Sat.Feb 14, 2015 - Fri.Feb 20, 2015

article thumbnail

How Dramatically Has Selling Changed?

Understanding the Sales Force

'Image Copyright: 123RF Stock Photo. Yesterday, I was listening to a radio promotion when they said, "Take a selfie with a standie and then, using your smartphone or tablet, upload it to Facebook, or tweet your image using hashtag [something I can''t remember].". Now, pretend it''s 1995, and reread the quotation. Twenty years ago, would you have recognized any of the words other than "take", "and", "then", "using", "your", "or" and "to?

article thumbnail

Seven Toxic Sales Thoughts

The Sales Heretic

'Our thoughts determine our actions and our actions determine our results. If your results are not what you’d like them to be, odds are the root cause is one or more negative thoughts you’re harboring despite the fact they’re holding you back. In my work training and coaching salespeople, professionals and business owners, I’ve noticed [.].

Discount 245
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

What Ever Happened to the Can with the String?

No More Cold Calling

'This childhood game taught us an important lesson: You can’t listen and talk at the same time. Remember the tin-can phones we made as children? We had lots of fun constructing them with our friends, and then seeing how far apart we could get and still hear each other. Just in case you never did anything this low-tech, the premise is simple: You connect two cans with a long piece of string, stand far enough away from your partner to pull the string taut, and then take turns talking into the cans

article thumbnail

Neither Either

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . While all for having a sales process or road map, there is plenty of room for choice, and there are some elements of sales success that are achievable via many paths. You have choice within a defined structure, the result is pretty much the same regardless how of the path taken. As a seller, your success will not be adversely impacted by the choice.

Call-back 240
article thumbnail

Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

article thumbnail

Learn How to Improve Sales Performance

Steven Rosen

'Announcing The Inaugural Toronto Sales Performance Summit. Sales executives – have you attended conferences where there was a lot of hype but no substance? Most sales conferences are fun but light on ideas that can impact the performance of your organization. I have experienced this many times. Two of my fellow Toronto sales experts, guru and thought leaders have felt the same way.

More Trending

article thumbnail

Why Business Should Be Booming for Boomers

No More Cold Calling

'Age and experience give entrepreneurs and salespeople a competitive edge. If you remember the year 2000 (Y2K) and the fear that the Internet would crash—and take the global economy with it—then you will probably recall this: The people who were recruited to ensure we didn’t have a technology apocalypse were the recently retired, older techies who knew COBOL.

Hiring 236
article thumbnail

2 Reason To Always Leave Voice Mail – and Get Called Back – Sales eXecution 285

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Given that we are sitting in sub-zero temps in the north east, -25 C in Toronto, any call you’re going to make today is going to be a cold call. But if you’re a complete B2B sales professional, you’re probably making cold calls even if it is nice warm and sunny, cause that’s what pros do, not like those cheap plastic replicas that are afraid of picking up the phone and talking to a buyer.

Call-back 237
article thumbnail

The One & Only Reason Buyers Buy

MTD Sales Training

'Is there just one reason? Can we actually narrow down the whole sales process to just one step? Naturally, there are a myriad of stages that people go through before they make the decision to go with. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 219
article thumbnail

Leadership is Not an Activity. Leadership is a Lifestyle.

The Sales Hunter

' How do you view leadership? I get tired of too many people running around saying they’re leaders based on what they do on their job. They think because they’re in charge of “X” or “Y” they are a leader. Leadership is far more than an activity based on the position you hold. Leadership is […].

article thumbnail

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

article thumbnail

The #1 Reason Why Sales People Underperform - Taking Responsibility

Anthony Cole Training

'Without a doubt, Sales and Sales Management is an art and a science. On January 13 th , I posted the first article in the Series: Why Isn’t Your Sale Team Selling As Expected? In the 7 posts for the series, I’ve covered the following: The Pareto Principle & Perry Marshal l – 80% (approximately) of your sales results come from JUST 20% of the team.

eBook 188
article thumbnail

Sales Performance Summit

The Pipeline

'Sales Performance Summit. April 6, 2015. JOIN US AT. The Rotman School of Management. 105 St. George Street, Toronto, ON, Canada. According to STAR Results’ global 2015 STAR Sales Manager Survey, the number one area of focus for sales leaders is Improving Performance Management. Nearly half of sales reps did not achieve quota over the past few years.

article thumbnail

Sales Lead Management Leads to the Most Efficient Media Buy

Pointclear

'Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed. Well, I hate to break it to them, but without marketing the majority of companies will either fail or fail to reach their full potential.

article thumbnail

9 Factors That Influence Your Sales Results

The Sales Hunter

' Here are 9 factors that influence your sales results… Your competitor The industry you sell in Outside factors – economy / legal / etc. Time Your customer Your customer’s customer Your customer’s competitors The products / services you sell You Take a look at the list and ask yourself which of the nine items […].

article thumbnail

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.

article thumbnail

The Paradox of Success

Sales and Marketing Management

'Issue Date: 2015-02-20. Author: Jason Forrest. Teaser: Hey sales managers, what your boss, peers and team members expect you to do is exactly the opposite of what you need to do to be truly successful in your role. Hey sales managers, what your boss, peers and team members expect you to do is exactly the opposite of what you need to do to be truly successful in your role.

Exact 171
article thumbnail

Bad Guys - How We Lost This Deal

Understanding the Sales Force

'Copyright: 123RF Stock Photo. Lost deals, as well as sales calls and sales meetings that go south, make up a huge portion of our coaching calls with clients and their salespeople. After all, everyone can learn a lot more from what went wrong than they can from what went right. We also coach clients and their salespeople on how to win the deals that are currently in the later stages of their pipelines.

article thumbnail

My Best Referral Is Anyone with a Pulse

Increase Sales

'Last week I attended a well orchestrated business to business networking luncheon. I was very impressed with those in attendance until I heard one small business professional tell the other 20 people in attendance the following: “My best referral is anyone with a pulse.” I had actually spoken with her before the meeting started and she appeared to have a somewhat cohesive marketing message.

article thumbnail

Landing the Customer Who Doesn’t Want to Leave Their Long-Standing Vendor

The Sales Hunter

'This situation comes up quite often, and it did again the other day in an email I received from a small business owner. This business owner heard me speak a couple of years ago and has been an avid follower of my blog ever since. The business owner’s problem was simple yet tough. He […].

Vendor 187
article thumbnail

Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

article thumbnail

Tools Don’t Make The Carpenter

Fill the Funnel

'It’s intuitive. Tools don’t make the carpenter. Neither the doctor nor the musician. Nor do they make the sales person. I have had the privilege of watching my brother Paul grow into one of the premier custom interior carpenters in Colorado. He creates multi-million dollar home interiors that are the talk of Breckenridge, Vail, Aspen and more.

Tools 103
article thumbnail

Top Technology Companies to Sell for in 2015

HeavyHitter Sales

'  I’ve had the privilege to work with and study hundreds of technology companies and their sales organizations. Based upon my experience, here’s my list of some of the best technologies to sell in 2015. While it includes companies that range from startups to billions in sales, all of these businesses provide fantastic technology-based solutions that dovetail to key trends taking place in the market.     Proofpoint   – The movie “The Interview” proved that one data breach

Company 100
article thumbnail

How Social Media Influences Market Reach

Increase Sales

'For any business from the smallest to the largest, market reach is essential. Potential buyers must know about you, your company and your solutions. This is why marketing is the first phase of the 3 Phase Sales Process. To achieve this essential component for business growth and business success is 100% connected to marketing one’s message. Social media probably better than any other marketing channel achieves market reach with in many cases very little capital outlay.

article thumbnail

25 Sales Prospecting Insights Every Salesperson Should Know

The Sales Hunter

' Prospecting is not for the faint of heart. Every week I find myself answering questions from clients regarding how to implement a successful prospecting plan. Biggest question people have is, “How come nobody returns my phone calls and nobody responds to my emails?” The numbers are low. Even for the best of the best […].

article thumbnail

Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

article thumbnail

Sales Leaders: How do You Compare to Others?

SBI

'With more than 1,000 sales tools on the market, everyone feels a little uncertainty. Not only do you have to decide what’s worthy and what isn’t, the sheer volume makes you wonder if you’re ahead or behind in the adoption of tools. You have vendors and peers speaking at events, conferences, and LinkedIn groups and it’s enough to make you feel that your company must be the only one that’s not keeping up.

Survey 100
article thumbnail

Establishing Credibility

Partners in Excellence

'In prospecting, one of the most important and difficult things to do is establishing credibility. But without this, moving forward, trying to get any type of engagement is impossible. Too often, sales people are oblivious to this—this applies to the really bad sales people who don’t deserve to be selling. Or they do a really poor job establishing credibility, this applies mostly to mediocre sales people.

article thumbnail

LinkedIn Endorsements Must Be Authentic

Increase Sales

'LinkedIn continues to grow in popularity as a social media channel as well as sales leads tool. One way to attract attention and build credibility are LinkedIn Endorsements. These skill sets pop up as one views the LinkedIn profiles of others or even one’s own profile. This past week I received the following email from a LinkedIn Expert: Dear Cherished 1st Degree Connections: I’m taking my own coaching advice and recently updated my LinkedIn Skills ‘tapestry’.

LinkedIn 126
article thumbnail

Your Customers Don’t Want to Buy From You

The Sales Hunter

'I hate to break the news to you, but your customers really don’t want to buy from you. Just so you don’t get too upset, keep in mind that they don’t want to buy from your competitors either. What is really disturbing is they haven’t wanted to buy from you for a long time. […].

Customer 184
article thumbnail

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.

article thumbnail

College graduates – should you consider a sales job?

Sales Training Connection

'Sales reps and new college grads. From time to time we come across articles that tell a tale of doom for Sales as a career. The stories predict dramatic reductions in the number of sales reps as the future unfolds. So if you are in Sales or are thinking about it, it is only a journey for the occupational brave-of-heart – so they say. Given this rather draconian version of the state-of-the-career, we were delighted to read a recent article in the Wall Street Journal by Lauren Weber.

Hiring 97
article thumbnail

Sales Surge Summit

A Sales Guy

'I did a 30 minute interview on sales people mistakes the other day as part of the Sales Surge Summit. You can see the entire thing here. I tackle the importance of empathy in selling, how to prioritize and a few other fun elements of selling. While you’re there be sure to check out the other speakers, they put together a good group of sales cats for this summit (Anthony Ianarino, Dan Waldschmidt, Matt Heinz, Ken Thoreson and more.

Video 95
article thumbnail

The Culture Chasm Facing Mergers and Acquisitions Part 1

Increase Sales

'Culture will make or break an organization. No where is that more prevalent than in mergers and acquisitions (M&A). Companies acquire other companies because they want business growth in existing marketing or new markets. Unfortunately, the majority (50% if not more depending upon the research source) of M&A fail because of culture. Companies fail to look beyond the balance sheet.