Steven Rosen
MAY 10, 2017
6 FREE Sales Management Training Webinars . The #1 driver of performance in sales organizations are front-line sales managers. Most CSO’s would agree with this, but they are not sure what to do about it. The STAR Sales Management Development Survey found that only 50% of sales managers were receiving on-going training and development in core skills.
SBI Growth
MAY 11, 2017
Joining us for today’s show is Steve Blum, an executive sales leader who knows how to Make the Number with channel partners. I’ve known Steve for a long time and he’s always been on the leading edge of channel management.
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The Pipeline
MAY 8, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . It’s interesting to see how different sales people and organisations deal with lost deals. In light of the fact that most sales people including me, have an initial engagement to close ratio of less than 50%, meaning we lose more than we win, you’d think there would be more of a focus on understanding the reason for the outcomes of our opportunities.
The Sales Heretic
MAY 10, 2017
Stories are extremely powerful. Not only can they can be informative and persuasive, they can also be engaging, entertaining, and memorable. That is, if they’re told well. A poorly told story can lose the audience, and even lose the sale. So how can you improve your storytelling prowess? 1. Collect Your Stories In Advance The [.].
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Sales and Marketing Management
MAY 11, 2017
Author: Sabrina Ferraioli, Co-Founder and VP of Global Sales, 3D2B Marketing and sales metrics can give you a window on the future and the insights you need to optimize sales. That’s because once you understand the metrics that drive sales, you can more accurately predict what’s ahead. Also, if you’ve defined the measurements that lead to perfecting your sales process, you will naturally move toward it.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales 2.0
MAY 12, 2017
900, 300, 0. The first number is the number of emails I get as a marketing manager each quarter from sales people. The second number is the number of phone calls I get from sales people each quarter. The last number is the number of letters and notes I receive from sales people each quarter. So which medium has the biggest chance of standing out? Yes, this is still the Sales 2.0 blog.
Understanding the Sales Force
MAY 8, 2017
Image Copyright efks. Some things take a while to catch on. In his book, Outliers , Malcom Gladwell wrote about the years of work and at minimum, 10,000 hours, required for some, like The Beatles, to become "overnight sensations.". Shortly after I published my best-selling book, Baseline Selling , in 2005, I also published the Baseline Selling Field Guide.
Sales and Marketing Management
MAY 8, 2017
Author: Sona Jepsen Your first bicycle ride probably didn’t end in a picture-perfect dismount. More likely, you stumbled and ended up with a skinned knee. After some encouragement from adults, you got back on and eventually mastered the machine. What made you try again after being embarrassed – even bruised? Was it pure determination? A desire to be like the "big kids"?
The Sales Hunter
MAY 12, 2017
Ask yourself if you’re more engaged with what you do when you know you’re doing it for a person who is engaged with you. I’m sure you are. I know I am. Check out this short interview by this ex-CEO and ask yourself if you’re engaged with your people. Here is the link. One of the […].
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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.
SBI Growth
MAY 9, 2017
Joining us for today’s show is Christopher Fris, an executive sales operations leader who knows how to enable revenue growth in a meaningful way. Today’s topic is focused on how Sales Operations enables the sales plan. During our discussion, Chris and.
Pointclear
MAY 11, 2017
PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. He liked us. Trusted us. Told us we had the deal. Then we got turned over to sales operations and purchasing (supposedly a formality). After a few additional conversations, we were told that a competitor provided a quote for half of what we charge for “the same services.
Mr. Inside Sales
MAY 8, 2017
You hear it all the time — if your price is higher than your competition you’re told to “build value.” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? You also hear all the time that prospects will buy from people they like, know and trust.
The Sales Hunter
MAY 7, 2017
Successful people never go alone. This week, be on the look out for someone you can challenge to the next level. When we do this, we raise our own motivation and enthusiasm even more. Surround yourself with people you can challenge and who will challenge you. Together you will see more success than you can […].
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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
SBI Growth
MAY 6, 2017
Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers. We first met Jennifer a few years.
MTD Sales Training
MAY 12, 2017
All our research is showing that, in the future, the role of the salesperson will not be to sell anything. Prospects can now research company information, reviews, feedback, and all manner of information online, so the need to have a salesperson presenting and demonstrating benefits is becoming less and less necessary. If the role is going to change so significantly, what can you do to be ahead of the game?
Mr. Inside Sales
MAY 8, 2017
You hear it all the time — if your price is higher than your competition you’re told to “build value.” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? You also hear all the time that prospects will buy from people they like, know and trust.
Zoominfo
MAY 9, 2017
Due to recent economic uncertainty, the job market has been undergoing a major reset. While labor market signals remain mixed, employees have a strong say in demanding better work-life balance, more flexibility, and competitive benefits from their employers. Still, the macroeconomic conditions may convince workers to become more cautious, opting for the stability and security of their current positions.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Increase Sales
MAY 11, 2017
Many tines when sales tank salespeople have a tendency to blame the economy, the marketing department (no sales leads), sales management, competition or even the potential customers? Yet maybe this is the time for inward reflection and realize they have potentially violated the first sales buying rule. People buy from people they know and trust. Possibly, your sales leads do not know you and do not trust you.
MTD Sales Training
MAY 8, 2017
You can find a ton of material on terms, phrases and magic words to use while attempting to close a sale. Some closing statements and remarks may be very helpful and some may make no difference. However, one question is extremely damaging and will often kill the sale. “What do you think?”. While this question may seem harmless and necessary, it is the opposite.
A Sales Guy
MAY 11, 2017
Too often people make the assumption, that in sales assumptions are bad. That is a bad assumption. Assumptions are great. We need to make assumptions. Assumptions assist us in setting a direction, they give us something to aim for or a place to go. Here’s a good example of what I’m talking about. Your product or service only solves a handful or substantial, relevant problems for you target customers, therefore, you have to assume they may be experiencing one or more of those problems
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Increase Sales
MAY 12, 2017
Sales negotiations are part of earning the sale. Yet I am beginning to question if in some instances the reason for the negotiation is because specific sales objections were never reconciled. For example if price requires negotiation, then this might suggest the salesperson failed to do all of her or his homework regarding the budget, the return on investment, etc.
Anthony Cole Training
MAY 12, 2017
The 3 Es.
A Sales Guy
MAY 8, 2017
Back from my trip to Chicago. I had a blast and got to talk to a number of sales leaders for The Real Deal of Sales. Not only did I learn what many sales leaders are doing today, I did a kick ass sales podcast with Will Barron , I did a presentation with Steve Richard and I got to spend time with people I hadn’t spent time with in a while. Good times, it was fun.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Increase Sales
MAY 9, 2017
A colleague of mine S. Anthony Iannarino , discussed in his weekly email about how changing one’s decision changes one’s trajectory. I agree with him because there are a lot of bad results happening because of bad decisions. Years ago I read this book The On Purpose Person by Kevin McCarthy. He rendered down purpose to being a light switch.
BrainShark
MAY 12, 2017
. According to Forrester Research, 78% of executive buyers say that sellers aren’t prepared with relevant content. This is both a training problem and a sales content problem, which slows down sales cycles and prevents reps from hitting quota.
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