SBI Growth
MARCH 11, 2013
In B2B corporate environments, Social Selling gets a Sales Rep’s foot in the door. But the transition from a virtual conversation to a real opportunity is complex. During this transition, Reps are met with a wall of bureaucratic process and resistance. This article is for B2B Sales Reps who work in complex sales environments. I discuss how these Reps align themselves with the Buyer’s process to be successful.
The Pipeline
MARCH 13, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. Sales people are constantly working at communicating value to their buyers, especially in the early stages of the cycle, lead gen to prospecting and engaging the buyer to where they could complete an effective Discovery process. After sellers have done all the work involved in getting to the point where they can engage with a buyer, I am always surprised at how easily they are willing to undermine it, and risk their opportunity by saying something
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Understanding the Sales Force
MARCH 11, 2013
Understanding the Sales Force by Dave Kurlan If you're anything like me, you get 300 emails a day and there simply isn't time to respond to it all during office hours. That is one of the reasons why working hours often begin in the wee hours of the morning and don't end until the late night television shows are over. Email does not replace phone conversations but it is a terrific tool for reaching many people with the same message.
No More Cold Calling
MARCH 14, 2013
Marketing guru Graham McGregor shares his biggest sales blunder—not staying in touch with his referral network. I’ve made plenty of mistakes in my sales career. Have you? Graham McGregor, my colleague in New Zealand, is a master at staying in touch. A cool marketing guy and prolific writer, he regularly sends me short e-books. He even sends notes and booklets the old-fashioned way—in the 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
MARCH 9, 2013
You missed the number last year. You have decided to hire a sales consulting firm to help you make the number. You are assessing potential vendors. One critical step is a detailed evaluation of your short list through a reference check. Recovering from hiring the wrong sales consulting firm can take between 1 and 2 quarters. The disruption of your sales force is something you can’t afford.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
MARCH 14, 2013
We run very successful LinkedIn workshops for salespeople at all levels, and for businesses who want their prospecting to be more productive than it is currently. Remember…your LinkedIn profile. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Heretic
MARCH 12, 2013
You made the sale! Congratulations! But are you leaving money on the table? Could the order be bigger? Very possibly. Because there are a number of good reasons why your customer should buy more from you than they had originally planned. Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this [.].
SBI Growth
MARCH 10, 2013
It’s 9:45 pm and another grueling week is almost over. Two more projects hit your desk today. Looks like your weekend plans are going to be put on hold again. It doesn’t have to be this way. Top performing Sales Ops professionals break through the clutter. They prioritize their efforts to most effectively help sales make the number. They follow a sequence that builds on strategy focused on the customer.
The Pipeline
MARCH 15, 2013
The Pipeline Guest Post – Zoe Maldonado. Cutting overhead costs is one of the best ways to help your business succeed. With many businesses, the expenses are far easier to control than the profits. Cutting overhead doesn’t only help you on a financial level, but it also simplifies the management of your business. Cutting overhead costs is extremely complex and depends on the industry that you’re in, but here are some good ways to get started.
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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.
MTD Sales Training
MARCH 15, 2013
To sell to new prospects and clients you must understand their reasons for buying. What is motivating them to make this purchase? What are they going to get from it? How will it benefit them? Why do. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
MARCH 13, 2013
Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Speaking of Top Sales World, they just published a page showing all of the greats (I'm honored to be included) that have been inducted into their Sales & Marketing Hall of Fame in the past 3 years.
SBI Growth
MARCH 15, 2013
In two weeks, 25% of 2013 will be behind you. For most VP-Sales, it’s not shaping up the way you planned. You’re quickly trying to figure out where the problems lie. Sometimes you’ll discover that problems can be fixed internally (count your blessings). However, many times the problem is too large and too complex. It requires outside expertise and a dedicated team.
The Pipeline
MARCH 10, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. As you may know voice mail has been a hot topic in some circles lately, and an ongoing challenge for sales professionals. I recently got tangled in a flare up about e-mail, as a result of a piece I wrote for Radius , titled: Get More Call Backs: How To Increase Returned Voicemails By 50%. It got the usual support from those who have used it and engaged with prospects they have been seeking for a while; and the usual disbelief by sellers and pundits
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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
MTD Sales Training
MARCH 12, 2013
A report this week detailed the fact that children at school are losing the ability to concentrate for long periods of time. They have shorter attention spans than they did even 10 or 15 years ago. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
MARCH 14, 2013
Understanding the Sales Force by Dave Kurlan I just read the 13 Traits of An Outstanding Salesperson , an article that appeared on Inc.com. As usual, I had several thoughts about this so, in no particular order. Note that it isn't " The " 13 traits; it's simply 13 traits, implying that there are others; It's also not "The Top 13" traits; These are not in any way, shape or form, expert opinions; Charisma ?
Pointclear
MARCH 12, 2013
I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment.
Score More Sales
MARCH 14, 2013
Sales and marketing experts Jill Konrath and Ardath Albee just announced a new e-book, Cracking the LinkedIn Sales Code which will help you better understand how professional B-2-B sellers are using LinkedIn to grow visibility, gain connections and ultimately grow revenues. We love to see the results published, because it is consistent with what we have been working with sales teams on for months.
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.
Jeffrey Gitomer
MARCH 11, 2013
Tweet “Jeffrey, what’s the BEST way to make a sale?” When I’m asked this question (I’m asked it all the time), what the salesperson’s really asking is, “What’s the EASIEST way to make a sale?” EASY ANSWER: The easiest way to make a sale is lower your price to a point that you make no profit. Not a good option.
The Sales Hunter
MARCH 13, 2013
The opening sentence of your email should contain words like strategic , value , leadership , profit , trust , leverage , advantage and competitive. Getting a prospect to open your email is only the first step in email marketing. The second hurdle to overcome is to get them to actually read your email. Your first sentence will set the tone and determine if they will read more and ultimately engage.
MTD Sales Training
MARCH 13, 2013
Many salespeople and sales managers that I meet and work with are really excellent at their job. They accentuate the positive nature of what they do, and create reasons for clients to not only do. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Score More Sales
MARCH 11, 2013
When you work as a sales professional you are representing your company, its products, and services to the many potential buyers that you come across. You also represent the buyer to your company. The best sellers I’ve seen over many years are ones who can see both sides of an issue, and with empathy can help craft a buying opportunity that causes a win for both sides – your company and your buyer’s.
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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.
Jeffrey Gitomer
MARCH 13, 2013
Tweet. RSS readers may click here for the video. The less you work, the less you’ll sell, the less you’ll earn, the more broke you’ll be. The post Work More. Sell Less. The New Formula for Success. appeared first on Jeffrey Gitomer’s Sales Blog.
The Sales Hunter
MARCH 12, 2013
The conversation always seems to be on how to lower a price to allow more sales to be made. Let’s turn this around and ask the question a different way. Can a cheap price hurt your sales? We need to first eliminate from the discussion items sold in a commodity environment or items sold in mass quantities such as consumer package goods, because these fall into a different line of discussion.
Sales and Marketing Management
MARCH 11, 2013
Issue Date: 2013-03-12. Author: Dustin Sapp. Teaser: Are your sales conversations managed through a hodgepodge of emails? Understanding the current state of your sales enablement strategy is key to managing a well-oiled sales engine. Are your sales conversations managed through a hodgepodge of emails? Understanding the current state of your sales enablement strategy is key to managing a well-oiled sales engine.
Increase Sales
MARCH 11, 2013
Business growth strategy requires a mindset of abundance instead of scarcity. Yet so many small business owners to C Suite executives who may have started their businesses or careers with abundant thoughts have evolved into a mentality of scarcity thinking. This mindset can be demonstrated by some of these beliefs or behaviors: Every dollar is viewed as being spent, as draining the profit coffers.
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
MARCH 9, 2013
Tweet All things being equal, people want to do business with their friends. All things being not quite so equal, people still want to do business with their friends. -Jeffrey Gitomer. The post Jeffrey Gitomer | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog.
The Sales Hunter
MARCH 9, 2013
When is the best time to call those high-level prospects who consistently are hard to reach? As a salesperson, you likely have experienced difficulty in reaching executives and mid-level managers on the phone. They are extremely busy and attend many meetings. The best time to call people like this is at the top of the hour. In the below video, I explain why calling a few minutes before the hour or a few minutes after the hour will increase your likelihood of actually talking to the person.
Sales and Marketing Management
MARCH 14, 2013
Issue Date: 2013-01-01. Author: By Debbie Qaqish, Chief Revenue Marketing Officer, The Pedowitz Group. Teaser: The world of marketing automaton is alive and very well, thank you! Major vendors are growing 30% to 100%+ per year, while the number of marketing departments using marketing automation is climbing dramatically. But does it make a business difference?
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