Sat.Dec 05, 2015 - Fri.Dec 11, 2015

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The Darker Side Of Selling

Bernadette McClelland

‘Every rose has its thorn Just like every night has its dawn Just like every cowboy sings his sad, sad song…’ The environment and profession of selling is a huge part of my life as anyone who knows me knows. […]. The post The Darker Side Of Selling appeared first on Bernadette McClelland.

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5 Tips for Giving a Killer Sales Presentation

Sales and Marketing Management

Issue Date: 2015-11-07. Author: Dustin Grosse, Chief Operating Officer, Clearside. Teaser: A killer sales presentation plays a huge role in attracting customer attention, conveying the solution’s value proposition, and convincing them to buy. A PowerPoint and a winning smile is not enough. A killer sales presentation plays a huge role in attracting customer attention, conveying the solution’s value proposition, and convincing them to buy.

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The Reason You are calling, is… – Sales eXecution 320

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . As a reader of this blog you have heard me say that whoever coined the phrase “sticks and stones may break my bones, but words will never hurt me” was not in sales. We all know that the wrong word at the wrong time can dramatically change the course of a sale or sales meeting, either for the better or….

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Why USP Is No Longer ‘Unique Selling Proposition’…

MTD Sales Training

Whenever salespeople start talking about their products to prospects, the inevitable question about ‘what makes you different?’ will always crop up. Prospects want to know that they are getting a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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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

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12 Habits for Sales Leaders to Adopt

No More Cold Calling

Do you have what it takes to lead your sales team to success? What separates great sales leaders from mediocre ones? Here’s a hint: It’s not what they read, do, or say that makes the biggest difference. It’s who they are. . This is what I took away from Dr. Travis Bradberry’s fantastic Entrepreneur article, “ 12 Habits of Exceptional Leaders.”.

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Survey Highlights Sales Management Skills and Development Priorities

Steven Rosen

Dec. 10, 2015 – Star Solutions That Achieve Results Inc. (STAR Results) has launched its global 2016 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers.

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The Holidays Help to Differentiate Good from Bad Salespeople

Understanding the Sales Force

If you are anything like me, there are certain times of year that cause or allow feelings or sensations from years ago to come pouring back. For me, it's the first day that smells like spring; the first snow of the winter; opening day of the baseball season; and burning leaves. Each of these brings me back to my childhood and specific days or occassions that I associate with these milestones.

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Executive Sales Leader Briefing: What Customers are You Listening To?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. What Customers are You Listening To? Earlier this […].

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Boost Your Sales by Using This One Word

Mr. Inside Sales

Catchy title, huh? “Boost your sales using just this ONE word.” Wouldn’t it be nice if there was just one magic word that could really increase your sales? There is…. Before I tell you what it is, though, let me give you a brief background on how I discovered it. Years ago as I was struggling to make sales, I found a bad pattern had developed in terms of how my sales attempts were ending up.

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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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Survey Highlights Sales Management Skills and Development Priorities

Steven Rosen

Dec. 10, 2015 – Star Solutions That Achieve Results Inc. (STAR Results) has launched its global 2016 STAR Sales Management Skills Survey. The Sales Management Skills Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers.

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The Buyer Preference Evolution

Sales and Marketing Management

Issue Date: 2015-12-09. Author: Jim Hooker, President and CEO, Televerde. Teaser: Sales and marketing departments need to have a platform in place that allows their lead-to-revenue process to produce data-driven strategies based on clean data that can then be turned into targeted and personalized campaigns to better reach buyers. Here’s what that looks like.

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Is Management Hurting or Helping Sales?

The Sales Hunter

There’s still time to register for a webcast I am doing today, Dec. 10, at 11 AM PST. It is titled High-Profit Selling: How Leaders Impact Their Teams’ Success and I will be discussing at length what management can do NOW to stop blocking sales and start creating sales. (If you can’t join me live, still […].

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Let’s Get Real About the Goal of Marketing

Increase Sales

If the purpose of marketing is to attract attention, then the goal of marketing is…? I wonder how many will answer this question with an entirely different response than what I suggest? The goal of marketing within any sales process is two fold: Make a friend. To take action such as to be asked back for that first or second next face to face meeting or for the potential ideal customer to walk to your store, send an email or give a call (depending upon the call to action and whether B2B or B2C).

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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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Survey Highlights Sales Management Skills and Development Priorities

Steven Rosen

Dec. 10, 2015 – Star Solutions That Achieve Results Inc. (STAR Results) has launched its global 2016 STAR Sales Management Skills Survey. The Sales Management Skills Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers.

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Are You on the Right Track?

Anthony Cole Training

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group.

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Incredible Leadership Insights to Drive Incredible Success

The Sales Hunter

As a sales leader, do you want to know what it takes to boost your team’s success? Then you won’t want to miss an opportunity on Dec. 10. I’ll be talking about the right techniques in the webcast I’m doing for Salesforce’s Series Pass! This webcast is titled High-Profit Selling: How Leaders Impact Their Team’s Success and […].

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Why I Have Not Responded to Your Direct Mail Marketing

Increase Sales

In the past 48 hours, I received two direct mail marketing pieces from local real estate agents here in Northwest IN. One asked the following question: HOW ABOUT 3%? And then goes into the following: Your house didn’t sell, and it’s frustrating. I understand. If you are planning…. If you list with me and I bring you a buyer, you pay only 3% commission…….

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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.

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Lead Generation Strategy Webinar: Build Your 2016 Pipeline!

HeavyHitter Sales

    One of the toughest challenges in all of sales is accessing new accounts. Executives are busy, and have little time to take calls or respond to emails. In order to be successful, you need to develop the right communication strategies to help your message stand out above the competition. In this webinar you will learn: How to win over a complete stranger who has little interest in hearing from you.

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Is Some Revenue Better Than No Revenue?

Partners in Excellence

The knee jerk reaction to the question, “Is some revenue better than no revenue,” is probably a resounding, Duuuuhhhhhh, well why wouldn’t it be??! But let me provide a little context. I just had an exchange with a reader commenting on a post I wrote a couple of years ago, We Can’t Ignore Poor Performers! One of his points about poor performers was, “at least they are producing some revenue,” implying, “Why rock the boat?

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Sales Motivation Video: Every Problem is an Opportunity

The Sales Hunter

We all face problems. It’s what we do with them that matters! I believe that within every problem is an opportunity. If you don’t already share this perspective, it’s time for a new attitude. From now on, when you encounter a problem, know that it is simply an opportunity in disguise. It’s an opportunity to find […].

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Let’s Return to the True Purpose of Marketing for SMB

Increase Sales

Why do small businesses engage in marketing? The answer to this question defines the purpose of marketing. Unfortunately, among many mid size to small business (SMB) owners, sales professionals and even so called marketing experts, fail to answer this question correctly. Credit www.gratisography.com. Simply speaking the purpose of marketing, the why behind the actions, is to attract attention.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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YOU Are the CEO!

A Sales Guy

YOU Are the CEO. Hey CEO?! Yea you! Yes, I said CEO, What? You’re not the CEO? Ahh, you might want to check again. You are the CEO of a business of one. You see, unlike most other types of jobs, in sales we have a LOT of autonomy and therefore in essence we ARE the CEO of our sales territory. We get to pick when we make calls. We get to pick who we talk to.

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Five Sales Lessons Learned from The Wolf of Wall Street

Sales Result

The dark comedy The Wolf of Wall Street , directed by Martin Scorsese and featuring Leonardo DiCaprio, is a bio-pic of the “Wolf” himself, Jordan Belfort. Belfort was a stockbroker in the late 1980s and 1990s who rapidly rose to success with his corrupt brokerage empire, Stratton Oakmont. An overnight millionaire, Belfort quickly adopted a lavish and gluttonous lifestyle that caught the eye of the FBI and ultimately led to his downfall.

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10 Questions Every Manager/Leader Needs to Ask Themselves Regarding Sales and Customers

The Sales Hunter

May I share with you a special invitation? Please Join me Thursday, Dec. 10, @ 11 AM PST, for a Salesforce webinar High-Profit Selling: How Leaders Impact Their Teams’ Success. I will discuss in depth what management can do NOW to stop blocking sales and start creating sales. (If you can’t join me live, still sign […].

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Aim Small, Miss Small to Fill the Sales Pipeline

Increase Sales

In the movie. The Patriot , actor Mel Gibson reminds his sons to “aim small, miss small.” How many times do small to mid-size business owners (SMB) to even sales professionals “aim big, miss big?”. At one business to business networking event I attended, the young lady sitting next to me when asked who was her best sales referral responded “anyone with a pulse.

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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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#heykeenan Take 18, Making A Good First Impression With Your New Boss

A Sales Guy

#heykeenan Take 18 is up and I loved the questions. What do you do to make a solid first impression with your new boss? It should start this way. Also, Hasan asked how long should you let a prospect free trial, proof of concept (POC) continue and when should you stop providing the service for free? Do you have a question for me? Hit me up at #heykeenan on Twitter, Facebook or in the YouTube comments.

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30 sales motivation quotes for 30 days of November

Close

In case you’ve missed them or are in serious need of sales motivation quotes, here are all 30 videos we published this month. Theoretically, since each video is less than a minute long, you could watch them in half an hour. Although we can’t guarantee what will happen to you if you do!

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Why Leadership in Sales is So Important

The Sales Hunter

You know I talk a lot about sales leadership. It’s one of the most important aspects that separates average people from those who are genuinely great. So when Salesforce asked me to do a one-on-one video interview with them on leadership, of course I said yes! This is part of their “Series Pass,” their exclusive […].