Sat.Feb 20, 2016 - Fri.Feb 26, 2016

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Asking for Referrals Via Email—Big Mistake

No More Cold Calling

Referral selling requires a personal touch. How many emails are waiting in your inbox? Enough to make you dread opening it? Most people have a love/hate relationship with email. It’s both a fantastic business tool and a huge time-waster. Worse yet, digital communication is beginning to replace the real human connections that drive sales. When Email Is Not OK.

Referrals 253
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How Wrong are Company Methods to Rank and Compensate Salespeople?

Understanding the Sales Force

When report cards and grades are available, measuring the academic success of your child or grandchild is a lot easier than it is to measure sales success. School grades go up and we say, "Great effort!" School grades go down and we say, "Oh-oh, something is seriously wrong here!" Academic grades are a reflection of tests scores, completed homework and class participation.

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10 Ways to Motivate Your Inside Sales Team to Optimize Results

Sales and Marketing Management

Issue Date: 2016-02-24. Author: Marcel Florez, Senior Vice President, N3. Teaser: Regardless of how experienced or driven your salespeople are, motivation is a key factor in driving the best results. Pulling the best out of each member of a sales team can’t be done on autopilot; it requires a robust program of recognition and engagement. Regardless of how experienced or driven your salespeople are, motivation is a key factor in driving the best results.

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6 Little Things You Can Do to Make Your Business Shine

The Pipeline

The Pipeline Guest Post – Megan Totka. If you want to make your business stand out, that doesn’t mean you have to make big changes. Sometimes the littlest things can make a significant difference. Don’t procrastinate when it comes to the tiny tweaks that can make a positive impact on your business – make the things you were waiting to do tomorrow happen today.

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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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Prospecting Skills: How To Differentiate Between Wants & Needs

MTD Sales Training

I went to lunch with a client a week ago and they insisted we go to a very specific restaurant not far from his office, but still a brisk ten-minute walk. We passed several buzzing and vibrant. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Professional Sports Putting Profits Before People

Steven Rosen

Leadership Lessons from the Elite. Like many of you, I follow professional sports but I am in no way a sport fanatic. One of my passions is leadership and I am beginning to see a very troubling trend in professional sports where the team owners are regularly putting profit before people. Think about it, team owners are in the top 1% of income earners, yet they show little regard for their employees and customers.

Sports 169
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10 Ways to Close a Sale Faster

The Sales Hunter

The average salesperson has two or three ways with which they feel comfortable to ask for the order. Could you imagine a car mechanic repairing your car with only two or three tools? Years ago, I could fix most anything on my car with just a couple of tools. Today, cars are complicated, and […].

Closing 160
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How To Increase Your Chances Of Losing The Sale By 400%…

MTD Sales Training

I’m sure we’ve all been told how important it is to follow up on leads and get back to enquirers as soon as possible. It still baffles me why some people take days to get back to prospects that have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 168
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2 Traits Separating A Leader From A Title – Sales eXecution 328

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . There is no doubt that people should celebrate recognition in the form of promotion. When you become a sales manager, or a VP of Sales it says a lot about you, your accomplishments, and your organisation. What one does with their new role and opportunity is what separates leaders from promoted minions.

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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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9 Belts to Sales Assassin Mastery

Sales and Marketing Management

Issue Date: 2016-02-22. Author: Anthony Caliendo. Teaser: The 9 belts in the Sales Assassin Master sales philosophy are not intended to be progressive, but instead they are a series of elements and skills that exist independent of one another. Collectively, they provide a professional foundation for sales success. The 9 belts in the Sales Assassin Master sales philosophy are not intended to be progressive, but instead they are a series of elements and skills that exist independent of one another

Sales 160
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Sales Motivation Video: Are You “Up Selling” as Much as You Could?

The Sales Hunter

Are you missing out on what could be easy profit? You could be if you aren’t taking opportunities to up sell by suggesting and encouraging add ons to what the customer is already buying. Sometimes, add ons are super easy and the customer will almost alway say yes, but only if you ask! Make it a […].

Up-Sell 146
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Sales Management Strategies #1 - Start with the End in Mind

Anthony Cole Training

It’s an oldie, but a goodie from the late Steven Covey. In his ground breaking book, 7 Habits of Highly Effective People, he states that highly successful people start with where they want to be – “the end” - and then work to get there. That’s great advice for managers attempting to lead for results, manage activity and coach behaviors.

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Should You Promote Your Best Salespeople to Management?

DiscoverOrg Sales

We’ve seen it happen time and again: firms are wowed by their top sales performers and all rational thought gets thrown to the wind. These are the salespeople who have little concept of quotas; they push and push until their numbers, placements, and billings are towering over the rest of your sales team. You can’t help but be impressed and inspired.

Promotion 120
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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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Do Questions Still Matter?

Sales and Marketing Management

Issue Date: 2016-01-01. Author: Erik Peterson, Executive VP Consulting, Corporate Visions, and Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions. Teaser: Questions have a critically important role in persuasion. But in an insights-based model, it's all about where and when you use them. Questions have a critically important role in persuasion.

Strategy 152
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Executive Sales Leader Briefing: Value of Leadership Measured by Outcomes!

The Sales Hunter

Are you leading or are you merely managing? Are you truly allowing those you lead and customers to whom you sell to achieve a higher level of outcome? The foundation of leadership is trust and respect, neither of which can occur without integrity. Without integrity to create the trust and respect, there is little chance […].

Lead Rank 124
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Professional Sports Putting Profits Before People

Steven Rosen

Leadership Lessons from the Elite. Like many of you, I follow professional sports but am in no way a sports fanatic. One of my passions is leadership and I am beginning to see a very troubling trend in professional sports where the team owners are regularly putting profit before people. Think about it; team owners are in the top 1% of income earners, yet they show little regard for their employees and customers.

Sports 120
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Why Aren't Your LinkedIn Connections Deep, Loyal and Strong?

Increase Sales

LinkedIn is the go to social media site for B2B sales. Your LinkedIn connections can reveal more than just the number or industries represented. Credit www.gratisography.com. For the last several months I have been auditing LinkedIn Pulse articles written by two different groups of colleagues where we share a direct connection outside of LinkedIn. What is interesting is for one group it receives immediate reads and sharing while the other group rarely get much traction in the first few hours o

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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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It’s Really Not About The Buying Process

Partners in Excellence

As sales professionals (marketing too), for years we’ve always been pretty self centered. We’ve focused on what we want–selling something. We, me included, talk a lot about the selling process. In recent years, we’ve discovered that’s really unfashionable. We have to mask our true goal and be customer focused. So we’ve shifted our terminology to focus on the customer buying process.

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Is Dealstorming the Secret Weapon You’re Missing?

The Sales Hunter

Tim Sanders is one of the good guys. Tim and I have had the chance to get to know each other on several occasions and share ideas. Currently, we’re both assisting Salesforce with their latest sales insight website. I suggest you check that site out for sure! Today I want to share with you a […].

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Professional Sports Putting Profits Before People

Steven Rosen

Leadership Lessons from the Elite. Like many of you, I follow professional sports but am in no way a sports fanatic. One of my passions is leadership and I am beginning to see a very troubling trend in professional sports where the team owners are regularly putting profit before people. Think about it; team owners are in the top 1% of income earners, yet they show little regard for their employees and customers.

Sports 120
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Are You A Good Salesperson or Just in Sales?

Increase Sales

Funny, how many business professionals say they are a good salesperson yet in all actuality they are just in sales. This reminds me of the commercial “I can’t believe its not butter.” Good salespeople are butter not something that tastes and looks like butter. These individuals are not only busy, but very focused. They know their target audience.

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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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Why You Should Never Ask A Buyer What They Want

A Sales Guy

I’m looking to do the audio version of my new book Not Taught. As I was calling around, the owner of one of the studios began to ask me a lot of questions. She asked, “How many hours do you need?” I said, “I don’t know.” She asked if I wanted to read and record the forward. I said, “I don’t know.” She asked me how fast I read.

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The Sales Kickoff You Won’t Want To Miss TODAY!!

The Sales Hunter

You have a great opportunity today to invest in yourself and your success with the Sales Kickoff Summit 2016! Are you up for the challenge?! This online event will gather 7,000+ sales leaders from all over the world to hear the insights from top sales authors, executives and experts (including me and some of my […].

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You Can’t Be Too Busy for Sales Coaching

BrainShark

With sales teams constantly on the road, on the phone, and on the move, what’s the most important action front-line managers can take to help maximize results? Sales coaching.

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There Is I Love Sales and then There Is I Love Sales

Increase Sales

Valentine’s Day is over yet for salespeople, this day is every day. In speaking with a colleague earlier this morning, he reaffirmed this attitude of “I love sales.” Of course as we continued our discussion we both agreed not everyone who has this attitude really has this attitude. These are the salespeople who smile warmly, shake your hand firmly and yet inside no matter what they do, you sense something unauthentic.

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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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Sales coaches – and the teaching trap

Sales Training Connection

Sales coaching. When top sales managers are asked what advice they would give to someone wanting to improve their coaching, a pervasive answer is – stop trying to teach your sales team and start trying to help them learn. . This is hardly new news. Back in the day, 400 BC, Socrates is reported to have said to one of his Athenian colleagues – “I cannot teach anybody anything, I can only make them think.”.

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The Brave New World Of Buying Automation

Partners in Excellence

There was a hilarious article in the New York Times, A Robot That Has Fun At Telemarketing’s Expense. It got me to thinking about the future of buying and selling. The sales and marketing automation markets are among the hottest SaaS markets around. Each year, 1000’s of new suppliers of software solutions emerge. Collectively the markets are expected to generate 10’s of billions of revenues.

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Sales Tips: How to Respond to "I Need a Better Price"

Customer Centric Selling

Sales Tips: How to Respond to "I Need a Better Price". By John Holland, Chief Content Officer, CustomerCentric Selling®. "I need a better price." Many sellers find this request difficult to handle. It’s a great buyer question that often elicits “knee-jerk” discounting. I’d like to suggest a way to respond. A few years ago, I coached a seller and manager through closing an order with a prospect. $960K had been quoted for their offering.