Sat.Sep 20, 2014 - Fri.Sep 26, 2014

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Where can I get the best prospect list?

Sales 2.0

'Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had an Insideview account that they could use. They took me up on that offer and so far seem contented with Insideview.

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Do people WANT to listen to you? 9.5 strategies to employ when presenting as a sales trainer, coach or leader

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.

Coaching 333
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6 Ways to Beat Lower-Priced Competitors

No More Cold Calling

'Don’t discount. Differentiate. There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more. Want your package by 10:00 a.m.? Pay more. The same principles hold true in B2B sales, but customers don’t instinctively get the message. It’s their job to get the best possible deal, and they will always try for a lower price.

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Nine Ways to Bore Your Audience to Tears

The Sales Heretic

'Hate giving presentations—sales or otherwise? Want to relieve yourself of the burden of having to prepare and deliver them ever again? Just be lousy! After delivering a few terrible presentations, people will stop asking you to give them. And then you’re home free! But how can you ensure that your presentation is as awful as [.].

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Personal Deficiency Bonus

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . With special thanks to S.G. and my friend B.P. Everyone, including me, writes a piece this time of year about closing the year strong. For the most part these are aimed at front line sales people, and the better ones offer choices that make sense year-round even if initially implemented in Q4. Few are aimed at helping managers in helping their sales team adopt new habits, or create breakthroughs for their reps that can again be extended as a re

Quota 274

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Don’t Be One of “Those” People

No More Cold Calling

'Nurture your network or lose it. We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network. After a while, don’t you find yourself thinking, “What have you done for me lately?”. You don’t want to be one of those people.

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7 Tips for Fourth Quarter Sales Success

The Sales Hunter

'Fourth quarter. There is no quarter that poses more opportunities and, at the same time, more obstacles as this one. I’ve always felt you need to have one strategy for the year and another one for the 4th quarter, due to how different it is. Below are 7 tips to help make it successful: 1. […].

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4 Simple Steps To Build A Strong & Loyal Customer Base

MTD Sales Training

'Most of us would agree that it costs considerably more to get a new customer than to maintain a loyal one. So, it follows that customer retention must be a major component of an effective marketing. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 242
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Are You Missing the Heart of Your Marketing Strategy?

SBI Growth

'The CEO is demanding results and it doesn’t get any easier next year. In my last post, I discussed how the annual marketing planning cycle is upon us. I gave you the 6 steps to include in your planning process. However, there is one critical step you must complete before planning.

Strategy 241
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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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Are Salespeople Also Joggers?

Understanding the Sales Force

'As I drove to work today I passed 4 joggers, all with different styles, paces and appearances. As usual, I saw the similarities between what I observed and the sales profession. Jogger #1 was an overweight man, in his 50''s, working very hard but not going very fast or far. He had lots of unnecessary motion and wasted energy, was wearing himself out, and showing little in the way of results.

Hoovers 228
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Top Two Ways Smart Phones Help Sales Reps Sell

Score More Sales

'With all of the technology, tools, methodology and sales process in place you’d think there was no real simple way to help with your sales messaging. The challenge with the messaging you say to your prospective buyers by phone, through e-mail and in voice mails is that there is no one-size-fits-all. Why? Because people who sell are all different and our buyers are also people who are all different.

Buyer 226
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What Is The Most Influential Skill You Can Have As A Salesperson?

MTD Sales Training

'We often get asked on our sales programmes how salespeople can improve their sales. They want the golden ticket, the one thing that will mean the million pound deal, the loyal customer, the added. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Will Your 2015 Sales Strategy Land You in the Outhouse or the Penthouse?

SBI Growth

'Top performing sales professionals inherently know the strategic importance of selling value. Too often, activity takes the place of strategic focus to hit short term numbers. This leads to a “race to the bottom” to get the deal. Products and services get commoditized. The value of a sales professional becomes nonexistent in customer eyes.

Strategy 236
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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

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12 Tips on How to Negotiate Successfully

The Sales Hunter

'Many salespeople struggle with knowing how to negotiate successfully. It’s not only a problem for salespeople, but really for everyone because at one time or another, everyone finds themselves in a situation where they’re having to negotiate. Below are 12 quick tips — or maybe I should say guidelines — you can use to […].

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“Guruji, who was I in my last incarnation?” Sri Ramana Maharshi answered, “Who wants to know?”

Pointclear

'A clever and accurate answer to a disciple’s question of the great Hindi sage, and not too distant from a question I ask marketers today. “What are you,” I ask, “in this incarnation? Are you a marketing manager who likes bling or accountability? Do you like shiny objects or results? Can you do the real job you were hired to do, and market your company’s products while creating revenue?

Sage 229
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How To Avoid The Awkward Question Of Budget

MTD Sales Training

'How many times have you been in conversation with a prospect and the question of budget comes up? You want to know if you’re pitching in the right ball-park, so you go right out and ask what budget. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 224
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Get Ready for the Annual Sales Planning Season

SBI Growth

'Q4 is around the corner. It''s annual planning season. Next year’s number has been handed down. Your sales leader is going to want to know your strategy for next year: How many heads will you need? How will you fill the pipeline with new opportunities? How will you fill open territories? These are just a few questions to answer. Bottom line, you will be asked about your strategy to make next year’s number.

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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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My Starbucks Raised the Price Again

The Sales Hunter

' Yes, they did it again, they raised the price of my grande coffee $.15 Hey, they didn’t go up a nickel or even a dime. They increased it by $.15. The amount got me thinking about a basic principle of raising a price that I talk about in my book, High-Profit Selling: […].

Discount 223
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TED at IBM Offers Ideas To Inspire

Score More Sales

'Because I am the type of person who could spend a whole weekend listening to TED talks, I was thrilled to hear about and listen to #TEDatIBM this week. If you search Twitter for #TEDatIBM you can pick up on many key takeaways. Also go to IBM.com/TED to see all of the speakers. The person who inspired me most was Lisa Seacat Deluca who is an IBM’er, and not just any.

Twitter 210
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After Inbound 14 - Anatomy of a Hybrid Sales & Marketing Role

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. Last week, when speaking on the Inbound Stage at Inbound14, my topic was Hiring for the Inbound Sales Role. I asked the question, "Is this a sales or a marketing role?". The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales. Unfortunately, a hybrid role it is not.

Inbound 205
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Do You Have a Recipe for Sales Management Success?

Anthony Cole Training

'I’ve been trying to find a way to tie cooking to sales management. I love to cook (and eat) and I love selling and coaching sales management. I often tie sports stories, analogies and themes to sales and sales management, and I generally have at least one in the crowd that doesn’t/cannot relate because they have not played sports or are just simply not into sports.

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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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Sales Motivation Video: STOP Being Average!

The Sales Hunter

'Do you feel like you are average? Are you fine with being average? I encourage you to make a decision today that you are not going to settle for being average. Choose instead to be an outlier. Choose to be someone who sees things differently and acts accordingly. You can achieve amazing things in […].

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Money Monday – Live and In Person for Sellers

Score More Sales

'When you are working predominantly with inside sales reps and their immediate sales leaders, it is easy to only think about being in the office and not ever going out at all. Within a couple weeks’ time, I have been to three insight-filled, amazing events. Each was amazing in their own way. All combined made for a brain swell. The AA-ISP Frontline Event – Boston was on September 9th.

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Baseball, Sales Cycles, and the Quest for Shorter

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. I was listening to a conversation on Sports Radio about the desire to shorten baseball games in 2015. They''ve been talking about doing this for years so one might ask, what''s different this time? When I was a kid growing up in the 60''s, a baseball game was expected to last no more than 2 hours. Today, a Red Sox-Yankees game might last 4 hours - or more!

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End Your Sales and Marketing Tug-of-War

Sales and Marketing Management

'Issue Date: 2014-09-26. Author: Chanin Ballance, CEO, MobilePaks. Teaser: Ostensibly, sales and marketing work toward a common goal - increased sales. In many organizations, however, they are not necessarily partnering together to achieve these results. Here's a closer look at sales and marketing alignment and how to create true sales enablement.

Marketing 189
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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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Is the Internet Making the Salesperson a Relic?

The Sales Hunter

' Is the profession of sales in a death spiral? We’ve now come to realize the internet and technology are the great disruptors to anything and everything. If the internet and the application of technology hasn’t disrupted what you do, then just wait. It will. If it has disrupted you already, just wait. It will […].

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Top Sales Performers Remember to Spin Their Hats

Increase Sales

'Sales is not a one dimensional role. Top sales performers understand how their roles must change to adapt to the sales conversations. One of the best ways to explain these changing roles is through the Colonial 3 Pointed Hat. Each of the 3 points represents one of these three roles: Facilitator. Consultant. Customer or Client Advocate. Facilitator.

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The 12Billion #CRM Debacle

SBI

'If you’re a sales productivity stat junky, you’re probably familiar with the one about how salespeople use their time. According to CSO Insights research, only 35% of their time is spent selling. Another common stat both Forrester Research and Corporate Executive board quote from their research is that 57% or more of a buyer’s decision process is complete before first contact with a vendor sales rep.

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