The Sales Hunter
FEBRUARY 9, 2016
A sales leader is one who helps others see and achieve outcomes they didn’t think were possible. In order for a sales leader to do that, they have to be at the top of their game each day. Below are 10 daily habits sales leaders must have to be successful: 1. Learn something new […].
Sales and Marketing Management
FEBRUARY 12, 2016
Issue Date: 2016-02-12. Author: Greta Roberts, CEO, Talent Analytics, Corp. Teaser: It’s possible (even easy) to measure and predict sales reps natural abilities before you hire them. When considering why sales reps struggle in a solution sales rep role, consider that it might be the person selling before spending time and money on training that will have little or no impact.
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No More Cold Calling
FEBRUARY 11, 2016
It’s never about the symptom. Tomorrow is your company’s biggest presentation of the year, but everyone involved is down with the flu. Sure, you could prescribe plenty of tea, throat lozenges, and numerous over-the-counter drugs. But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning.
The Pipeline
FEBRUARY 8, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . There is nothing worse than finally getting a meeting with a buyer you have been chasing for some time, only to completely blow the meeting. No one goes in with the intent of blowing, but it happens, even when you prepare in advance. There are some basic things we can pay attention to that can make a world of a difference, especially given the fact that many sales people commit these errors, and you can standout by just avoiding them.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
Understanding the Sales Force
FEBRUARY 10, 2016
This week a candidate for a sales position sent along his Predictive Index (PI) assessment so that we could compare it to his sales assessment from Objective Management Group (OMG). Most people have little sense as to how assessments compare to each other - and even more have experience only with personality and behavioral styles assessments. I was able to extract the dashboard from OMG's 21 page sales-specific assessment, and the graphics and selling summary from the 3-page Predictive Index beh
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MTD Sales Training
FEBRUARY 11, 2016
Very often, we ask companies to give us their marketing stance on their products and services and wait to see if they are appealing to us on a rational or emotional basis. By that, I mean do they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
FEBRUARY 11, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . In part one , we looked at how to encourage the prospect to share more meaningful information that leads to a mutually beneficial outcome. In this post we’ll look at two common, usually unintended mistakes sales people make. Today we’ll look at two other things to avoid. Stop asking the obvious – While most sales people have bought into the idea that you catch more sales with questions than pitches, there is more to it than just “asking question
DiscoverOrg Sales
FEBRUARY 12, 2016
I’m not sure where this metaphor came from. Perhaps I was working late one night, slightly delirious from the computer’s mesmerizing dance of pixel-flickering, combined with a gnawing hunger. Perhaps my subconscious provided me with the background music of a Mariachi band. Or maybe it was a friend obsessing over the creation of their own Mexican wrestling masks.
Sales and Marketing Management
FEBRUARY 7, 2016
Issue Date: 2016-02-08. Author: Kamal Ahluwalia. Teaser: Companies are increasingly challenged to condense sales cycles and increase sales productivity and deal velocity. Sales enablement is designed to address these challenges. But what does effective sales enablement look like and how important is it to develop a sales enablement strategy? Companies are increasingly challenged to condense sales cycles and increase sales productivity and deal velocity.
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.
Mr. Inside Sales
FEBRUARY 12, 2016
You hear it all the time: “I/we can’t do anything now because the (fill in the blank with market or economy, or company, or industry, or budget, etc.) is down.”. And the crazy thing is that sales reps actually buy into that objection! I guess if you’re not prepared to overcome it with a good script, and you keep getting it day in and day out, you’re susceptible to buying into it.
The Sales Hunter
FEBRUARY 12, 2016
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. Anyone can lead a team when things are going well. The mark of a great leader is how they lead when things are […].
MTD Sales Training
FEBRUARY 9, 2016
No matter how good you are at your sales job, there are situations that we have no control over, and that includes the job market. If you’re in the unhappy position of looking for work, here are some ways that we recommend in order to keep yourself motivated : . Make sure you start every day effectively . Think about the actions you can take in the first minutes of the day, as this time can have a big effect on the rest of the day.
Sales and Marketing Management
FEBRUARY 9, 2016
Issue Date: 2016-02-09. Author: Kamal Ahluwalia. Teaser: In this second part of a two-part story, we provide tips that help create a path for companies to follow as they attempt to implement sales enablement strategies. In this second part of a two-part story, we provide tips that help create a path for companies to follow as they attempt to implement sales enablement strategies.
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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.
Mr. Inside Sales
FEBRUARY 7, 2016
Nowadays, there seems to be a raging debate about when – and even whether or not – to qualify for budget. The new thinking seems be driven by the fear that “until we give the value of what we’re offering (meaning the demo), it’s too soon to talk money. Prospects will just say they can’t afford it.”. Given this thinking, companies are stressing just setting an appointment with anyone who will listen, and then relying on the presentation being so strong that anyone with half a brain would jump all
Increase Sales
FEBRUARY 7, 2016
A wise mentor once said to me “Given enough information your intuitive sense will be validated.” Intuition some suggest comes from our gut brain as described by Dr. Robert Cooper in his book Get Out Of Your Own Way or by others as an unknown sense that has always been with us. What I do know is intuition supports both business and leadership success.
The Sales Hunter
FEBRUARY 7, 2016
One of the best ways to boost your motivation this week is to give some referrals! Yes, this week I want you to do all you can to help other salespeople by connecting them with people who could benefit from what they sell. This kind of genuine generosity and optimism has a way of […].
HeavyHitter Sales
FEBRUARY 10, 2016
Aristotle’s Advice for Salespeople Today: Logos, Pathos & Ethos. Twenty-four hundred years ago, Aristotle described the three elements needed to move an audience--logos, pathos, and ethos--the intellectual appeal, the emotional appeal, and the speaker’s character and charismatic appeal. These classifications are just as applicable for today’s salespeople as they were back then.
Advertiser: ZoomInfo
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
A Sales Guy
FEBRUARY 8, 2016
What’s the difference between selling a product and selling a service? I get this question a lot. Here’s the answer and I’ll make it as simple and as clear as possible. I think it’s important, very important, people understand the difference between selling a product and selling a service. Knowing the difference can affect how you sell AND how one hires, evaluates and assess salespeople.
Increase Sales
FEBRUARY 8, 2016
In sales, business and life, people buy from people they know and trust. Knowing and trusting come from what I believe is your priceless expertise, not necessarily your formal experience such as education or employment. Credit www.gratisography.com. The reason your expertise is priceless is because it is yours along. Only you are you and not someone else.
Cincom Smart Selling
FEBRUARY 9, 2016
The first time I saw a real mountain was during a summer vacation with my parents. We loaded up our Mercury Meteor and after endless hours of driving across the wasteland of Kansas, we final crossed the border into Colorado. A few hours later, we were rolling into Denver and the magnificent Flatiron range of the Rocky Mountains stretched out like a postcard across the entire horizon behind the city skyline.
Sales Result
FEBRUARY 10, 2016
As a CEO, your margin for error is slim-to-none; there is no room for guesswork. Every choice you make has a major impact on your entire organization, so your decisions must be sound and your initiatives strategic. In order to meet the high expectations that come with your executive title, you need to be backed by good, clean data and metrics provided to you by the Sales Operations Manager.
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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.
Sales Training Connection
FEBRUARY 8, 2016
Melanie Whelan, CEO of SoulCycle, shared in a NY Times a simple, interesting framework for management strategy sessions. Whelan noted – we train our teams on what we call empty-bucket sessions where people state the facts of the problem, their interpretation and analysis of the facts and then and only then work collaboratively with their manager towards a solution.
Increase Sales
FEBRUARY 6, 2016
Did you know we experience more change in one year than our grandparents experienced in their entire lifetimes? With information doubling every year, businesses downsizing personnel and change almost being a warp speed phenomenon, no wonder time management is a growing concern for business leadership. Credit: www.gratisography.com. A recent search on Google for time management retrieved nearly 1/2 billion hits with time management training accounting for almost one half of those hits.
BrainShark
FEBRUARY 10, 2016
You may know Brainshark as the go-to source to enable your reps with powerful onboarding, training, and buyer engagement solutions. But even with great training and all the right tools for engagement, reps often still fail.
A Sales Guy
FEBRUARY 11, 2016
People just don’t think enough today. I’m a bit biased, ’cause the lack of thinking in the world is a pet peeve of mine. But the truth of the matter is most people don’t think. You like to think you do, but the fact is you don’t. Thomas Edison said so eloquently; Five percent of people think, ten percent of people think they think and the other eighty five percent would rather die than think.
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.
Customer Centric Selling
FEBRUARY 9, 2016
Sales Tips: How to Turn a "No Decision" into a WIN. By Connie Schlosberg, Primary Intelligence. When a software client grew frustrated with their dismal results from efforts to improve sales, they knew they needed to find out exactly what their buyers wanted. They were confident their clients liked the software, and that it was superior to the competition, but they couldn’t figure out why their win rate was not higher.
Increase Sales
FEBRUARY 12, 2016
How many times have you heard this question within the first few minutes of talking to a new sales lead? “How much will this cost?” What this question has revealed beyond your own internal negative reactions is a leadership mindset of scarcity. Decision makers who are forward thinking leaders do not bring cost up within the first few moments.
SalesLoft
FEBRUARY 12, 2016
Account-based sales development (ABSD) is the biggest buzzword in sales right now. If you follow thought-leaders in the space, by now you’ve read a blog post (or five) explaining what a game-changer ABSD is for your team. While it is a game-changer, what does it mean for you as an individual Sales Development Rep? What kind of mindset shifts will you have to make as you transition to ABSD?
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