SBI Growth
NOVEMBER 21, 2013
'As CEO, you feel like you have seen this movie before. Sales gets off to a fast start at the beginning of the year. Come Q4, that lead has evaporated and now sales is threatening to miss the number. They struggle to close deals. Excuses come from every direction. Your sales leaders will frantically try every trick in the book. The victims here are your potential customers who have to deal with a barrage of sales tactics.
Bernadette McClelland
NOVEMBER 19, 2013
'Is the day of the dinosaur salesperson over? Salespeople who do not move with the times will lose their jobs. Period. If you are someone who has been in the same role, with the same accounts, selling the same products for years. If you are someone who tells the same stories, approaches customers the same way, thinks personal and professional development is for the woo woo people.
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MTD Sales Training
NOVEMBER 20, 2013
'Pete Cashmore, the CEO of Mashable, spoke recently about what he does at weekends to ensure that he has a good work/life balance and prepares himself for the week ahead. The link to his article is. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Heretic
NOVEMBER 21, 2013
'As a professional speaker, I travel a lot. Which means I stay in a lot of hotels. As a result, I have a lot of appreciation for how hard housekeepers work and how important tips are to them. At the conclusion of a recent stay, I had just left the room with my luggage when [.].
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SBI Growth
NOVEMBER 19, 2013
'Sales reps want solid materials to support them in sales campaigns. Today this means having the right content at the right time. Having the right content enables the sales rep to have the best chance to make a sale. How does this happen? It starts with the Marketing departments buyer centered marketing strategy. In this post, I’ll discuss 5 critical actions that need to take place to enable your sales force.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
NOVEMBER 19, 2013
'So you’ve really done your homework on this new prospective client. You’ve put in hours of preparation for this meeting and you’ve set off early to travel the 120 miles to meet with them. And because. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
NOVEMBER 21, 2013
'You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 percent were actually qualified.
SBI Growth
NOVEMBER 20, 2013
'A few years ago, I interviewed Brent for a B2B sales rep job. Like others, he gave solid answers to my questions about his experience and credentials. But something clearly set his interview apart from the other candidates. I couldn’t put my finger on it right away. Brent was clearly an “A” player. His track record was impressive. After the interview I was puzzled by exactly what made him unique.
The Pipeline
NOVEMBER 21, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. For the longest time we were encouraged to use the BANT as a means of qualifying potential buyers, and I guess by extension shorten sales cycles and get more sales. When you think of the components of BANT > B udget, A uthority (to purchase), N eed and T imeframe, they all look sound and valid.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
MTD Sales Training
NOVEMBER 19, 2013
'There’s a quote originally attributed to Abraham Lincoln that goes something like “If I had an hour to chop down a tree, I’d spend 55 minutes sharpening my ax!” I’ve. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
NOVEMBER 17, 2013
'Issue Date: 2013-11-01. Author: Dave Stein. Teaser: Post-mortoms on failed sales training reveals common threads as to why companies are wasting their training budgets. The good news: the problems are correctable. Post-mortoms on failed sales training reveals common threads as to why companies are wasting their training budgets. The good news: the problems are correctable.
SBI Growth
NOVEMBER 22, 2013
'If your company has been acquired, you can expect change. Change is often good, but not always, and usually not for everyone. At the level of VP Sales, you need to evaluate your future within this change. Do you anticipate the new management keeping you where you are? Promoting you? Is there a chance they terminate you or your position? What about the team you manage?
The Pipeline
NOVEMBER 18, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Seems like a straight forward question, especially if you are in B2B sales; as easy a lay-up as possible for today’s sellers, right? But you would be surprised how professional sales people struggle to give a meaningful or useful answer to this question, especially if you measure useful in how well it causes a potential buyer to engage and/or act.
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Pointclear
NOVEMBER 19, 2013
'James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The agency came with all the right people: the creative director looked appropriately creative, the account manager appropriately agreeable, the agency founder and CEO appropriately serious and driven by a combination of the other two.
Score More Sales
NOVEMBER 20, 2013
'Click here to view the embedded video. There has been a lot of talk about the value of social business lately from a lot of sources. One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. They went so far as to say that many of us “other sales experts” don’t know what we are talking about when it comes to understanding business improvement and revenue increases.
SBI Growth
NOVEMBER 18, 2013
'In B2B sales environments, it’s easy to become a commodity. It seems the only way to win a deal is on price. Ideas can run together and sound the same. When you present a solution you need competitive differentiation. You want your Buyers to say “I’ve never thought of that” or “that’s creative.”. Buyers and Sellers alike seek an innovative edge. We are in constant need of fresh ideas to be successful.
The Pipeline
NOVEMBER 16, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I get great fun from writing this blog, I have the opportunity to share things I see and work with in the real world with real sales teams and people. A big thrill for me is when I realize that people are reading and getting something out of the posts. As you may be aware, (look to the right), The Pipeline has been nominated for Top Sales & Marketing Blog in the 2013 Top Sales & Marketing Award , and I am asking for your vote.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Pointclear
NOVEMBER 21, 2013
'Do you measure success on the basis of your cost per lead (CPL)? If so, you might want to think again. Measuring success through CPL is a mistake for three reasons. First, you can’t create the same umbrella lead for different solutions. Second, not everyone who visits your website and fills out a form is a lead. Third, actively nurturing long-term leads can halve your cost per deal closed.
Understanding the Sales Force
NOVEMBER 18, 2013
'Understanding the Sales Force by Dave Kurlan I''ll get to it but first bear with me. Last week I was driving into Boston to lead our Fall Sales Leadership Intensive. I was listening to the personalities on the Boston sports radio station discuss the client appreciation event they attended the prior evening. Coincidentally, several of their sales managers were supposed to attend our sales leadership event and were unable to be with us because they were required to be at the client appreciation e
The Sales Hunter
NOVEMBER 17, 2013
'We all know how important sales motivation is. The level of sales motivation a person has is going to be reflected in the level of sales they make. Conversely, the more sales a person makes, the greater their level of motivation. This time of year it seems as if there is some holiday we have to work around, whether it be due to days off or a complete closing of a business.
Jeffrey Gitomer
NOVEMBER 19, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
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No More Cold Calling
NOVEMBER 19, 2013
'As you’re setting sales goals for next year, know which metrics will get you results. As we wrap up another year, smart sales leaders are already planning for 2014—considering which goals, targets, and strategies will set their reps up for success in the New Year. Of course, this is not easy work. It involves sifting through competing and often contradictory sales metrics.
Score More Sales
NOVEMBER 22, 2013
'On October 7, IBM released their annual CxO study identifying opportunities for C-level executives in companies of all sizes. Since we talk about midmarket companies here, I’ll focus on the results from the midmarket portion of the study. See the whole study here. Three major takeaways from the study include: How CxOs are opening up to customer influence.
The Sales Hunter
NOVEMBER 19, 2013
'Recently in a client meeting, I was asked by a salesperson what they needed to know to help them be more successful next year. It’s a great question and one that we should be asking ourselves on a regular basis, not just about next year but about next quarter and next month. Here’s what I told the salesperson and the rest of the team assembled in the room” 1.
Sales and Marketing Management
NOVEMBER 22, 2013
'Issue Date: 2013-11-23. Author: Michael Harris. Teaser: By the time a customer engages a salesperson, they’re 60 percent of the way through their buying cycle and have done most of their research online. They don’t need more information from a salesperson; what they need is insight into what the information means. By the time a customer engages a salesperson, they’re 60 percent of the way through their buying cycle and have done most of their research online.
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?
Anthony Cole Training
NOVEMBER 19, 2013
'In my previous post, I discussed the cause and effect of hiring better sales people and generating sales growth. I took a dive into the first step of correcting that recruiting problem by creating a profile that attracts more of the right people. This next part will deal with finding those people. In today''s world, communicating nearly everything is done online.
Score More Sales
NOVEMBER 21, 2013
'The big Dreamforce event did not disappoint those who were prepared with a plan. 1200 sessions? It was amazing. Overwhelming as it can be, if you can somehow focus on what is most important and then add in fun and “nice to do’s” at a conference you can survive and even thrive. The most successful attendees set up meetings before, during, and after the event to maximize their travel and their time.
The Sales Hunter
NOVEMBER 21, 2013
'We are making great progress on exploring our list of 14 things great salespeople do that average salespeople only think about. Here’s #7: 7. Great salespeople are optimists, not just while on the job, but in everything they do. They’re the people others gravitate toward in all types of situations, and as a result, they understand the importance of leadership.
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