Sat.Mar 01, 2014 - Fri.Mar 07, 2014

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Coaching the Uncoachable?

Steven Rosen

'Horror Stories From The Field. By Steven A. Rosen. Last week I had a monthly coaching session with one of the top sales managers I work with. Tony started with a new company in January and had made it a point to work in the field with each of his reps twice in the first two months. Tony’s team is made up of the company’s “top” sales reps that have been promoted to launch a new product.

Coaching 300
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10.5 Presentation Tips

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.

Training 308
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I Made a Sales Mistakes, Have You? And then What…?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Seems it is a week of posts about sales mistakes, Monday I discussed a mistake made by a company trying to sell to me. Today, it is one of my mistakes that takes centre stage. We all make mistakes, it is a trait of being human. The real opportunity is in how you deal with mistakes you make. The fellow I discussed Monday choose not to do anything about his, below is an example of a recent one I made, and how I dealt with it.

ACT 288
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Stop selling products and start making emotional connections

Sales and Marketing Management

'Issue Date: 2014-03-07. Author: Denise Lee Yohn. Teaser: Great brands succeed by seeking intimate emotional connections with customers. Emotional brand-building requires you to develop a personal dialogue with your customers on the issues that are most meaningful to them. Even B2B companies can take a cue from the Nike playbook and focus on making an emotional connection as much if not more than product features.

B2B 247
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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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Inertia—Your Biggest Competitor

No More Cold Calling

'What do you do when prospects aren’t ready to move forward? Does this sound familiar? You connect with a hot prospect, have several conversations, forge a solid relationship, identify next steps, and even schedule a specific time to talk. It’s all going so well. Then nothing …. Radio silence: You know, when a prospect doesn’t call you back or return your emails.

Call-back 274

More Trending

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Inbound, Outbound and now Nowhere Bound – Sales eXecution 241

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I have recently become a victim of some bad, no absolutely terrible, attempts at prospecting by people who bring little to their chosen profession, sales. But while it may be easy to blame the reps alone, their companies need to share in the blame and shame. Last week I was so pissed, I had to pick up the phone and call the rep and the company directly.

Inbound 287
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How to Cultivate and Harvest Your Leads Effectively

Sales and Marketing Management

'Issue Date: 2014-03-03. Author: Steve Hays. Teaser: Converting leads is an ongoing process. On average, it takes 10 touches to convert a prospect into a customer. But most sales reps stop reaching out after fewer than two contacts. That's lead waste, and it's preventable. Converting leads is an ongoing process. On average, it takes 10 touches to convert a prospect into a customer.

Harvest 238
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How to Make Sales Calls on Social Media. Kind Of.

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.

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NLP Sales Tip – How To Use “Move Towards” & “Move Away From” Language To Influence A Prospect

MTD Sales Training

'We all have a number of internal filters that information from our senses passes through. Language is one of our internal filters, which influences how we think and enables us to communicate with. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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6 More Traits of Great Leaders that Mere Managers Lack

The Sales Hunter

'My recent post 11 Things Great LeadersDo that Managers Only Think Abou t was wildly hot on social media, which compelled me to write a sequel. Below are 6 more critical traits demonstrated by all great leaders. These are things that average managers can’t even begin to accept as necessary. 12. Great leaders understand the value of trust. Great leaders place trust in others and, more importantly, the people they put trust in know it and feel it.

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How to Keep a Sales Team Motivated

SBI Growth

'Q1 is almost over and your reps still do not have their compensation plans. Every time you get on the phone with your reps, they express their frustrations. Every year the same story yet it does not get any easier. As a sales manager, you face a serious challenge. Keeping the team motivated is key to hitting your number.

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Social media ROI sucks! (Or, you can prove anything if you send out a survey)

Pointclear

'By Christopher Hosford, editor-in-chief, HosfordGroup LLC. Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. And even with concerns over social metrics, the rise of content marketing has rushed in to boost social’s street cred.

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You Don’t Need To Be The Best, You Just Need To Be Different Nowadays

MTD Sales Training

'“But Sean, my products and services are great. We’re the best by a mile so why don’t we get all of the business?” It’s a question I get asked a lot! Unfortunately, having a great product is not. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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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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Five Ways to Increase Your Sales

The Sales Heretic

'Every salesperson, business owner and CEO wants to increase their sales. The question is how to do it? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eight-minute segment, I share five simple strategies that anyone, in any business, can implement quickly and easily. Whatever your position, whatever your industry, [.].

Segment 229
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How your Peers are Getting Results from Social Prospecting

SBI Growth

'This is a true story of how Social Prospecting is helping one Sales Leader. The Situation. This post is about how one Sales Leader has implemented social prospecting. He works for a major American manufacturer of office furniture, equipment and home furnishings. His team was struggling to gain brand awareness in this space. Their average buyer has little knowledge of his company''s full capabilities in each market.

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Head Shaving to Fight Cancer, Part 2

Score More Sales

'I posted last week how I would be shaving my head to help fight cancer alongside one of my clients, Granite Telecommunications. The event happened yesterday – and the results are in. Before I go back to normal sales business, I just wanted to update everyone – due to such tremendous sharing about this story. (See Part 1 of this story here ).

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Does Your Prospect Have Quality Reasons To Meet With You?

MTD Sales Training

'We’ve often asked salespeople why the client or prospect should actually agree to meet with them. Their answers range from ‘Our product is best for them’ to ‘Our solution will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 227
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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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Your Customer Lied. Did You Even Notice?

The Sales Hunter

'How do you respond when you find your customer has just lied to you? How do you even know if they’ve lied to you? What we don’t realize is our customers have lied to us far more often than we realize. I’m not saying we can’t trust customers and that we as salespeople are so superior. Sorry, I’m not going down that road.

Customer 236
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Can Sales Enablement Build Pipeline?

SBI Growth

'Your company just missed the number. Sales Kickoff is over. The questions continue though. Why did we miss? Was it bad sales training? How do we help grow pipeline? Is there a gap in my enablement? Yes…and it’s likely more than just a gap. Sure, you cover the sales process. Check. You built the class agenda and staffed all the sessions.

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College Basketball vs. the Pros & Sales Management & Selling

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Before I get to the meat of today''s article, I have one last request for you to participate in this very important survey on sales force function. I would really appreciate it. Take the Survey. Thanks! I was listening to my favorite sports radio station and I heard another interesting discussion. The hosts were discussing current Celtic all-star point guard Rajon Rondo.

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Are you doing the right things?

Sales 2.0

'Just connected with my friend John Counsineau at Amacus and was just reading one of his recent posts over at the Salesforce,com blog. Reading that post reminded me of one of John’s basic philosophies to sales and the tool he’s built to back that up ( Amacus ). This basic philosophy (my version): it’s not what the sales person does that counts it’s what the buyer does.

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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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VIDEO SALES TIP: What You MUST Know to Be Successful with RFPs

The Sales Hunter

'“Requests for Proposals” and the bidding process in general can be a huge waste of time if you don’t know what you’re doing. That’s why you need a strategy. In this video, I expose some of the misunderstood aspects of RFPs and how salespeople like yourself can avoid these pitfalls to make sure the bidding process is working for you and not against you.

Video 229
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A CEO's Guide to an Attainable Sales Plan

SBI Growth

'You missed the number. You presented your solution at a recent board meeting. Now the board is asking: “Are the goals of your transformation plan attainable?” In a previous post , I recommended you conduct a Sales Productivity Benchmark (SPB). This is a comprehensive environmental scan of your entire sales force. When completed, an SPB provides the roadmap to correct course and make your number.

Proposal 235
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5 Keys to Building a Successful Sales Team/Career

Anthony Cole Training

'I’ve delivered a workshop by this title several times over the last 5 years - at conferences as a keynote and also as a break out workshop. The program, delivered in a 45 to 90 minute segment, is an overview of our Sales Managed Environment (SME) program. SME is one of our corporate coaching/consulting deliverables for companies trying to get the answers to the big question: How do we drive more sales growth?

SME 185
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Worth an hour, or two, of your time

Sales 2.0

'I think this is worth some of your time next week. Definitely something to watch while eating your lunchtime sandwich at least. Full disclosure: I’m NOT participating this year. Not surprising since I’ve been in hiding as a sales expert for a bit. So I’m not saying you should go as a speaker. I just think it sounds very cool (and some my friends are speaking.).

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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

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WARNING! Do You Suffer from Sales Prevention Syndrome?

The Sales Hunter

'SPS — Sales Prevention Syndrome — is the great killer of salespeople. It’s a stealth disease that lies in a dormant state in too many salespeople’s minds. It may not exist in you, but it may very well exist in your friends. For your protection and the protection of those you like, you must know the symptoms. Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling.

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Four Secrets to Finding a Job Without Your Boss Knowing

SBI Growth

'You have finally come to the realization. It is time to look for a new job. As a VP of Sales, you know average tenure is only 19 months. You probably have beaten the odds, hit the number and are successful. However, frustration has set in for many reasons. Although you have made your numbers, other factors have influenced this decision. Maybe it is internal politics or being passed up for a promotion.

Promotion 229
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Successful Selling - Must You Demonstrate What You Know/Do?

Anthony Cole Training

'When we evaluate a sales organization using the Objective Management Tool - Sales Force Evaluation and Impact Analysi s, we uncover the Sales DNA that drives sales results for the individuals and therefore the company. As part of the DNA, we uncover several items - one of which is called the "Record Collection". Record collections are beliefs that individuals have developed over time that become the unconscious motivators for actions and decision making.