Sat.Jul 01, 2017 - Fri.Jul 07, 2017

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How to Know When to Give Up on a New Hire

Sales and Marketing Management

Author: Kevin F. Davis If a hiring mistake costs you three months’ time, that’s not good. If you don’t realize you made a hiring mistake for a year or two, the damage can be catastrophic. Include a “second hiring date” in your process. I advise companies to have a standard policy that defines the first 90 to 180 days (and maybe a little longer) as a trial period.

Hiring 273
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30 Interesting Non-Selling Subjects to Make You Better at Selling

Understanding the Sales Force

I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused. I said, "You didn't play baseball growing up - how were you able to teach him?".

Groups 267
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Proactive Prospecting Summer – Part 1

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Many in sales look at summer as a time where they can slow down a bit, reflecting what they believe to be the pace of things around them. That’s just wrong on so many levels, that we’ll leave it to others to analyze, our focus is Execution, improved Execution. So rather than following the 80% of your peers who go into summer mode, I instead invite you to use the summer to improve your prospecting skills so can remain in that 20% that drives the

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The Power of a Daily Sales Pow Wow

Score More Sales

Sales professionals deserve strong sales leadership. Sales pros work best in an environment where they know their actions are seen and appreciated.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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CRM’s Big Blind Spot: Measuring Sales Managers

Sales and Marketing Management

Author: Jason Jordan Question: Why does senior leadership buy CRM? For most organizations, the answer is to gain visibility into the activities of individual sales reps. There’s nothing wrong or nefarious about this strategy. In fact, we agree with it. If leaders can’t see what salespeople are doing, they can’t manage what their reps are doing. Nor can they make smart investments in improving sales capability.

More Trending

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Holiday Sales Quiz

The Pipeline

Given we are in holiday mode on both sides of the border, Independence holiday no less, I thought we’d keep things light today. Below is a classic scene from Tin Men, take the time to watch, and then answer respond to the poll below, specifically what kind of sales style or school would you say was employed to win the sale. Based on the video above, which sales style would you say was used to close the deal?

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If You Want Different Customers, You Have to Look at Yourself

The Sales Hunter

One of the elements I enjoy is coaching salespeople and sales managers. In this role, I get to see up close what makes people tick. I’m always surprised when people ask me why they aren’t able to attract the really great clients. My response always begins with the need for the salesperson to first look […].

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4 Ways to Make B2B Sales as Smart as B2C Sales

Sales and Marketing Management

Author: Jonathan Gray Analytics define the business-to-consumer journey. With the long history of data availability available to B2C salespeople, they’re able to better track, recognize, and understand their prospects and the buying trips they take. For business-to-business, there’s an added layer of complexity. You’re not just thinking about prospects as a company but as a bunch of individuals within a company; each has his own persona as both a businessperson and a consumer, meaning there’s a

B2C 168
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Winning Sales Over to The Value of Marketing

SBI Growth

You’ve heard it before. “Marketing doesn’t get it. I need leads, not messaging.” Or, “The marketing guys don’t do anything for me. If they would just give me their budget, I could hire 15 more salespeople and make the number.” Revenue.

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How Intent Data Helps Marketers Convert A-List Accounts

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.

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6 Ways To Keep Your Prospects Hot After The First Visit

MTD Sales Training

I received an interesting question yesterday. Here it is: Hi Sean. Please can you offer some help. I have purchased a new Laser cutting machine for cutting just about any shape you can think of out of steel. So, we have been telling everyone on our data base, just what we have to offer. However, how do we maintain the momentum after the first contact?

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Executive Sales Leader Briefing: Sales Leadership is All About the “Why”

The Sales Hunter

Sales leadership is not about what we sell or how we sell, but rather it’s all about why we sell. It comes down to one simple thing — helping others. In both sales and leadership, the end game is the same — to help others. There’s a reason why top salespeople and great leaders are […].

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How to Overcome the Top Three Objections in Sales

Mr. Inside Sales

There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry. And here is what it is: 80% of the selling situations, the stalls, the resistance, the objections you get into today, you’ll get into tomorrow, next month, and next year.

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In Sales, the Problem with the Word "Help"

Increase Sales

How many times in the course of a sales day, do you read or hear “I help…?” In reviewing visitors to my LinkedIn profile , I can say over 50% of the headlines use this common verb of help. The problem with this word is it does not differentiate you or your business from all the other people and businesses helping other people and businesses.

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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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Sourcing the Right Executive Talent to Execute the Corporate Strategy

SBI Growth

Today’s topic is focused on how to match the capabilities of the executive team to the objectives in the requirements in the corporate strategy. Our guest is Kelley Steven-Waiss, the Chief Human Resource Officer for HERE, the company leading the.

Strategy 123
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Sales Motivation Video: Call Your Best Customer to Boost Your Confidence

The Sales Hunter

When a call goes badly, what do you do next? My suggestion is that you immediately call your best customer! By calling your best customer, not only will you boost your confidence and motivation, you will also potentially have the opportunity for more business. You both will be encouraging each other, which is exactly what […].

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How to Overcome the Top Three Objections in Sales

Mr. Inside Sales

There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry. And here is what it is: 80% of the selling situations, the stalls, the resistance, the objections you get into today, you’ll get into tomorrow, next month, and next year.

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Become a Pipeline Hound!

Anthony Cole Training

How important is it for your salespeople to have a pipeline of prospects? Probably pretty important. How crucial is it that your salespeople continue to feed into that pipeline? Just as crucial! We all know that in order for your organization to succeed it is vital that your salespeople build, grow and maintain a solid pipeline. But what happens if one of those great salespeople leaves?

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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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Why CEOs Are Skeptical About Revenue Attribution

SBI Growth

Marketing leaders are stymied by CEOs who don’t understand marketing and have unrealistic expectations about what marketing can deliver. This shouldn’t surprise anyone since so few CEOs come up through the sales and marketing ranks. Executive teams have little patience.

Revenue 121
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Each Prospecting Call is an Opportunity to Learn

The Sales Hunter

I wrote the best-selling book High-Profit Selling with one goal in mind — to help you prospect more effectively. Just because a prospect rejects you on a call doesn’t mean there isn’t something for you learn. Check out this 50-second piece where I talk about learning from every call, regardless of how it goes: […].

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5 Ways That Your Rapport Building Is Destroying Your Buyer’s Trust

MTD Sales Training

You will have heard how important it is to build rapport with a buyer and gain their trust. If it doesn’t exist, it’s unlikely you’ll get very far with building a relationship. One definition of rapport is: a state of harmonious understanding with another individual or group that enables greater and easier communication. This harmony is important because without it at the subliminal level, you don’t connect emotionally with the buyer and you end up with some form of conflict, even if it is at a

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In Sales and Marketing Feelings Count More than Logic

Increase Sales

Sales and marketing research can be interesting and provide some insight as what not to do. The CMO Council and Dow Jones surveyed over 2,000 consumers from North America and the United Kingdom which revealed the importance of feelings in sales and marketing messages. Of course, the word feelings does not appear in the research yet when discussing reactions to what bothers consumers most respective to brand advertising feelings are behind all of these responses such as: False, misleading or phon

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

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.

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Revenue Attribution Tools of the Trade

SBI Growth

The best marketing teams have risen above being a cost center and moved on to become a revenue driver. Making that transition is no easy task in today’s business environment of shrinking marketing budgets and extraordinary channel noise. Organizations need.

Revenue 121
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The Key Requirement To A Sales Opportunity

A Sales Guy

There almost always seems to be a discussion or debate between what qualifies as an opportunity in sales. The decision criteria can be all over the place. Some folks use BANT, other use Medic. Some use their homegrown criteria? The definitions of what makes a sales opportunity a sales opportunity are robust and varied. In spite of the various number of definitions, there is one absolute requirement to a sales opportunity.

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While Your Competitors Are Sleeping Or Closed For a Holiday

Fill the Funnel

While your competitors are sleeping you could be selling your products and services and generating leads. If you haven’t realized it yet, business is now being conducted twenty-four hours a day, seven days a week. Holidays, yep. Weekends, of course. For over a year now, Facebook ads have been the highest performing, best return on […]. The post While Your Competitors Are Sleeping Or Closed For a Holiday appeared first on Fill the Funnel.

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How to Increase Sales with this Question

Increase Sales

Most sales people want to increase sales. This is why open ended questions are so popular. Yet there is a question framework that when executed flawlessly can accomplish this professional and organizational goal. Homework Required. However before asking this specific question, the salesperson must do his or her homework. Knowledge about the sales lead and the organization is essential.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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10 Steps to Boost Your Sales Process

SBI Growth

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The Best Sales T-Shirts On The Web.

A Sales Guy

It’s about time salespeople have their own line of T-Shirts to express their greatness. With that said, A Sales Guy is proud to launch the ASG Swag shop, offering T-shirts for sales people and true hustlers of success. Salespeople make the world go around, so it’s time we show the world how we roll. Here’s to sales people! [link].

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Are You Leveraging the Power of Video in Sales?

Fill the Funnel

Video is taking over marketing and sales communication. Growth in the use of video has exploded at a rate never seen before. Video drives sales results in clear and direct ways. Here are some *data points to explain why smart sales and marketing pro’s are going with video: Video in an email leads to 200% […]. The post Are You Leveraging the Power of Video in Sales?

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