Sat.Aug 09, 2014 - Fri.Aug 15, 2014

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What are the best B2B lead sources to fill the top of your funnel?

Sales 2.0

'Looking at the big picture and figuring out where you should spend your time and money on lead generation is a tough task and one I’ve seen many companies skip. Skipping this thinking is not a good idea as you can easily sink hundreds of hours and tens of thousands of dollars into an approach that was never going to work in the first place. Here’s a nice take on the subject by Jonathan Beaton , a real life sales and marketing director in NYC at startup Organic Motion.

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Change Your Perspective, Change Your Sales

The Sales Heretic

'Suppose you’re checking into a hotel. You have a choice. You could have a room with the above view or… you could have a room with this view: Which would you choose? Odds are, you’d choose the room with the first view. Of course you would. From the first room you can see [.].

Hotels 313
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3 Principles for Earning the Status of Trusted Advisor

Sales and Marketing Management

'Issue Date: 2014-08-11. Author: David Yesford, Senior Vice President, Wilson Learning Worldwide and Michael Leimbach, Vice President, Global Research and Design. Teaser: Customer behaviors seem to be saying they don’t trust salespeople’s intent, and don’t see them as a credible advisor. To address this concern, let’s explore three key principles that point the way to becoming a trusted advisor.

Intent 294
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KPI’s – What Are They To You?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Talk to any ‘executoide’, and KPI’s ( K ey P erformance I ndicators) are bound to be part of the conversation. Nice and practical concept, good resume fodder, often misused or abused by many, especially from a sales point of view. I often get the sense that many see KPI standing for K ey P olitical Initiatives or K ey (to my) P ersonal I ncentive.

Workbooks 288
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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3 Strategies For Elevating Your Sales Game

Sales 2.0

'I really like this very actionable post from Kelly Riggs over on the Nimble blog. Regardless of how good you are there is always value in elevating your game. Obviously, yourcompetitors are always looking to move up in the standings, and there is no need for that. Lets get a sense of where you are currently. If we analyze sales performance in a general way,salespeople typically fall into one of four buckets: Business is outstanding.

Strategy 291

More Trending

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Top 5 Mistakes Salespeople Make When Under Pressure

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. Before I unveil the top 5 mistakes, you might be interested to know that last week, Top Sales World Magazine went from monthly to weekly. I was featured on the cover but I''m most hopeful that everyone will read Jonathan Farrington''s interview with me. He got me to be very outspoken about what''s taking place right now in our industry and I believe that everyone will benefit from reading it.

Coaching 283
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Social Style Cold Calling ??? Sales eXecution 263

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . As we have all noticed more and more companies are putting the Twitter and Facebook icons/logos not only on their marketing materials, but on trucks, and the signs on their buildings. In some instances they include their twitter handles, other cases not. I know I put my handle out there to help follow me, view my content, get a chance to see what I am about, and in general to invite them and encourage them to interact with me and my work.

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High-End Selling: Be BRAVE Or Be Gone

Sales 2.0

'Check out this post by my friend George Bradt over on Forbes.com. It’s the story of a bloke selling pianos but he sells in such a manner that I wager these approaches will work well for other high ticket items…like enterprise software. You must be BRAVE to sell at the high-end. Behaviors, relationships, attitude, values and the environment make all the difference.

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Love Them or They???ll Leave

No More Cold Calling

'Absence doesn’t make your customers’ hearts grow fonder. Your clients want to hear from you … really. They don’t want a pitch or even to hear about your services. They want to know what you know. Many of your clients don’t get out of the office very often. They keep their heads buried in their work, occasionally emerging to sign birthday cards and share giant cookies with co-workers.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Top 10 Reasons Why Inbound Cannot Replace Sales

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Well, it''s really happened now. I was following a discussion in the Hubspot VAR Group on LinkedIn , where the question posed to the group was whether or not the first sales hire should be a sales or a marketing person. [ Disclosure: Hubspot is a client of both Kurlan and OMG ; This blog is hosted on Hubspot''s terrific blogging and lead-gen platform and I was one of their very first customers back in 2006.].

Inbound 264
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Why You Will Miss Your Number

SBI Growth

'"Buyers may have a great experience during the self-directed portion of the buyer’s journey. But once the sales team engages, the experience degrades substantially. The result is frustrated buyers who take their business to a competitor who can meet their needs.” - SBI’s 8 th Annual Research Report.

Buyer 241
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Do you believe proposals have magic powers?

Sales 2.0

'Do you believe proposals have magic powers? If I put the question this way then Im sure youd say no. But throughout my career Ive observed sales people acting as if proposals do have magical powers. As soon as a buyer shows enough interest to allow us to create a proposal its like a genie has been uncorked from a bottle. We start acting as if the proposal we are creating is some kind of magical document that will make or break the sale by its very existence.

Proposal 268
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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:

Pointclear

'Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect̶

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Are You an Advisor or a Salesperson? Know the Difference!

The Sales Hunter

'The sales industry is constantly changing, isn’t it? Some principles remain the same, but there are quite a few that do not. For one, customers have a lot more access to information today — before they even talk to a salesperson. For this reason, salespeople who want to achieve great success must learn what […].

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Want To Be A Sales Leader? Start Thinking Like One

SBI Growth

'What are top sales leaders doing differently that contributes to their team’s outstanding performance? SBI just completed its 8th Annual Research Report. In years past, we catalogued trends and best practices. This time we sought out to answer the question: What are the best sales leaders doing to consistently hit the number? The evidence was overwhelming.

Trends 238
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Every Sale Should Be THIS Easy

Sales 2.0

'Here’s a great story from Joanne Black of how easy it easy to close a deal when you’ve been referred in. There are social selling techniques you can use to get more referrals. Sniff around this blog or visit Joanne’s blog for ideas on that. With referral selling, the hard part is over before you ever speak to prospects. “How can you help me?

Referrals 255
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Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"

Pointclear

'Recently I read Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar, by John Jantsch, and was impressed with both the quantity AND quality of new information it contained. No doubt ViewPoint readers will find it worth the read. On the dust cover, John writes: “Most people already know that the days of knocking on doors and hard selling are over.

Travel 240
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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Why Features & Benefits Don’t Work in Today’s World

MTD Sales Training

'How many times have you heard that you shouldn’t just present features of your product, but you should also reiterate how those features benefit the prospect? It has been the staple diet of most. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Benefit 224
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5 Ways to Fill Your Sales Leadership Pool

SBI Growth

'Global surveys continue to reveal a top concern of HR leaders - building Leadership. Take Deloitte''s " Global Human Capital Trends 2014 " survey. An excerpt: "Building global leadership is by far the most urgent [trend]: Fully 38 percent of all respondents rated it “urgent” Companies see the need for leadership at all levels, in all geographies, and across all functional areas.".

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Are You Asking Customers to Buy or Invest?

The Sales Hunter

' How do your customers define “best price” or “lowest price?” I was conducting a training session for a major company on how to sell at a higher price, and one of the first questions I was asked was how to deal with a customer who was only concerned about price. One salesperson asked me […].

Discount 233
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Blogging and Content to Grow Your Business

Score More Sales

'It takes time and a lot of content to grow your business (company’s presence on the web). As a long time B2B blogger writing about sales strategy and actionable sales ideas, I have learned so much along the way. There is a lot of work in building your personal brand as a sales specialist or expert in your field, but something we recommend. It feels thankless at times, because of the time and effort involved with usually little feedback.

B2B 216
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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

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.

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Objections: Why They Occur & How You Can Prevent Them In The First Place

MTD Sales Training

'If there is one question that occurs the most on our sales programmes, it has to revolve around dealing with objections. Many delegates say that if they could just have the magic wand to overcome. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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The Sales Ops Branding Crisis

SBI Growth

'This week, I heard from a sales leader in Atlanta, Mary Ford. She wrote to me: “I''ve been developing an opinion that the concept of "sales operations" needs a re-invention - the function has grown in scope and complexity and would benefit from a rebranding.” Mary''s skill set is wide ranging. As is the case with most Sales Ops leaders.

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Sales Motivation Video: How to Set Yourself Up to Win the Rest of the Year

The Sales Hunter

'Only a few more weeks of summer, so don’t slow down on your prospecting! That’s right! Don’t slow down! What you do now will determine if you really want to end the year on a successful note! NOW is the time to amp up your prospecting efforts. The momentum it will give you going […].

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Money Monday – Make it Easy for Buyers to Buy

Score More Sales

When things seem too complicated, buyers hold off. As a consumer, you know this is true. When given a lot of options and strategies, most of us shut down and hold off on making a decision to buy something. It is no different for buyers – you have to make it easy for buyers to want to do business with you. Robert’s Maine Grill is a great New England restaurant in touristy Kittery.

Buyer 213
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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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Free Your Time: Structure Your In-House Marketing Team for Smooth Agency Engagements

Sales and Marketing Management

'Issue Date: 2014-08-13. Author: Nick Herinckx. Teaser: Aren’t agencies supposed to take things off of your marketing team's plate? There are some common reasons workload tends to increase with agency support, but the good news is that you can structure your marketing department to improve agency results while regaining control of your time.

Marketing 204
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Is Your Cost of Sales Too High?

SBI Growth

'CEOs are often in the middle of a tug-o-war between sales and finance. The CSO believes the answer to solving the sales problem is increasing headcount. In contrast, the CFO looks at the cost per head, quota attainment and believes cutting heads is the answer.

Quota 235
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What It Means to be A Trusted Advisor

The Sales Hunter

'If you could help more customers and make more profit, would you? The key is in becoming a trusted advisor. I would even argue that in today’s world, with the vast amount of information people have access to, your success in sales depends greatly on how well you can advise your customers. Want more […].