Sales and Marketing Management
MAY 13, 2016
Issue Date: 2015-05-13. Author: Tim Brown and Dan Streeter. Teaser: Over the course of a career, even the best salespeople are going to be told no seven or eight times out of 10. It's important to learn how to handle rejection. Over the course of a career, even the best salespeople are going to be told no seven or eight times out of 10. It's important to learn how to handle rejection.
Understanding the Sales Force
MAY 9, 2016
Sales Process is a topic I have chosen to write about around 25 times over the past 10 years. All 25 articles can all be found in my series on Sales Process. Lately, we are finally beginning seeing some improvements being made in this area. For example, back in the early 90's, when Objective Management Group (OMG) first began measuring the existence of sales process, only 9% of all salespeople were following one with any degree of consistency and effectiveness.
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The Sales Hunter
MAY 12, 2016
At the start of the year, I challenged you to focus your time by minimizing the amount of time spent on prospects that ultimately go nowhere. We’re now into the 2nd quarter of the year, and it’s time to do an assessment. Below is what I wrote on this important goal in January of this […].
The Pipeline
MAY 12, 2016
The Pipeline Guest Post – Megan Totka. Businesses always want to find more leads and turn them into customers. If you know your products are amazing, your services solve a need in the marketplace, and can back up these claims, then you’re in good shape. Now it’s time to consider how you want to invest both your time and money into this endeavor.
Advertiser: ZoomInfo
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.
DiscoverOrg Sales
MAY 12, 2016
So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales. We’re not trying to be gigantic hypocrites, but we are smart enough to recognize that there’s a balance. Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
MAY 10, 2016
Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to know. Here are 5 mistakes far too many salespeople make with social media: 1. Thinking that because they’re a new connection, you the […].
The Pipeline
MAY 9, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . It has always been said that to succeed you should follow and mimic those who excel. But given the popular 80/20 myth in sales, and the fact that less than 60% of B2B reps make quota, you may be challenged to find someone to imitate. Fear not, there is hope, just flip the coin and work on avoiding what the also-rans and duds do.
Sales and Marketing Management
MAY 8, 2016
Issue Date: 2016-05-09. Author: Joe Moriarty. Teaser: The good news for sales enablement executives is that the critical knowledge and expert resources are all there. The challenge is to enable this content in a way that effectively embeds it in the minds of the recipients. The good news for sales enablement executives is that the critical knowledge and expert resources are all there.
Pointclear
MAY 13, 2016
How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling t
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The Sales Hunter
MAY 13, 2016
e just fine.ejustfine. Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the […].
Mr. Inside Sales
MAY 13, 2016
If you are trying to set appointments for an outside sales team, or even if you’re trying to generate leads so you can do an over the phone demo later, then you know all about put offs and stalls. While I’ve previously discussed the common ones like, “I’m not interested,” and “Just email me something,” there others that are somewhat harder to overcome….
Sales and Marketing Management
MAY 10, 2016
Issue Date: 2016-05-11. Author: Scott Schwefel. Teaser: No matter where you are in terms of self- awareness, and whether or not you know your true purpose in life, there are eight steps that will prove invaluable in your search for a better lifeand a better you. No matter where you are in terms of self- awareness, and whether or not you know your true purpose in life, there are eight steps that will prove invaluable in your search for a better lifeand a better you.
MTD Sales Training
MAY 10, 2016
If there’s one quality that we can always develop on our journey to being great at salesmanship, it’s the quality of connection. Ask any buyer what cements the relationship between them and their best suppliers, somewhere down the line this concept of connection will rise up. No buyer I know will say that they continue buying from a company without some form of bond or relationship with them.
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The Sales Hunter
MAY 10, 2016
Creating awareness and helping generate leads always will be some of the key roles of the Marketing Department. The challenge is to make sure Marketing gears its efforts toward reaching the right prospects and customers. During my time in Marketing positions, I found that Sales would doubt the work the Marketing Department was doing and […].
Mr. Inside Sales
MAY 9, 2016
I know, it’s a catchy and kind of a trick title, isn’t it? And when I ask audiences what they think it is, they guess things like: “Asking for the sale!”. “When would the customer like delivery?”. “How many units do they want?”. Things like that. All these are good guesses – they are all closing questions and these are arguably the most important things to say, but the number one most important thing to say is….
Zoominfo
MAY 12, 2016
Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. But a commitment to lifelong learning is just as important; it keeps our minds sharp and gives us a wider perspective of the world outside our own backyards. With that said, here are five of the books and blogs we love. 1. The Sales Development Playbook by Trish Bertuzzi “As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is ab
Increase Sales
MAY 12, 2016
Today, once again, I heard “It’s well worth the price” sales pitch from a colleague who was justifying the prices charged by a local, upper scale men’s clothing shop. I had serious doubts when this shop opened because I did not believe the local market would support shirts selling for over $100 less alone shoes for $700 or men’s suits for over $500.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
The Sales Hunter
MAY 9, 2016
Start this week RELAXED! Do you know what happens when you relax? You make better decisions. You are able to better focus on what is within your control. Too many people waste too much time and energy getting frustrated and stressed about things beyond their control. That’s why I’m encouraging you this day to […].
Anthony Cole Training
MAY 11, 2016
Why Do So Many of My Salespeople Fail to Perform as Expected?
HeavyHitter Sales
MAY 7, 2016
BE A PART OF SALES RESEARCH HISTORY. Noted sales researcher Steve W. Martin from the University of Southern California Marshall Business School would like to invite you to participate in a first-of-its-kind sales research project on the attributes, attitudes, and actions of salespeople, sales leaders, and pre-sales support engineers. We think you will find the study topics interesting and engaging!
Increase Sales
MAY 13, 2016
Funny thing about sales is discernment is always present. Should I send this email message or post update on my social media sites? Maybe I should just make a phone call or drop a short note via snail mail? Each day salespeople many many discernments about what actions they should or should not take. What I know is by investing 10 minutes of reflection at the close of business each day supports me in making those decisions for the next day.
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Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
A Sales Guy
MAY 13, 2016
If a sales conference is determined by its speakers, then it’s hard to argue that SalesMachine Summit 16 won’t be the hottest sales conference of the year. Check out this lineup; Seth Godin , Arianna Huffington , Simon Sinek , Gary Vaynerchuck , Billy Beane, and more. This is going to be a savage event. In addition to these killer keynote speakers, there are four tactical tracts (Sales Strategy, Sales Operations, Sales Development, and Sales Leadership) designed to provide robust, a
BrainShark
MAY 10, 2016
Heading to Nashville for SiriusDecisions 2016 Summit? You’re among good company! . More than 2,500 attendees representing some of the most innovative B2B brands, are expected, and Brainshark is thrilled to be a premier sponsor.
Close
MAY 13, 2016
2015 proved that even unicorns aren’t invincible. Snapchat’s value took a 25% hit. Evernote went through a second round of layoffs. Optimizely had to let go of 10% of their workforce. (Let’s not even talk of Zenefits.) Good Technology sold for less than half of its top valuation.
Increase Sales
MAY 10, 2016
As we are in the process of relocating, our home is up for sale. I must admit I have learned a lot about realtors and especially how many ignore LinkedIn as a marketing and selling opportunity. I do believe ignoring this social media channel places these realtors at a competitive disadvantage, let me explain. Yesterday, we had another “showing.” The realtor left her card and I immediately checked her profile out on LinkedIn.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
A Sales Guy
MAY 11, 2016
About a month ago I sat on Salesforce.com’s series pass, Social Selling: How to Connect with the Modern Buyer. It was a great session. I got to hang with some of today’s social selling greats, Koka Sexton, Jill Rowley and Jamie Shanks. One of the questions was how I would define social selling, here’s my answer in a quick clip.
Cincom Smart Selling
MAY 13, 2016
Successful sales people have always known that being successful in their job requires them to continually learn about the markets they serve, the products offered, the pricing and selling issues related to the product as it grows and changes over the years. Selling complex products like locomotives, jet engines, electronic instruments, machines tools and the like is not something someone just picks up after reading some brochures and listening to a webinar.
The Brooks Group
MAY 13, 2016
Everyone knows that front-line salespeople need to be coached. It’s an important part of nearly every sales manager’s responsibilities. However, who’s coaching the coaches in your organization ? If your organization is like a lot of others, the answer is either “nobody” or “we’re not quite sure.”. Well, even coaches need coaching. Sales leaders – VPs and even CSOs - struggle to complete the mountain of work they face: reporting, budget management, training, recruiting, onboarding, and dealing wi
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