Sat.Sep 03, 2016 - Fri.Sep 09, 2016

article thumbnail

The Five E’s of Great Customer Service

The Sales Heretic

Sales is service and service is sales. So if you want more sales, you need to be providing more than just good service. You need to provide exceptional service. What does that mean, exactly? Listen to my appearance on Breakthrough Radio with Michele Price. In this 8-minute segment, I share five elements of extraordinary service. [.].

article thumbnail

Is Your Online Brand Different than Your In-Person Brand?

No More Cold Calling

In B2B sales, it’s important to make a good first impression. You are your brand. Your company has a brand, but people buy from you, not your company. If you’re a jerk, it doesn’t matter how great the business is. Buyers will find another salesperson from your company or go to your competitor. Today your online brand is just as critical as your in-person brand.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Use These 2 Techniques To Guarantee Appointments With The Prospect

MTD Sales Training

You will have known for some time that the ideas of selling have changed over the years, so that the emphasis is now less on the process of sales and more on the processes the buyer goes though in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Guarantee 196
article thumbnail

The Second Most Important Sales Lesson of My Life

Understanding the Sales Force

Earlier this week I posted an article that told the story of the biggest sales lesson of my life. I received so many emails about that article because it seemed to really resonate with my readers. Yet, as much as it resonated, there was one question that several of them asked in their emails. They wanted to know why we were in that tenement building in the first place.

Sales 163
article thumbnail

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

article thumbnail

Is Sales A Winter Sport?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . This post makes most sense read on Labour Day, on a deck with a cold one in hand, which is where you should be today! Being that it is Labour Day, and the de facto end of summer, I thought we can take a look at a lighter side of sales while still giving us something to think about without having to think too hard, something many of us in sales are already good at most days.

Sports 160

More Trending

article thumbnail

Use This Example To Get Prospects To Return Your Voicemails

MTD Sales Training

I had a voice-message left on my phone last week from a sales call. There were basically two things wrong with it. The first was the caller didn’t say who he was or the name of the company. I had no. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Examples 193
article thumbnail

Is it Too Late for Universities to Teach Sales

Score More Sales

For years, those of us leading B2B sales teams or working with companies on onboarding new sales reps shook our heads at the disconnect between many college-educated graduates and their ability to do basic communication skills needed for success in a professional sales career.

Education 132
article thumbnail

Five Quota-Setting Methods (And How to Determine What’s Best for Your Business)

Sales and Marketing Management

Issue Date: 2016-09-05. Author: Mark Donnolo. Teaser: Unless you want a Wild West situation in your sales organization, you should probably set quotas, and set them correctly. But one quota-setting approach does not fit all situations. The old “take last year’s goal and add 10 percent” method is usually a bad idea. Quota-setting methodologies vary based on the market and types of accounts.

Quota 131
article thumbnail

7 Strategic Questions Regarding Your Prospecting Process

The Sales Hunter

Today I want to give you an excerpt from my new book, High-Profit Prospecting. Consider the below strategic questions as you look at your own prospecting process: 1. What about my prospecting process is compelling to the customer? When I say “compelling,” I am talking about the customer’s willingness to engage and share with you […].

article thumbnail

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

article thumbnail

Build Your Revenue Growth Plan through Strategic Alignment

SBI Growth

Often times the different functions inside an organization work in silos. This causes missed revenue growth goals, and a great deal of wasted time and resources. At the end of the day, a company’s fate is sealed by strategy. Watch.

Revenue 121
article thumbnail

Dream your way to sales success… all day long.

Jeffrey Gitomer

We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Sales 127
article thumbnail

What We Get a Chance to Do

Anthony Cole Training

My wife and I just came back from Minong, Wisconsin where we visited with our friends, Barb and Gerald O’Dell. Gerald, Barb and I go back a long way, over 30 years. We all met and worked together at Iowa State University. We parted ways for awhile until Gerald became the athletic director at the University of Cincinnati. Later, Gerald, a man of great integrity, decided it was time to leave UC and leave athletics for good.

120
120
article thumbnail

Executive Sales Leader Briefing: The Power of the Team with Prospecting

The Sales Hunter

Have you ever noticed how much more energy you have when you’re around others? Are you one who when working out in a gym or out for a run with others find yourself running faster? It’s pretty basic, but we all tend to perform better when we’re around others (as long as those other people […].

article thumbnail

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.

article thumbnail

Sales Strategies for Selling to the Small Business Segment

SBI Growth

On this month’s SBI TV episode we spoke with 2 great guests, Paul Rosen, chief sales officer at OnDeck Capital, and Aaron Stead, senior vice president of sales at Infusionsoft. Both have had phenomenal success. Paul’s company has gone from $0.

article thumbnail

Labor Day Is About Tenacity

Increase Sales

Labor Day here in the USA is a day to celebrate the results of daily labor. Think back to the earlier origins of this country. Settlers carved farms out of wilderness. Even into the 20 th century and the wave of legal immigration created thousands of small farms that led to the industrial economy. Tenacity is one shared value that all these workers from farmers to steel workers had in common.

article thumbnail

What to Trust When Evaluating Sales Performance and Talent

Anthony Cole Training

When evaluating sales performance - past, present and future - it’s difficult to figure out what information or data to trust when making decisions. Just like investments where past performance is not a guarantee of future results, past sales performance does not guarantee anything for the future. It gives you some, not all, insight into sales results, but it doesn’t tell you how the result was created.

Guarantee 120
article thumbnail

How to Use Linkedin as a Sales Tool with Kurt Shaver and The Sales Hunter

The Sales Hunter

We’ve all received stupid messages through Linkedin from people trying to sell us stuff. The stupidity of the message is how they’re all feature driven and dealing with something you could care less about. It’s things like this that have people wondering if Linkedin is a viable sales tool. Recently, I did a short webinar […].

LinkedIn 115
article thumbnail

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

article thumbnail

3 Questions to Determine the Best Type of Revenue Growth

SBI Growth

SBI recently spoke with Charlie DeLacey, the vice president of corporate development and strategy at the Kenan Advantage Group. The company is a $1.5 billion dollar transportation and logistics business. And their growth rate has been in excess of 10-15%.

article thumbnail

Are You Being Too Comfortable with Your Content Marketing?

Increase Sales

B2B buyers are becoming far more educated and astute. A 2014 DemandGen reported: 65% of the buyers shared the winning vendor’s content marketing had a significant impact on their buying decision. 68% indicated they increased the amount of content used to research and evaluate their purchases. Of course it is easy to be comfortable about writing posts on building rapport, asking open ended questions, to what CRM tools a salesperson should have.

article thumbnail

18 Years, Waking Up & Toby Keith

Anthony Cole Training

18 years ago this morning. I didn't wake up.

135
135
article thumbnail

Profitable Prospecting — High-Profit Prospecting: An Interview with Gerhard Gschwandtner

The Sales Hunter

Gerhard Gschwandtner, editor of Selling Power magazine, interviewed me recently regarding my new book, High-Profit Prospecting. Talking with Gerhard is more than an interview — it’s a quest into your inner self! Few people understand how the human mind works when it comes to sales as well as Gerhard does. Each time I’m with him, I […].

article thumbnail

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.

article thumbnail

Migrating from Spray and Pray to Account Based Marketing

SBI Growth

Do you have a list of dream accounts to target? Many marketers strive to replace leads with opportunities for the sales team using account based marketing. We recently interviewed Leo Tucker, the senior vice president of global marketing for PGi.

article thumbnail

Always Be Careful of Your Sales Message - Part 1

Increase Sales

Yesterday my husband and I heard another sales presentation by a very professional real estate broker. During his sales message, he misspoke a couple of times. Probably a less educated buyer would not have picked up on these inconsistencies. He is not the first salesperson I have encountered in the last nearly 40 years who has said the wrong thing.

article thumbnail

5 Ways to Turn Your Sales Team into a Dream Team [Podcast]

BrainShark

Today, B2B buyers have more access than ever before to resources that guide their technology buying decisions. Because buyers can do extensive research before getting in touch with a company, B2B sales reps’ jobs have become even harder.

B2B 87
article thumbnail

Sales Motivation Video: The Best Selling Period

The Sales Hunter

We are entering one of the best selling periods! Now is the time to get meetings scheduled as summer wraps up and we head into the fall season. If you want to finish the year strong, do not wait. Build momentum now and be disciplined in ramping up your prospecting efforts. Check out this video to […].

Video 117
article thumbnail

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.

article thumbnail

Don’t Be Afraid of Your Pricing

Engage Selling

Want to know the easiest way to lose control of the sales process? Time and time again, I’ve seen salespeople hold off on presenting their price to a prospective client until the final written proposal.

article thumbnail

Perfect Does It Exist In Sales?

Increase Sales

What does perfect really means? What does it mean for those in SMB sales? Personally I have always been leery of using the work perfect in any headline or even conversation. Possibly it is because of my strong belief that perfect is illusive because of our own beliefs, biases, experiences and perspectives. What works for one salesperson may be perfect for that person and be a total flop for another.

article thumbnail

What Value Are You Creating For Your People?

Partners in Excellence

Some managers reading this title will be thinking, “Dave, you’ve got this backwards, they’re our people, our employees, they work for us. They need to be creating value for us. That’s what we hire them for, to bring in orders!” It’s this very attitude that creates the challenges we have within too many of our organizations today.

Hiring 62