Sat.Jul 08, 2017 - Fri.Jul 14, 2017

Quarterly Business Review: How Effective CEOs Do it Right

Sales Benchmark Index

Article Corporate Strategy CEO preparation CEO QBR how to prepare prepare for QBR QBR Quarterly Business Review

How To 227

What’s Your Buyer’s Closing Ratio

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . While it is important to understand your personal metrics, mostly as a means of improving your use of time, and to develop an ongoing improvement process.

Buyer 222

To Increase Sales Is Both a Want and a Need

Increase Sales

Desires are strong emotions. The want to increase sales is a desire. Additionally, needs can be emotional as well as logical. I need to increase sales because my job supports myself, my family, pays my rent or mortgage, etc.

Crucial Selling Take Aways from the 2017 Home Run Derby Lead to Sales Greatness

Understanding the Sales Force

Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show!

Leads 195

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

More Trending

Why Your Account Based Selling Teams Are Lagging Behind

No More Cold Calling

Can sales managers influence the buying process? It’s common knowledge that revenue is a lagging indicator. You can’t manage revenue. If sales close, you win. If they don’t, you lose. There’s no in-between. Then why are so many account based selling teams given revenue targets and let loose?

Is Sticking with Geographic Sales Territories A Mistake?

Sales Benchmark Index

Article Sales Strategy allocate territories geographic territories sales territories territory alignment

An Endless Supply Of Tomorrows

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Proactive Prospecting Summer – Part 2. A common question I am asked is “What are the characteristics or attributes of great sellers?” While there are a number, one key one for me is their view and utilization of time.

Your Abundance Is Far Greater Than You Realize

Increase Sales

Isn’t it funny that we fail to recognize the abundance within our lives? We have so much and yet many feel they have so little. I was watching a video about a young person who was born with limited height, with no arms, with no fingers, abandoned at birth and in spite of this scarcity she learned to play the piano with her toes and use her voice to sing. Click Here for Video.

Video 166

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? When should a salesperson challenge a buyer’s assumptions about a product, and which industries don’t like to be challenged? In the retail space, the answers to these questions are well known.

Study 165

How to Get Employee Buy-in After Organizational Changes

Sales Benchmark Index

Article Corporate Strategy org design organization buy-in sales org design

How To 215

Be a Rock Among Pillows

Anthony Cole Training

My pup, Rocky, loves to lay on top of pillows. ALL pillows. He doesn’t care if they are round, square, flat, cushy, or even sewn on and attached to the back of the couch- he will find a way to lay on them.

Sales 146

The Real Reason for Failed Mission Statements

Increase Sales

Yesterday I heard another sales and marketing expert misspeak about mission statements. His webinar probably drew thousands and hence now thousand more salespeople, SMB owners and entrepreneurs potentially will fail in their quest to increase sales and grow their businesses. What this expert did as many other so called experts have done is confuse mission with vision. . For example, “I want to be the best (fill in the blank)” is a vision. It is the future desire of the individual.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

[PART 2] What Buyers Want: The B2B Vendor Advantage

DiscoverOrg Sales

Deals aren’t won or lost on product features alone. As sales professionals know, the B2B buyer’s decision process is ultimately influenced by timing, office politics, budgets, vendor philosophy, and past experience – in addition to the quality and fit of the product or service itself. Winners of this opaque process consider their product to be superior, but the reasons for closing a deal are hardly that simple.

Vendor 145

Building a Believable Revenue Attribution Model

Sales Benchmark Index

As marketing leader, you step into the CEO’s office with a preview of your presentation for the upcoming strategic planning meeting. You picture the conversation going one of two ways: The CEO congratulates you on speaking his language. Or he.

5 Ways Sales and Marketing Teams Should Be Mining Their Online Community

Sales and Marketing

Author: Hunter Montgomery, CMO, Higher Logic Businesses increasingly rely on online communities as a vital channel for communicating with customers and giving customers a chance to connect with each other. Yet, according to a recent study, “The Business Impact of Online Communities” conducted by Leader Networks, marketers are at the helm of the majority of corporate online communities today.

Realtors Who Want to Increase Sales Are on LinkedIn

Increase Sales

Over the years I am continually surprised by the realtors who fail to leverage LinkedIn to increase sales. This is especially true for those selling higher value residential real estate to professional executives. Now many realtors will tout the marketing advantage of Facebook to increase sales. Yet when it comes to sending traffic to your home page, LinkedIn substantially outperforms Facebook and Twitter.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Why Discounting Your Price is a Bad Idea

The Sales Hunter

The customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just bought a new suitcase and I paid […]. Blog pricing discounting discounts price

Your Guide to B2B Marketing Campaigns that Generate Revenue

Sales Benchmark Index

Today’s show is a rare opportunity to hear from an entire B2B marketing leadership team on a key topic that will make or break the year for most companies. We are going to demonstrate how to design marketing campaigns that.

Fire Uncoachable Sellers Immediately

The Sales Leader

Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately. Uncoachable sellers are unable to improve because they are unwilling.

Your Commitment to Your Professional Growth Is?

Increase Sales

Yesterday, I made this short update at LinkedIn about professional growth for executive coaches, business coaches or sales coaches: If you are not continually expanding your knowledge, testing your own boundaries, how can you ask your coaching clients to do the same? Even though I referenced those in professional coaching roles, this question can be asked of any professional in any role including sales, executive leadership, management and even customer service. With over 97% of all U.S.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Sales Motivation Video: Two Most Important Words in Sales Success

The Sales Hunter

If you want greater sales success, then you need to rid your vocabulary of the words “if” and “then,” and replace them with “do now.” ” Yes! “Do now” are the words that represent the mindset you need to embrace if you are going to boost your momentum and sales motivation. Whether we are talking about […]. Blog Professional Selling Skills Sales Motivation motivation sales motivation sales process sales success success

How to Retain Your Top Performers

Sales Benchmark Index

Article Sales Strategy SBI for SMB A-Players retain retain talent retention sales reps sales talent

How To 176

Sales Tips: How to Calculate Your Win Rate

Customer Centric Selling

Sales Tips: How to Analyze Your Win Rate. By Primary Intelligence , a CustomerCentric Selling® Partner.

How Proactive Listeners Sell More, Coach Better and Win Big – Part 1

Keith Rosen

Authentic, clear, collaborative communication is the conduit to greater success. Yet, if we know listening improves relationships, trust and results, then why are most problems and breakdowns attributed to poor, ineffective listening?

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

Executive Sales Leader Briefing: Sales Leadership and the People You Attract

The Sales Hunter

Whom do you attract? Earlier this week I was at the National Speakers Association Annual Conference — #Influence17. Each time I go I’m amazed at who I meet. From hallway discussions to the main sessions, it’s about connecting and learning from others. Walking to a session, a good friend stopped me and asked if I […]. Blog leadership Professional Selling Skills executive sales leader briefing leader sales leadership

The Sales Operations Guide to Revenue Growth

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy analyics b2b sales brad reynolds descriptive analytics efficiency forecast accuracy improve efficiency pipeline management predictive analytics sales enablement sales operations sales ops sales pipeline

Value Creation, Are Your Customers Holding Up Their End?

Partners in Excellence

I wrote, The Arrogance Of Creating Value For The Customer. Most of the time when sales and marketing people speak about value, we think of what we “inflict” on the customer. We tell them our value propositions, then letting them figure out whether it means anything to them.

Salespeople Must Accelerate Response or Fail

Pointclear

I read and reread Andy Paul’s book Zero-Time Selling , and gave it to my sales reps. We discussed the 20 chapters in sales meetings each week, with a different representative taking 2-3 chapters and highlighting what he or she had learned. We expected everyone in the sales team to chip in. In the book, Andy discussed 10 essential steps to accelerate every company’s sales.

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.