Sat.Mar 23, 2013 - Fri.Mar 29, 2013

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15 Ways To Know When Your Prospect Is Ready To Buy- Video Blog

MTD Sales Training

Getting a prospect to agree to an order does not have to be tricky. If you listen to what the prospect is saying there should be no problem in getting them to close the order. The prospect will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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High Performance Sales Organziations

Steven Rosen

For most B2B companies the largest promotional investment is the sales force, yet most companies fail to utilise this resource to its full potential. As corporations continue to struggle in these difficult economic times, sales executives will need to focus on reinforcing the foundation of their sales organizations in order to survive. What do we know?

Hiring 283
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Sales Focus: Online Channels vs. Traditional Tactics

The Pipeline

The Pipeline Guest Post – Megan Totka. The Internet has opened up a whole new world of marketing and advertising tactics. And although this isn’t breaking news, people are coming up with new ways to utilize the web every day when it comes to sales. But are we letting more traditional sales practices fall by the wayside in lieu of solely committing to digital tactics?

Channels 281
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5 Questions Your Salespeople Should Never Ask a Prospect

Sales and Marketing Management

Issue Date: 2013-03-29. Author: Michael D. Krause. Teaser: A good lawyer knows the answers to every question before asking it. It may not be quite the same with salespeople, but there are some key questions to avoid. A good lawyer knows the answers to every question before asking it. It may not be quite the same with salespeople, but there are some key questions to avoid.

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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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Make Your Solution Essential Rather Than Desirable

MTD Sales Training

On our courses, we often ask sales people ‘what exactly do you sell?‘ After we’ve got through the list of products and services, they cotton on that people, their prospects, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Exact 296

More Trending

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Sell What You Have – Sales eXchange 193

The Pipeline

by Tibor Shanto – tibor.shanto@sellbetter.ca. At the risk of stating the obvious, the job of a sales person is to sell their company’s offering in order to deliver revenue AND Profits for their company. This can be a challenge at times, but should not be so as a result of our doing. Some sales people seem to want to sell things they don’t have, at times they do this on their own, other times they let their prospects lead them down a dead end path.

Exercises 275
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Closing the Sale | The Definitive Answers You Won’t Like

Jeffrey Gitomer

Tweet RSS readers may click here for the video. The post Closing the Sale | The Definitive Answers You Won’t Like appeared first on Jeffrey Gitomer’s Sales Blog.

Closing 277
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5 Myths & Misconceptions Of Top-Quality Salespeople

MTD Sales Training

Our profession is full of myths and misconceptions. It has a plethora of ideas and techniques that have followed sales people down the ages, some of which have been built on shaky ground, others on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 286
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4 Steps to Manage (As In Make Them Go Away) Revenue Shortfalls

Sales and Marketing Management

Issue Date: 2013-03-25. Author: Ted Binkoski. Teaser: Sales organizations continue to fall short on producing necessary growth. Here are four reasons why they are underperforming and how to fix it. Sales organizations continue to fall short on producing necessary growth. Here are four reasons why they are underperforming and how to fix it.

Revenue 223
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Handling Price Objections (#video)

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. The video below is the third in a series of videos on Objections, and Objection Handling I did for BizTV , this one dealing with price objections. One of the most common objections sales people face is the price objection, especially late in the sale. Some buyers use this as tactic, some are genuinely trying to get the best deal they can, either way, the seller needs to be prepared for the objection and how to handle when it comes.

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What To Do On a Branch Visit

SBI Growth

Most top sales executives travel. A lot. Many CSOs in today’s B2B selling environment can tell a Marriott from a Hyatt by looking at the furniture. Multi-national organizations plus complex sales equals airline miles. Whether it’s a branch, location, city, or market, you need to be there. The challenge is how to use those 10 hours in (insert city here) effectively.

Airlines 238
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Endorsed vs Recommended on LinkedIn

Score More Sales

A lot of sellers have confusion around whether to recommend someone or endorse them on LinkedIn, as well as whether to ask for a recommendation or an endorsement. Since you can do both on LinkedIn, let’s clarify what each is, and then how to best utilize them: Recommendations have been on LinkedIn since the beginning. This is where you ask someone to recommend you, and they can write a few sentences or paragraph about your qualities, your relationship, and anything else that helps show you

LinkedIn 237
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Collaborating With Strangers—Managing Your Virtual Sales Force

No More Cold Calling

How can your sales team work together when they don’t even know each other? Yahoo recently ordered all of its virtual workers back to the office. Why is this technology giant prioritizing face-to-face interaction? Because recent studies show that while remote workers are significantly more productive, they’re not nearly as innovative or collaborative.

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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High Performance Sales Organziations

Steven Rosen

'For most B2B companies the largest promotional investment is the sales force, yet most companies fail to utilise this resource to its full potential. As corporations continue to struggle in these difficult economic times, sales executives will need to focus on reinforcing the foundation of their sales organizations in order to survive. What do we know?

Hiring 209
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How B2B Reps Use Social Debt to Get Sales Support

SBI Growth

B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams. This post describes how to build a virtual team by using Social Debt. I provide a download to help you build and manage your virtual team. Social Debt Economics. Online networks such as LinkedIn provide tools that facilitate social gifting.

B2B 236
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The Case for Smarter CRM in 2013

Score More Sales

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”.

CRM 235
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Become A Thought-Leader To Add Value

MTD Sales Training

Branding is one of the key components of marketing your products and services, and branding has become a multi-million pound industry, with so many companies using their brands to leverage their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Industry 206
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Guide to Using Buyer Need Data

This guide explains how to use Buyer Need Data to identify prospects who could use your solution *before* they demonstrate intent.

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Email Prospecting: How to Strategically Leverage Email Into Your Prospecting Activities

The Sales Hunter

To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. Don’t stop until you’ve completed 8 touches. When it comes to prospecting, there is no magic bullet. The honest truth is you have to do the work. But how you go about doing that work can make an enormous difference in your level of success.

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Hit the Road to Improve the Stick-Rate of Your Initiatives

SBI Growth

Delivering initiatives that make a difference in the field is what matters. You and your sales ops team work hard to deliver for sales. When it doesn’t stick, it’s disappointing and becomes a reflection on you. Today’s post is about making your work stick by getting out into the field. Download the Sales Ops Field Kit Here. Think about the last big effort you drove for sales.

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Jeffrey Gitomer | Real World Sales Wisdom

Jeffrey Gitomer

Tweet Your ability to look someone in the eye as you speak to them, is a tell-tale sign of your own self-respect and self-belief. Eye contact is powerful either by absence or presence. Don’t you find it a sign of weakness when others do not make eye contact with you? The post Jeffrey Gitomer | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog.

Sales 201
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Marketing Automation Software that Delivers the Most Data Wins!

Pointclear

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Software programs that explain the most data, verified by the most evidence, are better than those that do not. i Really, how do you argue you with this? CRM properly applied, in conjunction with marketing automation software, explains the most data on marketing performance and gives more evidence than any other combination of s

Software 205
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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Sales Leadership Friday: Sales is Leadership and Leadership is Sales

The Sales Hunter

If you know me or have been reading my blogs for some time, you know I like to use the phrase, “Sales is leadership. Leadership is sales.” I’m a firm believer in the phrase and believe there is significant upside to individuals and companies that embrace what this means. “Sales is leadership and leadership is sales” is all about realizing how both those words are intertwined.

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VP of Marketing: Do you have the right team for 2014?

SBI Growth

In a recent post , we talked about are you Mr. CMO or VP of Marketing keeping pace with the market. Now we’re determining if you’re team is keeping pace. Do I have the right team? Is my team evolving at a pace greater than or equal to that of my competitors? How do I know? These are the questions we hear most often in marketing organizations. Let’s assume for today’s conversation you have the performance conditions for a level 5 marketing organization.

Marketing 232
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Social Boom with Jeffrey Gitomer on BiZ TV Canada

Jeffrey Gitomer

Tweet RSS readers may click here for the video. Social BOOM! How to Master Business Social Media. The post Social Boom with Jeffrey Gitomer on BiZ TV Canada appeared first on Jeffrey Gitomer’s Sales Blog.

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Yoga for Jocks - Part 1

Anthony Cole Training

By Bob Wehrmeyer © 2013 Wehr Publishing. All Rights Reserved. I started doing yoga about 10 years ago and now I am a believer. I also like to lift weights, run and play basketball. Actually, I no longer really play basketball. I am more of a basketball watcher. But since I used to play basketball, I get to claim watching as a form of exercise. Generally, regular exercise is important to me, and I have been fortunate enough to make it a regular part of my life.

Exercises 192
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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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When Competitors Become Collaborators

Score More Sales

Anyone who attended the recent Microsoft Convergence 2013 conference may have noticed an exhibitor with a 3 letter acronym. The conference is the annual event for Microsoft Dynamics ERP and CRM. The exhibitor with a 3 letter acronym was none other than IBM. So what was IBM doing at a Microsoft Dynamics event? It seems that many folk don’t know that IBM is a leading systems integrator for Microsoft Dynamics.

Microsoft 189
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Do You Have Enough Headcount to Make the Number?

SBI Growth

Do you need more sales people to Make the Number ? Your gut says yes, but you don’t have evidence to support it. The CEO will dismiss your request without evidence to support the additional expense. In this post we will discuss how to determine if you are undersized. Many organizations add heads based on gut feel and budget. This isn’t a sustainable approach.

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Jeffrey Gitomer | Challenge for Today

Jeffrey Gitomer

Tweet The less you focus on your motive to meet, the more likely it is that your connection will be successful. All connections need not be sales, but they can lead to sales. Is your focus short-term gain, or a long-term relationship? The post Jeffrey Gitomer | Challenge for Today appeared first on Jeffrey Gitomer’s Sales Blog.