Sales and Marketing Management
AUGUST 3, 2014
'Issue Date: 2014-07-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: A picture is worth 1,000 words, and studies prove that some pictures are more memorable - and more impactful - than others. A picture is worth 1,000 words, and studies prove that some pictures are more memorable - and more impactful - than others.
The Pipeline
AUGUST 7, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . One of the critical elements to success in prospecting is getting the person to open you note. If they do not recognize the sender, the next most important factor is the subject line, and if you like many prospect using e-mail, the subject line becomes the key difference between being opened and potentially starting a sales cycle, or being deleted.
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SBI Growth
AUGUST 7, 2014
'The wrong marketing strategy is the biggest threat to a Chief Marketing Officer''s success. A massive gap in market strategy for most companies is quality content. This is particularly true for social media content in a B2B marketing team.
The Sales Heretic
AUGUST 6, 2014
'Recently my e-mail in-box was graced with the worst sales letter I’ve ever received: Subject: Referral please – company contact Dear Don: I am hoping you would direct me to the right people within your organization to speak with. I have recently been assigned your organization as one of my named accounts. Thus, it is [.].
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Sales 2.0
AUGUST 3, 2014
'How would you do if you and your clients (and prospects) were on the Newlywed game? The Newlywed game was a classic game show (it ran from 1966 to 2013–I thought it ended in the 70’s but that’s the problem with watching too much Netflix). In the game the host would ask one member of the married couple questions about the other while their spouse was kept offstage and unable to hear.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
AUGUST 4, 2014
'I asked a simple question to sales reps at 3 different public companies. Can you please describe your company’s sales strategy? The question was posed to 6 sales reps within the 3 sales organizations. 4 of the 6 asked me to define what I meant by a sales strategy. After explaining, here were the answers I received… “I don’t think we have one.” – received this one twice. “If we have one, I don’t know what is.” “Apparently to sell more,
The Pipeline
AUGUST 4, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Vote in the poll at the end of the post! Given that it is a holiday Monday, at least where I am, I thought I’d explore a lighter side of sales, but one worth pondering for a number of reasons. It comes down to how we present ourselves and how the buyer sees us, and it’s impact on their thinking and outcome of our efforts.
The Sales Hunter
AUGUST 7, 2014
'This question comes up in many different forms, but the issue is the same. How should I talk about my competitor when asked by a customer? The quick answer I give to people when asked this question is, “No, you shouldn’t talk about them.” But I admit — that answer does come with some […].
No More Cold Calling
AUGUST 7, 2014
'Are you spending too much time cleaning up after sub-par performers? Salespeople not performing, dragging you down, and compromising your team‘s sales effectiveness? Get rid of deadwood as fast as you can. Well, maybe not so fast. First, consider whether you should take the hit. Perhaps you didn’t equip them with the skills and tools to do their job.
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SBI Growth
AUGUST 8, 2014
'The sales process is dead. Forever gone into the history of the sales profession. It was great while we had it. You know, the one that resembles something like this: Almost every sales team and rep has been trained to follow a process similar to this one. I personally made a lot of money following this type of process. But it is no longer effective.
Pointclear
AUGUST 5, 2014
'Are you interested in learning more about B2B mobile marketing? If you’re like many people, you can think of a lot of ways B2C companies use mobile marketing. But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas. The good news is that B2B mobile marketing can be every bit as useful in the business marketplace as it is in the consumer marketplace.
The Sales Hunter
AUGUST 8, 2014
'A discussion I had recently left me deeply concerned. The individual I was talking with holds an important position with the company where they work. The title they have is impressive, the company is impressive and Im sure their compensation package is impressive. The person told me how they had been in a key […].
Sales 2.0
AUGUST 6, 2014
'Great post today by Anthony Iannarino. It’s really critical to give your prospects a reason to act; otherwise your biggest competitor–status quo–will win. How to Get Leverage. A few weeks ago I sent a newsletter to my subscribers about how to be compelling, how to help your dream client take action now. The gist of that newsletter was that in order to know how to compel your dream client you need to know what is already compelling them.
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SBI Growth
AUGUST 2, 2014
'You have been through trainings, sales kickoffs, and rollouts of many new initiatives. Great information is given to your reps but then no corporate support afterwards. The result is your team goes back to their old ways. There will be expectations on you to make this work and produce results. Like many times before you will be left to solve this on your own.
Score More Sales
AUGUST 5, 2014
'As sellers we often work in a haphazard manner. We dart in and out of potential sales opportunities. We drop everything looking for that next, big opportunity. We multitask and say we’re going to reach more people than we do. We often come up short, leaving at the end of the day or end of the week feeling dejected. It’s a vicious cycle – but it doesn’t have to be this way.
The Sales Hunter
AUGUST 6, 2014
'First off, the idea your price is too high is strictly that — an idea. But like a lot of ideas, it likely doesn’t have merit. Your price is based on the value the customer perceives they are going to receive. It comes down to the sales process you use and how the customer […].
MTD Sales Training
AUGUST 7, 2014
'I once read of an expedition to find hidden treasures in the Middle East. Rumour had it that wealth beyond compare had been buried in caves by ancient people who had been trying to escape. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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.
SBI Growth
AUGUST 3, 2014
'Are you using a data-driven approach to develop your sales strategy? CEOs need to have sound data to make sound decisions. This article outlines what a CEO needs to drive the data discussion. “Everyone has heard a lot about big data,” explains Jon Morris, CEO of Rise Interactive. He debunks the term “big data” by saying “There''s just data.
Jeffrey Gitomer
AUGUST 4, 2014
'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.
The Sales Hunter
AUGUST 5, 2014
'Recently while traveling, I saw this billboard for “TIMELESS plastic surgery.” I couldn’t help but make a comment about it. The key “benefit” is the price point! Now what does that tell you about the value? Let’s put aside what the procedure costs and let’s focus on the perception of the message. What I […].
Sales 2.0
AUGUST 5, 2014
'Another nice post by Mr David Brock here. I can be totally guilty of this. Don’t get wrapped up in the “coolness” of Sales 2.0 tools and Social Selling. Unless you take things “offline” and actually talk (and even more crazy, meet with people) you’re not going to sell anything. The Most Important Improvement In Efficiency, Actually Talking To People. by Dave Brock on July 31st, 2014.
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SBI Growth
AUGUST 7, 2014
'Here is a new eBook we wrote for you, called “ The Power of Social Selling ” You can download a free copy here. This eBook was written for sales leaders who are early on with their social selling implementation. If your implementation of social selling is advanced, don’t waste your time on this. You have already overcome the challenges discussed in this material.
Jeffrey Gitomer
AUGUST 8, 2014
'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.
The Sales Hunter
AUGUST 2, 2014
'I meet salespeople all the time who underestimate the influence they have on the people around them. Start paying closer attention to how you are impacting others. The best position to be in is one where we can have a positive influence. This isn’t just about the impact it has on your customers, prospects and colleagues, […].
MTD Sales Training
AUGUST 5, 2014
'Whether you are successful or not in a sales call, it is always advantageous to review what you did and didn’t do. The main reason for this is to check whether you and your prospect got the most out. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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?
SBI Growth
AUGUST 6, 2014
'“I can’t stand that thing.” I had just asked the VP of Sales about his CRM system. “It almost cost me my job three years ago. We rolled it out in the fourth quarter, a traditional slow period. It was a mess – mandatory fields that made no sense. A confused sales force. Guys who didn’t know how to type, let alone use a computer.
Anthony Cole Training
AUGUST 7, 2014
'Back a few years ago, when I was teaching my daughter how to drive, I tried to teach her good driving habits. One critical habit that I tried to help her recognize was to read the gauges, or what they call in aviation, complete a radial scan. I explained to her that, prior to taking off in a car, you’ve got to make sure that there isn’t a light on telling you that your air pressure is low or that there’s an engine problem.
The Sales Hunter
AUGUST 4, 2014
'It’s summertime! That means many of your competitors are going on vacation at some point. This is a perfect opportunity for you to prospect and build relationships with their customers. Ultimately, you could be scoring some sales while your competitors are taking time off. Let’s be motivated and proactive! Check out my latest video to […].
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