Sat.Dec 10, 2016 - Fri.Dec 16, 2016

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Who Is Making Money?

SBI Growth

They’re called the rainmakers. At the same time, you often hear that salespeople are overpaid. Or too coin-operated. How does their pay compare to functional peers throughout the organization? Read on to discover who’s making the money inside your company.

Company 202
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More Sales, Less Time: by Jill Konrath – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . In her latest book, More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers , continues what one describe as her journey through sales. Starting by conquering “ Big Companies ”, then in “SNAP Selling” helping sellers understand and appreciate the world of “crazy-busy buyers”.

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Is Excuse Making Actually the Biggest Obstacle to Increasing Sales?

Understanding the Sales Force

I've talked a lot about excuse making and the powerful difference between using your index finger, which points outward, versus your thumb, which points inward. Today, Brandon Steiner wrote a great little article about taking responsibility.

Sales 195
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Are You Using This Powerful Word Enough?

The Sales Heretic

Words have power. And some words have more power than others. Some of the most powerful words you can use in your sales and marketing efforts include “free,” “proven,” and “you.” There is one word, however, that is not just extremely powerful, it’s also highly versatile—giving you multiple opportunities to leverage its power to increase [.].

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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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CRO Dave Wirta: Getting New Sales Reps Productive Quickly

SBI Growth

Today’s topic is how to improve the efficiency of a sales team by getting new hires productive quickly. To help you capture the key points, download our 10th annual workbook, How to Make Your Number in 2017 and turn to.

Workbooks 198

More Trending

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What CEO's and Sales Leaders Care About the Most - Are They Trends for 2017?

Understanding the Sales Force

Image Copyright: 123RF Stock Photo. I reviewed the 88 articles I wrote in 2016 (nearly 1,600 articles on the Blog) and was surprised to discover what I wrote about the most. It wasn't about sales force evaluations, sales candidate assessments or attacks on the Harvard Business Review. It wasn't about sales recruiting and selection, sales pipeline or Baseline Selling.

Trends 180
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Is Sales Automation Making Your Team Soft?

No More Cold Calling

As your reps rely more on sales technology, they may be forgetting how to actually sell. . I used to add long columns of numbers and never had to check my math. I knew I got it right the first time. Not anymore. I usually still get it right, but I feel the need to double check. I’ve become reliant on calculators, because between my phone and my computer, I pretty much always have one on me.

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Can You Afford the Cost of Ignoring Sales Management Issues

Score More Sales

There is a sales rep on your sales team I’ll call Joe. Joe doesn’t pull his weight because, after all, he’s been with the company forever. He has the juiciest accounts and no one better touch them. He doesn’t work his accounts, but leadership justifies Joe’s behavior with the alternative – Joe leaving and taking the accounts with him. Joe has an attitude issue and is negative all the time – but everyone works around it because he’s Joe.

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The Accidental Sales Project Manager

Sales and Marketing Management

Issue Date: 2016-12-12. Author: Jason Morio. Teaser: A recent survey revealed that two out of three North Americans who lead projects are not project management certified. With proper strategy and planning, sales professionals who face the challenges in playing this accidental project manager role can avoid chaos and work smarter. Here are some tips for managing like a pro and navigating through projects while balancing timelines, quality and cost.

Survey 166
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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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10 Ways to Get Past the Gatekeeper When Prospecting

The Sales Hunter

One of the toughest prospecting challenges is simply getting connected to the right person. The number of roadblocks seems to grow more each day, and yet the task remains the same — to reach the decision maker. There are 10 ways to get past the gatekeeper that I highly recommend. Plan to also join me […].

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Avoid this “Ghost” of Christmas Future

Mr. Inside Sales

For December, I’m reading the classic tale: “A Christmas Carol,” by Charles Dickens. Oddly, I can’t remember ever reading it, though I’ve seen countless versions made for TV and movies. It’s fantastic, just like most books are that have been made into movies. Dickens is a superb writer, and there is a reason this is a “classic.”. While reading this, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago.

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?

Pointclear

Should marketing and sales agree on the definition of a lead? They should, but mostly don’t. According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads. Per sales, a qualified lead is based on criteria they understand, but marketing is in dark.

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8 Questions to Select the Right Markets to Compete

SBI Growth

Today’s topic is how to select the right markets to compete in. The first responsibility for the President is to define for his company which markets you will, and will not, compete. To help you capture the key points, download our.

Marketing 121
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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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Who is Challenging You? Are You Challenging Yourself?

The Sales Hunter

Who is pushing you, and when I say “pushing you,” I mean challenging everything you do? If we think for a moment we’re going to become better, then we have to be willing to be challenged by others. We have to be willing to be pushed by others and, in turn, to push ourselves to […].

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7 Effective Sales Management Steps to Take NOW

Anthony Cole Training

Sales management, sales leadership and sales presidency require special diligence this time of year. Actions taken now will assure successful sales results in the coming year. In order to transition smoothly, here are 7 sales management steps that should be completed before the end of the year.

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Six roads to move others in your direction

Sales and Marketing Management

Issue Date: 2016-11-01. Author: Paul Nolan. Teaser: “Optimal persuasion is achieved through optimal pre-susasion,” states author Robert Cialdini in his new book, "Pre-Suasion: A Revolutionary Way to Influence and Persuade." He revisits six key concepts that are aligned especially well with the broad goal of obtaining agreement.

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The 5 Stages Of The Buyer’s Decision Making Process & How To Utilise It

MTD Sales Training

How do you make a decision? Ever thought about it? Many of us have, and have used the facts behind decision-making in identifying how they should work with clients. But many more haven’t studied this subject and consequently lose the ability to influence buyers in making decisions that will progress a sale and take the prospect on a journey of discovery.

How To 120
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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Executive Sales Leader Briefing: Three Sales Tips for 2017 Success

The Sales Hunter

As you look ahead to 2017, consider these three tips for success (which are included in a new free eBook from Xactly): TIP #1: Coach Toward Shared Learning At the end of each day, ask your salespeople to share with everyone on the team the big thing they learned that day. Also have them share […].

eBook 126
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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?

Pointclear

Should your company be all in on inbound marketing. Short answer: no. Here are three reasons why: Senior executives are 2.5 times more likely to respond to a quality outbound effort than are more junior executives. Don’t wait for them to contact you. Pick up the phone, leave a message , send an email – be persistent AND professional. Few senior executives want to be treated like the human equivalent of a pinball, capturing your attention only when they have hit the right bumpers and scored enoug

Inbound 116
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Selling at C-level and the too late-too little puzzle

Sales Training Connection

Selling to C-Suite Puzzle. In major accounts sales success at the C-level is a “do or die” proposition. What makes it particularly challenging is “one strike and you’re out.” There’s no second chance to get it right. Successfully selling to senior executives is a book with many chapters. However, three footnotes are particularly important: When do you sell to senior executives?

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17 Quotes to Inspire Your Sales Readiness Strategies in 2017

BrainShark

As we wrap up 2016 with holiday parties and celebrations, sales teams will take a look back on the year that was – big deals that were won and lost opportunities that still haunt them. When 2017 begins, sales will be looking for ways to start off the new year with a bang.

Strategy 137
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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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Sales Motivation Video: Don’t Stop Selling Now!

The Sales Hunter

Do you know what your competitors are doing now? Slowing down during the holiday season. That’s why you need to keep selling, so you can finish the year strong and get appointments set up for 2017! You will begin 2017 with great momentum because of the choices you make now. Check out the video to […].

Video 135
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Realtors Are You Missing This Marketing Platform?

Increase Sales

Social media is a marketing platform used by many especially those selling real estate. Quite a few realtors have a significant presence on Facebook where they showcase their listings. Yet these same real estate agents ignore this other significant marketing platform which truly doesn’t make sense. Credit www.pixabay.com. First for clarity, a marketing platform is essentially a very detailed marketing plan that includes: Ideal customer (demographics and psychographics).

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5 Account Based Marketing Tips That Will Build Your Pipeline Now

A Sales Guy

ABM, Account Based Marketing, we’ve all heard about it. (If you haven’t go here and get caught up, quickly). It’s the new big thing. Or maybe it’s not. Well, it kinda is. Let me put it this way. ABM is a legitimate element of a 21st Century selling organization. No, you shouldn’t rely on it. No, it’s not a silver bullet.

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How to Select a Sales Kickoff Meeting Keynote Speaker

HeavyHitter Sales

Let's assume you are in charge of planning your company's annual sales kickoff, the most important sales meeting of the year. You've picked the best location, chosen the right hotel, and are in the process of finalizing the meeting agenda. However, one critically important task remains to be completed--you must select the perfect keynote speaker.

Meeting 71
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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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Get Your Sales Team to Do This Each Day

Engage Selling

If there’s one habit that will make your sales team successful, it’s this one.

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Are These Words Hurting Your Sales Conversations?

Increase Sales

Words are powerful. Words can make a break a sale. So what words are hurting your sales conversations? Credit www.pixabay.com. One of the most damaging words is “need.” This word implies judgement and suggests potential incompetence on the part of the sales lead. What is even worse most sales training focuses on “needs” and “wants” and reinforces this word within the salesperson.

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The Ultimate Guide to Re-Energizing Your Legacy Sales Process

SBI Growth