Sat.May 11, 2013 - Fri.May 17, 2013

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Jack Welch’s Sales Management Concepts

MTD Sales Training

'Jack Welch has been voted one of the most influential managers of the twentieth century, and the effects of his style is still being felt today. He was the CEO of General Electric (GE) from 1982 till. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Conditions Are Not Objections (#video)

The Pipeline

'By Tibor Shanto – tibor.shanto@sellbetter.ca. In the heat of a sale, it is sometimes easy to confuse a condition to the sale with an objection. The key is to understand what you are really dealing with, and respond accordingly. Done right, it could solidify the sale and the resulting relationship with the buyer. Take a look, then download the Objection Handling Handbook , and let me know your thought.

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How to Drive More Sales Every Quarter

Steven Rosen

'Effective Quarterly Business Reviews Drive Sales Performance. Both business acumen and business planning are becoming a much more integral skill for sales reps and sales managers. Company’s business planning processes require sales reps to build annual business plans. To have an effective business planning process it is important that companies build in proper follow up and follow through to ensure execution and establish accountability to the business planning process.

How To 281
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The Biggest Thing Sales Leaders Overlook: SALES!

Jeffrey Gitomer

'Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? Why not do something to actually help? REALITY ANSWERS: (Pick any or all that apply.) You’re an idiot who knows nothing about leadership, coaching, or creating winners.

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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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The Transition From Small Talk To Real Business In A Meeting

MTD Sales Training

'This is an interesting question that came up in one of recent sales courses. The sales person wanted to know if there was an ideal time period to spend on idle chit-chat (or rapport-building, as he. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 262

More Trending

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PowerViews with Michael Brenner: The Battle for Customer Attention

Pointclear

'My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few.

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What Are My Competitors Doing That I Am Not?

SBI Growth

'“What are my competitors doing that I am not?” That’s a question I often hear from marketing leaders. The one thing the best marketers are doing is Contextual Content Marketing. Everybody is producing content these days. There’s no shortage of it on any topic under the sun. Unfortunately, simply producing content is no longer a source of competitive advantage.

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Using Robert Cialdinis Persuasion Techniques In Sales- Video Blog

MTD Sales Training

'When we ask for things that we want others to do for us, many times we just ask for the favour or the request is made without outlining the reason for it to be carried out. Watch this short video. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Video 245
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Why Are You In Sales? – Sales eXchange 200

The Pipeline

'By Tibor Shanto – tibor.shanto@sellbetter.ca. At the end of this post I will ask you a specific question that I would love you to answer, and I thank you here in advance. Two things happened this past week or 10 days that led to this week’s Sales eXchange being a bit different than the usual, and isn’t that what we always strive to be in sales. First is the fact that this is the 200th Sales eXchange post, and while I had given it much thought, someone asked if I will be marking the fact in a

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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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Impact of Sales Process versus Sales Coaching

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan We are in the middle of the first day of our 2-day Sales Leadership Intensive. While most attendees admit that they must be more effective at coaching, many who said they have some kind of sales process in place didn''t come to the same conclusion. So, why is it so obvious to sales leaders that they need to improve their coaching, but so elusive that they need to improve their sales process?

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Aligning Customer Objections to the Buying Process

SBI Growth

'Fix your sales problem in 5 easy steps – sounds great, doesn’t it? Formulaic approaches such as this are very tempting. Furthermore, they align with our fast food, quick fix mentality. Seem too good to be true? That’s because it is. Don’t get me wrong, I revel in an easy solution. Unfortunately, most quick fixes are band-aids as opposed to real solutions.

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Avoid The Five Biggest Sales Email Blunders

MTD Sales Training

'We see so many emails come through our office that, in all honesty, are an embarrassment to our profession. They are poorly laid out or lack impact or are lame in the extreme, too patronising, or. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 245
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The Real Reason Sales People Struggle to Close Opportunities

Pointclear

'This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities.

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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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Why Old-School Selling No Longer Works

No More Cold Calling

'Just say no to “no.”. There’s a longstanding mantra in sales: The more no’s we get, the closer we are to a yes. Well, not in my book. It’s time to retire and toss this worn-out way of thinking. . Out With the Old. This sales mantra emanates from an old-school sales formula : Make 100 cold calls, talk to 20 people, set eight to 10 appointments, and get one client … if you’re lucky.

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When to Pull the Plug

SBI Growth

'The following is about a CEO who fired his new sales leader after 60 days. He still made the number. Last year, we were hired by a CEO named “Bill.” Bill had recently hired a new sales leader named “Steve.” When we began working with Bill, Steve was 45 days into his new role. The first day I met Bill, we went to lunch. He was concerned about Steve.

Hiring 241
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Make a Sale on Monday. It Does Wonders for Your Week.

Jeffrey Gitomer

'Tweet If you’re looking for consistency in selling performance, try these steps. You won’t believe how lucky you start to get. Monday. How you do on the first day of the week sets the tone for the rest of it. And how you do on Monday is based entirely on how smart you worked last week. If you are disciplined enough to follow these methods, you won’t believe the difference it will make in your week and your productivity. 1.

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Inside Sales Power Tip 113 – Energy

Score More Sales

'Remote professional selling requires a certain level of energy and enthusiasm that conveys confidence in yourself, your company, and your services or products. It is a fine line between enough and not too much. Too much is when someone sounds hyped up on more caffeine than a human should be allowed. More than anywhere, I see this when I go into a coffee-house and the barista is talking too much, too loud, and obviously drinking way too much coffee.

Energy 222
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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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How Do You Know Your Price is Too High?

The Sales Hunter

'Salespeople call me all the time saying how they’re struggling because their price is too high. When I ask them why they think their price is too high, they say something like how they know they could close more sales if their price was lower. When I challenge them more, they then say how customers tell them the reason they didn’t buy from them was their price was too high.

B2C 226
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Hiring a Sales Manager - External or Internal?

SBI Growth

'"Should we hire an external Sales Manager or promote from within?". It depends. Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. This post helps you decide between hiring an internal or external Sales Manager. You can download the SM Hiring Decision Guide here. It contains the 3 key decisions points discussed below, plus 7 more.

Hiring 239
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Create Value to Avoid Discounting

Sales and Marketing Management

'Issue Date: 2013-05-01. Author: By Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: Protecting your pricing and margins requires a disciplined, well-planned approach throughout the customer acquisition process. Columnist Tim Riesterer discusses plugging value leaks. Protecting your pricing and margins requires a disciplined, well-planned approach throughout the customer acquisition process.

Discount 178
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Good Reads for B2B Sales - Sales Intelligence with Google

Pointclear

'Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Tap CRM to Give Your Customers a Pleasant Surprise. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers.

Google 178
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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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Slow Sales? Training May or May Not Be the Solution.

The Sales Hunter

'Is your company and/or sales team in a bit of a sales slump? I know it may surprise you to hear me say this, but sales training is not always the solution. Unfortunately, training is often pegged as the solution for everything. Obviously, I do often see where organizations could benefit greatly from training. Sometimes, sales training is exactly what is needed!

Training 210
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The New Sales Leader Currency - Social Debt

SBI Growth

'Sales VPs need to make the number this quarter. Sales Managers want more new business. Sales Reps need more leads. The pressure is on to consistently perform. But the environment to perform has changed dramatically. Prospecting for leads is being replaced by Social Selling. And the foundation for Social Selling is creating Social Debt. Get the Creating Social Debt Guide.

Hiring 239
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See Jeffrey Gitomer LIVE in Greeneville, TN | Wednesday, June 19, 2013

Jeffrey Gitomer

'Tweet The promo code GITOMER grants a special ticket price of $99 for our fans! The post See Jeffrey Gitomer LIVE in Greeneville, TN | Wednesday, June 19, 2013 appeared first on Jeffrey Gitomer’s Sales Blog.

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Your Professional Network Is Money in the Bank, Invest It Well

Increase Sales

'People buy from people they know and trust. ( Sales Buying Rule #1) As an entrepreneur, sole proprietor, small business owner, C Suite executive and even college student, by meeting new people you as a business leader expand your business to business professional network. This expansion is very much like interest earned on your savings account in your bank or your IRA.

Banking 172
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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Sales Motivation: Celebrate Success Each Monday Morning

The Sales Hunter

'Best way to ensure the week goes well is by starting the week off with a celebration. First thing you should do at the start of each week is to celebrate a success from the previous week. This morning and each Monday from now on, review a great sale from the week before or review the list of new prospects you generated last week. Whatever it is, review it and celebrate it!

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What's Happening at the Top of your Sales Funnel?

SBI Growth

'Chances are you’ve got a good handle on the bottom of your funnel. For opportunities more than 60% probable, you can accurately forecast revenue. These are the opportunities you can taste. Your managers and reps focus on them and you track progress weekly. Time starved managers give crucial hours to these opportunities. But would you say the same about the top of the funnel?

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Jeffrey Gitomer’s Deal of the Week – Network With No Fear!

Jeffrey Gitomer

'Tweet. The post Jeffrey Gitomer’s Deal of the Week – Network With No Fear! appeared first on Jeffrey Gitomer’s Sales Blog.