Sat.Oct 25, 2014 - Fri.Oct 31, 2014

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So Listen – – Sales eXecution 273

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . There are certain universal concepts and sayings in sales that everybody just nods to, “sure, of course, that’s hockey, motherhood and apple pie, of course.” And then they go in about selling like they always have whether they implement the concept or not. One of these concepts is around listening. “Come on Tibor, everyone knows you gotta listen, this is nothing new.” Then they double down and tell me “Tibor, I am

Course 325
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Wide Awake at Dreamforce 2014

No More Cold Calling

'Get out of your office to reignite your passions. If we’re not learning, we’re dead. I didn’t coin that phrase, but that’s my belief. Learning is exciting and transforming. That’s one of the key reasons I’ve attended Dreamforce for the past three years—last year as a guest blogger for Salesforce.com and this year as a speaker.

Nonprofit 289
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In a Tech-Enabled Market, Do Salespeople Still Matter?

Sales and Marketing Management

'Issue Date: 2014-10-27. Author: Amit Khanna, President of Small and Medium Business, SalesGenie. Teaser: In an era when statistics show that as much as 60% of a purchasing decision has been made before companies even realize that a buyer is a prospect, are salespeople even relevant? In an era when statistics show that as much as 60% of a purchasing decision has been made before companies even realize that a buyer is a prospect, are salespeople even relevant?

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Looking At Sales Success From A Different Perspective

MTD Sales Training

'One of my team has been running a successful sales programme for a large international client and, during one of our recent meetings; he mentioned how the client’s sales teams have been intrigued by. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 262
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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The Best Day To Prospect Is Not Someday!

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . I was talking to a rep the other day, he was telling me about his approach to structuring his week to help him succeed. He set certain activities to specific days, and filled in the rest of the time with things that were dependent on the buyers’ calendars. He had time set for writing account reviews, Thursday afternoons, this way if he had to get something from the clients he still had time in the week.

More Trending

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The One Thing Most Salespeople Are Unable to Do

Understanding the Sales Force

'Can you guess what it is - the one thing most salespeople are unable to do? Based on what I often write most about, you might think it would be to consultative selling, but that''s not it. You might also guess that it''s the sales equivalent of eating right - not doing demos and presentations so early in the sales process. That''s not it either. However, there really is one thing that all but the most elite of salespeople are unable to do.

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Here Is One Interesting Way To Deal With An Objection…

MTD Sales Training

'Often in a meeting, you’ll get to the point where the prospect brings up an objection. This is the point where the disadvantages of your solution or concerns they have about it outweigh the benefits. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Negotiating Tips: Are You Dealing with the Decision Maker?

The Sales Hunter

'I’ve covered a 2 of the 12 tips for negotiating successfully, including “Sell first. Negotiate Second” and “Only Negotiate After They’ve Rejected Your Offer Twice.” Here is the 3rd tip: 3. Determine if you’re dealing with the decision maker. Negotiating with someone other than the decision maker never works. A key part of your […].

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Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 1)

Pointclear

'The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! You’re weak!

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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

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Why Prospects Don't Buy From You Today!

Understanding the Sales Force

'Did you watch any of the 2014 World Series? I watched a few pitches of Game 6 and I''m a baseball guy! Why so little? I was watching Jake Peavy give it his all, trying to hold things together, and thought to myself, "Why am I watching this? I don''t care about either of these two teams. I''m not engaged." I''m guessing that if you''re not a Giants or Royals fan, you may not have seen too much of this World Series either.

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How To Guarantee Your Audience Will Sit Up And Take Notice

MTD Sales Training

'Once in a while, I come across a film or video that makes an impression on me and I say to myself that I have to let as many people as possible see it. This particular short film amused and intrigued. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Guarantee 228
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Sales Motivation Video: Why You Should Call Your Best Customer

The Sales Hunter

'Let’s start the week off on a high note. Call your best customer. Why? Because your best customer will pump you up, possibly give you some more business and definitely help you build momentum for your day and week. Check out the video to see what I mean: Copyright 2014, Mark Hunter “The […].

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Get a Call Back This Week for Halloween

Score More Sales

'Have all your calls and emails to your potential buyer not been returned by them? Have you had one conversation and perhaps some interest – then you call back and drop a few emails and get no reply? Sure, it’s very possible your buyer just really isn’t into you – or your products and services. On the other hand, they just might be really busy and need a gentle reminder that you can help them solve their issues or help them accomplish something they want and need in their

Call-back 216
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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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Noticeably unnoticeable

Sales and Marketing Management

'Issue Date: 2014-11-01. Author: Staff. Teaser: In his new book “Invisibles: The Power of Anonymous Work in an Age of Relentless Self-Promotion,” journalist David Zweig explores the work of some top?performing professionals in behind-the-scenes positions. These intrinsically motivated workers are critically important to the high-profile projects they are involved with, but the general public is none the wiser — and the Invisibles are just fine with that.

Promotion 195
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PRO, FUN & MON: 3 Really Good Things to Manage To in Selling

Anthony Cole Training

'I just spent the last five days with my client and good friend, Ric Stoakes, from Lincoln, Nebraska. In addition to being a principle at the UNICO Group, he is an avid traveler and “a nutcase of a Nebraska Football Fan”. If you spent enough time in Lincoln, you would soon discover that “a nutcase of a Nebraska Football Fan” is not a group of one. From Tuesday through Friday, I spent time with him, his sales team and other partners in the firm.

Insurance 190
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6 Tips for Using Text Messaging to Sell

The Sales Hunter

'I am often asked whether it’s appropriate to use text messaging with a customer or a prospect. Times are changing, and as much as I would have said never a few years ago, today I’m saying that using text messaging is appropriate — but with restrictions. Here are 6 tips: 1. Text messaging an […].

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3 Reasons to Keep Refining Your Company Digital Brand

Score More Sales

'Is your company’s virtual presence as robust as it is in person? Knowing that your online brand exists through whatever is written and posted about your company online – does it represent how great your business is? Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. Midsized companies who have not invested in resources to enhance and improve your online brand are leaving money on the table.

Company 215
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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.

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How to A/B Test Your Sales Voicemails to Improve Response Rates

Sales 2.0

'I love the concept of this post from Patrick Cahill on the Hubspot Inbound Sales blog. It seems totally sensible to me that sales people should A/B test their calls the same way marketers A/B test web pages, emails etc. etc. In fact sophisticated marketers live by A/B testing so why wouldn’t sales people learn this too. The improvements are not necessarily one time either but they can compound.

Hubspot 170
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Funnel vision

Sales and Marketing Management

'Issue Date: 2014-11-01. Author: SCOTT STRATTEN AND ALISON KRAMER. Teaser: UnSelling is what happens when you understand the humanity of your market, produce a quality product and create experiences that lead to trusted referrals. UnSelling means stepping back from the funnel and focusing on everything else but the sale. UnSelling is what happens when you understand the humanity of your market, produce a quality product and create experiences that lead to trusted referrals.

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How to Respond to “Can You Just Give Me a Price?”

The Sales Hunter

'How many times have you received a phone call or an email from a prospect who says something like, “All I’m looking for is a price. How much?” Admit it! We’ve all had calls like this and wow are they tempting. We think the quick quote will result in the quick sale. Quit kidding […].

Discount 226
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My Sales Horror Story

Score More Sales

'I was sure-footed and confident as I arrived and then waited outside a meeting room at my client’s office. They were having an annual type of planning meeting and the executives of the company – a manufacturer – had flown into this regional office. My contact arranged a meeting for me with the division president, CEO and others to discuss the idea of rolling out a training program nationally.

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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.

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Get a Call Back This Week for Halloween

Sales 2.0

'If you’ve read my stuff before, you’ll know I love handwritten notes–because they work! So I love this tip from Lori Richardson at Score More Sales. It’s a note that has a great seasonal flavor. So cool (and effective)! I’m sure if you thought about this for a while you could come up with similar (ly effective) concepts for other seasons.

Call-back 170
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Authenticity in Sales Is Your Secret Weapon

Increase Sales

'There are a lot of sales people who fake being truly real. Sure they say the right things and appear to do some of the right stuff, yet something is missing. And what is missing is authenticity in sales. Looking up the origins of the root word of authentic, one learns its origins are French, Greek and Latin. The word initially meant “perpetrator, master.” Contemporary definitions include authoritative, trustworthy and genuine.

Insurance 174
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Sales Managers: Are You Encouraging This Bad Behavior?

The Sales Hunter

'Are your salespeople spending too much time cruising the internet in a way that is robbing them from selling? You could be encouraging this behavior and not even realize it. The more comments you make about stuff you see on the internet that is not work-related, the more likely your salespeople will want to go check it out […].

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Your Next Sales Hire Shouldn’t Be a Sales Person

Fill the Funnel

'The most important sales hire you make should not be a sales person. If you are an executive or sales leader you really need to think hard about the next person you hire to improve your sales results. You might just need to hire a sales analyst. The best and the brightest minds that understand the newest tools in big data and analytics are being hired at a rapid pace, locking them down before a competitor finds them.

Hiring 128
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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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How To Ruin A Great Customer Experience

Partners in Excellence

'I took my car in to be serviced the other day. The dealership has done a fantastic job in designing a great customer experience. I made my appointment online, it was easy to choose a time that was convenient for me. The day before they sent me a reminder and introduced me to “Dale,” my service advisor. I showed up at the appointed time.

Customer 129
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The Scary Fear of Numbers Paralyzes Small Businesses

Increase Sales

'Today is Halloween with youngsters dressed in scary costumes, knocking on doors with the all too familiar “trick or treat.” For many small businesses they potentially experience Halloween “trick or treat” weekly because of their internal fear of numbers. Maybe this fear of numbers is some left over phobia from junior high or high school.

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How to Set Goals Quickly

The Sales Hunter

' How are you doing with your goal-setting process? In the book I co-authored with Matthew Hudson, Advisor Selling, we discuss a quick way to get your quarterly goals in place. Below is the quick process you can use: Start each quarter by defining your goals for the quarter. Begin with the end in mind […].

How To 205