Sat.Dec 14, 2013 - Fri.Dec 20, 2013

article thumbnail

Be Bold: The Decision Before the Decision

Steven Rosen

'Guest Post by Jeff Shore: An excerpt from “Be Bold and Win the Sale” by Jeff Shore. Available from McGraw-Hill Business in January 2014. Several years ago my wife and I took swing dance lessons in preparation for our son’s wedding; we wanted to dance without looking foolish. (OK, I wanted to dance without looking foolish.) Learning to dance was uncomfortable and often frustrating but we eventually got to the point where we could pull off a few moves.

article thumbnail

Unlocking Sales Data: Strategies for Connecting the Sales Funnel to the Rest of the Enterprise

Sales and Marketing Management

'Issue Date: 2013-12-16. Author: Danny Smith. Teaser: Frontline salespeople are in a good position to determine what and when customers will buy, but often they are not fully involved in the enterprise’s formal planning process. Many companies employ statisticians or other demand planners to predict what sales will occur. The frontline view is something I want to leverage, not leave behind.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

The 3 Legs of Sales Success

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. As you finalise your 2014 sales plans, it is good idea to review and commit to some of the basics. Some of these may not be fashionable, on the other hand nothing is more fashionable in sales than exceeding quota. As with many endeavours, we sometime focus too much effort on style and take our eyes of the fundamentals.

Scale 296
article thumbnail

Can You Charge More?

The Sales Heretic

'What would happen if you charged more for your product or service? Would sales drop? Would you experience backlash from your customers? The makers of the party game Cards Against Humanity decided to find out. So on Black Friday—one of the biggest shopping days of the year—instead of discounting the price of the game, they [.].

article thumbnail

Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

article thumbnail

Best Of 2013: Sean McPheat’s Top 10 Sales Blogs As Voted By You

MTD Sales Training

'With 2013 drawing to an end shortly, I wanted to share with you the top 10 posts from the MTD Sales Training blog this year. All of these posts have been voted for by you as being the most. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Training 261

More Trending

article thumbnail

The Pipeline Interview with Jeff Shore – Sales eXchange 230

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I recently had the opportunity to sit down and talk to Jeff Shore, a leading sales coach, speaker, and author. We sat down to discuss his upcoming book: “BE BOLD AND WIN THE SALE”. It is no secret that to change the outcome in sales, you need to change the behaviour of sellers, this in turn changes their execution.

Pipeline 284
article thumbnail

4 Lessons from a Failed Sales Call

The Sales Hunter

'You’ve never made a mistake. Every sales call you’ve made has always been perfect, so this is not for you, but I will ask you to read it anyway. Reason is simple: You probably know someone who is not as perfect as you and, therefore, needs to know this. Read it for them. The salesperson you save may just be the one you love. I will admit I have blown more than my fair share of sales calls and I have learned a few lessons along the way.

article thumbnail

Top 10 Sales & Marketing Innovations of the Past 10 Years

SBI Growth

'Sales Leaders have experienced a lot change in the past 10 years. Some have embraced it and some are still in denial. This blog represents a test. Look at the top 10 innovations and ask yourself each question below. Is your team embracing each trend or fighting them? As you go through the ten, grade yourself as a leader. Have you embraced, or been skeptical about each of them?

Hiring 249
article thumbnail

10 Reasons Why Your Marketing Team Is Failing You

Sales and Marketing Management

'Issue Date: 2013-12-13. Author: Michael Cannon. Teaser: Proof that most customer communication (content and sales conversations) is ineffective can be seen in over a decade of research that reveals less than 50% of companies' marketing and sales communications are relevant to their customers and less than 30% of marketing content is relevant to customer-facing teams.

article thumbnail

Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

article thumbnail

A Big Thank You To All of You!

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I would like to thank everyone who supported me over the last month in two competitions I was involved with. As a result of your support, I was selected as a member of an exclusive list, and this blog, The Pipeline was honoured as top blog. First, I am pleased to have been selected as one of the Top 50 Most Influential People in Sales Lead Management for 2013 , in the Sales Lead Management Association’s annual election.

article thumbnail

The Last Call Of The Day – Why It Is So Important

MTD Sales Training

'What’s the best part of the day for you? Be honest! Some answer that question with ‘the call where I get an expected yes!’ or ‘the time where I have the time to catch up on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

Connecting the Dots between Sales Strategy & Execution

SBI Growth

'50% of solving a problem is defining it correctly. If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. A few recent examples: Selling to the C Suite. The Death of Event-Based Training. Increasing New Hire Productivity. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number.

Hiring 242
article thumbnail

‘Tis the Season to Follow Up

No More Cold Calling

'Now is the perfect time to follow up with your clients, prospects, and Referral Sources. When I attended this year’s Dreamforce conference , I heard numerous speakers and presenters echo the same valuable message I’ve been stressing for years—the importance of following up. Mark Hunter and Andy Paul revealed that 40 to 80 percent of sales leads are never followed up on.

Follow-up 237
article thumbnail

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.

article thumbnail

Santa Claus and Google. The Same or Just a Coincidence?

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.

Google 244
article thumbnail

The Future of Selling

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. After you have read the article, please contribute your comments, suggestions, visions, rebuttals and opinions which are all welcome right here. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories.

article thumbnail

How to Assess and Sequence Your Sales Initiatives

SBI Growth

'A few weeks ago, I was talking to an SVP of sales. The topic was his number. The company’s revenue is in the $700M range. He had been given an aggressive goal for 2014. To say he was concerned about hitting the number would be a huge understatement. He was practically in a panic. "I completely lost the battle on the 2014 revenue number” he said. “My boss gave in to the CFO.

How To 241
article thumbnail

The 5 Real Issues When Dealing With Email Enquiries – Infographic

MTD Sales Training

'In modern businesses today, most sales people will spend a good proportion of their time responding to email enquiries from prospects – rather than having these initial conversations over the phone. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

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

article thumbnail

B2B Prospecting Data Just Keeps Getting Better

Pointclear

'The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. But new research indicates that B2B prospecting data is much more detailed these days, and includes a plethora of variables to choose from, for refining your target

article thumbnail

Is the Concept of Sales Process Really Antiquated?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan We read about yet more school shootings, abductions, madmen dictators'' plans to rule the world, and any of the other recurring events that must be the work of pure evil. Do you get to the point where you say to yourself, "The world is going crazy!"? I do. I also think the sales world is going a bit crazy too.

article thumbnail

A Year's Worth of Sales Insights

SBI Growth

'At the beginning of the year you were warned. Sales Operations leaders were experiencing Diminishing Authority. Sales VPs did not know exactly what to do with the Ops team. Decisions were being made without Sales Ops’ influence. We spent the year researching how Sales Ops can bring value to the organization. The results are in. The greatest insights come from VPs of Sales.

article thumbnail

Inside Sales Power Tip 145 – Execution

Score More Sales

'It is the one thing that most of us don’t do enough of, even though doing more of it will get us more potential new customers and closed deals. We say we need to do it, yet we find 50 reasons why not to. What am I talking about? Actual execution – taking action to get the things done that lead to more revenues. Execution – noun - the carrying out or putting into effect of a plan, order, or course of action.

article thumbnail

2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

article thumbnail

Taking away a salesperson’s excuses!

Pointclear

'I think I have heard all the excuses for not following up on sales leads. The business philosopher, Jim Rohn said, "If you really want to do something, you’ll find a way. If you don’t, you’ll find an excuse.". Salespeople are loaded with excuses when they don’t want to do something, but then again so are the rest of us. Salespeople have said to me that they will follow-up on sales leads: If there is a phone number.

article thumbnail

Top 10 Kurlan Sales Articles of 2013

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. I''ve chosen 10 from this year''s articles that were either very popular, contained many comments, or thought-provoking. It''s very difficult to narrow it down to 10, never mind to 1, but I went through 100 to pick the 10, and with all the votes that you were asked to cast last week, I decided to not ask you to vote agai

article thumbnail

How to Build your 2014 Marketing Strategy

SBI Growth

'The New Year is fast approaching. Are you ready for 2014? It’s critical you hit the ground running and get some quick wins. You only have one shot to start the year right. To maximize your chances at a successful 2014, you need a good strategy. At a high level, your marketing strategy must be driven by the stated corporate goals. Once the corporate vision has been established, your marketing plan must align itself completely.

article thumbnail

Manage Like the Godfather

No More Cold Calling

'Sales managers can take a few lessons from Don Corleone’s leadership style. How many times have you seen The Godfather films? If you’re like someone in my house, a conservative estimate would be about 50. A sure sign of a really great film is that it’s filled with lines you know by heart and lessons you can apply in your life. Yes, I’m still talking about The Godfather.

Film 196
article thumbnail

The Ultimate Guide to Sales Outreach

Sales outreach is an art and a science. The art is what you bring to the table—your flair for conversation, your work ethic, your dedication. We bring the science—proven tactics, strategies, and methods that really work. In this eBook, we’ll cover: How you should respond to inbound leads Tactics for engaging outbound leads (cold calls, email automation, and gifts) The key to keeping a prospective account alive for the long haul Buckle up!

article thumbnail

Overcoming Failure: Turning Failures into Success

The Sales Hunter

'If you’re not failing, you’re not trying. Too many people go through life looking to avoid failure. Their fear of failure is so strong they refuse to step out of their comfort zone. What’s wrong with failure? Too many people view failure as being final. Rarely is failure ever final. The view I like to take is failure is only a point in time.

article thumbnail

Here Comes Santa Claus! Here Comes Santa Claus!

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 160
article thumbnail

How Buying and Selling Create Layers of Trust

Increase Sales

'Trust is a two way street for both those buying solutions (goods and services) and those selling solutions. Each time a successful encounter happens another layer of trust is added to the existing relationship. These interactions help to explain how trust evolves over time from the initial first contact through marketing efforts to the actually selling or earning the sale to finally keeping customer or clients loyal through repeat business and personal referrals.

Inbound 165