Sat.Aug 23, 2014 - Fri.Aug 29, 2014

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3 Ways The Beatles Will Make You A Better Cold Caller – Sales eXecution 265

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . The Beatles Is On The Phone – by NowhereGirl17. If you ask sales people why they hate/fear cold calling their response always revolves around them, their feelings, and rarely the buyer’s. Even when they mention the buyer, it is very much through their own filters, “I wouldn’t like that”, or about the buyer’s reaction to the call.

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Seven Things You Should NEVER Do at Your Trade Show Booth

The Sales Heretic

'A trade show is a tremendous opportunity to increase your exposure, acquire new leads and even close sales. But when I see the behavior of too many of the people staffing trade show booths, I wonder why the companies bother exhibiting at all. At show after show after show, I see the same behaviors over [.].

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New Nimble app–much needed. Thanks!

Sales 2.0

'Nimble announced today it has released a new app for the iPhone. This very good news. I was staring at their old app over the weekend thinking “this does not do much. Why can’t I do some of things I do on the web?” Well now I can…on the new app. Yeah! It’s always pleasing when things happen on my schedule (not too often)!

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Easiest way to make a sale? Start at the top!

Jeffrey Gitomer

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Sales 304
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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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Easy Ways to Use Social Media for Sales

The Pipeline

'The Pipeline Guest Post - Megan Totka. Let’s face it; social media is the future of sales. Actually, it’s the right now of sales, too! Social media is an inescapable force in the lives of billions of people. Are you harnessing its power for your sales initiatives? There are so many different social networks; truthfully, it’s hard to keep track of them all.

More Trending

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It’s Never JUST A Sales Problem!

Sales 2.0

'I totally agree with David Brock here. I saw this many times when I was a sales consultant (and sales manager.). It’s way too easy to blame sales for revenue problems when in fact the bigger problems are elsewhere (like the market does not want what you are selling!). We often get called by execs, “We’ve got a sales problem! We need your help,” or some variation on the theme.

Revenue 278
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15 Things Top Sales Managers Do and You Should, Too!!

The Sales Hunter

' What makes someone a great sales manager? What separates them from the rest? Based on 15 years of consulting with sales teams, I have concluded the below list of 15 factors are what the “best of the best” do to be a successful sales manager: 1. Realize their job is not to be a sales […].

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How Will Your Sales Leader Fix the Sales Funnel?

SBI Growth

'Predictability. A CEO needs it. The Board demands it. So what do you do if your team does not consistently provide revenue predictability? Have your Sales Leader provide a comprehensive Buyer engagement plan. The plan should include a well-drawn approach to prospecting and sales process. When executed correctly, this will lead to a full funnel and revenue predictability.

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How to Get Prospects to Call You Back

No More Cold Calling

'If no one’s returning your calls, you must be cold calling. I see you. I know who’s calling. If I don’t recognize the name or number on my screen, I won’t answer. I’ll wait for you to leave a message, but you won’t. No one leaves a message when they’re just cold calling a list. They’re expecting someone to pick up the phone and actually listen.

Call-back 282
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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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KISS me

Sales 2.0

'“We have a proprietary video processing technology that takes advantage of YouTube’s API and significantly beats industry benchmarks for throughput” I don’t know what the rest of the voicemail said because I hit delete. I was having a bad day. I was working on a big project that had become seriously complicated. I was up to my ears in spreadsheets and comparing data.

Lead Rank 247
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Your Customers Aren’t Cheap. Your Salespeople Are.

The Sales Hunter

' Too many salespeople complain that the only thing they ever hear from their customers is their prices are too high. To these salespeople, the only thing holding them back from making more sales is their company’s unwillingness to be more flexible with price. The argument the salesperson makes is that the competition has never […].

Discount 264
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Hiring the Wrong Sales Consultants is Costly

SBI Growth

'I hear it all the time. “Consultants just tell me what I already know. They repackage the stuff we give them and present it as new.” Yes they do. Some of them. Every time they do, it hurts the consulting industry. This post will help you avoid hiring the wrong sales consulting firm.

Hiring 246
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Unlocking Hidden Revenues from Current Customers

Sales and Marketing Management

'Issue Date: 2014--08-27. Author: Carter Hinckley and Corey Torrence. Teaser: Current customers have already shown they need your product or service and want to buy from you. Significant growth can come from getting them to buy more of what you sell. Current customers have already shown they need your product or service and want to buy from you. Significant growth can come from getting them to buy more of what you sell.

Revenue 244
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

Pointclear

'Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” l

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VIDEO SALES TIP: Your Social Media Reputation Matters

The Sales Hunter

'Do you think your personal social media accounts have no impact on your sales career? Guess again. Customers are using the internet more and more to decide who they want to do business with. And they aren’t just researching companies. They are researching salespeople. Your social media reputation matters. I wish you could do […].

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How to Improve Your Sales Coaching Time

SBI Growth

'“I don’t see the skill sets of the team getting better.” These are the words spoken by thousands of sales leaders across the world. They are reacting to declining or flat revenue results. Growing expectations from a CEO whose patience is running out. As a sales leader, you are being asked to solve this on your own. You already know the answer to the question. “I need more time to coach my people in the field.” The challenge is convincing your boss to buy into that

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Personalize B2B Mobile Site to Grow Revenues

Score More Sales

'Did you know you’re missing out on sales opportunities by having a poor mobile company website? We have run into many B2B websites lately that do not work well on mobile devices. A recent post talked about 3 Must Haves (for your company website) and today we are talking about the importance of personalization for your site. There are still some things that differentiate a B2B (business-to-business) transaction from B2C (business to consumer).

B2B 232
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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The Only 4 Reasons Your Prospect Will Buy

MTD Sales Training

'It’s really quite simple when you consider it: customers become customers if you solve a business problem or create an opportunity for them. That’s basically it, really. But so many salespeople think. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Sales Motivation Video: The Power of 1+1

The Sales Hunter

'Let’s start this Monday understanding the power of you connecting with your customer. Yes, the power of 1+1! I find that too many salespeople underestimate not only their own influence, but also what happens when their motivation and positive attitude connects with a prospect or customer. Embracing the power of 1+1 could be exactly […].

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Why Your Lead Generation Process is Failing

SBI Growth

'If you are reading this blog then you are likely an advanced marketing leader. You want to stay ahead or you’re transforming an organization. I’m going to go deep with you on the most exciting new development in lead generation: Dynamic Lead Management Process.

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Money Monday – The Problem with No Problem

Score More Sales

'No problem is a lazy phrase that comes up too much in business situations. If you are a perpetrator (or work with one), you can correct this and it will help you relate better to buyers, colleagues, and referrers. A change like this can ultimately help you create more opportunities and even sell more. Yes, I said it. The words you choose have great power.

Referrals 221
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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.

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How To Spend The Five Minutes Before Meeting Your Prospect

MTD Sales Training

'Some salespeople relish meeting new prospects. They love the anticipation of the initial stages, are keen and eager to assess the business opportunities and are happy to build relationships that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 224
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Successful Negotiating? Start With This Step FIRST…

The Sales Hunter

' Do you know that the most important step of negotiating actually has nothing to do with negotiating. What is it? 1. Sell First. Negotiate Second. We’ll always secure a higher price if we sell first. Too many salespeople jump straight to negotiating, thinking it’s the only chance they have to close the sale. However, […].

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Successful Sales Manager Hires: How They Did It and How You Can Too

SBI Growth

'The sales manager is the most important position in the salesforce. They drive the revenue you need from their sales reps. Unfortunately though, most Sales VPs miss an important component when hiring them. To be really successful, they have to fit in your culture. These successful VPs have figured out how to look for this in new hires. Fitting into your company’s culture is one of the biggest drivers of a success.

Hiring 234
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Tale of B2B Mobile Websites – Webinar Platforms

Score More Sales

'I have spent some time ranting a bit about how poor many B2B websites are when it comes to utilizing them on a mobile platform, such as a smart phone or tablet. We know that according to eMarketer, “more than 59% of B2B purchase decision makers and influencers use their smart phones to gather information when purchasing products or services”. Research also shows that 65% of executives are comfortable making a business purchase from a mobile phone (Forbes, “The Untethered Executive”).

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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How To Respond To “Call Me Back In 6 Months”

MTD Sales Training

'Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer. Most prospects will use this simply to get rid of you and if you take it on face value, you might. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Call-back 224
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Your Price Reflects Your Self-Confidence

The Sales Hunter

'A business consultant informed me they had reduced their rates substantially and the outcome from the reduction is they feel a lot better about the service they’re providing their clients. What I found interesting is the rates he had to start with were not high at all. He claimed if his psychologist who […].

Discount 230
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Stop the Sales Project Du Jour

SBI Growth

'I sat across from a recently promoted Sales Leader. His predecessor had missed the previous three quarters. The CEO wanted somebody new who could “ Move the Needle." This new SVP, a former manager, was a recognized “A” Player. Despite the overall miss, his team had hit its goal. “What are you going to do first?” I asked.

Promotion 234