Steven Rosen
AUGUST 31, 2015
I love sales managers. They are great people who are dedicated to helping salespeople succeed and drive sales performance/sales in organizations. One thing that drives me crazy is when I work with a sales managers who are reluctant to fire reps who are not performing and will never be good at sales because they a good at admin and responsive to their manager.
No More Cold Calling
SEPTEMBER 3, 2015
Believe it or not, women have the advantage in selling. Growing up, I had sales all wrong. I believed salespeople were life-of-the-party types—extroverts who could talk to a wall. I wasn’t like that, and I´m still not. But charisma isn’t what makes a good salesperson. Top salespeople build strong, ongoing, trusting relationships. We’re not the center of attention.
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Sales and Marketing Management
AUGUST 30, 2015
Issue Date: 2015-08-31. Author: Jesse Kurth, Director of Client Success, TinderBox. Teaser: The sales proposal is one of the most underappreciated assets in the sales process, yet it has more influence over closing a deal than all other sales materials combined. A neglected proposal is like a dull blade – entirely ineffective, but when “sharpened,” a proposal can cut through the competitive noise and distinguish your offer from others.
The Pipeline
AUGUST 31, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . They always say it is good to borrow perspectives from different fields as a means of perhaps learning something unanticipated about your day-to-day work. With that in mind, I’d like to use a perspective I learned some time back from someone in finance. This individual had an interesting view of financial statements: “Financial statements are like bikinis, what they reveal is interesting, but what hide or don’t show is even mor
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
The Sales Hunter
SEPTEMBER 4, 2015
I admit I have the best job a person could ever ask for. What I do, I don’t call work. It’s just plain fun, and the reason why is I enjoy helping people. Every time I get done speaking, whether it be in front of a crowd of thousands or a group of 10, […].
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Understanding the Sales Force
SEPTEMBER 3, 2015
Earlier this week I received this inquiry form from our "Ask a Sales Expert" page: I am currently conducting a Research Project at school on the 5 step sales process. i am focusing on: (1) prospecting, (2) the initial appointment, (3) the presentation of the product, (4) the followup of objections or changes to offer (5) the close of sale. I am researching which one of the above steps is off greatest consequence/ importance to a company and why?
The Pipeline
SEPTEMBER 3, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Some of you may be familiar with Stu Heinecke, a Hall-of-fame-nominated marketer and Wall Street Journal cartoonist, see example above. Last year I had the opportunity to speak with Stu while he was working on his book “How to Get a Meeting with Anyone”. More recently I joined Stu, for extended conversation on not just on how to get a meeting with right prospect, how to position and extend initial engagement.
The Sales Hunter
SEPTEMBER 1, 2015
1. Your best leads are your existing customers. Look for ways to help them even more. New leads are great, but don’t forget more business from an existing customer is as good as a lead. 2. Ask your current customers for referrals. Your current customers know what you do well already, so it only makes […].
Sales and Marketing Management
SEPTEMBER 1, 2015
Issue Date: 2015-09-02. Author: Jonathan Hinz. Teaser: In the sharing economy, the only currency of value is trust, and the best way to prove your customers trust your organization is to hear it from them directly. Here are four ways to harness the power of reviews and communicate this trust to your customers. In the sharing economy, the only currency of value is trust, and the best way to prove your customers trust your organization is to hear it from them directly.
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Understanding the Sales Force
SEPTEMBER 2, 2015
One of our two Boston sports radio stations rehired the veteran professional sportscasters who were fired over the last few years. Why? They are great at what they do and ratings suffered while the station featured younger, less expensive talent, that simply couldn't keep their listeners tuned in. Everything old is new again. In mid-August I hosted approximately 20 veteran sales experts at our office in the Boston area.
Increase Sales
SEPTEMBER 2, 2015
After listening to many small business owners and sales professionals who want to increase sales, I realize for some of those same individuals they fail to leverage their emotional intelligence. Until these professionals understand the impact of emotional intelligence, their sales goals will remain unachieved. Emotional intelligence is probably one of the simplest skill sets to learn.
The Sales Hunter
AUGUST 30, 2015
Are you aiming for greatness? Or are you settling for average? I meet too many salespeople who are content to be average, when they really have it in them to excel beyond that mark. This week, do what you can to push yourself toward greatness. Little steps count in building momentum. Check out the video […].
Sales and Marketing Management
SEPTEMBER 3, 2015
Issue Date: 2015-09-04. Author: Tim Matthews. Teaser: A sales playbook helps make your sales team aware of the critical points in a sale and how to avoid common mistakes will smooth out the process and improve sales efficiency. A sales playbook helps make your sales team aware of the critical points in a sale and how to avoid common mistakes will smooth out the process and improve sales efficiency.
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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.
A Sales Guy
SEPTEMBER 1, 2015
I was talking to a young entrepreneur earlier today. We were talking about the progress she was making in her business. She’s killing it. Her most recent “big” win was a deal with the Red Sox. This girl is smart, driven and a hustler, and she’s done amazing things in a tough retail business. As we were talking, I couldn’t help but notice a very common theme in her dialog.
Increase Sales
SEPTEMBER 3, 2015
Most people understand the value of a simple written grocery list. Just imagine if those who make a living selling would adopt the same attitude by having a simple written action plan to increase sales? The question then is what would be included in such a written list? Given that individuals can be quickly pulled in many different directions, my sense is this simple action plan to increase sales include: Values.
The Sales Hunter
SEPTEMBER 1, 2015
I get asked this question a lot, and my immediate response each time is by asking the other person how often they contact prospects now. Recently, while working with a large company and their sales team, this question came up. The response not just from one person, but the vast majority, was “about once […].
Sales and Marketing Management
SEPTEMBER 2, 2015
Issue Date: 2015-09-03. Author: Kamal Ahluwalia, Executive Vice President of Sales and Marketing at Apttus. Teaser: To drive sales success, automation of sales channels requires a combination of 10 digital commerce capabilities to further facilitate initiatives from personalization and pricing excellence to multi-tier partner networks. Here are the top 10 key functional digital commerce capabilities to consider: To drive sales success, automation of sales channels requires a combination of 10 di
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.
A Sales Guy
AUGUST 31, 2015
As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. If social selling works, you don’t want to miss this killer social selling event. I’ll be breaking from the pack and talking about social learning and how you can use social to increase your knowledge base around your customers, your competitors, the industry, your business acume
Increase Sales
AUGUST 29, 2015
Workplace culture continues to grow in awareness by mid-size to small business leaders.Those in forward thinking leadership roles have channeled their efforts to creating a sustainable workplace culture. Credit www.gratisography.com. In the past, the emphasis was on organizational development to continuous improvement. Frankly that sounded boring and like a lot of work while it established a disconnect between the desired results and the people actually performing the work.
The Sales Hunter
AUGUST 29, 2015
…NOT a presentation. Great salespeople do not rely on a canned presentation. Instead, they build strong conversations focused on the customer’s needs. You can strengthen your dialogue abilities, and you will see how little you even want to use your canned presentation. Check out the below video to see what I mean: (And if […].
Sales and Marketing Management
SEPTEMBER 2, 2015
Issue Date: 2015-09-01. Author: Paul Nolan. Teaser: The essence of incentive travel as a motivator in the workplace: Travel = fond memories, and fond memories = something we want to repeat. The essence of incentive travel as a motivator in the workplace: Travel = fond memories, and fond memories = something we want to repeat.
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.
A Sales Guy
SEPTEMBER 1, 2015
I was talking to a young entrepreneur earlier today. We were talking about the progress she was making in her business. She’s killing it. Her most recent “big” win was a deal with the Red Sox. This girl is smart, driven and a hustler, and she’s done amazing things in a tough retail business. As we were talking, I couldn’t help but notice a very common theme in her dialog.
Increase Sales
SEPTEMBER 4, 2015
The super majority of small business owners want more sales. To achieve that goal requires hard work from one or more good salespeople. Unfortunately, as the old expression goes about finding a good woman it appears this also holds true in finding a good salesperson. There are many obstacles to finding good salespeople. The first obstacle is money.
The Sales Hunter
SEPTEMBER 3, 2015
Are you going to Dreamforce this month? I would love to meet you! We have a great opportunity to connect at a Happy Hour event on September 16 from 6:30 pm to 9:00 pm. No cost to attend this event, so go ahead and sign up at this link! And don’t forget to […].
Sales Training Connection
SEPTEMBER 1, 2015
Building trust in sales. While developing trust has always been important for sales success, today developing trust has taken on a new urgency due to a shift in customer expectations. Today, customers want fresh ideas and creative insights for addressing a set of needs and opportunities that are both new and challenging. Increasingly customers want sales reps to be trusted advisors not product facilitators. .
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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.
Tom Hopkins
AUGUST 31, 2015
In my book, The Official Guide to Success book, I teach about the power of self instructions for sales success. These are also called affirmations. They are positive messages we develop for ourselves. After all, no one else can motivate us as well as we can motivate ourselves, right? Our internal, self-motivations are ten times […]. The post 13 Self Instructions for Sales Success appeared first on How to Selling Skills.
Increase Sales
AUGUST 31, 2015
Attend most sales training programs and the subject of sales fact finding questions will emerge. In some instances, the entire sales training may be focused on the importance of sales fact finding questions. While knowing to ask the right questions is indeed important, sometimes being so focused on these questions has you quickly drowning in quicksand before you know it.
The Sales Hunter
SEPTEMBER 3, 2015
Ah, the blame game. It never ends, just like the merry-go-round that spins round and round. The only thing that seems to change are the kids on the ride. Gee, sure sounds like a lot of Sales and Marketing Departments. The question “who is to blame for bad leads” seems to get asked anytime […].
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