No More Cold Calling
FEBRUARY 25, 2016
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.
Understanding the Sales Force
FEBRUARY 23, 2016
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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Sales and Marketing Management
FEBRUARY 24, 2016
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.
The Pipeline
FEBRUARY 25, 2016
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.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
MTD Sales Training
FEBRUARY 24, 2016
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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Steven Rosen
FEBRUARY 20, 2016
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.
The Sales Hunter
FEBRUARY 23, 2016
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 […].
MTD Sales Training
FEBRUARY 25, 2016
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! ]].
The Pipeline
FEBRUARY 22, 2016
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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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.
Sales and Marketing Management
FEBRUARY 21, 2016
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
The Sales Hunter
FEBRUARY 21, 2016
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 […].
Anthony Cole Training
FEBRUARY 24, 2016
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.
DiscoverOrg Sales
FEBRUARY 25, 2016
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.
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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
Sales and Marketing Management
FEBRUARY 24, 2016
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.
The Sales Hunter
FEBRUARY 26, 2016
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 […].
Steven Rosen
FEBRUARY 20, 2016
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.
Increase Sales
FEBRUARY 22, 2016
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
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
A Sales Guy
FEBRUARY 23, 2016
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.
The Sales Hunter
FEBRUARY 25, 2016
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 […].
Steven Rosen
FEBRUARY 20, 2016
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.
Increase Sales
FEBRUARY 23, 2016
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.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
BrainShark
FEBRUARY 23, 2016
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.
The Sales Hunter
FEBRUARY 23, 2016
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 […].
Sales Training Connection
FEBRUARY 23, 2016
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.”.
Increase Sales
FEBRUARY 26, 2016
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.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Customer Centric Selling
FEBRUARY 22, 2016
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.
Sales Result
FEBRUARY 24, 2016
The sales funnel is a valuable visualization tool that depicts the progress of sales opportunities as they narrow down to new customers. It provides a transparent view of all leads available to the sales team and how they are being managed as they move throughout your sales process. In order to be effective, regular sales funnel reviews are necessary, and should be done on a regular basis; monthly beween Sales Operations and the VP of Sales, quarterly between VP of Sales and CEO, and annually wi
Cincom Smart Selling
FEBRUARY 23, 2016
In the classic play and movie, Glengarry Glen Ross , Blake, the somewhat strident troubleshooter from downtown, informs us that “ Sales is a tough racket. ”. Selling is not only tough on the sales rep, it is also tough on the company. For that matter, it can be tough on the buying party and buying company as well. Before we go further, I want to say that I have the highest respect for good salespeople.
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