Sat.May 21, 2016 - Fri.May 27, 2016

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Do You Make Time for Your Sales Reps to Practice?

No More Cold Calling

No one wins the game without putting in the practice. “From this day on I’d like to be known as ‘The Big Aristotle’ because Aristotle once said, ‘Excellence is not a singular act; it’s a habit. You are what you repeatedly do.’” —Shaquille O’Neal. Practice? Who me? Sure, sales reps know they must practice new skills, practice presentations, practice writing, practice speaking—practice, practice, practice.

Referrals 287
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Coaching Culture: Putting Down Roots

DiscoverOrg Sales

At the start of the new year, I wrote about my team trying to turn the corner from “Account Management” to “Customer Success”. Months beyond the vision phase, we are now in execution mode and fully committed to building a coaching culture — both for Customer Success and Sales — that instills the good habits needed to realize that vision.

Coaching 220
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“I’ve Been Selling This Product For Years” – So What?

MTD Sales Training

Albert Einstein once said that ‘Imagination is greater than Knowledge’. I’ve always admired this thought, because often I’ve come across people who think that, just because they’ve been selling for. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Training 203
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5 Best Practices in Lead Scoring from the Lens of a Revenue Marketer

Sales and Marketing Management

Issue Date: 2016-05-26. Author: Scott Benedetti, VP of Sales, The Pedowitz Group. Teaser: Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization. The resulting score determines how marketing will respond to each lead to propel the prospective buyer through the Revenue Marketing journey.

Lead Rank 200
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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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Sales Manager Survival Guide – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. So when one of these people, in this case, David A. Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle.

More Trending

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Here’s How You Know You’ve Earned The Right To A Referral.

MTD Sales Training

Referrals are probably the easiest type of business to get because they are opportunities that are given to you by buyers or decision-makers who know you and trust you enough to put their reputation. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Referrals 198
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Executive Calling: The Wisdom Behind Calling Higher

Sales and Marketing Management

Issue Date: 2016-05-23. Author: David Yesford, Wilson Learning Worldwide. Teaser: For several decades, sales leaders and managers have favored the practice of calling higher in customer organizations. Over the same time span, this idea has persisted but the business environment has undergone many changes. Technology has changed the way we sell and the way our customers shop and buy.

Lead Rank 185
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Salesman #Podcast

The Pipeline

I once again had the opportunity to sit down with Will Barron, which always leads to a great and informative conversation. Take a look below, share your views, and visit his site to get input from other sales voices. Don’t forget to add your two cents below. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more. .

Tools 168
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The Common Sales Success Secret Shared by Bill Walton and John Wooden

Understanding the Sales Force

I’m reading Basketball legend Bill Walton’s autobiography, Back from the Dead. There are great stories and lessons, but the one I want to discuss here is about legendary UCLA basketball coach, John Wooden.

Coaching 168
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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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Put A Judicial Branch In Place to Eliminate Wasted Leads

Pointclear

Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog we discussed the importance of cost per: Lead, Sales Accepted Lead, Sales Qualified Lead and Closed Deal. Today we will discuss how to keep leads from being ignored and going into a black hole by using something I call the Judicial Branch.

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The Next Step for Your Insights Message

Sales and Marketing Management

Issue Date: 2016-05-01. Author: Tim Riesterer. Teaser: If you’re only challenging your prospect’s status quo with surprising information and data points, you could be falling short of creating the urgency you need to convince prospects to change. To make a scenario more compelling in their eyes, your insights message must do more than create risk — it must show how you are uniquely prepared to resolve the risks you’ve identified.

Data 149
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5 Ways to Close More Sales During the Summer and Avoid the Summer Slump

The Sales Hunter

It happens every year. Summer comes, and for some reason, sales slump. If you allow summer to take over, your sales will slump. If, on the other hand, you’re proactive, you can enjoy a summer sales bump! Certainly, you have to accept that customers and prospects will take vacations. Accept also there will be those […].

Closing 151
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Sales Leaders Love Your Sales Reps

Score More Sales

I immediately liked what I heard when John “JT” Turner, Senior VP, Sales, Trinet spoke. It was an Enterprise Sales Meetup in New York and the “fireside chat” format enabled John to discuss his views on selling.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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How Much Do Your Leads Cost?

Pointclear

Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog in this series we discussed the need for marketing to be more accountable for driving revenue.

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Features and Benefits versus Knowing How to Sell

Mr. Inside Sales

I had a landscaper install a new sprinkler system the other day, and as we stood under the warming sun waiting for his crew to set up he asked me what I did for a living. I told him I was a sales trainer (this is the easiest answer as for some reason as soon as I add “inside sales” to anyone out of the industry, they have no idea what I’m talking about).

Benefit 126
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Executive Sales Leader Briefing: 5 Ways to Determine Your Price

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 or complete the below information: Recently […].

Sales 140
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Bill Walton Speaks to All Sales People and Sales Executives

Anthony Cole Training

I read Dave Kurlan’s blog post about Bill Walton and Coach John Wooden. In Dave’s blog, he talks about Walton’s view on success: ‘The only difference between successful salespeople and the other 77% is that the successful sales people actually do the very things they don’t like doing.” Dave uses role-playing as an example. I see this all the time! Ask someone to role-play in front of the group and they shut tight like a clam.

Groups 121
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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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Make Your SMB Sales Conversations Memorable

Increase Sales

Funny thing about selling, simplicity works especially when you make your SMB sales conversations memorable. Your SMB sales leads do not want to hear all your “stuff”, hear you pitching your solutions (products or services). No want they really want to hear is “Do you care?” This caring is reflected through active listening; showing authentic interest in the individual and demonstrating some knowledge about her or his SMB or their industry.

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How to Build Instant Rapport with “C” Level Executives

Mr. Inside Sales

I was asked by a client to make some cold calls into an upper “C” level suite to set appointments for his outside sales team, to show the inside team how it’s done. His inside team first of all had trouble getting these busy people on the phone, and then getting past the first paragraph of their script before getting cut off. I had listened to these calls and immediately recognized the problem: the reps weren’t taking the time to immediately assess the prospect’s mood and connect with them, ther

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Sales Motivation Video: Are You Ready to Demonstrate Passion?

The Sales Hunter

It’s Monday morning and it’s time to roll up your sleeves and get to work — on demonstrating how passionate you are about bringing your customers value! As you begin this week, who are you going to impact with your passion? Who are you going to help achieve outcomes they didn’t think were possible? Check […].

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How Do You Determine the Success of Your Sales Managed Environment®?

Anthony Cole Training

First, it makes sense to define a Sales Managed Environment ® (SME™). For the last 15 years, we’ve built, developed, refined and implemented the principles we associate with a sales environment that is “managed”.

SME 121
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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.

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The Sales Problem with Aiming to Be the Trusted Advisor

Increase Sales

Being the trusted advisor in sales is the goal for many professional salespeople. The reasoning is simple because having trust overcomes probably the first sales problem encountered by salespeople: “I don’t trust you. because I buy from people I know and trust.” After attending a well executed presentation by Ari Galper of Unlock the Sales Game , he answered a question posed by me that created one of those “Ah Ha” moments.

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The Bad Sales Cycle

A Sales Guy

Sales isn’t about taking, or convincing. It’s not about forcing or cajoling. Sales is about giving, teaching, coaching, educating, sharing and engaging. Sales is about helping, that’s all. Today it’s easy to forget that. The pressure to perform, to get to quota and to win in sales is intense. It’s this pressure that ends up perverting sales.

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OpenSymmetry Named in the First-Ever Inc. Best Workplaces Awards

OpenSymmetry

Inc. Magazine Introduces the Inc. Best Workplaces Awards. OpenSymmetry was named in Inc.’s inaugural 50 Best Workplaces, the first such measurement of American companies with up to 500 employees that deploy state-of-the-art techniques to keep their staff happy and productive. Working with employee engagement and culture experts Quantum Workplace of Omaha, Nebraska, Inc.’s list is a magnifying glass on how innovative companies can truly raise the bar in hiring and keeping the best talent. “ We he

Scale 74
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Using Criticism to Increase Sales

Engage Selling

You’ve probably had to deal with professional criticism at some point (or often) in your sales career.

Sales 92
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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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Time to Begin Authentic Sales Motivation

Increase Sales

Believe it or not much of the sales motivation strategies have just the opposite effect. To truly motivate anyone must begin from within each individual. Credit www.picjumbo.com. Back in the 1970s, two psychologists by the names of Deci and Ryan discover through their research that ALL human beings have three intrinsic, innate motivational drivers. When these internal motivational drivers are not fully engaged, results suffer.

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Teach, Don’t Sell

A Sales Guy

Teaching is about providing quality insight as part of the sale. If you’re a sales person, you’re a teacher. Do you remember your 5th-grade teacher or your biology teacher Jr. year? Good, cause that’s you now. Like Miss. Kennedy or Mr. Jackson, it’s your job to cultivate the mind of your customer and help develop their mind around the problems they are trying to solve.

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Activities Or Results, What Should We Do?

Partners in Excellence

In reading the title, many of you may be asking, “Dave to you get up on the stupid side of your bed this morning? Of course we care about results!” It’s often hard to tell this, based on what we ask our people to do, or what we inflict on them. We know we have to do activities to produce results. For example, we have to do a certain amount of prospecting to find enough qualified opportunities to fill our pipelines.

Scale 67