Sat.Mar 26, 2016 - Fri.Apr 01, 2016

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The Key to Building a World-Class Sales Organization

Steven Rosen

Sales Management Training. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa just took on a new role with a high growth technology company. She came from a mature industry and is now competing at a much quicker pace. Lisa shared her vision of building a world-class sales organization and asked me where she should start.

Hiring 181
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Sales Motivation Video: Focus on One Thing

The Sales Hunter

I know it sounds crazy, but will you focus on one thing? What do I mean by that, anyway? What I mean is that the people who experience the most success typically have the disciplined habit of focus. They focus on one thing at a time before moving on to the next thing. The good […].

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Are You Shoulding All Over The Place?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . In every walk of life, you hear people saying “I should have done this” or “should have asked that”, and a whole bunch of other should haves. We all have moments of realization after the fact, you leave a meeting and just as you get on the freeway, you remember you should have asked a question of the prospect, or you should have highlighted something.

Remedy 166
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Preppers - Who They are and What They Share with Elite Salespeople

Understanding the Sales Force

I just finished reading Ted Kopel's new book, Lights Out: A Cyber Attack, A Nation Unprepared, Surviving the Aftermath. The book was incredibly well researched and written, but more than that, it scared the crap out of me! While Kopel asked and thoroughly answered all the questions, it left me with a few questions that I just couldn't answer, and that created a sense of urgency in me.

Research 160
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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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The 2 Biggest CRM Mistakes and What to Do About Them

Sales and Marketing Management

Issue Date: 2016-04-01. Author: Martin Zeman. Teaser: Pretty much every sales team relies on a customer relationship management (CRM) system to manage the sales process, but according to ISMM’s Sales Director of the Year 2015 Ian Moyse, the system itself is often misused when it comes to effectivenessand team motivation. Pretty much every sales team relies on a customer relationship management (CRM) system to manage the sales process, but according to ISMM’s Sales Director of the Yea

CRM 156

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Voice Mail As A Differentiator

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you’re in sales, you know that a crowd favourite is differentiation. Companies, marketing folks, sales people all want to differentiate, which is not an easy thing in a climate where differences are few and subtle. Often the only real difference is the sale itself, since products tend to be often all but identical.

Call-back 166
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The 5 Questions That Get Prospects to Buy so You Don't Have to Sell

Understanding the Sales Force

It's a catch-22 that I find myself in all of the time. In this business, I can't ever be better at training, coaching, evaluating, consulting, and general sales expertise than I am when actually selling. If I am less expert at selling I will lack credibility. I become one of those people who, if they can't do it, teach it. On the other hand, I can't be better at selling than at providing expertise because it is often very threatening to potential clients, they fear being sold something - especia

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3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

With the last day of Women’s History Month upon us, we wanted to take a second to highlight a few of the most innovative Women CIOs in the United States today. They represent a small sample of women executives – making up the minority in the technology sector – transforming IT departments across the country. The three women that we’ve chosen to highlight are working on major projects and technology transformations as well as overseeing a budget of close to half a billion dollar

Microsoft 143
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Is Cognitive Distortion Keeping You from Succeeding in Sales?

Score More Sales

It might be nice to put a fancy label around why your Q1 sales did not top the charts as you had planned, and it is true that an affliction called Cognitive Distortions may be partially to blame. But before I give you some wording for what you’ll tell your boss at your next pipeline review, know that this is just ONE aspect of your ability to succeed in professional selling.

Pipeline 151
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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 Ways to Increase Your Prospecting Results

The Sales Hunter

We no more than end one quarter and we start all over again looking for new leads and new sales. Each quarter it seems there are those times when we all say to ourselves, “Next quarter I’m determined to be more prepared.” Yet next quarter comes and the same thing happens, and it’s a hustle […].

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Thank You

No More Cold Calling

Get my No More Cold Calling book for 99 cents. No, this is not an April Fools’ Day joke. The offer is for real. It’s been 10 years since No More Cold Calling ™ was published on April 14, 2006. Where has the time gone? It was one of the first books to outline a systematic, measurable referral program. Lots has changed in the past decade, but the power of referral selling never will.

Referrals 131
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Solving the Sales Hiring Mystery with Predictive Analytics

Sales and Marketing Management

Issue Date: 03-30-16. Author: Greta Roberts, CEO, Talent Analytics, Corp. Teaser: The smartest users of predictive models have a portfolio of predictors for each candidate, so that hiring professionals can intelligently balance potentials and business needs. The smartest users of predictive models have a portfolio of predictors for each candidate, so that hiring professionals can intelligently balance potentials and business needs.

Hiring 131
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Five Takeaways from Digital Growth Conference 2016

Score More Sales

This week I attended the Digital Growth Conference (#DigitalGrowthCon) in San Francisco put on by Sales for Life. I tend to be critical of conferences because they take dozens, hundreds, or even thousands of people away from work and it is important that they add value for those who attend. Since I flew in from Boston to San Francisco just for this, I really had high expectations for their first-ever event.

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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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Executive Sales Leader Briefing: The Value of the One-to-One Discussion

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: Being […].

Sales 129
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Is it an Expense or an Investment?

Anthony Cole Training

I just returned from the 2016 Bank Insurance and Securities Association annual convention. As always, it is a great event where competitors come together to discuss processes and strategies to deal with the challenges of growing financial institution-owned investment (broker) programs.

Insurance 120
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A Story That’s Long Overdue

Sales and Marketing Management

Issue Date: 2016-03-01. Author: Paul Nolan. Teaser: This issue’s cover story on the skills that women bring to B2B sales and the challenges they continue to face has rattled around in my head for more than a year. I’m glad that it finally came together. This issue’s cover story on the skills that women bring to B2B sales and the challenges they continue to face has rattled around in my head for more than a year.

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3 Sales Tactics for Creating a Sense of Urgency by Asking the RIGHT Questions

DiscoverOrg Sales

We’ve all been there, you’re finishing your umteenth demo of the week and trapped in your groove. You feel like the call and demo went well, only to be met by one of two fates: Your prospect keeps their cards close to the vest and you can’t gauge their level of excitement or what they are thinking. You leave the call without any clear next steps and momentum fades.

Scale 120
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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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How To Respond When The Prospect Asks For A Discount

MTD Sales Training

No doubt you’ve often got to the point in a conversation where the issue of price has been brought up. You’ve presented the product or service and the prospect has shown interest. You’ve discussed the value you could offer and the prospect has agreed that the product is right for them. Then comes that moment many salespeople dread. The prospect asks for discount.

Discount 120
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The Key to Building a World-Class Sales Organization

Steven Rosen

Sales Manager Development. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa just took on a new role with a high growth technology company. She came from a mature industry and is now competing at a much quicker pace. Lisa shared her vision of building a world-class sales organisation and asked me where she should start.

Hiring 120
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Creating Personalized Global Content for Your Prospects and Customers

Sales and Marketing Management

Issue Date: 2016-03-28. Author: Judd Marcello, vice president of marketing at Smartling. Teaser: Considering that 95 percent of the world’s consumers and 80 percent of the world’s purchasing power live outside of the U.S., companies that wish to create effective content marketing on a global scale must move beyond standard translation to create engaging native brand experiences.

Scale 120
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What's In Your Sales Equation?

Increase Sales

We have all heard the commercial “What’s in your wallet?” This question started my brain thinking about “What’s in your sales equation?” What variables when put together add up to increase sales? Have you recently assessed those variables? Have you recently clarified those variables? Have you recently executed those variables?

Twitter 84
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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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“If You Take Away Your Products, What’s Left?”

Partners in Excellence

I read a wonderful quote from Colin Shaw, “If you take away a company’s products, what do you have left?*” It’s a critical question each sales and marketing professional needs to answer—ultimately, that’s your differentiation. That’s the value customers want that will cause you to stand out and win. Don’t get me wrong, your products and services are what get you in the game in the first place.

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Sales Enablement – don’t put the cart before the horse!

Sales Training Connection

Over the last several years Sales Enablement has moved to center stage as a topic of attention in the world of sales. Although the exact definition varies depending on the actor, Sales Enablement is all about creating and delivering the following: practices, technologies and tools that enable a sales team to improve their performance and productivity.

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Through CPQ, Marketers are Creating a New Vision for Success

Cincom Smart Selling

I was talking with a friend of mine recently, one of those rare individuals who has managed to avoid working in the “business world” for most of his career. His lifelong profession was artistic in nature, and his talent in that area was sufficient to provide him with the means of making a living. Our conversation was related to “big business” and why people “hate” big business.

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Expertise Not Incompetence in Sales Required

Increase Sales

Funny thing about sales, many people think just learning about the rules and regulations of a particular industry is all that is required. As the Danger Report revealed, incompetence is the greatest danger facing residential real estate agents. Credit www.gratisography.com. Many industries have low thresholds of entry such as real estate, MLM or business coaching.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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Is Your Prospecting Call Relevant?

Partners in Excellence

You’ve all experienced this, you download a white paper, maybe you sign up to evaluate a new SaaS tool. Within minutes, the phone rings, it’s an anxious SDR. “I see you are interested in our products, can I tell you more about them, or set up a meeting for you to learn more? “Can I set up a demo?” “When do you plan on buying, who will be involved in the decision making process?

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Crossing My Fingers

Fill the Funnel

I am crossing my fingers and have exhausted every angle I could think of to prepare for a migration to a new server environment for Fill the Funnel this evening. After nine years, and thousands of pages, the site was starting to show it’s age. Page load speed is more important than ever, and is an important for my readers and for the search engines as well.

Funnel 60
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Thank You for Arguing – Jay Heinrichs

Hyper-Connected Selling

When I was in high school, I sat at a lunch table with a bunch of really smart kids. I don’t know if you would call us nerds, or dorks, or whatever, but we were the ones who were in all of the AP classes together, and Latin, and calculus, and, well, you get the point. But we were still teenage boys which meant that there was a lot of testosterone and arguing at that table.