Sat.Mar 16, 2013 - Fri.Mar 22, 2013

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3 leadership lessons from my Nana

Bernadette McClelland

'3 leadership lessons from my Nana. I have 45 first cousins on my Dad’s side of the family. My Dad is the middle child of 13 children. My nana was widowed when my Dad was only 7 (you can do the maths). Clearly she was a born leader. You can imagine 70 odd years ago the lack of resources this family would have had especially after my grandfather died without leaving a will, when hand me downs was the norm, barefoot was as common as daylight and sardines on toast or bread and dripping was a treat.

Fashion 358
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Stop Selling What People Don’t Care About

The Sales Heretic

I was meandering through a store recently when I came upon a display for a new electric toothbrush. The biggest, boldest words on the signage and the packaging were “New Quadpacer Mode!” I thought to myself, “Finally! I’ve been waiting my whole life for someone to make a toothbrush with Quadpacer Mode! I love Quadpacer [.].

Benefit 329
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Unlearn To Earn

The Pipeline

by Tibor Shanto – tibor.shanto@sellbetter.ca. There is an ongoing debate as to whether training, specifically sales training, is effective and whether it truly delivers results over the long run. As you would expect there usually10 more opinions than there are participants at any given time, and as it is with most things in sales there is no absolute or right answer.

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How Do You Know You’re On The Right Track?

MTD Sales Training

Sales is an unpredictable profession at the best of times. You may be up one moment and down the next. And a lot of the unpredictability comes from the ‘not knowing’, the lack of clarity. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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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.

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Why Did Your Top Sales Rep Just Quit?

SBI Growth

An event occurs: the top sales rep resigned. You get on the phone and try to ‘save’ him. Discussions around career, tenure, experience and longevity ensue. He tells you “he loves this place… will miss everyone… got a better opportunity.” You get your boss on the phone with him. You get the CEO on the phone with him. Nothing works: he leaves for greener grass.

More Trending

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Shock Treatment – Sales eXchange 192

The Pipeline

by Tibor Shanto – tibor.shanto@sellbetter.ca. . Last Monday I posted about the overlooked opportunity in that segment of buyers know as Status Quo , pundits and sellers alike commiserating each other about the difficulty of selling to a ready group of buyers, vs. taking orders from self-declared buyers. I’ll be the first to admit change is hard, especially for business buyers who have their handful, trying to make headway in a competitive market.

Sage 274
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Improving Your Customer/Client Retention – Video Blog

MTD Sales Training

As a sales person, I’m sure you are aware how important it is to develop a loyal client base as this will provide a great level of security for your business through the down periods that all. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Retention 275
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Are you a Marketing Dinosaur?

SBI Growth

To get to the position of CMO or VP of Marketing, you are a top talent. An athlete trains to make it to the pros, yet must continue to train to remain. Marketing as a skill is no different. Download the marketing leader assessment to identify your blind spots. Reaching the most senior marketing position requires A-Player talent. We like to think that we’re at the top of our game.

Marketing 249
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Move from Babysitter to Coach

Sales and Marketing Management

Most sales managers feel some resentment toward their teams at some point in their careers. It’s unfortunate, but understandable – particularly when the team isn’t meeting sales targets. And to make matters worse, most sales managers feel they can sell better than many of their team members. You may be asking yourself: Why can’t my team sell more?

Coaching 218
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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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How Hosting Contests on Your Twitter Feed can Improve Sales

The Pipeline

The Pipeline Guest Post – Kim Willington. Of course you know that social media is a great way to get exposure for your business. What you may not realize, however, is that social media is also a great way to increase direct sales — sometimes right from your feed. The immediate, conversational nature of Twitter makes it ideally suited for promoting your business and increasing sales.

Twitter 266
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How To Improve Your Success With LinkedIn – Part 2

MTD Sales Training

In Part One, we discussed how to make your LinkedIn profile really stand out from the crowd, turning your own personal business website into something that attracts viewings and rises your profile in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

LinkedIn 270
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How to Build Future Sales Leaders

SBI Growth

This post is about developing Sales Leadership. In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.

How To 247
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What is the Value? Where is the Value? Who Perceives the Value?

Jeffrey Gitomer

Tweet You have been making value perceptions and value judgments your entire life. You may call them decisions, moments of truth, or actions. Intuitively they focus around value – and your perception of it – or the weight you put toward it as these decisions or actions are taken or made. It’s the same in sales, but in the selling process there are two values of perception and two value judgments.

Google 212
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Leverage Email to Get a Response When Your Prospect Has Gone Dark

The Sales Hunter

The number one thing you can do to get a contact to respond if they have gone dark is to make it easy for them to be honest with you. Nothing is more frustrating than when you have a hot prospect simply go dark. I’ve had it happen a million times, even when all the buying signals are a go! It can happen out of nowhere and it happens to the best of the best.

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Improve Your Chances With Better Qualification Questions

MTD Sales Training

One of the most frequent questions we get asked on our sales courses is concerning the qualification stage of the sale. Many salespeople want to have a suite of questions that will get the client to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Course 254
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Expert Opinion: Capture Revenue with Strong Onboarding

SBI Growth

Yesterday, we ran an Expert Panel with a client’s top performing reps and managers. The Panel was brought together to gain the field’s perspective and validation. Without buy in from the field, no corporate driven initiative will succeed. The VP of Sales Operations was part of the decision-making team that brought us on board. Our client is rolling out a new AE Onboarding program.

Revenue 235
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Got Attitude?

Jeffrey Gitomer

Tweet. “If all it takes is an angry stranger to ruin your day, what are you going to do if something really serious happens? Why give someone else control of your life like that?” -Jeffrey Gitomer. The post Got Attitude? appeared first on Jeffrey Gitomer’s Sales Blog.

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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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Ignore the Request for a Price Discount

The Sales Hunter

If you don’t think you can, you’re wrong. You CAN ignore the customer’s request for a lower price. When I share this with salespeople, I first get a comment back, “No, you can’t do that.” Why can’t you ignore it? The strategy may seem like it won’t work, but it can and does work. Is it perfect? No, but like the vast majority of sales strategies, you have to know when and how to use it.

Discount 214
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Top 7 Sales Lessons from BISA's 2013 Annual Convention

Anthony Cole Training

BISA is the Bank Insurance and Securities Association. During their annual conference, many topics, methods, strategies, and product evaluations are presented and discussed. There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management.

Hiring 198
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Stop Blaming Your Managers For Missing the Number

SBI Growth

“Tell me about your rep coaching sessions.” I asked the Sales Manager. His team had hit their goal for the 7 th straight quarter. The Sales Manager outlined the structure he used in each one on one meeting. He met with each rep for one hour per week. “It’s critical time where I get to develop and groom them. If they don’t have the skills to close a top account, I’ve failed.”.

Coaching 235
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The Good, Bad, and Ugly - Social Media’s Impact on your Brand

Sales and Marketing Management

Issue Date: 2013-03-22. Author: Bob Kelleher. Teaser: Have you embraced the tri-branding impact of social media? If you haven't, there's a good chance your competitors are far ahead of you. Have you embraced the tri-branding impact of social media? If you haven't, there's a good chance your competitors are far ahead of you.

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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 Success – How Low Can You Go?

Jeffrey Gitomer

Tweet. Sales success is not about your performance as of this moment. It’s about the strength of your character that will earn you any success you desire – over time. ~Jeffrey Gitomer, author of The Sale Redefined, our newest e-book, now available on Amazon! The post Sales Success – How Low Can You Go? appeared first on Jeffrey Gitomer’s Sales Blog.

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Sales Motivation Monday: Johnny Carson, Jay Leno and YOU

The Sales Hunter

You might be asking what do Johnny and Jay have in common with your sales motivation. Recently, I stumbled upon Jay’s first appearance on the Tonight Show in 1977, when Johnny Carson was hosting the show. I watched the video expecting to hear something funny. What I was met with was a flat out disaster. Three minutes in length and it wasn’t funny at all.

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Land a Better Sales Job Quickly

SBI Growth

Finding a new job is rarely an easy task. Applications, LinkedIn profiles, interviews – it’s all a hassle. We all know what the x-factor is though: can you differentiate yourself? This is what transforms job-hunting from a drawn-out frustration to a quick success. This blog offers a few insights to help shorten the search, maximize income and separate you from the pack.

Hiring 232
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Improving Your Customer/Client Retention – Video Blog

MTD Sales Training

As a sales person, I’m sure you are aware how important it is to develop a loyal client base as this will provide a great level of security for your business through the down periods that all. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Retention 120
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Guest Blogger Brandon Steiner | Blessings in Disguise

Jeffrey Gitomer

Tweet Today I welcome a guest blogger, Brandon Steiner of Steiner Sports Memorabilia. He combined a street-smart upbringing in Brooklyn with a love of sports and serendipity to create the largest sports autograph company in the world. As testament to his moxie, he bought the entire original Yankee Stadium and is selling it item by item. His new book You Gotta Have Balls is a bestseller.

Sports 187
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VIDEO SALES TIP: What You Risk When You Discount Price to Close

The Sales Hunter

You are about to close and then the customer asks for a price discount. Sure, you’re tempted. But don’t do it! If you rely on a price discount to close a sale once, you will do it again and again. It will become your go-to method to meet your numbers. You risk so much when you give into the temptation to close a sale by discounting price.

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The Ongoing Fear of Small Business Competition

Increase Sales

Fear of small business competition appears to be integrated into the DNA of many enterprising individuals. These small business folks are so fearful of another competitor hanging his or her shingle up to because the market is already crowded enough. So much of those vital resources of time, energy, money and emotions are lost to the fear of small business competition.