SBI Growth
JANUARY 10, 2014
'You just got your new quota and it’s gone up. Now you need to roll it out to your management team. You know there is going to be pushback from your team. Don’t panic, it’s not the end of the world. Top sales leaders know how to communicate and roll out a sales plan. Here are some ways to make it painless. Start Early. As soon as the new quota is approved- it’s time to get moving.
The Pipeline
JANUARY 9, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. It’s 2014, by now I assume you are no longer relying on Palm Pilot, going to Blockbuster for your in-home movie entertainment, so why are you still relying “value propositions” in the hope of engaging with potential buyers and winning clients? People love the term value proposition, so user friendly, none threatening, cute, warm, and safe.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
MTD Sales Training
JANUARY 7, 2014
'One of my trainers recently asked a course delegate what his favourite ‘closing’ statement or question was. We often invoke this kind of discussion on our programmes, just to see if. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
JANUARY 8, 2014
'Understanding the Sales Force by Dave Kurlan Global Warming is a trend. Its impact on our future and the role that humans played are both hot topics and subjects of great debate. In my opinion, the globe has been warming since the end of the ice age. Humans, with their man-made factories and ozone-depleting products, had nothing to do with the origins of global warming.
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
JANUARY 6, 2014
'You’ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. And what has it gotten you? The same recycled reps that come with Rolodex in hand. They guarantee new business is just a call away. When evaluating potential candidates, you’ve probably asked, “How do I know if they’re legit?” If this sounds familiar, you’re not alone.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Heretic
JANUARY 7, 2014
'Would you like to create a record sales year? You can! Although you can’t do it alone. You need people to provide you with information, advice and feedback. Which begs the question, where can you find them? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this nine-minute segment, I share [.].
MTD Sales Training
JANUARY 6, 2014
'We’re often asked what salespeople can do to improve their results. Naturally, there’s no one answer that fits all, but there is one thing that we see that definitely has an effect not. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JANUARY 5, 2014
'I am big on New Year’s resolutions. It’s a great opportunity to challenge yourself to grow, both personally and professionally. Resolutions are all about setting challenging goals and holding yourself accountable to achieve them. In this post I want to recommend three ideas to raise your game in 2014. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team.
Pointclear
JANUARY 9, 2014
'Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come. Automated systems accurately score (prioritize) leads.
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
JANUARY 10, 2014
'Having a pipeline of good prospects is important at any time, but that much more at the start of the year. What with the year-end rush to close deals, the holiday break, sellers often find their opportunities deplete, leading to a lull. The answer is a solid, proven, road tested methodology that will help you fill any gaps you may have in your pipeline, and keep you on track moving forward.
MTD Sales Training
JANUARY 8, 2014
'I get a real kick out of getting new business. Call it an ego thing, or whatever you like, but when a customer signs on the line that is dotted, it makes me feel good about myself, my company, my. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JANUARY 7, 2014
'Leading a large sales organization is becoming more challenging each year. Your market and buyers are changing rapidly. It seems like things used to change every couple years. Now, they change every couple months. Buyers you’ve sold to for years may soon be gone. Their jobs have become obsolete with technology. One day, they are there buying. Next day?
The Sales Hunter
JANUARY 7, 2014
'I say it’s 3 words to remember, but really it’s 3 actions you need to do each day. Plan, Do, Repeat. If you ask me which word or action is the most important, I would most likely say none of them is most important. Rather, they’re all incredibly important for the simple reason they all build off each other. If I don’t plan, how will I know what to do?
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
No More Cold Calling
JANUARY 9, 2014
'Seal the deal by becoming more social. Woody Allen said that 80 percent of success is showing up. We show up a lot differently today than when he made that quip. We show up in person and online. But the goals are still the same—to develop connections and build relationships. In this month’s guest post from Megan Totka, chief editor of ChamberofCommerce.com , you’ll learn how to show up more effectively online: “Today’s businesses are more connected than ever before.
Score More Sales
JANUARY 7, 2014
'If you are lucky enough to have a three-year-old in your life, then you’ll definitely know what I’m talking about. If you don’t, you should borrow one, under the guise of babysitting for a family member or friend – and then work to have some conversations. Yes, I’m half-kidding, but also know that if you have NOT been around little kids for a while, you are really missing out on the basics of people skills as well as sales fundamentals.
SBI Growth
JANUARY 9, 2014
'Sales leaders carry a Number. Marketing typically does not. In those companies where marketing carries a number, we see greater alignment. And measurably better results, greater revenue and profitability. For example, when sales and marketing are aligned, lead conversion (closed deals) rates are 2-3X greater. The Experts Agree. According to the Aberdeen Group, “Highly aligned organizations achieved an average of 32% annual revenue growth - while less well-aligned companies reported an average 7
The Sales Hunter
JANUARY 7, 2014
'Far too many salespeople claim they’re not more successful because what they’re selling is simply too expensive for their customers. I have to laugh at that because it means only one of two things. First and foremost, it means the salesperson hasn’t built enough credibility with the customer. Second, the salesperson is trying to sell to the wrong customer.
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.
Sales and Marketing Management
JANUARY 9, 2014
'Issue Date: 2014-01-10. Author: Zorian Rotenberg, Vice President of Marketing and Sales, InsightSquared. Teaser: Forty percent of global organizations will use gamification as the primary mechanism to transform business operations by 2015. These gamification tips will serve sales managers well. Forty percent of global organizations will use gamification as the primary mechanism to transform business operations by 2015.
Pointclear
JANUARY 7, 2014
'In the same way that forensic units use state-of-the-art techniques to solve criminal cold cases, companies can use “business forensic techniques” to get to the bottom of their very own sales cold cases. In other words, every company with a pulse has mounds of cold cases in the form of lightly-worked and unworked leads. In an optimized salesforce, certain forensic practices that identify and deal with these unworked leads should become standard.
SBI Growth
JANUARY 4, 2014
'Sales leaders have their goals for 2014. Some leaders wonder how they’ll ever meet this fearsome challenge. It has to start with a plan. After all, “A goal without a plan is just a wish.”1. But planning alone won’t do it. An element of reaction is very necessary. Mike Tyson tells us “Everybody has a plan until they get punched in the face.”. Living like John Cusack, though, goes to an unwise extreme: “I''m not making any plans.
The Sales Hunter
JANUARY 9, 2014
'We’ve made it to our last point on our list of 14 things great salespeople do that average salespeople only think about. Today we come to #14: Great salespeople know success is not what they did yesterday, but success is what they will do today. They live in the now and, at the same time, are always remaining mindful about tomorrow. Great salespeople live in the now.
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.
No More Cold Calling
JANUARY 7, 2014
'Don’t let your cell phone drop you. I’m at the gym, riding a stationary bike. It’s my least favorite activity. The bike is supposed to be good for my knees. But as someone accustomed to moving forward, spinning my wheels with no destination in mind is the absolute definition of tedium. The bike seat hurts my backside, and I’m sure the clock on the wall is moving slower than it should.
Understanding the Sales Force
JANUARY 6, 2014
'Understanding the Sales Force by Dave Kurlan Warning - this story is disturbing and contains actual quotes from its participants. The president of a small company, suffering from years of declining sales, asked us to evaluate his small sales force (3 salespeople and sales manager). He hoped that our data would prove, both to him and his small sales force, that they could grow their revenue to the level of their peak years. 30 days later, when we met to review the findings from the sales force e
Jeffrey Gitomer
JANUARY 10, 2014
'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.
The Sales Hunter
JANUARY 10, 2014
'In sales we always talk about the importance of getting close to our customers. We love to brag about how tight we are with a buyer and how the tight relationship benefits us and keeps out the competition. Yes, it all sounds good. There aren’t too many people who would argue with that premise. We all want to improve a customer relationship, right?
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
JANUARY 9, 2014
'Desire is critical for great success in sales and in all walks of life and endeavors. I’m not sure that’s a fact, but it’s certainly my strong opinion. I don’t know how anyone can deal with the challenges and obstacles to great success without a burning passion to succeed. But, then again, that’s just my opinion. I walked off of a football field for the very first time in my hometown of Hammonton, NJ.
Sales and Marketing Management
JANUARY 5, 2014
'Issue Date: 2014-01-06. Author: Pete Caputa, Vice President of Sales for HubSpot. Teaser: Does your New Year's resolution list include more reading for professional development? Here are five great books on sales and a summary of their teaching points to get you started. Does your New Year's resolution list include more reading for professional development?
Jeffrey Gitomer
JANUARY 7, 2014
'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.
Expert insights. Personalized for you.
316 
Let's personalize your content