Sat.Jun 13, 2015 - Fri.Jun 19, 2015

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Five Ways to Heat Up Your Summer Sales

The Pipeline

The Pipeline Guest Post – Megan Totka. The warm temperatures and fun outdoor activities make the summer months one of the best times of the year for our personal lives, but not always for business. Kids are on break from school, and families are taking trips, and this means the world of commerce becomes unpredictable. If you are looking for some marketing tips and tools to grow your business, take a look at these five hot ideas to warm up your sales.

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Want a 74% Chance of Winning a Sale?

No More Cold Calling

Before you can change the status quo, you must understand it. I don’t want clients to just buy from me, and I don’t think you do either. Heresy? Nope. Just good business. In B2B sales, customers buy more than just our products and services. They buy our ideas—our visions for scaling their businesses and improving their bottom lines. In fact, according to Forrester Research , “The first seller to set a vision of what’s possible has a 74 percent chance of winning the deal.

Scale 242
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19 Ways to Be of Value to Your Buyers

The Sales Heretic

Value is crucial to sales success, and not just in the obvious way. Sure you need a strong value proposition to justify your price and distinguish you from the competition. But it’s also important to deliver value both before and after the sale. Because delivering value to your buyer builds rapport, improves confidence, creates appreciation, [.].

Buyer 238
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Leadership Development in the New Millennium

Steven Rosen

Leading edge sales organizations understand the value of investing and developing their front line sales managers. They believe that strong sales managers are the key to driving sales rep performance. The 2015 STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. We wanted to better understand what skills were important and the level of support companies were providing their sales managers in terms of skill development.

Survey 235
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Here is to Single Tasking – Sales eXecution 300

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . One of the realities of today’s economy, and always on work environments, is that we end up having to squeeze 16 hours in to a 10 hour day; and that’s on a good day, others can be worse, and weekends for many are just a chance to slow down, not disengage. People turn to different things to help them cope or keep up, is “multi-tasking”!

Proposal 246

More Trending

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There’s No Cheat Sheet for Referral Selling

Sales and Marketing Management

Issue Date: 2015-06-19. Author: Joanne Black. Teaser: Even though most sales organizations recognize the impact of referral selling, 95 percent of companies don't make referral selling a priority and don't have a proven referral system to hardwire referral selling into the way their teams work. Simply put, if you want to sell more, change your game.

Referrals 228
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10 Traits of High-Performing Leaders

The Sales Hunter

What does it take to be a high-performing leader? You don’t have to look very far — the word LEADERSHIP broken down says it all: Listen Empower Attitude Driven Encourage Relate Simplify Helpful Imagine Passion Listen: Leaders take the time to listen to what is being said and, more importantly, to what is not being […].

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How to Finally Get Sales Selection Right

Understanding the Sales Force

Before I share some crucial sales selection tips, I need to begin with some baseball. My apologies to all of my cricket and soccer obsessed readers. My team, the Boston Red Sox, just lost their seventh consecutive game. They are in last place and heading for their third last place finish in the past four years. The outlier year was 2013, when they won the World Series.

Hiring 203
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The Quest for Good Leads: Are You Asking the Right Questions?

Pointclear

What’s a good lead rate? How much should a lead cost? These are questions stirring in the minds of executives everywhere. (Just google them.) The problem is they’re not so easy to answer; few have found success; and for that matter, are they even the right questions? I have been in this business since 1991 and things have not changed dramatically over the past almost twenty-five years.

Lead Rank 196
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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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Do Your Questions Differentiate You?

Sales and Marketing Management

Issue Date: 2015-06-15. Author: Charles Brennan Jr. Teaser: When was the last time you asked a prospect a question he hadn't heard before? Chances are that the customer views what you are selling as somewhat similar to what the competition is providing.The goal is to differentiate and brand yourself, gather key information, and move your existing relationships forward.

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How These 3 Small LinkedIn Tweaks Will Increase Your Sales

MTD Sales Training

For many salespeople, LinkedIn is a bit of an anomaly; they know that many people can be found on it (over 351 million people, at the time of writing), but they don’t have the time or knowledge to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

LinkedIn 193
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VIDEO SALES TIP: Are You Helping Those Around You?

The Sales Hunter

What are you doing to help others succeed? In working with salespeople, I have found that the ones who are truly great are deeply committed to seeing beyond themselves. They purposely seek ways to help others succeed, whether they be customers, colleagues or peers. I have been looking closely at what sets great salespeople […].

Video 190
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7 Tips to Real Estate Agents’ Success

Increase Sales

With over 2 million real estate agents (2006) according to the National Association of Realtors (NAR), becoming a successful real estate agent takes more than just a license and knowledge of current laws and regulations. The first year drop out range estimated to be from 40% to 80% demonstrates that many real estate agents are not as successful as they could be and research suggests that 90% give up after 3 years.

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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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Mettler-Toledo Calibrates Solution for Critical Product Information

Sales and Marketing Management

Issue Date: 2015-06-17. Teaser: Robert Eggeman, Service Champion for Mettler-Toledo International’s multi-million dollar Process Analytics Divisio, went on the hunt for a better solution for managing the company’s technical documents and found it right in his own company. Robert Eggeman, Service Champion for Mettler-Toledo International’s multi-million dollar Process Analytics Divisio, went on the hunt for a better solution for managing the company’s technical documents a

Analytics 146
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The Great Create, The Good Consume and The Poor Ignore

A Sales Guy

I was reading this killer post the other day, and it got me thinking. The post addressed what we do in our free time, but it was this quote that got my synapses firing: Decide when you are consuming and when you are creating. As I read it, I was struck by the simplicity of the statement, but even more by the power of its implication. It implies that everyone creates or consumes, and it’s this assertion that had my mind going crazy.

Consumer 103
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Sales Negotiation: Do You Know the Right Way to Leverage Emotions?

The Sales Hunter

This is tip #10 in my list of must haves for successful negotiations: Know the right way to leverage emotions! First of all, never allow your emotions to enter into the process. However, don’t hesitate to leverage the other person’s emotions right at the point of closing the sale. This sounds simple, and it […].

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Change Is Good And We Are Going First!

Increase Sales

For many change is good, for others and not for them. Some folks are comfortable being in the security of the shore or near the dock and truly do not want to swim out to the fast flowing main current. Credit: www.gratisography.com. Unfortunately what happens is we get stuck in a rut, in the calm waters of the status quo. My belief is human beings are not designed to live with the status quo.

Twitter 121
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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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How to Turn CRM into a Strategic Advantage

SBI

CRM as a strategic advantage. Implementing CRM across any sales organization is a big deal. If you’ve gone through it, you probably started with a lengthy needs-analysis and followed it up with a good amount of vendor research. No doubt, you developed high expectations for your implementation by the time you were ready. What were they? Were you expecting to have a great deal more insight into your sales pipeline?

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#heykeenan Take 2 What I Look For In A Killer Sales Person

A Sales Guy

Alright, #heykeenan Take 2 is up and I’m answering a question from Gene Carr , CEO of Patron Technology. Gene wanted to know what I look for when I hire salespeople. It’s a great question and my answer might surprise you. Get my take on anything, ask your questions at #heykeenan on Twitter.

Hiring 96
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Do You Have TOO Many Prospects in Your Pipeline?

The Sales Hunter

I am looking closer at the Top 10 Reasons Why Most Prospecting Programs Don’t Work and What You Can Do About It. #1 was using the same prospecting process for all your prospects. Today we come to #2: Having TOO many prospects in your pipeline. This tip rubs a lot of people the wrong way, especially […].

Pipeline 186
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Realtors Is Sales Lead Research Part of Your Marketing Plan?

Increase Sales

The purpose of any marketing plan is to attract attention and begin to build a relationship. To achieve this purpose works far better when some time is invested in researching sales leads either inbound or outbound. Today I received the second mailing from a local real estate agent. This realtor did not answer his office phone after 6 rings or his mobile phone after 8 rings when I called him after receiving the first direct mail marketing piece.

Research 115
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Don’t Fear Transformation, Fear Irrelevance!

Partners in Excellence

A reader asked how to overcome individuals’ and organizational fear of transformation. My knee jerk reaction was that irrelevance is much more scary than transformation. Change, continuous improvement, adaptability, even transformation are not options in today’s business world. They are mandatory if we are to grow and thrive. They are virtually mandatory of we are to survive.

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Do Top Candidates Find You Attractive?

Engage Selling

Get creative. That’s my advice for any business owner or sales leader about to embark on a new phase of recruiting. Far too many leaders stick to the same old, same old when it comes to their recruitment process and trying to find great talent to join their team. It’s surprising to see how many […].

Hiring 86
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Are You Using Time to Your Advantage in Negotiating?

The Sales Hunter

As we look at the negotiating skills you must know, we come to #9 in my list. You can see the previous 8 tips at this page. #9: Use time as a tool to demonstrate your willingness to wait or to demand they accept your offer. Either way, know your strategy in advance as […].

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Time for the Residential Real Estate Industry to Leave the Stone Age – Part 02

Increase Sales

As a seller of something, would you be upset that you have to pay both sides of the commission? In the real estate industry this is truly a Stone Age practice and has not kept up with the evolving marketplace. Compensation – Listing. How realtors are paid only promotes the status quo of the Stone Age. First, unless the buyer understands how the compensation works in the real estate industry, is good at negotiations, he or she can be tricked into paying far more than should be paid.

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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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Value Creation As A Form Of Discounting

Partners in Excellence

There are all sorts of articles on creating superior differentiated value. Lots of them talk about creating more value than the customer expects, surprising and delighting them. In truth, I’ve been raised in this camp and have espoused some of these concepts myself. Just the concept of “added value,” is actually value over and above what the customer needs and expects.

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Using New Technology

Engage Selling

Today I’ll speak on new technology and how chosing the right tools can help you improve your work as a sales leader. At the same time, be prepared that I also advocate jettisoning those old technologies that are not serving you well anymore. Today I’ll speak on new technology and how chosing the right tools can help you improve your work as a sales leader.

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Summer Reading: The Payoff Principle by Dr. Alan Zimmerman

The Sales Hunter

“Are you satisfied with what you are becoming?” Ask yourself that question. Now ask yourself this question with a real sense of self-reflection. The author of The Payoff Principle, Dr. Alan Zimmerman, poses this question early in his book and he does it with one goal: To get you, the reader, to question why […].