Sat.Sep 13, 2014 - Fri.Sep 19, 2014

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Startup sales gigs-watch out for men bearing shades

Sales 2.0

'“Dude, the future of this startup is so bright you better bring shades.”. Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. So if one of these “golden opportunities” comes your way, try to look carefully before you jump in. Here’s why. Entrepreneurs by definition need to be super passionate about their product.

Scale 373
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How to Measure Sales Manager Coaching Effectiveness

Steven Rosen

'Benchmarking Coaching Effectiveness. By Steven A. Rosen. Do you know how effective you sales managers are? How would you evaluate their level of effectiveness? Where do you begin? What To Assess. The obvious place to start assessing your sales managers’ effectiveness is to evaluate the activity that has the greatest impact on sales rep performance.

Coaching 310
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3 Things You Can Do Now To Close The Year Strong – Sales eXecution 267

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Last week I took part in a panel discussion sponsored by KiteDesk , along with two of my favourite pundits, Matt Heinz and Mike Weinberg. In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year.

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Forget Social Selling—Try Social Engagement

No More Cold Calling

'A new research study unlocks the key to using social media for sales. Social engagement. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? Not really. It simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise—whether we’re online, on the phone, or meeting in person.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Taking Your Prospecting to the Next Level

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. Do you ever wonder how selling evolved to where it is today? Do you ever think about how salespeople sold in the old, old days? All sales calls were face-to-face (no phones) and the sellers traveled by horse, canoe, boat and later, ship. That doesn''t sound like it was efficient - or fun. Over time, selling and our options for connecting with potential customers, moved to a new level.

More Trending

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Don’t Parrot – Integrate!

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Given the fact that we think a lot faster than people speak, and much faster than our ability to listen, it is always important to look for ways to stay focused on what a prospect is telling us, and not rush ahead or interrupt with a thought triggered by something they said. My favourite way, is one I was taught long ago by a mentor; his approach is to ask yourself what you can ask the prospect/buyer, based on what they just said, makes you foc

Buyer 300
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Are You Stuck in a Revolving Door?

No More Cold Calling

'It’s time to end the eternal workweek. If you took a vacation this summer, how did you spend it? Did you actually unplug from work and enjoy yourself? If you’re like most Americans, while you were playing with your kids or laughing with your spouse, there was a little voice in your head whispering, “Check your email.”. According to job-finding site Glassdoor , the average U.S. employee only takes half of his or her eligible paid time off.

Policies 275
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Average Salespeople Sell Features. Great Salespeople Sell Themselves.

The Sales Hunter

'Recently I was having a conversation with a VP of Sales and the top two salespeople for their company. The objective of the call was to discuss the attributes of what they do and how we could take those items and get the rest of the organization to implement them too. What became very […].

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The Power of Perspective

Sales and Marketing Management

'Issue Date: 2014-09-15. Author: Sam Reese, CEO, MHI Global. Teaser: In a world where customers are more informed and more demanding, perspective provides salespeople the ability to understand the customer’s concept of what he or she wants to accomplish, fix or avoid, which leads to well thought out solutions. So how do sales leaders empower their sales teams to develop and provide perspective?

Leads 236
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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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The State of Inbound-SALES!

Sales 2.0

'I’m still pretty jazzed up about the Hubspot Inbound 2014 conference that I attended this week. A lot more to come on that over the next few weeks. The big reason for my excitement (apart from seeing so many sales friends) is that Hubspot has joined the CRM game and is looking to help sales people succeed through social selling. In this vain, a lot of good stuff pouring out of Hubspot right now on sales.

Inbound 236
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3 Great Ways To Motivate Your Sales Team

MTD Sales Training

'As a sales manager, you are not only responsible for doing your job well, but for making sure your sales team accomplish their tasks and meet their performance goals. It is important to allow your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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6 Confessions of the Professional Buyer

The Sales Hunter

' This is a hot topic because it happens a lot. Buyers take advantage of salespeople. Over the years, I’ve had the opportunity to work closely with a number of buying departments, many times as part of the sales training I’m doing for their salespeople. There are six confessions professional buyers have shared with me regarding how […].

Buyer 259
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Building an Inside Sales Lab: 10 Essential Tips for Success

Pointclear

'Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. A lab concentrates this function into a small, well-disciplined group with the right tools to capture subtle improvements.

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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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Training But Not Enabling, What’s the Sales Difference?

SBI Growth

'Pop quiz! Who is training and who is enabling? Scenario : Two Sales Leaders – Edward and Jason – recently participated in SBI’s Annual Sales Strategy Workshop. Each needed help developing their 2015 sales strategy. Both were asked how they enable their sales guys to be successful. Here were their responses: Edward – “We have training, ongoing coaching and resources to help the team.

Training 240
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Dealing With Nerves During Formal Sales Presentations

MTD Sales Training

'We’ve all been there. You’ve been asked to make a formal sales presentation in front of a panel as part of a beauty parade and you’ve not had a lot of experience or training in doing it. Or maybe. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 218
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How to Deal with a Competitor’s Price that is Super Cheap

The Sales Hunter

'At one time or another, we all have to do battle with a competitor’s price that is lower than anything we’ve ever seen before. When confronted with a competitor’s price that is ridiculously low, the last thing you should do is think about lowering your price. A price that is dirt cheap is many […].

Discount 233
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How Significant is the Migration to Inside Sales?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. Last week I led our annual Sales Leadership intensive and hosted the best group of sales leaders to ever attend the event. Chad Burmeister , who is well known throughout the inside sales community, was one of the attendees. At one of the lunch breaks, he was talking about the customers his company, Connect and Sell , helps.

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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Sales Leaders: It All Comes Down to This

SBI Growth

'You’ve prepared for 2015. The sales strategy is set. You’ve defined your market and key buyers. The team has been structured to maximize revenue efficiency. The new compensation plan aligns with your sales strategy. Everything is perfect on paper. Now comes hard the part. Your team must execute the plan.

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How To Deal With The “Lowest Price Wins” Prospect

MTD Sales Training

'You know the situation. You’ve highlighted the value of your products and services and done everything possible to help the prospect see the benefits of dealing with you. And yet you still get the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Sales Motivation Video: The Power of a News Link!

The Sales Hunter

'One of the best ways to stay in contact with prospects and customers is to occasionally email them a news link you think will be of interest to them. The link could be something relevant to their industry or a topic you last discussed with them. When I do this, it is amazing how often […].

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Money Monday Publish Content

Score More Sales

'This week thousands of content creators are getting together in Boston to hear about how inbound marketing has developed over the past year in a big event called INBOUND 2014. Initially for customers of Hubspot, the INBOUND event now attracts thousands of marketers, sales leaders, and business builders from around the world. I attend because even though I’m a business owner and sales focused speaker, blogger, trainer and consultant, what I really am above and beyond all else now is A PUBL

Hubspot 186
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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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Why Sales Ops Should Own Customer Engagement

SBI Growth

'As products and services mature, they become commodities. Price pressure kills margins. A sales executive recently told me, “There’s margin in the mystery.” When special features become table stakes, buyers are not willing to pay a premium. For those who are fighting in a competitive market, this resonates. For those who are selling bleeding edge products, it’s only a matter of time.

Margin 236
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Do Your Sales Contracts Have An "I Love Selling" Clause?

Anthony Cole Training

'This is an unusual sales management blog post from me because it will be short. It is short because, this morning, I’m short on time. I am scheduled for a meeting at the Cincinnati Freestore Foodbank at 8:00am. From there, I go to the airport to fly to Hershey, Pa., where I will be presenting 3 Keys to a More Productive Sales Force and then I’ll be on my way to NJ.

Hiring 175
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VIDEO SALES TIP: Little Successes Each Day. Can You Do It?

The Sales Hunter

'If you are waiting for a huge jump in your sales career, you might be waiting quite awhile. A better approach is little successes every day that then add up to better opportunities. Climb your way up step by step. Check out this video to see what I mean: Copyright 2014, Mark Hunter “The Sales […].

Video 223
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How True Leaders Turn Conflict into Collaboration

Increase Sales

'Credit: www.gratisography.com. Leaders recognize conflict exists because human beings are unique and not everyone thinks the same way, believes the same things or has the exact same experiences. True leaders are able to turn conflict into collaboration through these three words: Clarity. Coaching. Consideration. Clarity. The first step is securing clarity around what is causing the conflict.

Coaching 157
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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.

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Can Sales Strategy Alignment Save Your Career?

SBI Growth

'CEOs and SVPs of Sales often disagree on sales strategy. The CEO is asking for growth, but is balancing multiple other strategic initiatives. Sales Leaders are focused on making the revenue growth number. In addition, product and operations leaders are lobbying for more funding. The CEO is asking them to achieve specific goals. If sales isn’t aligned, each department pulls in different directions.

Strategy 236
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Assets Under Management – A Sales Leaders Job!

Anthony Cole Training

'I hate calling people “assets” or “human capital”. They are people that take on careers to help them and their families achieve very specific personal goals. They do not take on careers, professions and jobs to further the growth of the company that hires them. However, I was reading an article in Fast Company today about a diagnostic tool to help determine problems of the heart.

Hiring 160
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Switching From The Competition

A Sales Guy

'I’m a RedBull drinker. I don’t do Monster or 5 Hour Energy. I’m a Mac (Apple) guy, not much of a fan of Microsoft or Android. I’m on my second Audi and have never had a BMW or a Mercedes. I’ve been with AT&T for 15 of the last 17 years. I fly United 99% of the time. I’m pretty happy with the choices I make and I’m a fairly loyal customer, but in spite of my loyalty, there is always a little fire inside me that is open to something else.