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

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The #1 Reason Why New Sales Managers Fail

Steven Rosen

Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? The odds of failure are high! I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles. Heads of sales feel that they owe it to their best sales people to give them an opportunity to advance.

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What Are You Willing to Fight For?

The Sales Heretic

This is my first blog post in nearly a year. Last September, my 74-year-old father was hospitalized for what turned out to be pancreatic cancer. (Those last two words kinda give away how this story is going to end.) I immediately flew out to Washington, DC to be with him. Over the next seven months, [.].

Marketing 194
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Lean Communication for Sales – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Communication is central to sales success; we have all seen brilliant people with vast knowledge who are challenged in sharing their knowledge due to an inability to communicate. Closer to home, we have all seen how the quality of communication can make or break a deal. All the more reason why Jack Malcolm ’s new book Lean Communication for Sales , is a must read for sales people and their managers.

B2B 168
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Let’s Do A Deal….

Bernadette McClelland

I don’t shop at Hugo Boss. But my 22 year old son, who has just landed his first B2B account management role, as of this weekend, now does! Still happy to take Mum with him, we stroll through one of the major department stores to check out their choice of suits. We have no idea what we are looking for, just that there are price tags of $600 for very average looking suits and shop assistants too busy putting on lipstick to help us.

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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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STAR Results (Solutions That Achieve Results Inc.) Releases Global 2016 STAR Sales Manager Report

Steven Rosen

TORONTO, CANADA — Star Solutions That Achieve Results, Inc. announces the release of its 2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the 2016 STAR Sales Manager Report is to help organizations better meet the developmental gaps of their frontline sales managers.

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What Is Your Customer Buying?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Most sales people are good at telling you what they sell, not necessarily communicating how the customer will be ahead as a result, but they are good at telling. Regularly scheduled role play in team meeting will usually help you get ahead of that. While this will help with the delivery and to ensure that they are delivering the message, it does not ensure the message is right.

Customer 166
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HBR or OMG - Whose Criteria Really Differentiate the Top and Bottom 10% of Salespeople?

Understanding the Sales Force

Image owned by or licensed to CartoonStock ®. The Harvard Business Review is at it again. I honestly can't believe that a publication like HBR continues to publish and push junk science about sales. Nearly every time they publish an article on sales or selling, they are usually as wrong as the mainstream media is with their attempts to manipulate readers and viewers to vote for their preferred candidates.

Licensing 156
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10 Things to Remember When Ending a Prospecting Call

The Sales Hunter

As difficult as it can be to get someone on the telephone, knowing what to do after the call can be just as difficult. Below are things to remember when you’re ending the initial prospecting telephone call. In my new book coming out soon, I discuss this issue and every other critical issue, with the goal to […].

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Is Your 2017 Sales Strategy Setting You Up for Success or Failure?

SBI Growth

Selling value is something inherently important to any top performing sales professional. Unfortunately, activity often takes the place of strategic focus in order to hit short term numbers. This results in a “race to the bottom” to close the deal. When your.

Strategy 128
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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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Sales Management When "Life Happens" - Failure is NOT an Option

Anthony Cole Training

A year ago tomorrow, I was released from University Hospital here in Cincinnati. Doctors Augsburger and Correa had performed radioactive plaque surgery on my right eye. The plaque stayed attached to my right eye for 5 days with a lead eye patch covering it. I was confined to a lead lined room. On the 25 th , they removed the plaque (disc), sutured the eye and then sent me home for recovery.

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Here’s Why Customer Satisfaction Is WORTHLESS

MTD Sales Training

I’ve just finished reading Jeff Gitomer’s book “Customer Satisfaction is Worthless, Customer Loyalty is Priceless” and I’d really recommend you get a copy if you’re in customer service. It offers some interesting insights into service and some great stories that resonate in many areas. It got me thinking as to why I’m loyal to some companies and not to others.

Customer 120
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Executive Sales Leader Briefing: Setting the Prospecting Tempo

The Sales Hunter

What are the signals you’re sending to your team with regard to developing prospects? I see far too many sales managers focused solely on the number of contacts, whether it be phone calls, emails or in-person visits, to determine how prospecting is going. Your job as a sales leader is to set the prospecting tempo […].

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Driving Revenue Growth through your HR Strategy

SBI Growth

As a new HR leader, there will be many challenges in your new role. But also many opportunities to impact the organization’s growth strategy. SBI recently interviewed Kristen McClain, chief human resource officer at Barcodes Inc. Watch as Kristen explains.

Strategy 122
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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 to Grow Sales: The Never Ending Question Just Found ANSWERS!

Anthony Cole Training

Growing sales depends on the ability to know the answers to the right questions. Often companies make a decision to invest in their people in order to improve performance. Sometimes the investment pays off: other times, not so much.

How To 121
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Stop the Launch! 4 Reasons to Avoid a Company Opening Event

Sales and Marketing Management

Issue Date: 2016-08-26. Author: Heather Baker. Teaser: It’s perfectly natural to be excited about the launch of a new venture, but there are right and wrong ways to celebrate. If you’re a sales or marketing professional – or indeed, an entrepreneur – it’s vital to understand that a lavish opening event is the worst of all possible ways.

Company 120
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Sales Motivation Video: Are You Leveraging Your Network?

The Sales Hunter

Your network is full of potential! How do you grow your network and leverage it to the fullest? The more you help other people, the more they are willing to help you. Make a plan to ask, “Who in my network can I help?” Check out this video to see what I mean: Copyright 2016, […].

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How To Take Control Of The Conversation With Your Prospect

MTD Sales Training

Do you remember the saying years ago that went along the lines of ‘He has the gift of the gab….he should be in sales!’? According to many people in the old days, if you could talk a lot, you could convince someone that they should buy from you. How times have changed! Today, it’s the customer who holds all the aces. It’s the customer who has done their homework and research, and it’s they who set the rules for the conversation.

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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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What the Numbers Tell Us about Salesperson Readiness

Anthony Cole Training

We recently delivered a webinar specifically for one of our clients – BISA (Bank Insurance and Securities Association). The topic was The Customer-First Advisor: How to Help Your Salespeople Survive and Sell in the Coming DOL Environment – regarding the recent Department of Labor ruling outlining the fiduciary responsibilities of financial advisors giving advice to prospects or clients.

Insurance 120
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Your Guide to Achieving Strategic Alignment

SBI Growth

Is your corporate strategy meeting your revenue growth objectives? If not, our research indicates it’s probably due to one thing in particular – lack of strategic alignment. Only when your organization’s strategies are tied together, do you achieve predictable outcomes.

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Is Your Funnel Full of Fool's Gold?

Pointclear

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright. In this take-it-or-leave-it scenario, nobody wins. Sales is not as productive as they need to be to meet quota, marketing is wasting its budget generating leads that don’t get followed up, and the company as a whole is not likely to meet revenue goals.

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Top 10 Reasons Why Sales Don't Grow

Understanding the Sales Force

Have any of these things ever happened to you?

Sales 139
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Before You Make That Request for a Guest Sales Blog Post

Increase Sales

Today I received another request for a guest sales blog post. This individual was from Chicago and said he was a salesperson. He also indicated he would send me some samples of his writing. Several times a week I receive unsolicited requests from complete strangers to post an article in this sales blog. The requests are very polite and all read very similarly.

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SBI’s First Ten Years

SBI Growth

Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads.

Company 120
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THE SEVEN PERSONALITY TRAITS OF TOP SALESPEOPLE

HeavyHitter Sales

  This Steve W. Martin research article originally appeared in the Harvard Business Review.     If you ask an extremely successful salesperson, "What makes you different from the average sales rep?" you will most likely get a less-than-accurate answer, if any answer at all. Frankly, the person may not even know the real answer because most successful salespeople are simply doing what comes naturally.

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The Surprising Morale Boosting Tool

Engage Selling

Want to boost your sales team’s morale? I don’t blame you. Let’s face it, the top sales teams have no shortage of morale on their side.

Tools 75
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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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Time to Stop with the Cheap Sales Behaviors - Part 1

Increase Sales

Cheap has always existed doing or wanting the most for the least. In sales cheap usually means the buyer won’t pay the big bucks or little bucks for your solution. Yet, today there are a lot of cheap sales behaviors being demonstrated by salespeople day in and day out. Credit: www.gratisography.com. Promotional Items. “I want the cheapest pen as a leave behind.” A colleague who sells promotional items has shared this story numerous times.

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Are Sales People Inherently Lazy?

Partners in Excellence

Often, I read and hear, “Sales people are inherently lazy… ” Perhaps, I’m looking at the world through rose-colored glasses, but I believe most sales people want to do the right things. The problem is, too often, they just don’t know what the right things are. It’s hard to be lazy and be successful in selling, after all, selling is one of the toughest professions in business.

Hiring 66
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It’s Here: Not Taught Audio Version

A Sales Guy

[link]. It’s here folks. The audible version of Not Taught dropped this week, and I’m pretty excited. It’s all the goodness that is Not Taught in audio form. I can’t think of anything better than Not Taught on your drive to work, on the subway, at the beach, or while you’re waiting for your kid’s soccer practice to end.

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