Sat.Nov 01, 2014 - Fri.Nov 07, 2014

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The 11 Worst Excuses Sales People Make When They Miss Their Targets

MTD Sales Training

'When I managed a team of salespeople it was always interesting to hold meetings with them when their targets hadn’t been met. I often had to smile to myself when they were avoiding eye-contact, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Three Easy Ways to Improve Sales

Sales and Marketing Management

'Issue Date: 2014-11-03. Author: Todd Lenhart, president, SNI. Teaser: In the midst of a pressure-packed fourth quarter, it can be easy to forget the little things that make a difference between closing a sale and walking away empty-handed. In the midst of a pressure-packed fourth quarter, it can be easy to forget the little things that make a difference between closing a sale and walking away empty-handed.

Closing 309
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Sales Managers: Are You Ready to Have a Great 2015?

Steven Rosen

'Join our webinar if you want to be ready to hit the ground running in 2015. Key Sales Management Actions To Prepare for A Stellar 2015. Wednesday, November 12th. At 2:00 PM – EST / 11:00 AM – PST. Click here to Register. It’s that time of year when 2015 planning is well underway. Making time to plan for 2015 while closing 2014 can be a challenge.

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What’s Your Recovery Period? – Sales eXecution 274

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . No one likes rejection, and I would argue few professions have to put up with as much rejection as sales people do. We face rejection throughout the sale, from the time we try to prospect and engage with a potential buyer, right to the end when they finally agree to deal with us. We face rejection from prospects we lose, and from those we actually win, in fact we win by overcoming rejection.

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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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Five Giant Sales Lessons

The Sales Heretic

'Having been born and raised in the Bay Area, I’m a life-long San Francisco Giants fan. I remember my father taking us to games at Candlestick Park, where even in the middle of summer, cold winds would blow through the stadium and fans would huddle together for warmth. So as you might imagine, I’ve been [.].

Coaching 271

More Trending

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5 Best Practices For Building Relationships On LinkedIn

Sales 2.0

'Nice post by Melonie Dodaro via the Linkedin sales blog on the basics of using Linkedin to build relationships (i.e. sales!). To the last point I’d like to add: Take the conversation offline if you really want to have someone as a real contact for the future. There’s a huge difference between a Linkedin connection and someone you have spoken to on the phone or even better had a coffee with.

LinkedIn 246
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Key Sales Management Actions To Prepare for 2015 – Live Panel Discussion

The Pipeline

'November 12, 2:00 pm Eastern. 2015 is fast approaching, hey if your sales cycle is longer than 8 weeks, you’re already selling in 2015. All this adds up to the fact that you need to prepare now, well actually November 12, at 2:00 pm Eastern. I am pleased to be part of a leading experts on sales, planning and sales leadership. The time to start thinking about 2015 is here, planning should be well underway.

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Surprising Social Selling Secret Drives Sales Revenue

Understanding the Sales Force

'Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. While I''m always honored to win awards for my Blog, this time around I don''t really deserve it. The findings in my November 2013 article were correct based on what I knew in 2013, but based on what I know to be true today, it is no longer accurate.

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What’s In Your Playbook?

Sales and Marketing Management

'Issue Date: 2014-11-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: If you believe the hype around studies that say customers feel they are through 60 percent (or more) of the buying cycle before engaging a salesperson, you could be giving your salespeople the wrong content for the wrong conversation.

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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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4 Easy Steps To Deal With An Explosively Angry Customer

MTD Sales Training

'Human beings have never and will never be predictable animals. What to one person will be a bit of a nuisance may well be tantamount to being the end of the world to another. Certain people have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 250
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You Know How It Is!?!

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . No I don’t! I find when I am working with sales people resistant to change, which in itself funny because they are paid to help prospects to change, yet when it comes to their reality, they try persuade me why the status quo is right for them. If you work with sales people, don’t you wish you had a dollar for every time you heard one say “well this is how we have always done it”; and while that may be true, the sad thing is that prospect

Quota 256
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Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 3)

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 are weak! You’re weak!”.

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Dealing with a Customer Who Demands a Discount

The Sales Hunter

'We’ve all been there. You’re trying to close the sale, and the customer stops you in your tracks demanding a discount. The rationale or the way they ask for it may vary, but the demand is the same — they want a lower price. First of all, keep in mind something I feel very […].

Discount 250
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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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[Webinar] Generation Huh? Why Social Sellers Need to Focus on Relationships, Not Networks

No More Cold Calling

'Join me for a Top Sales World webinar you won’t want to miss. Social selling isn’t a new concept. Sale s has always been social. It’s just that some of the tools have changed in the digital age. But too many salespeople forget it’s the quality of your relationships, and not the quantity of your connections, that really counts. You can collect LinkedIn connections like baseball cards and get nowhere.

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Do You Try To Add Value? – Infographic

MTD Sales Training

'When selling to the prospect it is sometimes difficult to add value and get the message across to the client of all the wonderful features your product possesses. Here is an infographic which gives. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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How To Hire the Right Sales Rep

Score More Sales

'There is no argument among sales leaders that finding, hiring, and retaining good sales reps is the biggest challenge in leading an organization to higher profits. But how to hire the right sales reps? I’ve said many times that when I was a sales leader, in various companies, I never had a better than 50% accuracy rate in predicting who would be right for my team, and who would make money for the company.

Hiring 229
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Sales Leaders: Do You Know the Rules of Engagement?

The Sales Hunter

'What makes you a sales leader? Are there rules or guidelines a sales leader needs to follow to be called a sales leader? Yes! And it starts with how you lead your people versus how you lead your customers. A sales manager is going to manage the customer. But a sales leader is going […].

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Five Signs You're Missing Sales Opportunities

Pointclear

'Available Free for a limited time! I am excited to announce that SellingBrew just published my Playbook Diagnostic, “Five Signs You’re Missing Sales Opportunities” and has generously made it available free to readers of ViewPoint for a limited time.

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Sales Success is Like Making Great Tasting Soup

Understanding the Sales Force

'Believe it or not, most people still believe that sales success boils down to getting a lot of people to agree to watch a demo. While that''s the case with technology, it doesn''t vary too much from that in non technology sales where most people believe that sales success boils down to one of two things; either a critical mass of meetings, or a proposal or quote.

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How Salespeople Goof Up on LinkedIn Part 1

Score More Sales

'www.tomfishburne.com used with permission. Sometimes I accept a connect request on LinkedIn with people I don’t know but others in my network do. When this request happens, I look to see who has connected, then I go to view this person’s profile to see if it is someone I may be able to refer or if they just seem interesting enough to connect with.

LinkedIn 229
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#1 Reason People Can’t Negotiate

The Sales Hunter

'Negotiating with someone doesn’t have to create fear and trepidation in your mind. There is zero reason to go into a negotiation feeling that way unless you are committing the number one sin when it comes to negotiating. Here it is… the #1 reason people can’t negotiate: They lack confidence because they don’t have […].

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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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Your Marketing Team Isn't As Good As They Think - Just Ask Sales

Pointclear

'“If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” —Casey Stengel*. Yes, it was one of Casey Stengel’s best thoughts. How often do we think we are good enough, or better than our competitors, and yet our market share isn’t growing, or the competitors are gaining on us? We blame the products, the salespeople, and then we blame the salespeople again.

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Leading a Sales Force is Even More Like Baseball

Understanding the Sales Force

'I miss baseball already. Although I can''t watch it right now, I still think about it. I look forward to next season when, together with my wife, we''ll watch our son strike out other kids, hit lots of home runs, and improve his baseball skills while playing close to 100 games! I don''t look forward to the seats. I''ve written plenty about the similarity betwen baseball and selling , but today I''m writing about the similarity between baseball and sales leadership.

Leads 208
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Sales, Goals & Life. and Lauren Hill

Anthony Cole Training

'Once again, I’m flooded with stuff happening around me that has nothing or very little to do directly with sales… and I cannot help myself but to connect these thoughts and events to what I love to do – coach and teach sales and sales management. I think it was 1992 when Pat Riley, as part of a speaker’s event, came to Cincinnati and spoke at the convention center.

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Sales Motivation Video: What Thankfulness Will Do…

The Sales Hunter

'Who are you thankful for? Thanksgiving is coming up, and we often think of it in terms of time with friends and family. It’s also a great time to think of your customers, colleagues and co-workers. Who are you thankful for? Take the time to express your gratitude today! What thankfulness will do for […].

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Custom Mobile Sales Apps Yield Better Productivity and Faster Sales

Sales and Marketing Management

'Issue Date: 2014-11-07. Author: Gregg Hano, CEO of Mag+. Teaser: A highly customizable app that allows your team to pick and choose which videos to launch or what sequence of features and benefits to showcase is a huge advantage over typical PowerPoint or Keynote slides. Here are some tips to make your apps shine. A highly customizable app that allows your team to pick and choose which videos to launch or what sequence of features and benefits to showcase is a huge advantage over typical PowerP

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Salespeople, Do Not Send Me This

Sales 2.0

'I think I got the same email that Trish Bertuzzi got. Trish is spot on with this post about email prospecting (as always). We live in a world awash with low cost Sales 2.0/Social Selling tool. If you don’t use these tools to customize your prospecting to the recipient, you are wasting your prospect’s time. Nobody has time today (like nobody!

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Competitive Edge Series: Letting the Noticeable Details Lead You Towards Success

Bernadette McClelland

'Competitive Edge Series: Letting the Noticeable Details Lead You Towards Success. We usually have had people over our lives offer advice to us or have said something that sticks in our mind. Possibly because it was repeated enough times or probably because there was an element of truth behind the message. In my case it was a sales manager who used the phrase ‘Attention to Detail’ with me quite regularly.