SBI Growth
DECEMBER 16, 2016
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.
The Pipeline
DECEMBER 12, 2016
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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Understanding the Sales Force
DECEMBER 14, 2016
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.
The Sales Heretic
DECEMBER 13, 2016
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 [.].
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
SBI Growth
DECEMBER 15, 2016
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
DECEMBER 16, 2016
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.
No More Cold Calling
DECEMBER 15, 2016
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.
Score More Sales
DECEMBER 13, 2016
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.
Sales and Marketing Management
DECEMBER 11, 2016
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.
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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.
The Sales Hunter
DECEMBER 13, 2016
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 […].
SBI Growth
DECEMBER 13, 2016
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.
Mr. Inside Sales
DECEMBER 11, 2016
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.
Pointclear
DECEMBER 14, 2016
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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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.
The Sales Hunter
DECEMBER 13, 2016
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 […].
Anthony Cole Training
DECEMBER 14, 2016
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.
Sales and Marketing Management
DECEMBER 15, 2016
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.
MTD Sales Training
DECEMBER 12, 2016
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.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
The Sales Hunter
DECEMBER 16, 2016
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 […].
Pointclear
DECEMBER 16, 2016
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
Sales Training Connection
DECEMBER 14, 2016
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?
BrainShark
DECEMBER 12, 2016
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.
Advertiser: ZoomInfo
In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.
The Sales Hunter
DECEMBER 11, 2016
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 […].
Increase Sales
DECEMBER 14, 2016
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).
A Sales Guy
DECEMBER 15, 2016
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.
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.
HeavyHitter Sales
DECEMBER 10, 2016
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.
Increase Sales
DECEMBER 15, 2016
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.
Engage Selling
DECEMBER 15, 2016
If there’s one habit that will make your sales team successful, it’s this one.
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