SBI Growth
APRIL 5, 2013
'“Looks good Dan” states Joe, VP of Sales for a large distribution company. “We need to improve the lead generation process. You guys can do it in half the time much better than we can. All I need to do is get my boss Dave to approve it. We are good to go after that happens.”. ‘Yikes’. I thought as I sat in the conference room. "We have a long way to go to sell this idea to the boss.
The Pipeline
APRIL 3, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. People are always looking for the formula to sales success, so here’s the deal: there ain’t one! There are a number of things that when executed consistently will lead to more continuous and predictable success; those that tell you a otherwise are selling their book – there are no silver bullets – just work.
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MTD Sales Training
APRIL 2, 2013
All salespeople are judged on the results they achieve. It’s no good making all the calls, completing all the paperwork and carrying out the essentials if the orders aren’t coming in and the margins. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Steven Rosen
APRIL 3, 2013
Tip #8: Customise Your Coaching. Welcome back to Sales Management TV. Today I want to talk to you about a very important aspect of coaching. The tip of the week is “Customise Your Coaching”. Coaching is a “one to one” sport. It has to be specific and delivered in a way that best speaks to the individual. Training is a one size fits all activity. Coaching on the other hand must be customised to the individual.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
SBI Growth
APRIL 2, 2013
It’s been a rough couple of quarters for the VP-Sales. Your 2012 finish was below average. SKO got your team fired up for 2013 and a new start. Now the first Quarter is done, but you missed the number again. Greg Alexander’s blog post yesterday provides some compelling statistics. 41% of B2B companies missed the Q1 Revenue target. Your career was built on being able to make things happen.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
APRIL 4, 2013
'Many service organisations live by the creed that the customer is always right. It works well when you need to convince salespeople that their business’s purpose is to achieve high margins and loyal. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
APRIL 4, 2013
'Is training your sales team a waste of time and money? Quite possibly. Did you know that adults forget 87 percent of what they learn without follow-up or reinforcement? Sales training is not an event; it’s a behavioral change. It takes time to learn new skills, practice those skills, and get comfortable applying them. Many sales leaders schedule training sessions, pat themselves on the back for investing in their teams, and consider their mission accomplished.
SBI Growth
APRIL 1, 2013
41% of b2b sales organizations missed the Q1 revenue target. Historically, 90% of companies who miss the first half, miss the year. If you missed Q1, you need a monster Q2 to save 2013. Those who missed Q1 tell me a big deal pushing killed them. In fact, the #1 reason for the miss was the delay of a big deal. CEOs and sales leaders don't know why big deals push.
The Pipeline
APRIL 5, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Ask a group of sales people what are the most important attribute or abilities a good sales person needs to master, and “Listening Skills” will usually be near the top of the list. No argument here, the ability and as importantly the patience to listen are crucial. Beyond the common aspects of listening, there is the issue of what you are listening to.
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Jeffrey Gitomer
APRIL 4, 2013
'Tweet 1. Maintain a positive attitude …Solution oriented. Action oriented. People oriented. A leader’s enthusiasm is contagious. If you get too close, you can catch a serious case of success. 2. Embrace change …Change is certain. Followers tend to resist change. It is the mark of a leader to welcome change and take advantage of the opportunity it presents. 3.
MTD Sales Training
APRIL 5, 2013
'As sales people you will have faced many different types of objections during your sales interactions, and most of these will be easy for you to overcome now that you understand them. However, not. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
APRIL 3, 2013
You’ve just wrapped up the first quarter of the year. The CEO wants to see you in his office. Before you even sit down, the CEO asks, “What were the results?”. If you hit the number, he makes light conversation and congratulates you. If you missed, he asks, “Why?”. This is a big question. The CEO wants to see if you can accurately assess the problem within your department.
Understanding the Sales Force
APRIL 2, 2013
Understanding the Sales Force by Dave Kurlan People are easily confused. Take selling for example. If I state that selling is difficult, the top 26% of your salespeople will agree. They are very aware of their sales process, as well as the importance of following it and achieving the milestones that must be accomplished along the way. This requires discipline, consistency, superior skills, and strong DNA.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
The Sales Heretic
APRIL 2, 2013
Sales isn’t easy. And there’s no magic bullet for success. If you want more sales, you need to make investments in a variety of areas. Which areas, precisely? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eleven-minute segment, I discuss three specific resources you need to invest and six areas to [.].
MTD Sales Training
APRIL 3, 2013
'Many business people think they know what a sales professional does with their day and could map out exactly how the average sales person spends their time, which would probably involve a few. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
APRIL 3, 2013
The new product launch is around the corner. You are counting on your product marketing manager for a successful launch. Are they up to the task by using a Buyer’s Process Map as their content guide? One of the best movies of the 1980’s was Raiders of the Lost Ark. The adventures of Indiana Jones rank as a top ten movie of all time. Today though it doesn’t matter how good the movie is when it’s stuck on a VHS tape.
Score More Sales
APRIL 3, 2013
This is basic information and, unfortunately, our team runs into these issues nearly every day as we coach and train front line sales professionals. Three pet peeves of mine, and perhaps yours, have inflicted the world of communication in selling: Spelling errors. Grammatical errors. Incorrect word choices and improper word usage. I am not an expert – in fact I taught a course for Franklin-Covey on Business Writing for a couple of years, and would catch myself making a typo of some kind in
Speaker: Ryan Bryers, SVP of Global Engineering
In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.
The Sales Hunter
APRIL 2, 2013
Shifting the way you view what you sell is one of the biggest things you can do to improve your sales process. People and companies don’t buy anything. They only invest to seek either a gain or improvement. Yet salespeople seem driven by the belief they can only make a sale when they fully explain what it is they have to offer. The problem is made even worse when the salesperson begins to link the price of what they sell to the cost of what it took to make what they’re selling.
MTD Sales Training
APRIL 2, 2013
'All salespeople are judged on the results they achieve. It’s no good making all the calls, completing all the paperwork and carrying out the essentials if the orders aren’t coming in and the margins. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
MARCH 31, 2013
It's a critical time of year for sales compensation. New plans were rolled out at the January kickoff. Starting now, sales leaders and HR business partners are getting the first direct feedback. Expectations were high that the new plans would drive the desired behaviors. Have they? Download the Q1 Comp Checkpoint for a quick diagnosis. And read on. In our recent interviews with HR business partners this is a top concern.
Jeffrey Gitomer
APRIL 3, 2013
Tweet When someone tells me to “Have a nice day,” I don’t think they mean it. I think they’re just saying it as a kind of mundane, almost impolite, form of politeness. Forced nicety. Said out of habit, not sincerity. To me, it’s not just thoughtless, it’s also meaningless. Heck, half the time people don’t even look at you when they say it. Oh, they don’t mean it as an insult.
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This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.
Score More Sales
APRIL 1, 2013
When you have a true inside sales job you are either working with a quota to get a certain number of quality tasks accomplished each day. number of meetings or demos set up with qualified buyers. number of appointments set for an outside rep to call on – with qualified buyer. number of dials or good “talk-to” conversations. OR , you have dollar quotas to hit. new business over a certain dollar amount. upsell business with existing customers. split revenues with another rep.
Understanding the Sales Force
APRIL 4, 2013
'Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. It only takes 15 minutes to listen to the entire Podcast and you won''t be disappointed.
Sales and Marketing Management
APRIL 4, 2013
'Issue Date: 2013-04-05. Author: Michael Cannon. Teaser: Half of customer sales conversations are not relevant to their needs, in part because more than half of the content that marketing produces is not relevant to the sales team. Most customer communications (content and conversations) are company/product-centric and descriptive. What’s missing is content that is customer-centric and persuasive.
Jeffrey Gitomer
MARCH 31, 2013
Tweet “The man who fears poverty will never be rich.” – Napoleon Hill. RSS readers may click here for the video. The post Jeffrey Gitomer Speaks About Napoleon Hill’s Think and Grow Rich appeared first on Jeffrey Gitomer’s Sales Blog.
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Score More Sales
APRIL 4, 2013
'We are, as a business community, being BOMBARDED with sales tools. How many times has someone come to you at your company and said, “I just saw xx tool, we GOTTA get it” Many times a quick decision will be made to bring in one of these tools, and sometimes a pattern begins to emerge where many quick decisions are being made to add tools with no bigger plan in place.
Pointclear
APRIL 2, 2013
Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. LinkedIn's network of groups is one of the best tools for business-to-business marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, according to WSJ’s Kate Mitchell.
Sales and Marketing Management
MARCH 31, 2013
Issue Date: 2013-04-01. Author: Gary Brooks. Teaser: Everybody is talking about data being a goldmine for increased profits, but do you know where to mine and what to do with the data you collect? Everybody is talking about data being a goldmine for increased profits, but do you know where to mine and what to do with the data you collect?
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