Sat.Mar 07, 2015 - Fri.Mar 13, 2015

article thumbnail

16 Words (and Phrases) That Undermine Your Credibility

The Sales Heretic

'Our words can either help or hinder our sales efforts. The right words can ease our buyer’s fears, stoke their excitement, and move them to action. The wrong words can annoy prospects, insult them, and even scare them off. Some of the most dangerous words, though, are words we’re not even aware we’re using. They’re [.].

article thumbnail

Girl Power—Men with Daughters Get It

No More Cold Calling

'How do you ensure the young women in your life get the equal opportunities they deserve? Gender equity is not just a girl thing. Women have important contributions to make and powerful perspectives to share. Smart leaders know that diversity of thinking fuels growth, and they claim it’s a priority. But the numbers reveal the truth : We still have a long way to go before we can talk about equality with a straight face.

Sports 249
Insiders

Sign Up for our Newsletter

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

article thumbnail

Jill Konrath’s Sell #LikeAGirl post made my blood boil.

Bernadette McClelland

'I read every word of Jill Konrath’s latest blog on her website Sell #LikeAGirl and I could feel the emotion taking over as I read it and re-read it. Every word she wrote echoed the same sentiment I felt from […]. The post Jill Konrath’s Sell #LikeAGirl post made my blood boil. appeared first on Bernadette McClelland.

Strategy 249
article thumbnail

Leading From The Front – The Role Leadership and Accountability

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . There is much discussion about leadership, or more accurately, a lot of talk, some of it actionable, some of it not. The less actionable it is, the less interesting, and as a result ending up more talk than action. Many of those who like to talk about leadership, often include a blurb on accountability.

Account 247
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

Increase Your Sales Enablement ROI with Video

Sales and Marketing Management

'Issue Date: 2015-03-09. Author: Eric Burns. Teaser: In the face of self-educated buyers, increasing quotas and lengthening sales cycles, it’s no surprise that organizations are looking for ways to better arm their reps. Increasingly, sales and marketing teams are turning to a new tool that can uniquely address some of the most pressing challenges of modern sales enablement — video.

More Trending

article thumbnail

[Message to Management]: Don’t Confuse Sales Activity with Lasting Change

No More Cold Calling

'Here’s how to implement real change in your sales organization. Why do so many salespeople refuse to learn new prospecting strategies or to change sales tactics that aren’t working? Change is the only way to grow and excel. And why wouldn’t salespeople follow the path to the highest commissions, the fastest closes, the best meetings, and the most powerful relationships?

Referrals 223
article thumbnail

The Power Of Impact Questions – Sales eXecution 288

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . I know that we have been taught not to answer a question with a question, but at times you have no other means of redirecting the conversation. One of my favourite type of questions, are Impact Questions. Questions that go to the heart of the issue, challenge the assumptions of the other party, and allow you to redirect the conversation in a way that it revolves around elements that allow the buyer to explore issues in a way they hadn’t conside

article thumbnail

Beach Ball of Death Predicts Lack of Sales Growth

Understanding the Sales Force

'Every Mac owner knows about the dreaded beach ball of death. For those who have never experienced the Mac equivalent of a computer crash, a beach ball that won''t stop spinning appears on the screen and when it''s more than a simple application crash, the death reference implies impending doom to the Mac itself. This is what it looks like: During the summer, beach balls can also be seen floating among fans in the center field bleachers at Fenway Park.

Groups 214
article thumbnail

Your Prospects Don’t Care About Your Price

The Sales Hunter

'The last thing any salesperson needs to be concerned about is their price when they find themselves talking to a new prospect. I have watched far too many salespeople mentally take themselves out of the running with a prospect, all because they’re fixated on thinking their price is going to be too high. Your […].

article thumbnail

How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

article thumbnail

The “A” In AIDA – 3 Ways To Actually Grab It!

MTD Sales Training

'We are supposedly exposed to over 5,000 marketing, advertising and other types of messages each day. Personally, I think it’s a lot more, especially when you think of how many emails we get! What. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

Charting Realistic Goals to Attain Sales Success

Sales and Marketing Management

'Issue Date: 2015-03-13. Author: Susan Ershler. Teaser: Successful salespeople achieve their vision by pursuing a series of realistic goals in exactly the same way we climb mountains: one step after the next. But the number of steps we take depends on where we start our journey. Successful salespeople achieve their vision by pursuing a series of realistic goals in exactly the same way we climb mountains: one step after the next.

Exact 195
article thumbnail

When Bad Things Happen to Good Leads - Part 5

Pointclear

'Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 times more likely to respond to quality voicemail and email than their junior reports. I was blown away! In this 5th and final installment of our series, I’ll explain why this is the case … AND why they are also substantially less likely to give up their digital body language via marketing automation.

Leads 186
article thumbnail

Sales Motivation Video: Your Frame of Mind is Everything

The Sales Hunter

'More than anything else, your frame of mind — your attitude — is going to determine your level of success. I challenge you to pay very close attention to your frame of mind, particularly on Monday morning as you start your week. You will be surprised that if you resolve to have a positive frame […].

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

Epic Debate on the Science of OMG's Sales Assessment

Understanding the Sales Force

'Copyright: 123RF Stock Photo. Sometimes things happen in ways that you never plan for. Last week, a Blog post appeared on another site that listed ,8 Things that the Top 1% of Salespeople Do Differently. In response, I posted a simple counter argument on my Blog. The extremely popular article was syndicated by CustomerThink.com, where the conversation picked up comments from both doubters and supporters alike.

Groups 176
article thumbnail

The Problem with Marketing, It’s an Ongoing Decision Making Process

Increase Sales

'Marketing continues to be the number one barrier to strategic business growth. The problem with marketing is it is an ongoing decision making process because if other firms and people do not know about you, your company or your solution, you will remain pocket poor. With all the types of marketing channels available from paid advertising to social media posts such as content marketing to referrals, chaos can quickly take over.

Marketing 126
article thumbnail

LinkedIn Is Today’s Suit — Are Your Wearing Armani or J.C. Penny

A Sales Guy

'When I first started my career, I was a suit b h. I wore the most stylish suits I could afford. I wore Boss, Armani, Ralph Lauren, and Canali. I loved them. I knew what stores had the best sales, and how to get these #badass suits for as cheap as possible. As my career progressed and I made more money, I began to have my shirts custom made. They had English spread collars with French cuffs.

LinkedIn 105
article thumbnail

5 Lessons Every Salesperson Can Learn from the Apple Launch

The Sales Hunter

' Put aside the debate about the Apple Watch and let me share with you 5 things I learned from the launch of it that are going to help me sell better: 1. Provide your customer with valuable information that will have them wanting to keep your appointment. Apple has been teasing us with the […].

article thumbnail

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.

article thumbnail

What Sales Leaders Should Have On Their Calendar

Fill the Funnel

'Click the video above to learn why Sales leaders, future sales leaders and those that would like to become a sales leader in the future will all benefit from registering for this free event and attending on Tuesday, March 31st at 11:00 am Eastern. By registering, you will receive the live broadcast link, the replay link for future review, plus eBooks and supporting information from each of the presenters.

article thumbnail

The Sales Pitch or Push Versus Pull Selling Style

Increase Sales

'Reams of papers have been printed about the different selling styles. However, when you rendered them all down they fall into of these two categories: Credit: www.gratisography.com. Pitch. Pull. Make a Sales Pitch or Push. Possibly the pitch selling style can be traced backed to the traditional product base marketing approach. Make a sales pitch about your solution (product or service) and you will attract attention.

Education 121
article thumbnail

Nancy’s Sales App of the Week: @Avisoinc

SBI

'Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Aviso, a smart selling tool that eliminates the manual process of rolling-up a sales forecast of your entire sales organization. Sales ToolSkool Video Transcript: This week’s topic is a tool that eliminates the manual Sales Forecast roll-up process and makes it possible for you to keep your plan on track.

article thumbnail

5 Ways to Improve Your Negotiating Skills

The Sales Hunter

' Improve your negotiating skills immediately by doing the following: Close Your Sale by Giving the Customer 3 Options Many times customers only want to negotiate out of a desire to feel in control and to feel they are able to get something extra from the salesperson. A quick way around this is by offering […].

article thumbnail

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

article thumbnail

When Are We Being Manipulative? When Is It Just Best Practice?

Partners in Excellence

'Few would promote blatant manipulation of the customer to achieve our goals. We are regaled with stories of sales people shamelessly manipulating customers. The manipulation may be outright deception about the capabilities of a product or service. It may be deceitful pricing or contracting processes. It may be taking advantage of a situation–perhaps a customer’s misfortune.

eBook 93
article thumbnail

How Competency Based Leadership Model Continues to Be Old School

Increase Sales

'Back in 2001, two authors by the names of Linda Martin and Dr. David Mutchler wrote an extremely powerful book directed towards competency based leadership model and how this was old school. In their book entitled, Fail-Safe Leadership: Straight Talk About Correcting the Leadership Challenges in Your Organization , they succinctly addressed this old school leadership model and why it is old school.

article thumbnail

Sales managers – and the smartest person in the room dilemma – An STC Classic

Sales Training Connection

'A Classic – ’63 Corvette. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. They also know it isn’t so easy to do. There are lots of traps along the way for getting it right.

article thumbnail

6 Leadership Ideas to Drive Massive Revenue

The Sales Hunter

'Do you want to drive revenue? Of course you do! I want you to have the best ideas that will move you in that direction. That’s why I’m joining other sales experts for the upcoming webinar on Tuesday, March 31, on 6 Leadership Ideas to Drive Massive Revenue. OmniJoin is sponsoring this opportunity, which makes […].

Revenue 177
article thumbnail

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.

article thumbnail

Your Value Proposition Is Irrelevant To Me!

Partners in Excellence

'You probably get a lot of the same prospecting emails that I get. Whether it’s someone trolling groups in LinkedIn, or somehow they’ve gotten your email address, I get dozens of prospecting letters each week. All of them are very predictable: They apologize for intruding. They talk about themselves and their products. They always present a compelling “value proposition” on work they’ve done with “organizations like yours.” I won’t waste my time o

Oracle 91
article thumbnail

Connecting the Data Dots of Talent Assessments

Increase Sales

'Being somewhat of a numbers person, I truly love to collect data and look for data trends. My sense is beneath all these numbers are data gems that can be helpful to individuals and businesses. Unfortunately, many fail to connect the data gem dots. Lucky for me, I discovered one data gem specific to top sales performers. Now sometimes it was applicable to entrepreneurs if they had come from a sales background.

Data 119
article thumbnail

The #1 sales challenge: developing new business – 6 best practices

Sales Training Connection

'What is the one competency salesperson could most benefit from if they knew how to do it better? A Survey of Sales Effectiveness: Global Research on what Drives Sales Success addressed that question. The skill set was: Developing New Business. . As to the nature of the challenge and the best practices for addressing it, it’s necessary to pinpoint whether you are talking about new business with new customers or new business with existing customers.