Sales and Marketing Management
JANUARY 10, 2016
Issue Date: 2015-01-11. Author: Rob Jeppsen, SVP and GM of HireVue Coach. Teaser: If training alone was enough to solve the sales challenge, we would see more collective success from sales teams. Training is often thought of as a type of coaching, but they are two very different processes with very different results. Legendary leaders know the catalyst for turning knowledge into success is coaching.
Steven Rosen
JANUARY 12, 2016
By: William Arruda. Originally Posted: Forbes.com Dec. 4, 2014. Do you have a coach? If not, you could be limiting your career success. That’s because coaches help you identify and focus on what’s important, which accelerates your success. According to coaches.com, good coaches: Create a safe environment in which people see themselves more clearly; Identify gaps between where the client is and where the client needs or wants to be.
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No More Cold Calling
JANUARY 14, 2016
Are your sales reps clueless about how social selling really works? Sales reps abuse social media to the extent that I typically delete more LinkedIn invitations than I accept. They invite person after person to connect using the same old standard invitation , and then immediately blast sales pitches to anyone who accepts. This bad behavior is not entirely the reps’ fault.
The Pipeline
JANUARY 11, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . A common discussion among sales people, or more accurately, sales people willing to make cold calls, that is complete sales people, is when is the best time to cold call ? I have added my two cents on this in past. What is true about any element of success, is that the things that lead to it become routine, a habit, and there is no doubt that people are creatures of habit.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
Sales and Marketing Management
JANUARY 13, 2016
Issue Date: 2016-01-13. Author: Mike Kunkle, senior director of sales enablement, Brainshark. Teaser: The new year brings an opportunity to tackle challenges and take a fresh approach to improving sales team performance. Here are five resolutions sales leaders and their teams can make – and tips for accomplishing them – to drive better performance in 2016 and beyond.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
JANUARY 12, 2016
Are your sales goals motivators or de-motivators for you? It’s that time of year when we become fixated on deciding not only what our goals should be, but also how we’re going to go after them. Here are 10 tips to help you in setting goals: 1. Use the first quarter and, in particular, the first month […].
The Pipeline
JANUARY 14, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Book Review. I have often said that the best books for sales people to read if they want to succeed and grow their game are not sales books. Understanding how sales impacts and is impacted by all elements of the real world is key to continuous success. As the “real world” changes, going beyond sales books in order to succeed in sales is a not just a no-brainer, but a survival requirement.
Sales and Marketing Management
JANUARY 11, 2016
Issue Date: 2016-01-01. Author: Walter Ruckes, VP of client services, BI WORLDWIDE. Teaser: How are top sales managers responding to help their sales reps in the year ahead? Understanding some basic elements of psychology can help drive performance in ways you may not have thought of. How are top sales managers responding to help their sales reps in the year ahead?
MTD Sales Training
JANUARY 11, 2016
Most companies agree that loyal customers are the lifeblood of their business. Clients who return continuously to restock or re-purchase make it easy for companies to provide service and back-up. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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.
Understanding the Sales Force
JANUARY 13, 2016
When our son was just beginning to speak and we did something that he really enjoyed, he would say, "Again! Again!". Two years ago, I wrote about a sales selection experiment with a group of college kids and the results were so much fun to read that when they repeated the exercise this year, my first reaction was, "Again!" I think you're going to really enjoy the conclusions from this year's class!
Steven Rosen
JANUARY 12, 2016
By: William Arruda. Originally Posted: Forbes.com Dec. 4, 2014. Why You Need To Hire A Coach In 2016. Do you have a coach? If not, you could be limiting your career success. That’s because coaches help you identify and focus on what’s important, which accelerates your success. According to coaches.com, good coaches: Create a safe environment in which people see themselves more clearly; Identify gaps between where the client is and where the client needs or wants to be.
Sales and Marketing Management
JANUARY 15, 2016
Issue Date: 2016-01-15. Author: Christopher Benedetto, Pegasystems. Teaser: Missed revenue targets are often blamed on the lack of adoption of your sales force automation system. But sales reps won't use a system that isn't producing results. It's time to address the three C's of a broken SFA system. Missed revenue targets are often blamed on the lack of adoption of your sales force automation system.
Mr. Inside Sales
JANUARY 14, 2016
If you sell B2C (or even B2B) and you get the “I have to convince my wife,” stall, how do you handle it? If you’re like many of the sales reps I’ve been listening to lately, the answer is: Not very well. So let’s start at the beginning. The first thing you need to do with this stall/objection is to isolate it. You begin by qualifying that the prospect you are speaking to is sold on your solution regardless of that the wife would say.
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Understanding the Sales Force
JANUARY 11, 2016
Did you ever look for something you haven't used in quite a while, only to be dismayed when you couldn't find it? Where could it be? Did you lose it? Did the cleaners throw it away? Was it stolen? Did you tuck it away somewhere, but can't remember where?
The Sales Hunter
JANUARY 12, 2016
It’s far too easy to put blame on the customer when they refuse to say “yes” and buy from you. We’ve all had that feeling on more than a few occasions. We can be quick to pass further judgment by saying the price wasn’t quite right or any number of other excuses, but that’s […].
Steven Rosen
JANUARY 12, 2016
By: William Arruda. Originally Posted: Forbes.com Dec. 4, 2014. Why You Need To Hire A Coach In 2016. Do you have a coach? If not, you could be limiting your career success. That’s because coaches help you identify and focus on what’s important, which accelerates your success. According to coaches.com, good coaches: Create a safe environment in which people see themselves more clearly; Identify gaps between where the client is and where the client needs or wants to be.
Increase Sales
JANUARY 9, 2016
Let’s stir the self-improvement pot and finally admit work-life balance never really existed. This life concept is more of an ideal way to live than reality. Now this may upset some who continue to sell and make money off this never really existed life concept. What does exist and what is real is work-life alignment. Imagine for a moment two wheels connected.
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Anthony Cole Training
JANUARY 13, 2016
Sales managers, why is it important to practice sales skills?
The Sales Hunter
JANUARY 11, 2016
I promise you that your customers will never believe in you if you don’t believe in you. Your confidence doesn’t just affect your mood for the day; it affects your outcome for the day. Believe in yourself and the value you bring. Embracing such a belief is transformational, but only if you allow it […].
Fill the Funnel
JANUARY 13, 2016
Changing your view and perspective can yield surprising results. I advise my clients over and over to look at opportunities from multiple angles to discover some golden nuggets. Here is an example that I hope you will take advantage of. I have been telling everyone I know about a terrific webinar coming up on Wednesday, January 20th called Virtual Sales Kickoff 2016.
Increase Sales
JANUARY 11, 2016
With social media, much of the marketing focus has shifted away from what makes basic and good marketing. Yet having read this social media marketing post on LinkedIn Pulse , much of what the writer states is just as true for basic education based marketing. Product based or traditional marketing is when the sales pitches came fast and furious does not work.
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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.
A Sales Guy
JANUARY 11, 2016
In today’s new economy, we’ve become information hounds. We demand information at all times. We want to be educated. We want to be taught. We want to be motivated. We want to be inspired. We want to be entertained. We want to be challenged. We scour the internet looking for information and with it the people that can help us do our jobs, raise our children, improve our relationships, help our pets, make more money — make our life better.
The Sales Hunter
JANUARY 15, 2016
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. To be a leader means […].
VuVan
JANUARY 12, 2016
Ever heard the phrase, show up and throw up? My hands are raised, and I was guilty of this sales sin. Even after being told not to “show up and throw up”, I continued to do so. As with anything else in life, there are different levels of showing up and throwing up. O.K., dude, […].
Increase Sales
JANUARY 10, 2016
Lately Saturdays have become my reading day for fiction and science fiction books. Since I read a lot of business and non-fiction publications (left side, rationale thought), I realize I had to energize the right side of my brain. Credit: www.picjumbo.com. In doing so, I have begun to collect some reading quotations. Many of these quotes are a pathway to further excite incredible inspiration to both sides of my brain.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Partners in Excellence
JANUARY 14, 2016
It’s impossible to be a top performing manager if your people aren’t performing! Yeah, I know that elicits a “Duuggghhh” response, but I’m not sure many managers have really internalized this. It’s far too easy to blame your people–“They aren’t doing the right things, They’re lazy, They may not be the right people, ……” All that may, in fact, be absolutely true!
SalesLoft
JANUARY 14, 2016
The industry of sales is the largest industry in the world. It’s been around as long as money itself — actually, even before then if you count trade and barter. It was here long before the SaaS and tech scene emerged, and it will be around for long after those become yesterday’s news. In the world of business, sales is constant. But, as a wise Greek philosopher once said, “the only true constant in this world is change.”.
Close
JANUARY 11, 2016
Your sales team is crushing it. They’re closing deals left and right. Revenue is way up, and your growth looks off the charts. At this rate, that huge valuation you’ve been dreaming of seems well within reach.
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