Sat.Aug 13, 2016 - Fri.Aug 19, 2016

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Your Company’s Biggest Information Security Risk? Your Employees.

Sales and Marketing Management

Issue Date: 2016-08-18. Author: Dennis Egen, President and Founder, Engine Room. Teaser: It has been estimated that approximately 60 percent of corporate data compromises are caused by employees or insiders (e.g., freelancers, contractors). And the vast majority of these are unintentional. Steps can be taken to address the threat. It has been estimated that approximately 60 percent of corporate data compromises are caused by employees or insiders (e.g., freelancers, contractors).

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Why Recruiting is Like Marketing

DiscoverOrg Sales

Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months! Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked. Applying just a few of the techniques learned as a marketer made our recruiting engine 10x more productive and successful – and we hit our goals a month ahead of sc

Hiring 222
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What Do You Do?… “I’m In Sales…” Try Again!

Bernadette McClelland

Book publishers , Wiley Australia, told me not to put the word ‘sales’ in the title of my latest book… ‘ covers with the word sales don’t sell well in Australia ‘ The speaker bureau said not to promote the word ‘sales’ in my keynote… ‘ no one will be interested if you mention sales ‘ The group responsible for the International Women In Sales program told me they were having difficulty in gathering interest in Australia because they said

Lead Rank 183
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Curiosity and Discontent: Words to Live—and Sell—By

No More Cold Calling

Read the speech that helped to shape my perspective on education, sales, and life in general. Many years ago, a high-school girl competed in a state speech competition for members of the forensics club. Participants competed for the best original speech as well as for the best speech written by someone else. This young girl chose a speech entitled “Curiosity and Discontent: The Value of a College Education.

Hiring 173
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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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3 Things To Not Say In Prospecting Calls

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Many sellers ask me what they should add to or say in an initial telephone prospecting call. Having listed to and analyzed thousands of calls, I have come to the conclusion that most sales would make great strides if they first focused on what to leave out of their calls. There are things that people say in the call that make sense based in “normal” situations, but prospecting, cold calling people who you have never spoken to, who are not expe

More Trending

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Embarrassing Feedback That Taught Me The Biggest Lesson Ever!

Bernadette McClelland

So, imagine this! You decide to study and undertake a Diploma. And that Diploma is in coaching – executive coaching, small business coaching, sales coaching and peak performance coaching – like the athletes do! You are someone who walks your talk – so by becoming a coach, it makes sense that you, too, get a coach. After all, you can’t learn to swim by reading a book.

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Three Simple (and Free!) Tactics to Boost Sales Performance

Sales and Marketing Management

Issue Date: 2016-08-15. Author: Eric Blumthal. Teaser: Moving your middle performers up a notch represents your most significant revenue opportunity. Imagine if you could improve all your C and B performers by a half or full letter grade. While many characteristics of top performers are difficult to replicate, each of these is easily transferred to your middle majority.

Revenue 180
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Leveraging The “Nice To Haves”

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are good at looking for prospects or buyers with “pain” or “needs”, those ready for the seller’s “solution”. I get it, these are more immediate sales, more cooperative buyers even when the motivation is rooted in “pain”, but is that enough. Most groups I work with, when asked, will tell me that to make quota they will have to close business with more than just the “lower hanging fruit” of self-declared buyers with “pains” or “need

Groups 156
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10 Rules to Follow When Starting a Prospecting Telephone Call

The Sales Hunter

Each week I’m asked by at least one salesperson, “How do I open a call with someone I’m prospecting?” For many salespeople, it’s the biggest obstacle they need to overcome when prospecting. In my upcoming book, High-Profit Prospecting, I dig deep into the issue of how to open a call. Below are just a few […].

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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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My Top 7 Ways To Begin Your Conscious Selling Journey

Bernadette McClelland

Sharing why the concept of Conscious Selling is so important for business growth moving forward is what led me to deliver my keynote, ‘Conscious Selling’ in London last week in The Top Sales World auditorium at the Sales Innovation Expo. . Part of my journey was via Belfast. A city, in order to rebrand and market itself after the chaotic ‘Troubles’, created a new spirit, a consciousness around a part of history to which the world has been for decades, emotionally connect

Lead Rank 186
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Challenge the Status Quo with Insight-Based Direct Questions

Sales and Marketing Management

Issue Date: 2016-08-19. Author: Michael Harris. Teaser: When customers don’t fully understand their problem, salespeople will not be able to confirm value with generic questions, because there is no value to confirm. With Insight-Based Directed Questions, salespeople are able to illuminate the problems and costs of not having their unique capability.

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Dave Kurlan on Sales Insanity and What the Future of Sales Holds

Score More Sales

It is always a great day when I can speak with a long time sales scientist with the insight of Dave Kurlan. If you know anything about B2B sales development, you should know who Dave is.

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SBI’s Review of the “The Challenger Customer” and its Impact on Your Sales Strategy

SBI Growth

“The Challenger Customer” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman was one of the most popular sales books last year. It was written as a sequel to the highly successful book, “The Challenger Sale.” Watch here as.

Customer 124
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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At Last!! The REAL rules of the game…

Bernadette McClelland

Do you ever break the rules of a game? I don’t mean cheat. I mean buck the system, or challenge the status quo, or rewrite your narrative? If you don’t, you might just be selling yourself short. Here’s why: Take a trip down history’s memory lane for a moment. Our civilisation has got to where it is today through evolution, and each stage has called for a new game with new rules – socially, economically and politically.

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The Proper Way to Set a Call Back

Mr. Inside Sales

Not all sales close on the first – or even second or third, etc. – closing call. Because of that, it’s often necessary to set a call back to continue the conversation. Like most parts of a sale, the call back is one of those recurring situations that you, or your sales team, will find yourself in countless times a day or week. Because of this, it’s important that you develop and then script out a best practice approach to handle it effectively.

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Sales Motivation Video: Are You Using Your Time to Its Fullest?

The Sales Hunter

How you use your time is absolutely vital to your success. That being the case, are you using your time to its fullest? Are you busy doing the most productive activity you could do? Or are you busy doing stuff that other people could be doing? Challenge everything you are doing. Check out this video […].

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Sales Management Tools: The Performance Formula

Anthony Cole Training

Performance management is a major component of our Sales Management Certification program. When we graphically represent a sales managed environment, the pyramid below is how we communicate the components, how the environment is built and the order of importance.

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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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Why Your Marketing Strategy is the Key to Revenue Growth

SBI Growth

Your marketing strategy is a critical piece to the revenue growth puzzle. Ignore it, and you will miss your number. We recently interviewed Mike Yardley, the chief integration officer at VML, a global marketing agency, about this topic. Listen as.

Revenue 120
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Use This Simple Technique To Get The Decision Maker On-Side

MTD Sales Training

When we are putting our presentations together for a client meeting, we often, if not always, concentrate on the overall benefits to the client of our products and services. We concentrate on what our products will produce for them, how they will make them more competitive in the market place, the profitability they will bring or the increased productivity that they will gain.

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3 Reasons for Low ROI from a Trade Show (with ways to improve)

DiscoverOrg Sales

One of the most popular avenues to generate leads is trade shows. Hundreds, if not thousands of prospects all in the same place, and potentially looking for your solution. During the trade show are opportunities to meet with colleagues for networking opportunities. It’s a perfect storm of getting in front of people, building relationships, and then leveraging those relationships into generating revenue.

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Top Characteristic Part Ten: Invest Daily in Your Attitude

Mr. Inside Sales

Now that you have resigned from the company club, you can use that time and energy to do the one thing that will have the most impact on your performance and your life: Find ways to build up your attitude on daily basis. Before we get in to some ways to do that, let me emphasize the importance of investing time and energy every day to improving, strengthening and elevating your attitude.

Energy 120
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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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Nail Your Product Launch and Blow Your Number Away

SBI Growth

Does your revenue growth goal include an assumption for a yet to be released product? If the answer is yes, then the launch of this new product is critical to your success. Andrew Wright, the vice president of design at.

Revenue 120
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You vs. The Competition…Want To Win? Here’s How…

MTD Sales Training

I’ve been speaking to more of my clients recently. Not that that should surprise you, but I’ve taken some time out to find out some of the key issues they are facing and identified many of the specific ideologies that drive them to make decisions. In some cases it’s been eye-opening, and has allowed us to tweak our offerings and practices so we are in line with their requirements.

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Close More Sales with Lead Validation

Sales and Marketing Management

Issue Date: 2016-08-12. Author: Brad Shorr. Teaser: Lead validation is an extremely important part of Internet marketing campaigns, but few companies take the time to do it or even realize it can be done. Lead validation is an extremely important part of Internet marketing campaigns, but few companies take the time to do it or even realize it can be done.

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Top Ten Characteristics of Top Sales Producers (Part Nine)

Mr. Inside Sales

These last two parts will focus on the one characteristic that is perhaps the most important of all. You’ll find this characteristic in ALL top performers, not just in top sales producers. You’ll see it in top athletes, actors, musicians, dancers, top business people, academics, etc. All top producers have this quality in abundant amounts, and parts nine and ten will focus on how to develop, grow, protect, and maintain it within the sales arena.

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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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SBI’s First Ten Years

SBI Growth

Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads.

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Upgrading Your Sales Team Military Style

Anthony Cole Training

I assure you that the military academies are all about performance management. IF it moves, it gets measured.

Sales 120
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The Only Thing You Can Control in Sales

Increase Sales

Sales, wouldn’t it be great if you could control the: Buying decision making process? Competition? Economy? Decision Maker? Sales goals? Yet reality shows us there is only one thing you can control and that is you. From you, you can control your: Beliefs and attitudes. Actions and behaviors. Results. We cannot control how people react to us. All we can do is control our reaction to other people.