SBI Growth
JANUARY 12, 2013
As the head of sales you can become overwhelmed with technology options. With limited time, how do you prioritize initiatives? We will discuss how your sales organization can prepare to utilize technology effectively. Many sales organizations are using new technology to automate broken processes. Why? They are looking for a quick fix. This leads to a lack of faith in the technology.
MTD Sales Training
JANUARY 15, 2013
Gavin Ingham once said “Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b). [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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The Sales Heretic
JANUARY 16, 2013
In a previous post, I discussed 22 Ways to Use QR Codes to Boost Your Sales. The article lists 22 different things you can link a QR (Quick Response) code to, in order to boost your web traffic, engagement and sales. Since QR codes bridge the gap between the print and digital worlds, they’re perfect [.].
The Pipeline
JANUARY 18, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. I have always been a fan of Star Trek , and intrigued by some of the possibilities presented in the original and even Star Trek NG. Interesting how some of the things that seemed farfetched, now are not. One that always fascinated me was the black hole; little did I think we would experience it in selling, specifically when using e-mail.
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
JANUARY 17, 2013
Recent enhancements to LinkedIn’s social network should be leveraged to generate leads. The new LinkedIn user profile offering is one of many recent enhancements. Engaging with these enhancements will drive Demand Generation. Sales teams know that social selling on LinkedIn will help make their number. The Marketing team can help support sales rep social sellers by growing their own networks.
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Jeffrey Gitomer
JANUARY 16, 2013
Tweet Your life will always be filled with challenges, barriers, and disappointments. It’s best to admit this to yourself and decide to be happy anyway. Alfred Souza said, “For a long, long time it had seemed to me that I was about to begin real life. But there was always some obstacle in the way, something to be gotten through first, some unfinished business, time still to be served, a debt to be paid.
No More Cold Calling
JANUARY 17, 2013
Develop your 30-minute sales plan and referral program, and discover a business-development strategy that delivers. Writing sales plans? Setting goals? Who has time? You do! Perhaps I don’t want to write a sales plan and set my goals, because then I’ll actually have to do them. Or, I think, “I’ll get to it later,” and later never happens. Like anything else in life, when you work it, it works.
SBI Growth
JANUARY 16, 2013
The market is changing. The Social Seller is replacing the traditional prospector. Gone are the days with four hour time blocks to dial for dollars. Successful Reps now spend their four hours taping into social networks to win business. Why? Because Buyers spend more time online, gathered around their social networks. Today's Buyer finds influence in Twitter and LinkedIn, not their email or voicemail.
MTD Sales Training
JANUARY 15, 2013
The global situation we face means that literally everything has changed in the last few years. Change is the only constant, and businesses who have fallen by the wayside lay as epitaphs to the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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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.
The Pipeline
JANUARY 14, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. I think (hope ) it is safe to say that every seller, especially B2B, has a Plan A. A road map or process for how they plan to engage with a buyer, and work with them to mutually navigate the buy and sale process to arrive at a mutually beneficial situation, each party attaining their objectives. Having said that, I still see many who wing it.
Understanding the Sales Force
JANUARY 14, 2013
Understanding the Sales Force by Dave Kurlan When a salesperson fails to land a deal, sale or order which they expected, projected, forecasted and pre-banked, nine times out of ten, you can lay the blame on one of the following ten conditions: The salesperson did not have an effective sales process. The salesperson did not follow the sales process. The salesperson was not coached on this opportunity in the context of the sales process.
SBI Growth
JANUARY 14, 2013
Last week, I received a phone call from an EVP of Sales. “The board still hasn’t approved the sales plan. I need to take out another 3% on the expense line including sales management. That is my only chance to make the number. Unfortunately, I think Andy needs to go. He is not a game changer for us.”. “I can’t believe they eliminated my job. I never saw this coming, honey.
Score More Sales
JANUARY 16, 2013
As a sales professional, do you invest in getting known in your marketplace and in growing your career? Do you have a toolbox of your own tools which can help separate you from the rest of the noise in your industry and sector? This topic has been talked about recently through colleague Miles Austin’s post Snap-on Tool Trucks and Sales Reps. Don’t just read the post but read all the comments too.
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The Pipeline
JANUARY 12, 2013
Enter To Win Today & Take advantage of A Special Offer! Well boys and girls it is contest time again, yes it has been a while. This contest is to win tickets to the The Art of Sales… , Canada’s foremost sales conference, taking place in Toronto, January 29, 2013. This year’s list of speakers includes: Jeffrey Gitomer , Dr. Robert Cialdini , Joe Navarro , Scott Stratten , Michael Vickers , and Richard Robbins.
The Sales Hunter
JANUARY 14, 2013
We all start the beginning of each year with 365 days. To give you an example of how some salespeople can waste the better part of the year, I put together a few numbers below. The sad comment is that a lot of the items, though they seem stupid, are closer to reality than fiction for some salespeople: 365 Total Days in a Year. - 104 Weekend days. - 12 Holidays. - 15 Vacation days. - 5 Sick / personal days. - 10 Company meeting days.
SBI Growth
JANUARY 13, 2013
In several recent interviews conducted with CMO’s, content creation was high on the list of challenges. Developing and operationalizing a steady stream of relevant content that engages buyers is the new must-have modern marketing core competency. A Changing World. B2B Marketing has become an inbound world. Requiring a new set of skills and talents, which revolve around content creation.
Score More Sales
JANUARY 17, 2013
It has been the case that many sales tools have been unapproachable for smaller and SMB sales teams due to the financial investment as well as the time and expertise to get some tools in place. In addition to the tool investment itself, some things (think CRM, for example) need a part-or full-time analyst on staff working with the sales team to set up and then support the activities necessary for results.
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
JANUARY 13, 2013
Issue Date: 2013-01-14. Author: Dan McDade. Teaser: Too often, flimsy sales forecasts lack visibility and fail to deliver the right number of correctly qualified leads needed to support target numbers. Here are four clear fixes that make sales forecasts more accurate and robust. Too often, flimsy sales forecasts lack visibility and fail to deliver the right number of correctly qualified leads needed to support target numbers.
Jeffrey Gitomer
JANUARY 14, 2013
Tweet. Andy Horner is the CEO of Ace of Sales, father of four boys, husband of 1 wife, and an all around busy guy. As you can imagine, his list of goals is lengthy, but his list of resolutions is short – make that non-existent. Andy has figured out what it takes to get from goal to achievement, and he’s done it in typical Andy Horner inspirational style.
SBI Growth
JANUARY 15, 2013
It’s a new year. Will upper management be able to rely on your sales revenue forecasts in 2013? Many Sales Ops leaders I’ve spoken with are proud of a +/- 10% forecast accuracy. Let’s say the 2013 sales revenue target was set at an even $500 million. Your Q1 forecast calls for $120 million and you come in at $108 million. The company is already behind the 8-Ball and your credibility just took gut shot.
Score More Sales
JANUARY 15, 2013
The 2013 predictions about selling this year are out! B2B content kings Openview Labs first came out with a list of Top Sales Influencers for 2012, which was an honor to be listed on. At the end of last year, they asked us all what we thought would be the trends for sellers and sales leaders in 2013. The piece – 2013 Make or Break Predictions from the Top Sales Influencers Online was just released yesterday.
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
JANUARY 12, 2013
Issue Date: 2013-01-13. Author: Jim Swift. Teaser: When it comes to adopting such successful B2C marketing techniques within the B2B space, the time is now. When it comes to adopting such successful B2C marketing techniques within the B2B space, the time is now.
Understanding the Sales Force
JANUARY 18, 2013
Understanding the Sales Force by Dave Kurlan Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business. They exist at all levels, including these 10: Insurance agencies electing to provide a particular insurance carrier's policies, Marketing firms and their choice of printers, photographers and trade show booth fabricators, VAR's determining which hardware and software to integrate for their customers, A CEO's inner circle of
Pointclear
JANUARY 15, 2013
The decision to add “tele” to your arsenal will soon be easy. If you don’t, you’re dead. What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.
Score More Sales
JANUARY 14, 2013
courtesy of Linkedin-makeover.com. There is a big huge disconnect for many sales professionals and other company employees about the value of their LinkedIn profile and how specifically to make it work for them. When I talk about how an online document can “work for you” I mean that it is a lot like inbound marketing – it is a way for you to promote your awesome self, your incredible products, services, and company without interacting (yet).
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?
Jeffrey Gitomer
JANUARY 14, 2013
Tweet. You cannot afford to overpay or underpay salespeople. Mark Donnolo knows the strategies and the formulas that work. What Your CEO Needs to Know About Sales Compensation , will balance the books, the compensation, the profit, the morale, the retention, and the growth. It will also balance the power between salespeople and the rest of the company.
The Sales Hunter
JANUARY 15, 2013
It often is a challenge is to get your customer to share with you what they’re looking for. Sure, there are a lot of specific questions you can ask depending on the type of customer, but do you want to know what I consider the 4 secret questions to ask a customer? Here goes: Why? Can you give me share with me more? Could you give me another example?
Anthony Cole Training
JANUARY 17, 2013
On the 11th of January this year I posted an article: The Competencies that Influence Sales. Today I read an article from Entrepreneur Magazine and decided that I needed to add one more competency to the list: Timeliness. Ross McCammon in his article reveals the secret to "how to be on time for a meeting": Countless studies by scientist, the military, various government agencies and the guy who invented Clocky, "the alarm clack that runs away ," have all come together to prove that the way to be
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