Sat.Nov 23, 2013 - Fri.Nov 29, 2013

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Put Your Phone Away, or Pay Up

No More Cold Calling

'Many professionals are now creating games and rules to ensure that technology addiction doesn’t disrupt their personal lives. Have you heard of phone stacking? It works like this: You and your friends are at a restaurant. You all put your cell phones in the center of the table. Whoever is the first to look at his or her phone pays the bill. Not a bad idea, considering the now-typical behavior in restaurants.

Banking 308
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A Clever Florists’ Marketing Ploy – Makes Your Sales People’s Job A Lot Easier

MTD Sales Training

'As sales people we just need a hook and some bait! What I mean by this is that we need something to work with – something to draw our potential customer in. We need an “in” We need. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Marketing 304
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It’s That Time of Year: “Call Me Back After the Holidays.”

Jeffrey Gitomer

'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.

Call-back 292
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#Slacktivism in #SocialSelling and Impact on Revenue – Sales eXchange 227

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I recently read an article about Slacktivism. A growing trend where people will click away on social media, getting behind a cause or a product, but only a small few will actually act on their sentiment. Its one thing to “like” the Facebook page for an upcoming cause based rally, it’s another to actually show up.

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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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6 Things NOT to Do When Leaving a Voicemail

The Sales Hunter

'Voicemail messages are a powerful tool if done right! There are 6 things you should definitely not do when leaving a voicemail message, regardless of whether it is a prospecting voicemail or a message for your best customer. Definitely DON’T: 1. Speak with a bland voice. It’s amazing the number of voicemail messages I hear where the person leaving the message has zero energy and a totally bland voice. 2.

Call-back 263

More Trending

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Opinion: Why Sales Win Rates Have Reached an All-Time Low

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. Does that surprise you? Does this represent a change in buyer behavior? Is it a result of more competition? Are salespeople less effective ? Is it the economy?

Travel 251
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The Past is an Indicator of Future Action

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Sellers are taught to ask probing questions, trying to discover what the opportunities can be uncovered, where the “pain” may be that will allow us to present “the solution”, win hearts and minds of buyer, win the sale, and win the day. But often despite a good execution of the “probing”, the prospect pouring their guts out, the sale does not follow.

ACT 253
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The Challenge with The Challenger Sale

SBI Growth

'It’s been two years since The Challenger Sale was published. The book''s premise is simple: the most successful reps are not relationship builders, but “Challengers”. Challengers have a deep understanding of their client’s business and industry. They are comfortable questioning conventional thought and provoking new ideas. Since this publishing, many B2B sales organizations have embraced this methodology.

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The Best Type Of Question That Gets Quick Answers

MTD Sales Training

'What makes a great salesperson? Product knowledge? Great organisation and timekeeping? The ability to prospect effectively? All these are, of course, vital in the armoury of the salesperson who wants. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Course 277
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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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Study Says to Highlight 3 Features in a Sales Presentation

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. Magazine''s website. You must read the article in order to understand the following questions. The goal of this study was very cool indeed, but the study, despite being developed by two business professors from Georgetown and UCLA, was poorly designed.

Study 243
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Thank you…

Bernadette McClelland

'Thank you… I’ve just come back in from my morning walk after reading some lovely heartfelt messages of thanks from the people in my world, on the other side of the world, who are celebrating Thanksgiving. And what struck me whilst I was pounding the pavements, was how some of the messages have shown a more connected and vulnerable side to some otherwise hardnosed people and I have wondered why it takes one day a year to see, hear and feel this side of them.

B2B 225
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7 Signs Your Sales Rep Should Be Promoted

SBI Growth

'Preparing for the New Year requires decisions to be made. As a Sales VP, putting the best people in the correct positions is critical. Making your number next year means promoting, keeping and terminating certain sales reps. Knowing who to promote is the first step. They can help you make the other decisions. But which person on your team has the best chance for success?

Promotion 238
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Understanding THANKS So You Can Say It In A Better Way

Jeffrey Gitomer

'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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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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For LinkedIn holdouts – 30 Day Action Challenge

Score More Sales

'Are you one of those sales people or company leaders who has resisted LinkedIn but now you want to learn more? Do you have a profile but you have no strategy in place to leverage LinkedIn as one of the ways you build visibility and ultimately revenues? Every week I run into executives who are saying to me, “OK, I’m ready to put up my profile” or “I have a profile but don’t really know what to do next”.

LinkedIn 226
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You’re Living in a Warm Call Fantasy

No More Cold Calling

'Stop kidding yourself. You’re cold calling. Let’s set the record straight. There’s no such thing as a warm email, a warm phone call, or even a warm knock on the door. A call is either HOT or cold … period. Wake Up From the Warm Call Fantasy. Thanks to the Internet and social media, there’s a new version of what I call the “warm call fantasy.” It goes like this: You’ve researched prospects on social media , identified trigger events, and gathered information from social intelligence.

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Why You Should be Worried About Your Sales Kickoff

SBI Growth

'Sales kickoff (“SKO”) season is under way. It’s likely you and your sales team are getting ready for yours. You’ve invested lots of money to secure your hotel, travel and events. Perhaps you’ve done SKO every year since you assumed the role of CEO. Your sales leaders assure you it’s not a big boondoggle. You’ve been there in the past. You aren’t so sure.

Hotels 235
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Sales Leadership: What Did You Learn Today? How Will You Use It Tomorrow?

The Sales Hunter

'One of the big differences between a manager and a leader is the leader is constantly learning. The leader is never happy thinking they know everything. They know there is always another piece of information to be learned. But merely learning new things is not good enough. We have to not only learn, but also then apply it. In my book this is what separates average leaders from great leaders.

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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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Inside Sales Power Tip 142 – Distraction Plan

Score More Sales

'Are you in sales and get distracted easily? Among entrepreneurs, we call it the “bright shiny object syndrome” For people with ADD or ADHD it can be an extremely difficult situation. Most salespeople have some degree of “easily distracted syndrome” or as I like to call it, EDS. It is particularly rampant before holidays, in-between holidays, and after holidays as well as before warm weather, during warm weather, and after warm weather.

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Delighting Customers Doesn't Pay

Sales and Marketing Management

'Issue Date: 2013-11-01. Teaser: The authors of a new book argue that the payoff for exceeding customers' expectations isn't enough to make it a top priority. Increased loyalty will instead come from consistently meeting expectations and doing business in a decidedly unmemorable way. The authors of a new book argue that the payoff for exceeding customers' expectations isn't enough to make it a top priority.

Customer 187
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Four Steps to Successfully Bringing Products to Market

SBI Growth

'Six months ago your company launched a new product. It didn’t produce the expected results. The buzz around the water cooler is that marketing botched it from the get-go. The sales team didn’t have a chance. And so the finger pointing begins. Companies rise or fall on the success or failure of a new product launch. So do careers. As the marketing leader, you play a pivotal role in bringing the new offering to market.

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It’s Not a Short Week! It’s a GREAT Week!

The Sales Hunter

'This is Thanksgiving week in the United States, and for most people, that means it is a short work week. Just because it’s short doesn’t mean it isn’t going to be productive. In fact, I’ve found it to be a perfect week for salespeople to turn it into an outstanding week. Reason I like this week for salespeople is because typically there are fewer business meetings.

Travel 206
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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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Don’t Just Feed Your Face, Feed Your Head!

Jeffrey Gitomer

'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.

Training 171
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Mastering the Most Critical Skills in Sales

Sales and Marketing Management

'Issue Date: 2013-11-26. Author: Bill Johnson, President, Salesvue. Teaser: As a sales professional, seeking out new leads, hustling between prospects and clients, and attending meetings with marketing and management can get overwhelming. Because time management is integral to the success of a sales team, how can one better manage? As a sales professional, seeking out new leads, hustling between prospects and clients, and attending meetings with marketing and management can get overwhelming.

Meeting 154
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Owning the Strategic Sales Shift

SBI Growth

'It’s one thing to plan a strategic sales shift. It’s another to implement that shift. As a Sales Operations leader, it is your responsibility devise the execution roadmap. With a plan in mind, the first question you may ask is, “Who will own it?” Key considerations may be time, authority, expertise and, of course, ability to implement. So how do you put together the ownership team?

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VIDEO SALES TIP: What is Your Most Critical Asset?

The Sales Hunter

'What is your most critical asset? TIME! Sadly, too many salespeople are not using their time wisely. Properly using time is what separates average salespeople from those who really excel. You have to understand how to use your most critical asset. To see what I mean about valuing time, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .

Video 199
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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The One Big Word Missing from Sales Goals Part 1

Increase Sales

'Right now many in sales management are having those annual conversations about sales goals for the forthcoming year. Yesterday morning I had lunch with a Vice President within the financial industry who shared some frustration regarding this annual practice of setting sales goals. When we analyze what makes a good goal, many refer to Ziglar’s SMART goal criteria: Specific.

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Epic Fails and Awesome Wins

Sales and Marketing Management

'Issue Date: 2013-11-01. Teaser: Five stories from 2013 reinforce the importance of knowing what you’re working to solve. Five stories from 2013 reinforce the importance of knowing what you’re working to solve.

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Sales Missed Their Number. Was It Your Fault?

SBI Growth

'It looks like Sales is going to miss the number this year. Was there something you did that contributed? Maybe there’s something you failed to do that caused the miss. This post is for all who are involved in Sales making the number. Especially, it is for HR Business Partners to Sales. Herb Misses the Answer. Missing the number can have some serious consequences – even for HR.

Lead Rank 232