Sat.Dec 08, 2012 - Fri.Dec 14, 2012

article thumbnail

3 Steps to Fully Optimized B2B Prospect Development

Sales and Marketing Management

Issue Date: 2012-12-10. Author: Dan McDade. Teaser: B2B prospect development – the combination of lead generation, lead qualification, lead nurturing and lead hand-off to sales – is a critical element that many marketing and sales teams are failing. Dan McDade, author of "The Truth About Leads," provides three steps to help you emerge from a chaotic state, rise above average, and achieve a fully optimized state of prospect development.

B2B 274
article thumbnail

Sean McPheat’s TOP 5 Sales Predictions For 2013

MTD Sales Training

As 2012 comes to a close every “Sales Guru” out there is dusting down their crystal ball and making their “top 10 predictions for 2013” So here’s my take! Here are my top 5 predictions for the coming. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Closing 291
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Compounding Your Sales Successes

The Pipeline

One of the greatest things invented by the financial service industry was “ Compound Interest “ Save for the fact that no one is paying much interest on money these days, the reality of Compound Interest still holds and delivers added gain regardless of how low of high rates are. I was watching a teacher explain the concept to a grade 5 class, and he brought it down to “a little to start, a little from here, a little from there, and over time you end up with more than straight int

Pipeline 290
article thumbnail

The Biggest Mistake a Marketing Leader Can Make in 2013

SBI Growth

SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Greg tells CMO’s that “The pressure is on”. “CEO’s are paying more attention to marketing’s contribution and are holding them accountable for revenue generation.”. Marketing leaders need to drive a strong impact to show a return on investment.

article thumbnail

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.

article thumbnail

Top 10 Tips for Voice Mail Success in Sales

Score More Sales

If you make your living trying to connect with people by phone, through email, or a combination thereof, start thinking more scientifically first, about what you are doing and saying. After that, add in the artistic element – the fact that you are calling human beings and leaving voice messages for real people, not a name on a list. Here are ten quick ideas — any one of them, when applied, could help you get an additional meeting, demo, or customer.

Vendor 265

More Trending

article thumbnail

Shared Mediocrity – Sales eXchange 178 – A Question To Sales Leaders

The Pipeline

Sports have trade deadlines, sales organizations have trade season, usually at the start of the year, just after bonuses are paid. What I never understand is why companies, and sales leaders participate in this silly ritual. You see this in almost every industry, employees, specifically sales people, move from one market player to another. Doesn’t matter if I am working with software companies, wireless, service providers, you name it, it is much the same.

Hiring 254
article thumbnail

4 Buyer Trends That Will Shake Marketing in 2013

SBI Growth

If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. For CMO’s today, staying abreast of shifts in behaviors associated with content consumption and purchase decisions is becoming job one. Without this understanding, leveraging marketing spend can turn into a wild guess.

Trends 272
article thumbnail

Lesson for a bull in a china shop

Bernadette McClelland

'Lesson for a bull in a china shop. I have a colleague in the Thought Leaders community by the name of Lynne Cazaly and she helps teams work together and facilitates outcomes with them … creatively, and I mean REALLY creatively! So being someone who is a typical ‘bull in a china shop’ there was something about this message that resonated with me and so I wanted to share it especially at this busy time of year where we still have meetings to go to, parties to attend and function

Groups 207
article thumbnail

A Quick And Powerful Response To: “Tell Me About Your Company?”

MTD Sales Training

Let me give you a rather quick, short and sweet answer to a common question. However, in the answer, I want you to really understand the concept; the idea that I am trying to make. Understand this. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Company 265
article thumbnail

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.

article thumbnail

When does Christmas start? When does Christmas end?

Jeffrey Gitomer

Tweet ’Twas the night before Christmas… and all the stores were closed. Why? They needed a few hours to get ready for the AFTER Christmas sale. All of the retail elves were home with the rest of us, anticipating the festival of unwrapping and judging the value and likeability (return-ability) of presents received. The holiday season is a make-it-or-break-it time for most retailers and many businesses.

Retail 217
article thumbnail

Sales Metric of the Year

SBI Growth

Here are the 5 sales metrics CEOs nominated for Sales Metric of the Year. 209 CEO survey responses. 41 CEO in-person interviews were used to capture 36 sales metrics that CEOs feel “reveal the truth”. These 36 metrics were submitted to an expert panel ( Mark , Tony , Dan , and John ). The panel was asked to rank these metrics on a usefulness scale. The top 5 were submitted to a group of successful CEOs.

article thumbnail

10 Questions to Determine if Your Friend is a Bad Salesperson

The Sales Hunter

Let’s be nice here. Nobody wants to view themselves as a bad salesperson, so for the sake of this discussion, answer the below questions as if you were helping out a friend. Ask your friend… 1. Are you afraid to ask for an order because you might hear “no” from the customer? 2. Are you hesitant to return a phone call to a customer or prospect because you’re not sure what they might ask?

article thumbnail

Are You Using Your Brand Too Much In The Sales Process?

MTD Sales Training

You have spent years building up your reputation and your company has invested decades and hundreds of thousands of pounds establishing your brand identity in the marketplace. You are now at that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

article thumbnail

Top 20 Kurlan Articles on Sales Coaching

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. There are probably topics that I have written about more often than coaching salespeople, but none that are more important or have a great impact than coaching salespeople. I present my Top 20 Articles on Coaching Salespeople. Coaching – 1 st of the 10 Kurlan Sales Management Competencies. 5 Keys to Effective Sales Coaching. 10 Sales Coaching Examples – One Size Does Not Fill All. 5 Steps to Coaching Your Salespeople Beyond Happy Ears.

article thumbnail

2 Ways A Sales Rep Can Maximize Income

SBI Growth

Have you lost deals this month due to a lack of time and resources? Has 2013 planning kept you from selling? Are Sales Support experts unavailable now when you need them most? These are common, end-of-year problems for top Sales performers. Today’s article focuses on 2 ways to overcome these problems and maximize your income. A Sales Rep friend of mine, Kevin, described it best.

Maximizer 242
article thumbnail

How to End Your Year On a High Note

The Sales Heretic

You only have a few weeks left to reach (or exceed!) your sales goals for the year. How can you make the most of them? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eight-minute segment, I share six specific strategies you can use NOW to boost your December sales [.].

Segment 209
article thumbnail

Are You Still Throwing Mud At The Wall Hoping Some Will Stick?

MTD Sales Training

In today’s era of the modern and educated buyer, many sales people wonder if the idea of a planned sales interaction is best, or if you should essentially throw mud against the wall. The thought is. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Education 252
article thumbnail

Solving the Biggest Tech Challenges in RevOps

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.

article thumbnail

Why You Can’t Motivate a Salesperson

The Sales Hunter

A question sales managers ask me all the time is, “How do I motivate my salespeople?” In particular, they want to know how to motivate a low-performing salesperson. Let me say that after 30 years of sales management experience, I have found that sales motivation is not something you do to someone else. It’s something each person has to do to themselves.

article thumbnail

Can Your 1.0 Talent Succeed in a Sales 2.0 World?

SBI Growth

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. The technologies and strategies are revolutionary. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 transformation. But they cannot do it with outdated HR metrics. A recent study by KPMG confirms the challenge: "55% of HR leaders surveyed believe the metrics that define success in HR today will fundamentally change over the next 3 years.". - Rethinking Human Re

Hiring 234
article thumbnail

Tis the Season for B2B Gifting

Sales and Marketing Management

Issue Date: 2012-12-11. Author: David Leeds. Teaser: The purpose of giving gifts in business is to develop and maintain relationships, whether it’s between a company and its customers or between a company and its employees. But be careful – done improperly, gift giving can be more of a hassle than a benefit. The purpose of giving gifts in business is to develop and maintain relationships, whether it’s between a company and its customers or between a company and its employees.

B2B 189
article thumbnail

Persuasion is the process… getting your way is the outcome

Jeffrey Gitomer

Tweet The prime strategy for getting your way is implementing a persuasion process that leads to a positive outcome. The two-word secret of how to be persuasive and how to implement persuasion strategies is manipulation free. Manipulated persuasion is short lived. True persuasion exists when it lasts beyond the moment. Persuasion is a science. You can learn to persuade.

ACT 188
article thumbnail

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.

article thumbnail

Quit Wasting Time on What You Can’t Control

The Sales Hunter

We all have a lot to do, and thank goodness we do, because that means we’re achieving something. Problem is that in being busy, we tend to also do a lot of worrying about what needs to be done. This subject came up recently in a session I was conducting in Asia on the topic of Sales Leadership Excellence. The more people talked about how they worry about things, the more obvious it became that much of what we worry about is stuff we can’t control.

article thumbnail

How Sales Operations Can Breathe Life into the Sales Strategy

SBI Growth

As the Sales Operations leader, you connect the company strategy to field execution. Your work needs to breathe life into the plan and put it into action. Lose sight of the most important thread and you’ll shoot even the best strategy right between the eyes. Regardless of what you do, you have to keep the buyer in the forefront. Directing Sales Operations is one of the most challenging tasks out there.

article thumbnail

Use Energy and Enthusiasm to Set Appointments

Score More Sales

People can feel your energy and enthusiasm through the phone and through your email messages. If you are in sales, you need to become a student of communication and learn how to master sharing electrifying passion for your products and services. Was that a gasp I heard? Yes, electrifying enthusiasm, interest in your buyer, and in the services and value you offer them.

Energy 184
article thumbnail

Top 10 Kurlan Articles on Sales Process:

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. I write often about sales process. After all, one can't accurately predict outcomes to sales calls, meetings and cycles without a formal, structured sales process to follow. I present my Top 10 Articles on Sales Process. Do You Have a Sales Process? Sales Process – What Have You Gotten Away From? 12 Questions About Your Sales Process.

article thumbnail

Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

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.

article thumbnail

Tomorrow Starts Today

The Sales Hunter

If you wait until the day starts to plan your day, you will never accomplish what you need to do. This applies to anyone in business, but it is especially critical to those in sales. Where it really becomes an issue is with prospecting. Sales prospecting and, in particular, spending time reaching out to people you don’t know is difficult for most people to do.

article thumbnail

Top Sales and Marketing Thought Leader of 2012

Jeffrey Gitomer

Tweet I have been nominated for this award as part of the annual Top Sales and Marketing Awards contest. If you believe that I am deserving of such an award, vote for me here. It’s quick and it’s easy. You can vote once every 24 hours – so remember to go back and vote again!

Marketing 159
article thumbnail

Are You Skipping This Step in Your Efforts to Increase Sales?

Increase Sales

End of year and end of quarter sales goals are always just around the corner. Many good salespeople and small business owners sometimes skip this very important step to increase sales and consequently fall short, quarter after quarter. This missed step is also present in personal goal setting and achievement as well. So what is this missing step? “Emotionalization” Until individuals truly emotionalize their desires to achieve their goals, the brain just doesn’t place the same i