Sat.Aug 02, 2014 - Fri.Aug 08, 2014

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Say it with Stick Figures

Sales and Marketing Management

'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.

Study 331
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The Best Working E-Mail Subject Lines

The Pipeline

'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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The Worst Sales Letter EVER

The Sales Heretic

'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 [.].

Referrals 320
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How would you do on the Newlywed Game?

Sales 2.0

'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.

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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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I Don’t Want Your Deck

No More Cold Calling

'Don’t overwhelm your customers with too much information. I met Charles on LinkedIn. I liked his profile—and the fact he sent me a personal invitation —so I accepted the connection, and we started a conversation. I was intrigued by his offering and wanted to learn more, so we spoke on the phone. By the end of the call, I felt confident enough in his sales ability and product to offer him a referral to one of my contacts.

Referrals 286

More Trending

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Should I Talk About My Competitors with My Customers?

The Sales Hunter

'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 […].

Customer 276
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Why Social Media Content Fails

SBI Growth

'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.

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[Message to Management]: Your Team Is Wasting Your Time

No More Cold Calling

'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.

Hiring 274
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B2B Mobile Marketing: 15 Ideas You Can Use Today.

Pointclear

'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.

B2B 255
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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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If Everyone Says ???Yes??? to You, Are You a Leader?

The Sales Hunter

'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 Im sure their compensation package is impressive. The person told me how they had been in a key […].

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78% of Sales Strategies are Hopeless

SBI Growth

'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,

Strategy 251
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Use leverage

Sales 2.0

'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.

Pivotal 223
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Have a Sales Routine for More Success

Score More Sales

'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.

Follow-up 235
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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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When My Price is Too High, Should I Lower It? 5 Situations to Consider!

The Sales Hunter

'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 […].

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Is it Time to Dump Your Old Sales Process?

SBI Growth

'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.

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Digging Deep to Find the Gold ??? The Art of Asking Quality Questions in a Sales Call

MTD Sales Training

'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! ]].

Sales 219
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Add Gitomer. Add Brand. Add Income.

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.

Sales 215
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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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What Your Price Says About Your Quality

The Sales Hunter

'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 […].

Discount 241
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Did Corporate Leave You Out to Dry Again?

SBI Growth

'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.

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Talk to people

Sales 2.0

'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.

Call-back 191
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Get Ready for the 4th Quarter During the Dog Days of Summer

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.

Loyalty 214
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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VIDEO SALES TIP: Influence and What It Can Do…

The Sales Hunter

'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, […].

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Will the Board Trust the Data in Your Strategic Plan?

SBI Growth

'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.

Data 234
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Questions To Ask Yourself When You Review The Sales Call

MTD Sales Training

'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! ]].

Sales 206
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Check Your Selling Gauges

Anthony Cole Training

'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.

Guarantee 191
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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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Sales Motivation Video: Score More Sales While Your Competitors Vacation

The Sales Hunter

'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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New eBook: The Power of Social Selling

SBI Growth

'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.

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Anticipation

Sales and Marketing Management

'Issue Date: 2014-08-06. Author: Charles D. Brennan, Jr. Teaser: The same skill that separates great athletes from good ones will turn mid-level sales performers into top revenue generators. The same skill that separates great athletes from good ones will turn mid-level sales performers into top revenue generators.

Revenue 184