Sat.Apr 19, 2014 - Fri.Apr 25, 2014

article thumbnail

Ten Networking Mistakes that Hurt Your Sales

The Sales Heretic

'Networking is one of the best prospecting tactics around. Like any tactic, however, it can be used effectively or poorly. Poor networking isn’t just a waste of time, it can actually hurt your sales, because over time, you’ll develop a negative reputation. Here are ten big mistakes to avoid when you’re networking: 1. Not spending [.].

article thumbnail

Two Things That Kill Motivation In Salespeople

MTD Sales Training

'A salesperson once said on one of our training programmes that no manager he had ever worked for had been a true ‘motivator’ He went on to describe how no-one he had worked for had even. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Insiders

Sign Up for our Newsletter

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

article thumbnail

Socializing Your Sales Success – Sales eXecution 248

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. A few weeks back I had the opportunity to it down for a discussion with Heidi Schwende , Chief Digital Officer & Certified Internet Consultant WSI Digital Moxie, part of WSI Internet Consulting. The interview explored the importance of and the “how to’s” of SOCIALIZING YOUR SALES SUCCESS. Today I am presenting a small taste specifically focused on the shift in buyer behaviour, expectation and the impact of social selling on sales people and t

article thumbnail

Hit Your Number with Numbers

Sales 2.0

'The future of sales belongs to sales geeks. You can already see this in marketing. Marketing is already way more numeric and analytical than it used to be. And if you buy into the story that future sales people will look a lot more like “mini marketers” then sales people are going to need to be into numbers. And not just your quota and commission check.

Scale 276
article thumbnail

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

article thumbnail

What the Sales World Can Learn from Marathon Participants

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Earlier this week the world was once again focused on the city of Boston and the 118 th running of the Boston Marathon. I don’t run but I know several people that do and the preparation for running this, or any other marathon, is daunting. This isn’t an event that one can take lightly. Consider the length of time that a runner must train to prepare for running a 26.2-mile race.

Airlines 284

More Trending

article thumbnail

Social Trust and Sales (#video)

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Monday I shared a clip from a discussion I had with Heidi Schwende , Chief Digital Officer & Certified Internet Consultant WSI Digital Moxie, part of WSI Internet Consulting. The interview explored the importance of and the “how to’s” of SOCIALIZING YOUR SALES SUCCESS. Today’s snippet captures the discussion about trust, the lack there of for some traditional channels, while at the same time the elevated level of trust among social peers.

Video 275
article thumbnail

Time for Sales Managers to Tip the Boat

Sales and Marketing Management

'Issue Date: 2014-04-21. Author: Kevin Higgins. Teaser: Middle and low performers are tolerated on some sales teams because they help reach the overall quota. It's important to set standards and tip the boat if they're not met. Middle and low performers are tolerated on some sales teams because they help reach the overall quota. It's important to set standards and tip the boat if they're not met.

article thumbnail

Benchmarking Salespeople Sounds Great but Has Many Flaws

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan You want to hire better salespeople, don''t you? And you''ve been told that if you use a sales assessment, you will be able to select better salespeople, right? And if you have a strong HR background, you may believe that benchmarking is a good first step. There are many uses for benchmarking in sales, and while the approach taken by most assessment companies helps them, it doesn''t really help you.

Hiring 258
article thumbnail

What is Wrong with the Telephone in Sales

Score More Sales

'It started innocently enough when I replied to my industry colleague and social selling advocate Jill Rowley via Twitter to something she asked me. I said, “let’s talk – by telephone” She responded by saying, What’s wrong with Skype or a Google Hangout? . It made me feel like the phone – the conventional phone, is being misaligned.

Skype 243
article thumbnail

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.

article thumbnail

6 Ways to Prospect More Effectively With Email

The Sales Hunter

'Using email as part of your prospecting plan is a good idea — if you do it right! Here are 6 ways you can be more effective with your prospecting email: 1. Subject line Nothing will sink an email faster than a subject line. The subject line needs to be as powerful as the title of a […].

article thumbnail

Should You Hire Only From Your Industry?

SBI Growth

'The trend over the last 20 years is to hire people from your industry. Most VPs feel if they do this their ramp time is quicker. The hire can be more productive in a shorter amount of time. And with the quarterly number looming, they need sales quickly. They also don’t have to spend their precious time training them. These hires might even bring some clients over to your company.

Hiring 239
article thumbnail

Which Balls Are You Dropping?

No More Cold Calling

'Are you moving too fast to keep up? To go fast, we must slow down. That’s a wise saying. In our world of constant change and complexity, we feel compelled to speed up in order to keep up—with the latest technology, the latest thinking, or the latest news. And, of course, with our competition. Stop and Smell the Present. Here’s the problem: We’re trying to catch up with things that are in the past.

article thumbnail

Double Article Friday and the Death of All Selling Forever

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan You get more bang for your buck on Fridays! Especially this Friday when you get my powerful rant below, as well as two bonus articles! The Selling Power Blog has my new article on why consultative selling is so difficult. Head over there for a great read! And over at Top Sales World , my article on the premature announcement that SPIN Selling is dead is one of the top 10 articles for last week.

Harvest 218
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

6 Secrets to ROCK Your Next Negotiation!

The Sales Hunter

'Want to know the secrets the “best of the best” use when they negotiate a deal? Of course you do! How do I know they’re the secrets of the best? For the last 10+ years, I’ve been questioning the best sales leaders to uncover what makes them so successful in negotiations. Of all the tips […].

article thumbnail

5 Strategies to Reverse a Marketing Budget Cut

SBI Growth

'The CEO just notified you that he’s cutting budget. He’s taking 100% of the cut out of marketing. This results in a cut of 20%. The CEO didn’t even look at other departments to share the cut. Questioning why your budget was cut, you realize you haven’t proven your worth. He sees marketing as a pure cost. This undercuts your credibility as the Marketing leader.

Strategy 238
article thumbnail

Sales and Marketing, Stop Blaming, Start Partnering

Pointclear

'Sales and marketing do get along—in organizations that foster collaboration. By Ginger Conlon, editor-in-chief, Direct Marketing News. Is it really marketing’s fault that sales can’t close deals? Is it the sales team’s fault that marketing collateral goes unused? Choose a point of contention. Who’s actually at fault?

Marketing 214
article thumbnail

5 Keys to Building Successful Sales Teams - Performance Management

Anthony Cole Training

'Managing a sales team can be described as complicated, difficult, tough, impossible, thankless, endless. OR. you could make a case for and describe it as rewarding, exciting, challenging, critical for success, important, simple. So. which is it? From my experience, your answer will depend on: Your experience. Your bias towards the work required for success.

article thumbnail

Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

article thumbnail

Is Your Dog a Better Salesperson Than You?

The Sales Hunter

'Yes, this is a serious question. Is your dog a better salesperson than you? The reason I ask this is because far too many salespeople aren’t selling. All they’re doing is conveying information to the customer. If all you’re doing is passing information along to the customer, getting answers to questions, taking care of requests, […].

article thumbnail

Book Review: The Collaborative Sale

SBI Growth

'When Eads and Sullivan, the owners of the Solution Selling methodology, came out with a new book , I jumped at the chance to read it. The book is great and you should read it. Why?

article thumbnail

We’re Different, I swear, We’re Different

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 203
article thumbnail

Embrace your Negative Nancy

Sales and Marketing Management

'Issue Date: 2014-03-01. Teaser: No one likes a naysayer, but sometimes she can be the most valuable person in the room. Too many business teams shoot the messenger instead of listening to the message, Megan McArdle states in a recent Bloomberg BusinessWeek essay. No one likes a naysayer, but sometimes she can be the most valuable person in the room.

156
156
article thumbnail

Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

article thumbnail

Sales Motivation Video: Ignore the Competition!

The Sales Hunter

'Are you still complaining about the competition? Stop it! The more time you spend focusing on the competition, the less time you are spending on selling. It’s time to ignore the competition. You have it in you to succeed, but only if you keep your focus on selling rather than on the competition. Copyright […].

article thumbnail

4 Ways to Embrace Change

SBI Growth

'You have seen it throughout your career. Your primary responsibility is to generate revenue for your organization. You have a number that you are held to. Resources are provided and you are focused. And then you get new responsibilities or process added to your plate. These can be good changes like additional responsibility to groom you for further opportunities.

Resources 236
article thumbnail

See Jeffrey Live in Missouri – May 9th

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 189
article thumbnail

The Two Biggest Mistakes of Product and Company Naming

Sales and Marketing Management

'Issue Date: 2014-04-25. Author: Kathryn Roy. Teaser: In one week I came across two examples of inadvertent naming mistakes with harmful consequences. I hope these examples help you avoid repeating these mistakes. In one week I came across two examples of inadvertent naming mistakes with harmful consequences. I hope these examples help you avoid repeating these mistakes.

Company 154
article thumbnail

The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

article thumbnail

Stupidity is a Sales Virtue!

The Sales Hunter

'Yes, stupidity is a sales virtue. I’ve used it for years with tremendous success. The reason I say stupidity is a sales virtue is it drives us to ask questions, to be open for new ideas, and to be continually learning. During the last several months, I’ve spoken to a number of audiences large and […].

article thumbnail

Why Did I Get Passed Over for the Regional Sales VP Job… Again?

SBI Growth

'A regional Vice President announced his retirement a few months ago. You and a couple of your peers were vying for the job. You got on the shortlist, but another manager got the promotion. You didn’t get selected for advancement. What happened?

Promotion 235
article thumbnail

Are You a Sales Giver, Taker or Matcher?

Increase Sales

'Cultural wisdom from a Judea-Christian perspective has always suggested that it is better to give than to receive or take. In business and in sales this may be counter intuitive because to give away solutions (products or services) does not move the business forward. Small business owners to sales managers do not want their sales teams giving away the store.