Sat.Apr 02, 2016 - Fri.Apr 08, 2016

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Look Who’s ‘Carrying a Bag’

Sales and Marketing Management

Issue Date: 2016-03-01. Author: Paul Nolan. Teaser: Women possess many innate skills that are a good fit for today's B2B sales environment, and studies show as a group they outperform their male counterparts in a number of important metrics. But many companies are lagging in putting women in sales leadership roles. We take a look at how women are making a statement in B2B sales and what more companies should be doing to diversify and strengthen their sales teams.

Study 191
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[URGENT] You’ve Got ONE WEEK to Get This Book for 99 Cents

No More Cold Calling

Don’t miss your chance to cash in on my No More Cold Calling book anniversary! One week from today—April 14, 2016—marks the 10-year anniversary of my first book, No More Cold Calling ™. Yes, April 14, 2006 was the official publication date. The book’s subtitle, “The Breakthrough System That Will Leave Your Competition in the Dust,” says it all. Actually, it should have read “The Breakthrough Referral System That Will Leave Your Competition in the Dust,” but I didn’t catch the o

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Achieving Prospecting Success by Segmentation – 1

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . As we start a new quarter, it makes sense to step back a second and think about how you are prospecting f. Few aspects of sales are one size fits all, which makes it a challenge for those who are looking for that one secret to success in sales. Buyers fall into different groups, and how you sell to each needs to reflect that, this does not mean you have to reinvent your sale for each buyer, groups or segments based on their attributes.

Segment 166
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How to follow up on a download

Sales 2.0

Great post here by David Brock. I’ve actually wondered about the best messaging to follow up on an ebook download and David makes it very obvious how to do it. Do Your Sales People Understand The Objective Of Your Content? The other day, I downloaded an outstanding market research study. It was entitled, 2016, The State Of Marketing. It’s a fascinating piece of work.

Follow-up 150
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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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The Importance of Understanding Buyer Needs

Sales and Marketing Management

Issue Date: 2016-04-04. Author: Frank Visgatis, President/COO of CustomerCentric Selling. Teaser: Most executives will share their business goals or problems with salespeople that they believe are trustworthy. It is a watershed event when goals are shared and once it occurs the buyer starts to realize there is potential value if a seller’s offering can address their needs.

Buyer 177

More Trending

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Achieving Prospecting Success by Segmentation – 2

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . This past Monday we looked at how to tailor your approach to engaging with different segments in your potential buyer pool. Monday we looked at the readiest segment of three groups you are likely to encounter in the course of prospecting, those who are Actively Looking. The next segment is slightly larger, but brings a different set of challenges, this group is the Passively Looking segment.

Segment 156
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Why Uncovering Pain Doesn't Close the Sale with a CEO and the 3 Conditions You Do Need

Understanding the Sales Force

Other than birthdays, anniversaries, holidays and sporting events, how many occasions are there when you have repeated an event, in one form or another, for at least 22 years. Not many, right? This past weekend, I hosted 130 sales experts from around the world as part of Objective Management Group's 22nd Annual OMG Conference. I'm proud that we kept these sales experts engaged to the point where there were just as many people in the room for the end of the final presentation as there were for th

Sports 146
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Drive Results by Selling Change

Sales and Marketing Management

Issue Date: 2016-04-09. Author: Lou Schachter and Rick Cheatham. Teaser: Leaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling. By implementing new change management strategies into their unique X→XY→Y selling methodology, Lou Schachter and Rick Cheatham p ropose a new logic for thinking about and executing major sales transformations.

Strategy 163
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3 Ways Selling is Helping

Score More Sales

Years ago sales owned the conversation. If you were a buyer you got in line to find someone to help you learn enough about a new product or service on the market so you could make a “sound” decision – especially if it was a business transaction where it is businesses selling to other businesses. Unfortunately, a lot of sellers took advantage of that scenario thus giving selling a bad name.

Buyer 148
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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How to Requalify Existing Prospects and Clients

Mr. Inside Sales

One area many sales reps struggle in is how to requalify existing accounts, or prospects they haven’t spoken with in a while. Let’s first establish the need to do this, and we’ll address exactly how to do it. First let’s acknowledge that all things change. In fact, someone once said that the only thing that doesn’t change is change itself. It’s constant.

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Quadruple Dittos Motivate Your Sales Team to Achieve

Understanding the Sales Force

If you follow sports - even a little - then you know about special sports achievements. The Hat Trick is pretty special in Hockey, The Cycle and the No-Hitter in Baseball represent near-perfect games, the Ace or the Hole-in-One is an ultimate score in Golf, and the Triple-Double represents the ultimate achievement in a Basketball game. Yes, I know I left out Soccer - again - but I just don't know enough.

Scale 139
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6 Ways to Drive Favorable Customer Decisions

Sales and Marketing Management

Issue Date: 2016-03-01. Author: Jeff Bloomfield. Teaser: To capture favorable votes, salespeople, like politicians, need to pull six key levers that guide decision-making. These levers affect the limbic system of the brain, which holds memories, emotions and many core beliefs. Messages tied to these levers stimulate us to cast a vote or buy a product or solution.

Customer 160
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Sales Motivation Video: Who Will You Encourage This Week?

The Sales Hunter

It’s amazing what encouragement will do to your motivation. And I’m not necessarily talking about other people encouraging you! Nope! I’m talking about what happens when you are the encourager. Start this week by encouraging someone, and then keep building on that positive attitude every day. You’ll notice a difference, as will the […].

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg Sales

It’s an amazing time to be a consumer of sales data. Some very innovative, progressive companies are turning massive amounts of raw data into usable insights designed to put salespeople in front of the right contact at the right time with the right solution. But the datasets that are being developed are only as good as the tools that deliver them. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform.

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A Better Approach Than, “How are you today?”

Mr. Inside Sales

Nothing signals a sales call more than that worn out opening, “How are you today?”. As soon as you ask that of someone you’ve not spoken to before, their immediate thought is, “Oh, here comes a sales pitch from someone I don’t want to talk to!”. If you don’t believe me, think about your own reaction when someone calls you at home or the office that you don’t know and asks you that?

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What to Keep Doing, Part 3 of 3

Anthony Cole Training

I continue to learn from my clients and the training director of a large national bank once said to me, “This is what we would like to keep doing. This is what we would like to start doing. And this is what we would like to stop doing.” Of course, all of this was framed up with lists of actions and initiatives because we were meeting to discuss coming years of training content, focus and delivery.

Banking 120
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Executive Sales Leader Briefing: Sales Leadership is a Team Sport

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: […].

Sports 127
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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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Use This Simple Call To Action To Shake Up Stale Deals

MTD Sales Training

Many times you will send a message to prospects and they will be deleted or thrown in the bin before being opened. They are simply not interested in being sold something via email or through marketing blurb. Others may open your message and read it before again throwing it away or deleting it. One technique that seems to work more often than not is so simple that it is often overlooked by marketers and salespeople alike.

Promotion 120
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The Hardest Thing In Life, Is Not Giving A F**k

A Sales Guy

Life is hard. That is a fact. It’s hard for a lot of reasons; family, work, health, relationahips, money, s**t the list of life’s challenges could be a mile long. But, one of the hardest things in life is something we don’t talk about much. It’s something all of us, I mean everyone of us struggle with, yet it goes largely unaddressed most of our lives.

ACT 95
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Strategic Thinking, What's That?

Increase Sales

Have you heard the phrase strategic thinking? Could you give a simple definition that is understood by your executive leadership team to your employees? Credit www.sc.hu. Strategy comes from the Greeks and means for a general to deceive his enemies. The implication here is the desired result of deceit, of ultimately winning. As the leader has engaged in a planning process by employing critical thinking skills, that desired result is also predetermined.

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Improve Your Mindset. Improve Your Sales.

Engage Selling

Your mindset is typically one of two things. It can either be one of your greatest tools or one of your worst obstacles. The good news is you get to choose which side of the spectrum your mindset sits.

Tools 82
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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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How To Differentiate Between An Objection & An Excuse

MTD Sales Training

Many salespeople face a dilemma when they experience an objection from a customer or prospect. Lots of buyers have objections fitted into their wiring systems, so they are programmed not to go overboard with their enthusiasm for your product. They think that an objection such as price or delivery will get you to reduce the price or change delivery terms.

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Sales Manager—Business Manager Or Coach?

Partners in Excellence

The responsibilities of a sales manager are very broad. Frontline managers have to work to make sure each person on the team is performing at the highest levels possible. They have to provide the coaching, training, systems, processes, tools, and support to enable their people to achieve their goals. At the same time, there’s the “business management” aspect of the job: Are we going to make our numbers?

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Faith, Fear and Sales

Increase Sales

Hitting the streets or dialing the phone daily to increase sales, maintain relationships and keep abreast of what’s going on in the market place to the world is not easy. These difficult tasks can be even more stressful when fear of not increasing sales, not maintaining relationships, not staying abreast takes control. This is why it is so important to maintain one’s faith to doing what needs to be done each day.

Course 90
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Evolution of sales strategy

Sales Training Connection

Sales Strategy – Stop, Pause, Reassess. A sales manager recently finished sales strategy reviews for the top 20 accounts in her geography. She told me, “Let’s not talk about the quality of the sales strategies – some were great and some not so much. I expected that. What I didn’t expect were the stories about how the sales reps executed their sales strategies.”.

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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So,Your Point Of Contact’s Left…What Now?

MTD Sales Training

I’m sure you have many clients, or even advocates, who have been doing business with you for some time. And it’s possible that you have built up a good relationship with the buyer you have been dealing with. They are good for references and testimonials. They offer help when you need it. They keep you informed proactively of changes happening in their business or their industry.

Buyer 120
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Do Your Sales People Understand The Objective Of Your Content?

Partners in Excellence

The other day, I downloaded an outstanding market research study. It was entitled, 2016, The State Of Marketing. It’s a fascinating piece of work. The problem was that in downloading the paper, I immediately get emails and phone calls asking my interest in Marketing Automation Solutions — because that’s what this particular company sells.

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The Collision of Expertise and Content Marketing

Increase Sales

Content marketing is a great vehicle to attract attention especially if you are a SMB owner with half way decent writing skills. Yet sometimes it has the potential of creating a collision between your expertise and your message or content. Credit www.gratisography.com. Yesterday I wrote a posting for LinkedIn Pulse and for the first time (after 52 submitted articles), someone suggested I was using my expertise as an infomercial.