Sat.Nov 28, 2015 - Fri.Dec 04, 2015

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The Difference Between Sales Pros and Amateurs – Is The Silence

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Everyone knows that the prospect should be doing most of the talking during a sales call. Knowing it and doing it, well you know. That is one of the big challenges in sales, everyone knows what they have to do, but do they do it? So ya, active listening, always in style, ever the fashion, but it means so many things to many different sellers, but there is more to the whole thing.

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16 Questions That Will Help You Understand The Buyer’s Perspective

MTD Sales Training

Recently, I had the privilege of attending a dynamic presentation evening with one of our prized clients. They continue to test us and our services, which is great as it means we learn with every. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 178
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10 Qualities of a Great Executive Coach

Steven Rosen

An executive coach can help you to grow your career and your business by identifying your areas of strength and those where you could use a little more development or training. He or she will also help you to build on your strengths and apply them to becoming a true leader in your field. If you are an executive, up and coming manager or have your own business an effective coach can help you to make it even more successful – but it’s not all work and no play.

Coaching 169
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How to Stop Sales Reps from Actually Derailing Your Referral Marketing

No More Cold Calling

Your company’s fortune is in the sales team’s follow-up. Ask a great comedian the secret to his success, and chances are, he’ll say “timing.” The same is true for a great salesperson. But like punch lines, referral marketing efforts fall short without the proper follow through. In sales, timing is a funny thing. We never know when people are ready to buy or how our words will resonate at just the right time.

Referrals 167
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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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Give Your Buyers The Gift of Time – Sales eXecution 319

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I have written several times about the importance of time in sales, how time really is the currency of sales; while everything else in sales may be variable, success will be determined by a number of unique and individual factors. Time is the only standard element we all share, what we do with it is the differentiator.

Buyer 170

More Trending

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How to Gain Attention on Instagram and Boost Your Business Presence

Sales and Marketing Management

Issue Date: 2015-12-02. Author: Josh MacDonald. Teaser: Instagram has rapidly become one of the best social media marketing channels for businesses that wish to launch their digital marketing campaigns and build an engaged audience around their brand. Here are some tips on making Instagram work for your company. Instagram has rapidly become one of the best social media marketing channels for businesses that wish to launch their digital marketing campaigns and build an engaged audience around the

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How to Get Prospects to Buy from You More Frequently!

Understanding the Sales Force

It's a simple concept, really, but 74% of all salespeople aren't very good at getting most people to buy from them. Even though the concept is simple, it seems really complicated to the group that can't do it. Of course, most salespeople wouldn't agree that they can't do it, even when their win rates are below 50%. And in some tech businesses, salespeople seem to be happy with win rates under 20%.

How To 160
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10 Ways Management Can Improve How It Work With Sales

The Sales Hunter

Too many times Management winds up getting in the way of Sales and winds up either damaging a customer relationship, or worse yet, damaging the sales force, making them less effective. Below are 10 things Management should be doing on a regular basis to improve both the sales team and volume. I’ll be discussing these in-depth during […].

Sales 155
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Effective Selling - Are You a Good Pitcher?

Anthony Cole Training

Great closing pitchers get batters out. They always don't get people to strike out. Sometimes runners get on base, but then the next batter hits into a double play and now there are two outs and no one on base. The third batter hits a fly ball to the outfield, the outfielder catches the ball – ballgame. Another save for the closer.

Closing 121
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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How to Reinforce Training So It Sticks

Sales and Marketing Management

Issue Date: 2015-11-30. Author: Shapiro Negotiations Institute. Teaser: When it comes to reinforcing what employees have learned through training, many organizations fall down on the job. When it comes to reinforcing what employees have learned through training, many organizations fall down on the job.

Training 156
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In Sales, Need Knows No Season

Increase Sales

The months of November and December here in the U.S. as well as many other countries are considered the holiday season. Of course for some retailers that holiday season starts in August (UGH!). For mid-size to small businesses especially in the B2B marketplace, sales during this time of year diminish because budgets have been expended, people are off on vacations to factories are shut down for annual maintenance.

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You Can’t Afford the Holiday Selling Blues

The Sales Hunter

We’re now in the final month of the year, and when we combine it with the holidays, it’s easy to simply pass on December and focus on January. I can’t emphasize enough as to how much business you stand to do lose if you start focusing on January now. Just because you’ve had a […].

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Stop Wasting Money On Marketing Automation, Personas, And Content Marketing!

Partners in Excellence

Recently, I lamented about the challenge I face with my email Inbox in Your Marketing Is Driving Me Away! I spoke of the ever increasing volume of email messages that are simply irrelevant, undifferentiated, or poorly executed. And these are the marketing emails from well established organizations, sent by marketing and sales professionals. Coincidentally, I read a research report on The State Of Email Marketing 2015.

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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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How Contrast Drives Change

Sales and Marketing Management

Issue Date: 2015-11-01. Author: Tim Riesterer. Teaser: What if one basic technique could convince your prospect that the change you’re proposing is superior to the status quo? What if one basic technique could convince your prospect that the change you’re proposing is superior to the status quo?

Proposal 139
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When Planning Becomes Leadership Procrastination

Increase Sales

Planning is essential to any endeavor be it a personal, professional or business one. By engaging in planning through the application of critical thinking skills and self leadership, resources are allocated in the most efficient and effective manner. Yet there comes a time to stop with the planning and take action. Unfortunately what happens all too often is planning becomes leadership procrastination.

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As a Leader, Do You Realize How You Impact Your Team’s Success?

The Sales Hunter

If you lead a sales team, you won’t want to miss this. On Dec. 10, I’ll be doing a webcast with Salesforce as part of their Series Pass. In helping your team reach their full potential, you just can’t overlook the techniques that give them the best scenario to win. In this Dec. 10 […].

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Your Marketing Is Driving Me Away!

Partners in Excellence

Every day, I receive somewhere between 150-200 emails–“valid emails,” not the hundreds that flow directly into my junk mail folder. About 50% of them are client/colleague communications, emails about something I have a direct interest in, or are directly work related messages. Things important to what I’m working on and my company.

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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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Tell Me A Story: Three Tips for Communicating Marketing and Sales Analytics

Sales and Marketing Management

Issue Date: 2015-12-04. Author: Cesar A. Brea. Teaser: While communication skills are written about frequently, tips for marketing and sales analytics are scarce. Here are three for getting your message through. While communication skills are written about frequently, tips for marketing and sales analytics are scarce. Here are three for getting your message through.

Analytics 131
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How to Melt Those Freeze Moments in Sales

Increase Sales

Remember back in grade school and your teacher called on you? Suddenly all the eyes of the other students were staring at you waiting for you to answer incorrectly. Possibly your throat constricted, your voice became raspy or you felt perspiration running down your neck. You experienced the first of many freeze moments. In sales, those freeze moments still happen.

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Executive Sales Leader Briefing: Year-End Push and Your Role

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. Year-End Push and Your Role We’re on the verge […].

Sales 124
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Prescription, The Double Edged Sword

Partners in Excellence

Being prescriptive with our sales teams and our customers is a hot topic these days. Prescription, done well, can be very powerful. It helps focus us on the most effective ways to achieve our goals and objectives. Prescription enables us to leverage our past experience, learning what’s most effectively, constantly refining, and tuning it to improve the results we achieve.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

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.

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Don’t Sell Scared (The 4 Steps to Being a Badass)

A Sales Guy

The most destructive emotion a sales person can have is fear. Fear will kill a deal in two seconds. Fear will drop the price of your product or solution 30% in the blink of an eye. Fear is the nemesis of good sales organizations. When sales people sell afraid, they are out of control. To avoid selling with fear: (a) Build enough value in what your selling so the customer is the one that has more to lose.

Banking 63
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Positive Attitude Is Great to a Point

Increase Sales

“Your attitude determines your altitude” is a well known saying. Having a positive attitude to a point is great. Yet my sense is when we deny the negativity in life we may not be facing reality and therefore set ourselves up for failure. Credit www.gratisography.com. One of my colleagues shared an attitude test. Those who indicated they watched the news or talked about the news received a significant negative “ding.”.

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Sales Motivation Video: You’re Not a Victim. Don’t Act Like One.

The Sales Hunter

Too many salespeople have a victim mentality and focus negatively on their circumstances. Don’t let that be you! You are not a victim. No matter what you are facing, choose to use your challenges to motivate you toward greatness. Check out the video to see what I mean: Copyright 2015, Mark Hunter […].

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The Six Secrets of Change – Michael Fullan

Hyper-Connected Selling

This article was originally published a few years ago at the RockStar Success Library. . I have to admit, I was a little surprised by The Six Secrets of Change. I’m usually pretty leery of any book that has the word “secret” in the title or has a number in the title (that smacks of “prescriptions” for success i.e., short cuts that don’t work). Michael Fullan undercut my fears, though, in his introduction, when he suggests his secrets as ideas that people already know, but don’t engage with ful

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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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The Most Wonderful Time of the Year

Anthony Cole Training

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Have You Experienced These 3 “F” Words in Sales Conversations?

Increase Sales

Many joke about the well known “F” word. Yet in sales, I have come to realize there are three other “F” words that contribute to failed sales conversations. Flee. For some inexperienced salespeople, there is a moment when they feel they must “Flee” the sales conversation. The conversation is not going well and internally the salesperson is thinking, “I can’t wait to get out of here.”.

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Uncovering New Sales Secrets to Make 2016 Your Best Year Yet

The Sales Hunter

I get asked to participate in a lot of on-line events, most of which I’m unable to accommodate due to my schedule. When I was asked to participate in this one, I knew it was something worth making a change in my schedule. Being hailed as the World’s Biggest Virtual Sales Kickoff, ELEVATE will be […].

Sales 109