SBI Growth
NOVEMBER 3, 2016
Today’s topic is content strategy and planning. Joining us is Steve Keifer, the Vice President of Marketing at LeaseAccelerator, a fast-growth SaaS company in the corporate FinTech space. LeaseAccelerator helps companies track and manage equipment leases through an enterprise SaaS environment. . Content.
The Sales Hunter
NOVEMBER 1, 2016
People ask me all the time, “What does it take to be successful when prospecting?” I’ve narrowed everything down to what I believe are the 10 rules of prospecting: Have a dedicated time on your calendar to prospect and don’t allow interruptions. This is absolutely essential! The most succeesfull salespeople are those who commit time […].
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Understanding the Sales Force
OCTOBER 31, 2016
At some point in most training programs we talk about being willing to walk away. In addition to being part of a Kurlan led sales training program, the willingness to walk away is a major focus of any training program on negotiation as well. But most people in sales don't really understand the concept of being willing to walk, how it plays out, and what to do when you get there.
The Pipeline
OCTOBER 31, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . If you manage hang on for another week, I assure you that there is life after the election, and what is waiting on the other side is not the end of the world, but the end of your sales year. Which if you plan it right is not as big a deal as many would make you believe, unless of course you’re one of those sales people who exists from crisis to crisis.
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.
SBI Growth
NOVEMBER 1, 2016
On this week’s SBI Insider Video Podcast we discuss the topic of developing an A-Player profile for revenue producing roles. The A-Player profile becomes the foundation for how you source, assess, hire, onboard, develop and create a succession plan. Joining me.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
NOVEMBER 3, 2016
Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice— deliberate practice. But adults resist practice. We get paid to do our jobs correctly the first time. Practice is on our own time. And who has extra time just floating around? Children practice all the time, without fear.
The Pipeline
NOVEMBER 3, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Years ago, I read a stat that suggested most sales people do not read even one sales book a year, and that was before access to sales blogs and curators of blogs, and a host of other sources (of dubious quality). While some may put this off to laziness, it may also be that the “consumer”, here sales people, are more discerning than given credit, and realize that many of the books they ignore are indeed worth ignoring.
SBI Growth
NOVEMBER 2, 2016
SBI recently spoke with Dave Longaker, the Chief Revenue Officer at Rovi Corporation. . Dave leads a robust b2b sales force at Rovi, a leading technology supplier to the entertainment industry. When you are flipping through channels and looking for TV shows.
Understanding the Sales Force
NOVEMBER 3, 2016
Image Copyright 123RF Stock Photo. Nearly every company gets to the point where they must realign territories, accounts or roles. While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation. That problem is the biggest reason why it is so important to create an effective compensation plan.
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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.
Sales and Marketing Management
OCTOBER 31, 2016
Issue Date: 2016-10-31. Author: Peter R. Adam. Teaser: I’d set up a lunch meeting with the chief of vascular surgery and the office manager to work on sealing the deal. After some friendly chit-chat, we were leading up to the defining moment that I had been preparing to execute. They fired multiple questions at me as we munched on our sandwiches.
MTD Sales Training
NOVEMBER 1, 2016
There are times when the customer simply wants to let off steam. Maybe the delivery you promised hasn’t arrived. Or some of the equipment has broken down. Or there’s simply too much pressure on the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Score More Sales
OCTOBER 31, 2016
To be a real sales leader – not just a manager - you must be willing to look inward. Self-awareness is understanding everything about everything that makes you, well, you. LifeHacker wrote a great piece about self-awareness and how to be more self-aware.
The Sales Hunter
NOVEMBER 1, 2016
Why are you discounting your price? I sat down with the folks from Salesforce and shot the below video dealing with this issue of why we feel we need to offer a discount: Discounts are given for two reasons, and if we look deep enough, the two are the same. The first reason is the customer isn’t […].
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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
No More Cold Calling
OCTOBER 30, 2016
Here’s what you might have missed from No More Cold Calling this month. One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “ The Death of the B2B Salesman.” These days, everyone’s predicting the demise of our profession and assuming automation will eventually replace us all. This is a case of incomplete information and people reading headlines only.
MTD Sales Training
NOVEMBER 3, 2016
How long have you worked in your industry? That’s your history, and for many people it’s all their history. In other words, they have just one or two perspectives on the world of work and business. I. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Increase Sales
NOVEMBER 2, 2016
According to Microsoft, human beings have an attention span of 8 seconds. A goldfish has an attention span of 9 seconds. Possibly this is one of the reasons for the one word equity sales pitch as described by Dan Pink in his book To Sell Is Human: The Surprising Truth in Moving Others. The one word equity sales pitch is the brain child of Maurice Saatchi who believes in this digital age brevity must be pushed to its breaking point.
The Sales Hunter
NOVEMBER 4, 2016
Sales is an emotional game. It never ceases to amaze me how much a person’s emotion and level of motivation impact results. Every manager knows there will always be moments to praise success and to critique things that don’t go well. Challenge is making sure the salesperson’s motivation remains positive. Each salesperson responds to […].
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.
Sales and Marketing Management
NOVEMBER 3, 2016
Issue Date: 2016-11-04. Author: Stephanie Chung. Teaser: To succeed in high-ticket selling, you must be able to communicate the right way with buyers looking to make a big investment. Here are five "musts" for success in the world of high-priced, complex sales. To succeed in high-ticket selling, you must be able to communicate the right way with buyers looking to make a big investment.
Pointclear
NOVEMBER 2, 2016
There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to generate that additional revenue. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table.
Increase Sales
OCTOBER 29, 2016
To have sustainable sales success does require for you to be reachable. If people cannot find your contact information, you may be losing sales. The challenge is three fold for SMB owners and sales professionals: Phone numbers and addresses change. Content marketing via the long tail may have old contact information. Salespeople are crazy busy. Some sales professionals have migrated totally to social media and have ignored even updating their website with their basic contact information.
The Sales Hunter
NOVEMBER 3, 2016
Why do people think they can send out lousy emails and expect people to respond? Do these people think the people they’re sending them to are as stupid as they are? I’ve been collecting the worst of the worst and it’s time to start calling them out. Some people have told me I should not […].
Advertiser: ZoomInfo
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.
Sales and Marketing Management
NOVEMBER 2, 2016
Issue Date: 2016-11-01. Author: Bryon Matthews. Teaser: There’s a fine line between winning and losing. Victory can be decided in the small details others often overlook or deem unimportant. Not paying attention to those details can cost you. Big time. There’s a fine line between winning and losing. Victory can be decided in the small details others often overlook or deem unimportant.
Increase Sales
NOVEMBER 4, 2016
How many sales conversations leave you confused, wondering what was just said? Maybe others may feel the same way about your interactions? Credit www.gratisography.com. Imagine for a moment if you would embrace just these four words – Feel, Know, Do and Remember – into ALL interaction with your sales leads to professional colleagues to centers of influence.
The Sales Hunter
NOVEMBER 2, 2016
Digital Sales Engine is a day-long online learning event on November 17, packed with live sessions and master classes by 30+ of today’s leaders in sales. Other top sales speakers and I will come together to provide a learning experience full of proven strategies and powerful insights around sales technology. The event will consist of […].
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?
Sales and Marketing Management
NOVEMBER 2, 2016
Issue Date: 2016-11-01. Author: Paul Nolan. Teaser: Can we dial it back on the “what millennials want” talk? You can’t pick up a magazine (we’re guilty) or attend a trade show these days without running into yet another discussion on the likes and dislikes of people born between 1982 and 2002 (the officially unofficial definition of millennials).
Score More Sales
NOVEMBER 1, 2016
The short answer if you are in a hurry to read this is:
Increase Sales
NOVEMBER 3, 2016
Each day I receive announcements about new sales tools from CRMs, sales training software, books on sales, etc. Most suggest by purchasing these tools, they will be the answer to your sales problems. Unfortunately, the purchasing of some of these so called answers only further intensify your sales problems. Possibly what is driving these purchases is the “quick fix virus.” This virus appears to gain momentum especially towards the end of a calendar or annual business year.
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