow you (and me) to over succeed and over achieve: 1. Allocate your time in 30-minute segments. This gives you a full understanding of whether your time is being “spent” or “invested. 2. Take at least two of your allocated segments (one hour) and dedicate them to writing each day.
Score More Sales
DECEMBER 31, 2012
It’s been quite a year, and amidst all the noise, some stellar pieces of sales advice to help grow your front line revenues. We are just sharing some favorites, including one amazing video (get your pen and paper out for it) from our friend Todd Schnick of The Intrepid Group, our own top posts, and some great sales community sites. Sit down with a coffee or tea and gain some insights to help you kick 2013 off as the best sales year ever.
Anthony Cole Training
JANUARY 2, 2013
I was in church on the 24th of December for Christmas Eve mass. Seated in front of me was a mother and daughter. The daughter looked to be about 6 or 7. She had jet black curly hair, dark complexion, brown eyes and a wonderful child's smile. To begin the mass, we all stood as the cantor instructed us where to go in our hymnal to find our opening song.
The Sales Hunter
JANUARY 3, 2013
This argument has been going on for years. Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. Challenge is, “Why does each side believe what they do?” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting.
Advertiser: ZoomInfo
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
JANUARY 3, 2013
The last few days I have been engaged in several conversations about social selling and the overall sales process. There seems to be an ever growing gap between social selling and actually realizing the goal to increase sales. What some sales people believe is just by being social through the various Internet sites will somehow automatically increase sales.
Jeffrey Gitomer
JANUARY 3, 2013
Tweet “It’s not about right or wrong – it’s how you react to and handle the problem.
Anthony Cole Training
JANUARY 3, 2013
Well, if I really stop to analyze the last 20 years Anthony Cole Training Group has been in business I am sure that I would find multiple things that I've been wrong about but for today let me just focus on this ONE thing that I've been wrong about. Now to take a minute to defend myself I haven't been wrong about this one thing all the time. There have been moments in sales training sessions and when working with sales managers I have made a better clarifying statement about this ONE thing for s
The Sales Hunter
DECEMBER 29, 2012
Your eyes reveal a lot about how much you believe in your price. Are you giving eye contact? Are your other non-verbals and body language conveying confidence in your price? Don’t kid yourself. Your customer will pick up on any inconsistencies. If you are saying one thing with your words, but your eyes and body language are saying something else, they will believe the non-verbals.
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
JANUARY 2, 2013
Over year the years, I have lost count of the times I heard “I can’t do this” or “I can’t do that” when working with small business owners to sales professionals. In most cases, these can’ts are internal lies that become hurdles to the capacity to increase sales. For most of us when we speak the word “cannot” or “can’t,” we are internally reaffirming a don’t that began in our early childhood and from that negative co
Jeffrey Gitomer
JANUARY 4, 2013
Tweet Positive mental attitude is determined by you. Not others. -Gitomer.
Anthony Cole Training
JANUARY 2, 2013
I was in church this holiday season and, seated in front of me, was a mother and her 6-year old daughter. The daughter had jet black curly hair, a beautiful complexion, brown eyes and a wonderful child's smile. As we began the service, the music director instructed us to turn to song 358 for the opening song, which would be Joy to the World. The little girl pumped her fist in delight and, when the music began, she sang along with a great deal of enthusiasm.
Expert insights. Personalized for you.
319 
Let's personalize your content