Sat.May 30, 2015 - Fri.Jun 05, 2015

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Training vs. Improving – Sales eXecution 298

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . People often confuse training for a bunch of things that may or may not need to be present to achieve what they really want to achieve which is usually, change, and more specifically a change for the better, improvement. But improving, especially in sales, take a whole lot more than just training, and certainly more time than most people consider when it comes to training.

Training 255
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3 Traits That Make a Great Leader

Sales and Marketing Management

Issue Date: 2015-06-05. Author: Stephanie Chung. Teaser: Every leader should have honesty and integrity, but in order to succeed and inspire others to respect you and grow your business, there are a few additional traits every good leader should work to develop and perfect. Every leader should have honesty and integrity, but in order to succeed and inspire others to respect you and grow your business, there are a few additional traits every good leader should work to develop and perfect.

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Four People You Need to Trust to Boost Your Sales

The Sales Heretic

Trust is vital in business. And if you want to boost your sales, there are four specific people you need to trust. Who are they? And why is it so crucial? Listen to my appearance on Breakthrough Radio with Michele Price. In this 9½ -minute segment, I discuss who these people are and why it’s [.].

Segment 231
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Are You the Only One in the Room Who Knows the Answer?

No More Cold Calling

Your Referral Sources aren’t mind readers. You wouldn’t socialize in a dark room, so why keep your clients and colleagues in the dark? You know who your Ideal Client is, but your customers, colleagues, and friends might not … unless you tell them. Want referrals to exactly the types of clients you want to meet—those who have budget and a need for your solution, who value your time and expertise, and who have the power to make decisions and close big deals?

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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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Get More Appointments In Less Time

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . No Magic, no voodoo, no silver bullets, no secrets, I’ll lay it all out; a proven technique for getting more appointments without increasing your prospecting time. This proven techniques works whether you are seeking face to face appointments with vetted prospects, getting prospects to attend an intro web meeting, or are conducting an inside sales function by phone.

More Trending

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What’s the difference between a typical sales manager and yesterday’s salesperson?

Bernadette McClelland

What’s the difference between a typical sales manager and yesterday’s salesperson? The answer is …not a lot! Both are driven by the signing of their contract in a world where the approach, the focus and the outcome is shifting to […]. The post What’s the difference between a typical sales manager and yesterday’s salesperson? appeared first on Bernadette McClelland.

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VIDEO SALES TIP: Great Salespeople Set Goals!

The Sales Hunter

I’m digging into 14 things great salespeople do that set them apart from average salespeople. Today I’m talking about goal setting! Do you set goals? Before you think goal setting is not for you, watch the video. It’s not just about setting goals, but about setting the right ones. Your ability to set goals […].

Video 211
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SMB Acuity – Toronto June 17 (@SMBAcuity)

The Pipeline

I am participating in what promises to be one of this years most engaging B2B Marketing and Networking events. As a presenter, I have been given a special discount code that I’d like to share with you. FEATURED SESSION: SMB Interactive Panel Session. You don’t want to miss! The needs of small and medium size businesses (SMB’s) are often different based on the stage of their business growth.

Retail 233
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Why You Must Hire Salespeople Right Now

Understanding the Sales Force

Forbes conducted a survey of Fortune 500 CEO's and 82% of them said they would be hiring more people within 2 years. Why should that be important to you? To answer that question, let's talk about your KPI's, or Key Performance Indicators. The reason KPI's are more important than all of your other metrics is because they are, or should be, forward looking indicators, rather than lagging indicators.

Hiring 203
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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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Why it should never have been called ‘The Challenger Sale’

Bernadette McClelland

Why it should never have been called ‘The Challenger Sale’ Let me preface this post by saying I have generously highlighted a stack of passages in the book The Challenger Sale – Taking Control of The Sales Conversation [Matthew Dixon, […]. The post Why it should never have been called ‘The Challenger Sale’ appeared first on Bernadette McClelland.

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Customer Service is a Product of Your Company’s Culture

The Sales Hunter

It’s easy for people believe they offer customer service. It’s another thing to do it. Challenge is customer service is a moving target. What it means to one person may not mean anything to another person. The hospitality industry is built around customer service, and yet even within this industry, there are wide ranges […].

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

Pointclear

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales.

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Why Isn't Concert Season Also Sales Season?

Understanding the Sales Force

As I scrolled the list of concerts coming to Boston this year, two things stuck me. Most of the bands that are touring were popular when I was young (don't young pop artists tour too?) and the members of those bands are getting really old! There's something depressing about seeing 70-year-olds on the stage recreating their hit songs from decades ago.

Sales 184
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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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Sales Habits – Coaching Bad Habits Out of Sales People

Anthony Cole Training

Let’s start with the premise that we all have at least 1 bad habit. As I stated in a previous article about habits, a bad habit is one that takes you away or keeps you from accomplishing your objectives and goals. We all have at least 1. With that in mind, let’s assume that even your best sales people have a habit or two that, if identified and corrected, would help them sell more, be more productive or more effective.

Coaching 171
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Sales Motivation Video: Why You Should LOVE Hearing NO from a Customer

The Sales Hunter

Yes, it sounds crazy, doesn’t it? That you should LOVE hearing NO from a customer? But great salespeople recognize that a “NO” is rarely permanent, and once you get to the “NO,” you can start digging deeper into the customer’s needs. Don’t be derailed by “NO.” Embrace it. Check out the video to see […].

Video 183
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How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

Pointclear

What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. While it’s ultimately the vendor’s responsibility to execute the program, clients—whether they realize it or not—also play an integral role in the process.

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Please Tell the Truth For Heaven’s Sake!

Increase Sales

No wonder so many dislike salespeople. Part of this reason is salespeople lie; they fail to tell the truth. Then they try to worm themselves out of the lying hole they just dug. Rule #1 – When you are in a hole, stop digging. We are selling our home and taking the “For Sales by Owner” path as one of my clients is helping me. Today, I experienced first hand how some realtors still do not know how to tell the truth when prospecting.

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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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Sales Success – It’s a Function of Beliefs, Habits and Skills

Anthony Cole Training

I’m going to skip over beliefs and skills today because, when I started thinking about this post, I decided I wanted to write about habits. “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” – Aristotle. About 6 weeks ago, maybe longer than that, I developed a new habit – not blogging. It was an easy habit to develop. One day, I didn’t post a blog, and then I didn’t post one the next day, or the next, or the next and, the next thing you know, it’s June 1 st.

Exercises 166
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Prospecting Using Social Media: Does it Work Effectively?

The Sales Hunter

One of the most frequent questions I get from people at all levels is whether or not social media is an effective way to prospect. My response to the question varies based on the type of prospect you’re trying to reach. Recently, I was asked to participate in a study regarding social media and […].

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The Seven Deadly Sins of Salespeople

HeavyHitter Sales

    In the late sixth century, Pope Gregory described the seven deadly sins from the least serious to the most, as superbia , invidia , ira , avaritia , tristia , gula , and luxuria. Translated from Latin, they are pride, envy, anger, avarice, sadness, gluttony, and lust. What do you think are the seven deadly sins of salespeople? Here’s my list, in order of least to most severe.   Chattering.

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Sales Training is Not Just for Big Business – Part 04

Increase Sales

The absence of sales training is directly and firmly placed at the feet of leadership. These are the same leaders who took the dedicated employee from customer service, gave him or her a business card and told to “go sell.” Then when his or her performance is not at the same level as in his or her past role, the small business owners complain about the results.

Training 126
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Beliefs and Their Impact on Sales Success

Anthony Cole Training

I had no idea about beliefs and the relationship between my beliefs and how I executed as a sales person until I was introduced to the Objective Management Group Sales Person Evaluation Tool. That was about 21 years ago. Most of what we teach and coach at Anthony Cole Training Group regarding beliefs, selling and sales success is a result of our relationship with the OMG company and the use of their extraordinary evaluation tools.

Hiring 163
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Is There Value in the Voicemail You’re Leaving?

The Sales Hunter

As promised, I’m digging deeper into 5 Ways Voicemail Can Work for Prospecting. So far we’ve covered making sure voicemail is only one of your tools and keeping your voicemails short. We are now at #3: Your voicemail must contain something of value for the person receiving it. The message is not about you, […].

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7 Ways To Avoid The Sales Rut & To Stay ‘In The Groove’

MTD Sales Training

We often hear sales managers talk about their salespeople’s performance and how they can manage it effectively. They talk of motivation and engagement and how they can keep their people performing at the top of their game. There are effectively three different levels of performance and they can be categorised as follows: Being ‘in the groove’ . This old expression means doing something easily or well, performing excellently, or being attuned to something, as in ‘I didn’t have a good first quarte

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The 3Cs of Weekly Sales Meetings

Increase Sales

Weekly sales meetings when properly conducted can unite sales teams especially when these 3-Cs are present: Communicate. Collaborate. Celebrate. Communicate. When the sales team members communicate their results of the previous week, this builds momentum. Listening to each others’ wins and obstacles lead to the next C. Collaborate. Many sales teams usually have experienced to not so experienced members.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Sales Habits, Sales Managers and Changing Habits

Anthony Cole Training

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. I came across an old email sent to me from Ike Jablon. Ike is a media relations specialist at SoftwareAdvice a company that helps businesses find sales software.

Hiring 157
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Trigger Events, Value Selling and a Little Weekend Project Involving a Power Sander

SBI

Summer is the time for people to catch up on their reading and to compile their favorites into “Summer Reading Lists.” I personally like a variety of business, sales, design, and psychology (neuro-science particularly) books and have a stack of recent reads and another stack of books on my to-read list. However, instead of writing a summary of my summer must-reads, I will do something a little different.

Lead Rank 104
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The 3 Main Traits Of The World’s Worst Salespeople

MTD Sales Training

We often conjecture at what great salespeople do to create the status of being ‘great’. If, however, we were to study those people who are not so good, we can actually identify habits that act as warnings for us and enable us to avoid those activities that take us in a wrong direction. One dictionary defines ‘trait’ as ‘a distinguishing characteristic or quality, especially of one’s personal nature’.

Follow-up 120