Sat.May 02, 2015 - Fri.May 08, 2015

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The Modern Face of Sales Shouldn’t Include Selling

Sales and Marketing Management

Issue Date: 2015-05-04. Author: Hampus Jakobsson. Teaser: In 2015, the term “selling” has developed a borderline negative connotation when used in the context of convincing someone to make a purchase. If you haven’t shifted your approach already, it’s time. In 2015, the term “selling” has developed a borderline negative connotation when used in the context of convincing someone to make a purchase.

Sales 246
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The Key to Developing Outstanding Sales Managers

Steven Rosen

Sales managers are the key drivers of success in sales organizations. I would rather have a great sales manger and five mediocre sales reps than a mediocre sales manager and five star sales people. There have been major strides in helping sales people become stronger with sales enablement programs, training and automation. The fact remains that selling is about people.

Hiring 244
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When and How to Say “No” to a Customer

The Sales Heretic

If you’re in sales or customer service, you’ve been taught that “the customer is always right.” But that’s not true. Sometimes we have to say “no” to a prospect or customer. But when exactly? And how? Listen to my appearance on Breakthrough Radio with Michele Price. In this 8-minute segment, I discuss why it can [.].

Customer 234
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Do We Have Sales Compensation All Wrong?

Understanding the Sales Force

Earlier this week I posted an article that explored whether or not a salesperson should be punished for landing a big deal if that same salesperson had nothing else in the pipeline. It generated some heated discussion in the comments section and since there was disagreement about compensation in the comment section, I thought it would be helpful to discuss that.

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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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Want the Inside Track on Your Prospects?

No More Cold Calling

Get ready to catch the Referral Spirit. I was surprised when Max reached out to me for help. An old friend and the president of a successful company, Max had grown his business year over year for 20 years, and 98 percent of his clients came from referrals. Obviously, he already had referral selling down to a science. So, I asked why he wanted to talk to me.

More Trending

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Warren Buffett, CEOs and the Importance of Culture

The Sales Hunter

Warren Buffett, in speaking at his annual shareholders’ meeting, shared about the importance of culture to a company. He spoke about how imbedded culture is at his own company, Berkshire Hathaway. He said the value of the culture will be seen in how it does after he’s gone. Culture starts at the top with the […].

Meeting 201
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Should a Salesperson be Punished after a Huge Sale?

Understanding the Sales Force

My wife and I watched with a combination of fascination, sadness and shock as the coach of our son's 12 and under AAU baseball team made them run suicides after the double header they won on Saturday, and again after the double header they won on Sunday. Why would he punish them after winning four games this weekend? And how does this apply to sales?

Coaching 191
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Embracing the customer-built brand

Sales and Marketing Management

Issue Date: 2015-05-01. Author: Paul Nolan. Teaser: Ken Schmidt participated in one of the most celebrated turnarounds in corporate history. The longtime motorcycle enthusiast’s association with Harley-Davidson Motor Company began in 1985, when he was asked to work with the then-struggling manufacturer to help restore the company’s image and create demand for its motorcycles.

Customer 166
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6 Essential Strategies To Follow When You Lose A Sale

MTD Sales Training

I had the privilege a few years ago of coaching one of the best salespeople I had ever worked with. He wasn’t particularly gifted; he just did so many things absolutely right and proved that the only. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Strategy 204
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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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5 Secrets to Making Social Selling Work

The Sales Hunter

Social selling is a process and it is a means to an end. Social selling in and of itself is not the end. It’s important to remember this. Never think for a moment you will be able to achieve 100% of your success solely due to embracing social selling. Below are 5 secrets you […].

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My 4 Thoughts on Selling - Performance, Motivation, Consistency and…

Anthony Cole Training

The Dave Kurlan Blog – Understanding the Sales Force – has ben abuzz with comments about a youth baseball coach that made his team run wind sprints after they gave up a lead big enough to invoke the ‘mercy rule’. I won’t go any further into the comments made by others about Dave’s position. You can click here to follow that discussion. What I will talk about is this: Consistency – As some of you know, I played college football at UConn from 1973 to 1977, coached at the University of Cincinnati f

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Increase Sales with Your First Impression

Increase Sales

American humorist Will Rogers said “You will never get a second chance to make a first impression.” Rogers’ truism is one that I regularly think when meeting people along with why many in small business fail to increase sales. Dress Professional. How your present yourself is essential. In today’s more casual business world, having clean clothes as well as matching attire should be just plain common sense.

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Forrester Predicts the Death of 1 Million Salesmen by 2020: Henry Schuck Disagrees

DiscoverOrg Sales

By 2020, the B2B SALESMAN WILL BE DEAD. Or at least that’s what a recent report by Forrester Research, an independent and leading research company in the marketing and technology space, has predicted. The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing.

Lead Rank 129
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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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#1 Key to Success per Warren Buffett and Charlie Munger

The Sales Hunter

Every year I welcome the opportunity to attend Berkshire Hathaway shareholders meeting and listening to Warren and Charlie respond to a wide range of questions. One question dealt with what they look for in people. Charlie Munger was quick to respond that he says trust surpasses knowledge. In responding to another question, Warren stated the […].

Meeting 183
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Two Things Breakthrough Companies Do that Others Don’t (Part 1)

Anthony Cole Training

A guest post by Tony Scelzo, President of Stringcan. We know that domino companies that move from small to big don’t all share the same characteristics 100%, but the similarities that they do share are striking, so when Tony Cole pointed out that there were at least two things he’s seen breakthrough companies succeed in—we were quick to have him elaborate.

Company 140
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Missing the Obvious in B2B Marketing Actions

Increase Sales

Sometimes the simplest B2B marketing actions deliver the best results. Unfortunately, these are usually the most obvious and ignored even with the plethora of marketing, selling and overall sales advice. A relatively new research report (April 2015) between KoMarketing Associates, Buyer Zone and the Huff Industrial Marketing, revealed credibility and trust are the two most important attributes that surfaced throughout this report.

B2B 140
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Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

SBI

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Use this guide if you want to learn about innovative tools designed for all kinds of sellers. Find the best sales tools to: Help salespeople convert more calls into appointments.

Tools 107
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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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10 Rules of Pricing Plus 7 More You Need to Know

The Sales Hunter

Yes, there are some rules of pricing, particularly if you are taking a price increase. You know you have to increase prices with a customer. If you do it correctly, you’ll protect your profit and continue to provide the customer the value they want. Here are 9 things you should NEVER do… Never “ask” for […].

Customer 177
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The Surprising Benefit Of Social Selling The Best Are Leveraging

A Sales Guy

Yeah, yeah, we all know about the value of social selling for top of the funnel selling. How it’s great for engaging your prospects, and potential clients. We know it’s awesome for sharing information and insight. We know it’s great for listening for prospect needs and complaints. But, social can be used for something else as well and it’s highly under used — learning.

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The Ever Present I Don’t Want Training Attitude

Increase Sales

Having a background in small business sales, when I ever received sales training it was an unexpected treat. Now engaged with both individual salespeople as well as teams of salespeople, I have experienced the reality of I don’t want training attitude. Zig Ziglar said “attitudes are habits of thought.” Then the “I don’t want training” is most likely an attitude that has developed over time and not just towards the current sales training or customer service tr

Training 139
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How Is Your Time Being Spent?

Partners in Excellence

“Time available for selling” is plummeting. Several years ago, we assessed how sales people for a very large client were spending their time. Both they and we were shocked with the results, less than 20% of their time was being spent directly on customer related activities. Let me sharpen that definition a little, primarily so you can see the magnitude of the challenge sales people face.

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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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Sales Motivation Video: Are You Setting the Right Goals?

The Sales Hunter

Successful salespeople don’t just set goals; they set the right goals! This isn’t just about professional goals, but personal ones as well. If you haven’t given goal setting much thought, it’s not too late to start. By disciplining yourself to set goals, your life will reflect what you most want. Your sales motivation and […].

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Why High Performance Sales Teams Are a Myth

A Sales Guy

This past week I had the absolute pleasure of hangin’ with two true sales badasses, Mike Wienberg author of New Sales Simplified and Kelly Riggs author of Quit Whining and Start Selling. These guys know selling and how to build world class sales organizations. So it was a blast spending 45 minutes freestylin’ on why sales teams aren’t performing and what it takes to get them there.

Twitter 98
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An Attitude of Peace Be with You

Increase Sales

Each Sunday in our small community of faith, we exchange the peace blessing and handshake. This is a physical way to connect with other members. Seeking and sharing the peace be with you is statement from Jesus Christ recorded in the Gospel of John. This request for peace has been shared and translated into many languages and many faiths. Regardless of religion or spirituality, the message of peace be with you is an attitude, a habit of thought.

Facebook 139
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Sales success – a different take on winners and losers

Sales Training Connection

Sales rep winners and losers. Whether in sports, politics, business or sales, this question is always on the table – What is the difference between winners and losers? Many people spend lots of time and effort trying to determine what the difference is between those people who win and those who lose. Rosabeth Moss Kanter addressed just this topic in Confidence: How Winning Streaks and Losing Streaks Being and End.

Hiring 92
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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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Developing Trust to Sell to the CEO and Other Senior Leaders

The Sales Hunter

The price of entry to the C-Suite and selling to the CEO or other senior leader of an organization begins with establishing trust. CEOs are in a unique position, they’re responsible for the organization they lead but at the same time they’re isolated from it. Regardless of how much the CEO may want to […].

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The New Hiring Bar Surprisingly Few People Are Reaching

A Sales Guy

I’m having drinks with a friend. She runs a sales team for a mid-size company, and she’s sharing her frustration with finding impressive talent. She’s hiring and she’s lamenting about how difficult it is to find quality candidates. Out of curiosity and because it’s what I do, I can’t help but ask her to tell me why she finds it so difficult. She takes a sip of water, puts the glass on the table and starts describing her process.

Hiring 97
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Nancy’s Sales App of the Week: @LiveHive

SBI

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles LiveHive , a sales follow-up tool that lets you create repeatable processes that deliver success. Sales ToolSkool Video Transcript: This week’s topic is a tool for optimizing the sales follow-up process to make success repeatable across your team. I’ll be talking about LiveHive.