Sat.Jun 11, 2016 - Fri.Jun 17, 2016

The 4 Word Statement That ALWAYS Builds Value

MTD Sales Training

When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision. I don’t have many needs in a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Different People Hear Differently

Score More Sales

At the Sales Machine 16 conference this morning it was inspiring to hear from both Seth Godin and then Simon Sinek. Many takeaways will be in future posts. For now the big one Seth talked about that really struck home for those in sales and sales leadership is this post’s focus.

Feature/Benefit – Or – Feature/Price

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Every tribe has its myths, collective beliefs, and things they claim to believe, things they avoid or adhere to, for sales the concept of Feature/Benefit is a go to favourite.

How My Will Power Ran Out and Why That Matters

Bernadette McClelland

He was on time but walked out of his office, shook my hand and checked his watch. ‘I’m I’m so stressed’, he said. ‘I’ve I’ve got projects, deadlines and priorities coming out of the proverbial. I’m not bringing my A-Game, I know it and the last thing I want is for other people to start to notice it’. People like my client, James, are constantly looking for shortcuts, secrets and simple ways to get even more done in the same amount of time so they can get in front of the eight ball.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

8 Simple Steps to Execute Your Sales Strategy

Sales Benchmark Index

Article Sales Strategy

More Trending

Is That All The Difference You Got?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Here is an example of an element discussed in Monday’s post. It’s hard to see the difference when you all look the same. Time for Sales and Marketing to step up and say something that makes a difference for the buyer.

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7 Lessons the USA Taught Me About Posting A+ Results

Bernadette McClelland

It was a crazy bucket list trip designed to simply do different things. You know, stretch the imagination and show our kids you’re never too old to dream big, push your boundaries and then execute, no matter how sore your muscles might end up becoming.

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A Quick Guide to Implementing a Sales Operations Strategy

Sales Benchmark Index

Organizations must have a strategic sales operations team in order to hit their revenue growth objectives. Ultimately, the sales ops strategy must increase the sales team’s ability to do their jobs well. We recently spoke with Steve Rutledge, the SVP. Sales Strategy Video

Executive Sales Leader Briefing: Top 100 Visionaries Creating Value for the World

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday.

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Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

The 80/20 Power Curve and Your Sales Organization

Anthony Cole Training

5 Things to Do to Own a Sales Team Built for Growth. sales management managing sales teams

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Surprising New Data on Salespeople Busts the Myths about Relationship Selling and Social Selling

Understanding the Sales Force

Image Copyright 123RF Stock Photo. If you are a regular reader, you might recall this great article on Selling to a CEO. In that article I also mentioned some of the expanded Sales Competencies that Objective Management Group (OMG) now measures.

LegalZoom’s Approach to Results-Oriented Marketing Campaigns

Sales Benchmark Index

Magazine Marketing Strategy

Sales Motivation Video: Confirm Appointments by Voicemail

The Sales Hunter

It’s summer and that means that those appointments you have scheduled may not happen as planned, especially if you don’t confirm them. I highly recommend you confirm them with voicemail. Using this approach will result in fewer appointments being cancelled.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Performance Management and the Law of Cause

Anthony Cole Training

Here is the opening paragraph from the IQ Matix Blog – The Law of Cause and Effect by Adam Sicinski. “A A person becomes what they think about all day.”. Understanding the Law.

Kevin Bacon and a Unique Way to Crush Lead Generation

No More Cold Calling

Your referral network is larger than you realize. Have you ever played the game, “ 6 Degrees of Kevin Bacon ”? Or perhaps seen the Kevin Bacon Visa Check Card ad from 2002? The concept is simple: We’re all connected … sometimes in the most absurd and unbelievable ways.

How to Beat the Competition and Increase Revenue Growth

Sales Benchmark Index

No market is without competition. Are you prepared to compete, and ultimately win? Watch here as my colleague, Matt Sharrers and I discuss how to beat your competition and grow revenue. We’ll walk you through how define your competition, and. Corporate Strategy Video

10 Ways to Overcome a Customer’s Objection

The Sales Hunter

An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Here are 10 responses to consider: 1. Ask the customer to share with you more insight as to why they raised the objection. I always say it’s not the […]. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills handling objections objections sales motivation sales tips

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

A CEO's Guide to the Differences in Sales Leadership Roles

Understanding the Sales Force

Image Copyright 123RF Stock Photo. I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation. He wondered, "Aren't sales managers and sales leaders the same?".

Is Anyone Leading Lead Management?

Pointclear

Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making.

The Three Times to Handle an Objection

Mr. Inside Sales

Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that graduate degree and avoided sales altogether.

How Presentation Management Bridges the Gap Between Sales and Marketing

Sales and Marketing Management

Issue Date: 2016-06-15. Author: AlexAnndra Ontra. Teaser: In today’s business world, everyone communicates visually. Presentation management combines the tasks that both marketing and sales need to succeed in their roles, into one platform.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

The One Sales Data Point That Varies Wildly

Understanding the Sales Force

In my last article, we discussed big data and big lies in the sales assessment space and touched on OMG's 230,000,000 data points. Most of the data points are very consistent across cultures and continents but there is one that varies wildly depending on the role, the country, and the culture.

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PROBLEM VS NEED – Why You Shouldn’t Sell to a Customer’s Need

A Sales Guy

We’ve been taught to sell to our clients’ needs. This lesson is one you need to toss out. It’s not effective and can hurt you. . I have a question? Are you selling to need? When you engage your clients, are you looking to find your clients need?

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Research Shows Who the Most Accurate Sales Forecasters Are

HeavyHitter Sales

    Who are the most accurate sales forecasters, and what separates them from the least reliable? I recently conducted a study of the forecasting habits of more than 350 business-to-business salespeople and sales managers to answer this question. 

Is the Sales Coach Obsolete?

Sales and Marketing Management

Issue Date: 2016-06-13. Author: Max Cates. Teaser: Millennials thrive in a team environment and are adept at problem solving through collaboration with others such as fellow salespeople and sales managers.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Sales Tips: Why Phone Interviews Are Effective in Collecting Customer Insights

Customer Centric Selling

Sales Tips: Why Phone Interviews Are My Favorite Method for Collecting Customer Insights. By Jessica Bledsoe, Primary Intelligence. I lead Primary Intelligence’s new Research & Development division.

The Real Reason for Prospect Objections: Do Your Reps Get It?

Sales Result

If you’re experiencing low close rates from your sales team, the likelihood is that your reps aren’t able to respond to prospect objections.

Sales Leads - The Downfall of the Thrill of the Chase

Increase Sales

For many in sales, the thrill of the chase is everything. These “hunters” love to find and chase down sales leads. Credit www.gratisography.com.

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