Sat.Aug 29, 2015 - Fri.Sep 04, 2015

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What to do With a Nice Rep Who Just Can’t Sell?

Steven Rosen

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.

Hiring 252
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5 Tips for Women in Sales: Get Ready to Change the Game

No More Cold Calling

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.

Hiring 250
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4 Things Your Sales Proposal Would Tell You If It Could Talk

Sales and Marketing Management

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.

Proposal 234
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Successful Voice Mails are like Bikinis! – Sales eXecution 309

The Pipeline

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

Call-back 228
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Passion Does Sell and It Shows When You Have It!

The Sales Hunter

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, […].

Groups 207

More Trending

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Increase Sales by 20% - Guide to Creating an Effective Sales Process

Understanding the Sales Force

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?

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A Discussion with Stu Heinecke (#podcast)

The Pipeline

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.

Journal 223
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10 Tips to Develop New Leads

The Sales Hunter

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 […].

Leads 198
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How to Harness the Power of Reviews in the Sharing Economy

Sales and Marketing Management

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.

How To 191
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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

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Advanced Sales Hacks to Take Your Sales Game to the Next Level

Understanding the Sales Force

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.

Sports 193
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To Increase Sales Learn to Leverage Your Emotional Intelligence

Increase Sales

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.

Twitter 136
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Sales Motivation Video: Is Your Goal Average or Greatness?

The Sales Hunter

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 […].

Video 198
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Sales Playbooks: The Key to a Repeatable Sales Process

Sales and Marketing Management

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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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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An Unexpected Trait of The Truly Successful

A Sales Guy

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.

Pivotal 109
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The Inherent Value of a Simple Action Plan to Increase Sales

Increase Sales

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.

Lead Rank 132
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What is the Right Frequency to Contact a Prospect?

The Sales Hunter

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 […].

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10 Digital Commerce Capabilities that Drive Sales Success

Sales and Marketing Management

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

Channels 172
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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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Up Your Social Selling Game

A Sales Guy

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

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Forward Thinking Leadership Creates a Results Driven Workplace Culture

Increase Sales

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.

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VIDEO SALES TIP: The BEST Sales Presentation IS…

The Sales Hunter

…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 […].

Video 176
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A timeless tool

Sales and Marketing Management

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.

Tools 142
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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

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.

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Just Good Enough Value Creation

Partners in Excellence

Thousands of posts are written about value propositions and value creation. By now, most people tend to say value is defined by the customer, though most implementations seem to be driven by what we think the customer should value. There’s also a lot written about differentiation, creating superior value, and exceeding customer expectations. There also seems to be a “silver bullet” aspect to value propositions and creation.

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What Small Business Owners Want and Cannot Seem to Find

Increase Sales

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.

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Happy Hour with Me at Dreamforce 2015!

The Sales Hunter

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 […].

Meeting 173
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An Unexpected Trait of The Truly Successful

A Sales Guy

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.

Pivotal 92
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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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What’s More Important, Experience Or Experiences

Partners in Excellence

The other day I was speaking to a large group of sales people. Many were very new to sales, they had been selling for only a few years. During the conversation, one person asked how she should progress in her career. She and several others related they were looking for new jobs. They saw opportunities to move to new challenges, increase their compensation, move higher in the food chain.

Hiring 93
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The Quicksand Known as Sales Fact Finding Questions

Increase Sales

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.

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Who is to Blame for Bad Leads? Marketing or Sales?

The Sales Hunter

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 […].

Leads 170