Sat.Jul 18, 2015 - Fri.Jul 24, 2015

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Decision Makers Want To Deal With Decisive People

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . A question I regularly ask when working with a group of reps on prospecting, is “who do you call on?” or “who do you want to call on?” The answer I get is “the decision maker”. Now I have used a lot of different directories and databases, and they all give a title, not role in decision. But let’s say they did, the real question is what happens when you speak to that decision maker.

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The millennial B2B buyer can’t be ignored

Sales and Marketing Management

Issue Date: 2015-07-01. Author: Paul Nolan. Teaser: By 2020, it is estimated that millennials will make up more than half of the work force. Many of them are being promoted to decision-making positions. Dustin Grosse, Chief Operating Officer of ClearSlide, a sales engagement platform that empowers sales teams to engage customers, recently shared his thoughts about the changing dynamics of buying, selling and managing the generation that is out to save the world.

Buyer 239
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The Key to Great Mid Year Reviews

Steven Rosen

What Great Sales Managers Do. By Steven A. Rosen. Many sales managers will be sitting down with their sales people over the next month or so to review progress on objectives, business plans and development plans. Sales managers spend a considerable amount of time preparing for a mid year performance review. Sales managers may spend a day per rep preparing and delivering a mid year review.

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What To Say When The Customer Asks, “Why Should We Use You?”

MTD Sales Training

So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Sales & Marketing Alignment: How to Synergize for Success

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.

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3 Words to Ditch To Improve Your Sales – Sales eXecution 304

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Words are a big part of selling, seems obvious, but you’d be surprised how little attention some in sales pay to the words they choose. Words impact not only what your prospects hear and their reactions to them, but almost as important is the effect they have on you as the seller. Words impact and reflect you view of things and situations, and while many will argue that it’s just semantics, they fail to realize or acknowledge the degree to which

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Bugged by the Difference Between Great and Lousy Salespeople

Understanding the Sales Force

Yesterday I noticed a large, furry, dead bug on the hood of my car. It seemed to be attached to the outer lip of the hood - like the edge of a cliff - right where the hood drops down to the grill. I got out of the car to remove the chunk of dead fur and I was shocked to see how wrong I was. It was dead all right, and it was furry. I'm not a tall person so I wasn't sitting high enough in the car to notice the distance between the bug and the lip of the hood but my estimate was off by more than 2

Exact 221
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How to Utilize Video in Your Sales Strategy

Sales and Marketing Management

Issue Date: 2015-07-24. Author: Matt Daly. Teaser: Video is a key component of the marketing mix. When marketing and sales work together to develop content and share resources that meet the needs of their customers, success is realized. Video is a key component of the marketing mix. When marketing and sales work together to develop content and share resources that meet the needs of their customers, success is realized.

Video 220
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5 Reasons You Will Increase Your Business By Firing Some Customers

The Sales Hunter

It’s time to look past the “80/20 rule” (the idea is 80% of your business comes from 20% of your customers). We need to look at the inverse. 80/20 means also that 80% of your hassles are going to come from 20% of your customers. Let’s translate it even further. 80% of hassles really is […].

Customer 196
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The sales rep said, “I never got a lead yet that turned into a sale.”

Pointclear

I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation p

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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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The Two Sides of Likable Salespeople

Understanding the Sales Force

If you have watched the TV series House of Cards , and if you're at all like me, you may have found yourself rooting for the lead characters, whose lack of character and integrity could make you question why you are rooting for them in the first place. Recently, we have been watching Homeland , which I find to be a more disturbing series than House of Cards.

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Engaging Empowered Customers

Sales and Marketing Management

Issue Date: 2015-07-20. Author: Mikita Mikado, CEO, PandaDoc. Teaser: Businesses that want to grow make it a point to understand users’ ever-changing need. The empowered consumer is a tough target to sway, so to win over-educated customers, brands need quality content. Businesses that want to grow make it a point to understand users’ ever-changing need.

Customer 202
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The Telephone is Still a GREAT Prospecting Tool!

The Sales Hunter

We’ve reached #10 in my list of reasons most prospecting plans fail. Sadly, too many salespeople fail to realize that the telephone is still a great prospecting tool. It doesn’t matter how much anyone says otherwise, I’m still a firm believer the telephone is an amazing prospecting tool. I run into too many salespeople […].

Tools 194
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What the Price Objection Really Means

Mr. Inside Sales

Of all the objections sales reps get, the “price is too high” is still number one on the list. And it makes sense, doesn’t it? I mean think about your own purchases – whether you’re in the market for a new car, a new house, or even a dinner out with the family – what’s the one common component of your own buying decisions? Budget, right? So it makes sense that all of your prospects have a budget consideration as well.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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How To Present Solutions That Make The Prospect Think Differently

MTD Sales Training

When salespeople present their solutions to prospects, they seldom see the whole picture. What I mean by this is that many salespeople see their product or service and present it from their own. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Drones, geofences and wireless charging stations

Sales and Marketing Management

Issue Date: 2015-07-01. Author: Staff. Teaser: Meeting planners are seeing their role influenced more and more by technology, not just for the meeting itself, but in researching and booking venues, how planners interact onsite, and how they communicate following the meeting. Following extensive research among its membership, the International Association of Conference Centres (IACC), a global association that serves the meetings industry, released its top meeting tech trends for 2015.

Wireless 170
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VIDEO SALES TIP: Great Salespeople Constantly Evolve Their Sales Process

The Sales Hunter

Great salespeople are continually looking for ways to tweak their sales process. How willing are you to make changes when they need to be made? Or are you content with status quo and do you do things as you have always done them? If you want to stand apart from your competitors, you have to […].

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Questions to Ask to Gain Clarity

Anthony Cole Training

A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group. In his book, 7 Habits of Highly Effective People , Steven Covey has a quote… “Seek first to understand. Then to be understood.” I think that statement is especially true for sales professionals.

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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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The Wisdom Required for Small Business Coaching

Increase Sales

This week I submitted my regular contribution to Worldwide Coaching Magazine. The topic was “inspiration” respective to executive to small business coaching. I was surprised when I received this note from the publisher Ton de Graaf who said my contribution provided him with “an Ah Ha” moment. When I asked specifically what that “Ah Ha” moment was (provided he was willing to share), he wrote: “Coaches who inspire realize their knowledge and wisdom are es

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6 Reasons Why Online B2B Advertising Is Important

Sales and Marketing Management

Issue Date: 2015-07-22. Author: Tuan Nguyen. Teaser: We may take digital advertising channels for granted at this point, having seen them around so much, but that’s a dangerous attitude to take. The second the original motivation for an ad campaign is forgotten, so are the goals that it seeks to achieve. When you exploring our digital roots, it becomes apparent why digitial marketers and social media managers are so important.

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Prospecting: Are Your Messages About the Prospect’s Needs?

The Sales Hunter

When I think about the 10 reasons most prospecting plans are not successful, a big one that jumps out is #9 on my list: Not making your messages about the prospect’s needs. Nobody cares about what you are offering. What they do care about is how they are going to take care of their […].

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Keep Doing What You’ve Been Doing… Unless You Need Different Results

Anthony Cole Training

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group. There is a saying that goes something like “If you do what you have always done, then you will get what you have always gotten.”. I talk to a lot of salespeople who continue to plow ahead working harder to make more sales with the same approach they have used for years.

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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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Prospecting at LinkedIn? At Least Read the Profile

Increase Sales

Salespeople in B2B industries from the smallest firms to even some of the largest ones prospect for new sales leads, centers of influence every day through LinkedIn. However, many anxious salespeople fail to read the profiles. This failure leads them to being viewed as unauthentic. Today I received another LinkedIn invitation with a scripted email about “ The business universe is vast and wide, who knows we might be mutually of help to each other in the future.” I knew this was not

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Nancy’s Sales App of the Week: @Qstream

SBI

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Qstream , a mobile sales performance platform to build a smarter, higher performing sales team. Sales ToolSkool Video Transcript: This week’s topic is how to overcome the challenges that prevent your from growing revenue. I’ll be talking about Qstream, a mobile sales performance platform.

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The True Cost of Discounting

The Sales Hunter

Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons. It doesn’t matter what […].

Discount 175
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Are Curve Balls Putting You in a Sales Slump?

Anthony Cole Training

A guest post by Mark Trinkle, Sales Development Expert, Anthony Cole Training Group.

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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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The 7 KPIs for Sales Managers Dashboard

Increase Sales

Sales managers face increased responsibility and accountability. Research continues to show sales teams do not meet sales goals while margins shrink due to the dynamics of market forces as well as government compliance. Credit www.gratisography.com. One of the consistent barriers faced by those in sale management is the lack of benchmarks or key performance indicators (KPIs) outside of the ever present total sales figures.

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Email Addresses – How To Find Them When You Need Them

Fill the Funnel

In any given week you will need to find professional contact information for someone or a group of people within a company. You can Google them, guess them with standard deviations of an email address IF you know the name, check LinkedIn and their website. Often you will come up with nothing useful. Sales people can save quite a bit of time with this webtool.

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What Does Discounting Really Cost?

The Sales Hunter

Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons. It doesn’t matter what […].

Discount 175