The Pipeline
MARCH 18, 2011
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Jeffrey Gitomer
MARCH 14, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Want to Start Making an Attitude Change? | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | March 14, 2011 | Leave a Comment. Tweet Share Take (physical, verbal, AND mental) ACTION: 1. Admit it’s no one’s fault but yours. 2. Understand you always have (had) a choice. 3.
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No More Cold Calling
MARCH 18, 2011
Align sales and marketing’s definition of a “qualified lead” to deliver maximum sales impact. Here’s how. Guest Blog by Barry Trailer. Can we agree that sales reps have plenty to do today and that, without wanting to seem unreasonable, you’d like them to do more and/or better? Is it also possible for us to agree, without loads of assessment or hours of argument, that having reps pursue business that is a poor fit—and some that you actually don’t even want—is a waste of time?
Pointclear
MARCH 16, 2011
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products. Two people raised their hands. I asked the same question last year (I do this at almost every speech) and this time 25% raised their hands. 25% is a common response. 75% didn’
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The Pipeline
MARCH 16, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
MARCH 15, 2011
Its not just who you know, it’s how you know them. Guest Blog by Tibor Shanto. No one will argue the effectiveness of referrals in garnering new clients, but as with other aspects of sales, it is time for a makeover. While this makeover is not necessarily technology driven, let’s be trendy and call it Referrals 2.0. Traditionally we would seek referrals from people we meet, or more proactively from people who have bought from us, the simple theory being that if I sell transportation servic
Pointclear
MARCH 14, 2011
Many thanks to Stone Payton and Todd Schnick, hosts extraordinaire of High Velocity Radio, for the interview on my new book, The Truth About Leads. ( listen to the podcast ). The B2B lead generation and sales lead management strategies we discussed included… Shifting from a full BANT approach to focus on two areas: authority and discovering need.
The Pipeline
MARCH 17, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
Jeffrey Gitomer
MARCH 15, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Oh no, not Facebook! AHHHHHHHHHHH!!!! | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | March 15, 2011 | 2 Comments. Tweet Share Social media has become more than a global phenomenon. When combined with your online presence and online outreach, it’s a global business phenomenon.
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.
No More Cold Calling
MARCH 17, 2011
Map Your Sales Connections, Visually, Through InMaps. Guest Blogger: Koka Sexton. Many people have hundreds if not thousands of connections on LinkedIn and keeping in contact with all of them is impossible. What if you knew who your major connections were and started building better relationships with them to reach a broader audience? LinkedIn recently launched a new application in LinkedIn labs called InMaps.
Fill the Funnel
MARCH 16, 2011
Twitter has now rolled out a significant security update available to everyone. By enabling this option, you turn on a “secure mode” using the Hyptertext Transfer Protocol Secure (HTTPS) mode. This will encrypt your username, password, and any personal data, keeping it from being useful if intercepted by thieves. Read more: [link]. Here is what you need to do to turn this security feature on, and I cannot think of any reason why you would not do this immediately.
The Science and Art of Selling
MARCH 18, 2011
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The ROI Guy
MARCH 15, 2011
Today’s buyer is more empowered, skeptical and frugal than ever before, providing a greater than ever challenge to sales professionals, and shaking the very foundations of traditional selling models. At Alinean, we have coined this new B2B challenge as Frugalnomics, indicated by: 1. Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and la
Advertiser: ZoomInfo
Sales outreach is an art and a science. The art is what you bring to the table—your flair for conversation, your work ethic, your dedication. We bring the science—proven tactics, strategies, and methods that really work. In this eBook, we’ll cover: How you should respond to inbound leads Tactics for engaging outbound leads (cold calls, email automation, and gifts) The key to keeping a prospective account alive for the long haul Buckle up!
SBI
MARCH 17, 2011
Disconnects occur when reps don’t experience value for THEMSELVES. If reps aren’t using the tool/s – it’s usually one of two reasons: 1) They don’t’ know how to use it effectively (and so they haven’t experienced the value). 2 )The down-side of using the tool outweighs the up-side ( in otherwords – it’s just not “worth” it for them).
BrainShark
MARCH 16, 2011
As a rule of thumb, most myBrainshark video presentations you create will have a "thank you" slide at the conclusion. This is especially true of marketing, sales, or other outreach communications. Why not turn your thank you slide into a "call to action"?
The Science and Art of Selling
MARCH 14, 2011
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Fill the Funnel
MARCH 17, 2011
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The Brooks Group
MARCH 18, 2011
At the most recent Sales 2.0 conference , there was reference made to the number of salespeople in the United States. We were told that there were 18 million salespeople in the United States and that, by 2020, there would only be 3 million. Given the fact that my livelihood is derived from helping salespeople sell better, that number piqued my interest.
BrainShark
MARCH 12, 2011
The first 3 stops on the Tour were Charlotte, Houston and Dallas. Customers and pospects had the opportunity to hear either Alex Hardy from m62 Visual Communications or Dr.
The Sales Association
MARCH 17, 2011
'Sharing best practices in sales and sales management www.salesassociation.org. Thursday, March 17, 2011. Pull Out The Stops – To Gain Commitments! by Marcia Gauger Question: I finished presenting a proposal & pricing for a fairly large project that I am about to undertake. I have a verbal commitment from my customer, now what should I do in terms of the next step?
Fill the Funnel
MARCH 13, 2011
Jill Konrath, internationally respected sales author and speaker is hosting her “Online Sales Productivity Summit ” beginning this week. She has created an innovative structure, recognizing that sales people and sales leaders are as “crazy-busy” as our customers are. This event is being held over two days, March 17th and March 24th, four hours total.
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.
The Brooks Group
MARCH 15, 2011
I attended my second Sales 2.0 Conference last week. It was a great experience. And now it’s time to report. I’ve finally unburied myself from a week’s worth of snail mail (awkwardly the 1.0 world continued even as I immersed myself in the 2.0 world!) There were many great things about the conference, including a number of great presenters like Bell Mobility's Michael Weening (who talked about Sales transformations) and Jeffrey Hayzlett (who discussed the impact of social media on business). .
BrainShark
MARCH 16, 2011
Once each quarter I travel to a U.S. city and deliver a two-day workshop to corporate marketers on Facebook and Twitter Marketing.
The Sales Association
MARCH 15, 2011
'Sharing best practices in sales and sales management www.salesassociation.org. Tuesday, March 15, 2011. Sell the “Product of Your Product” to Differentiate Yourself From a Commodity. by Marcia Gauger Question: I hear talk about stressing value to differentiate products and services, but how does that apply to commodities? From the customer’s perspective, the products we sell are absolutely no different than anyone else who distributes this product.
SBI
MARCH 18, 2011
Having a clear process may be the single most important factor in whether or not CRM – or any other sales tool – is effective. Sales reps and managers will dig their heels in to support their position that one CRM program is better (or worse) than another. Whether they love it or hate it often hinges on one question; “How well thought-out the sales process is and how effectively it’s woven into the CRM” If you’re experiencing a low adoption of your CRM system
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.
Sales Training Advice
MARCH 12, 2011
What’s the first thing most of us in sales do every day? I bet you can’t wait to get to your email, or check Twitter, Facebook, and LinkedIn. What time do you surface from all this activity? Some of my clients tell me, “Lunchtime.” I don’t really think that’s accurate, but the truth is we waste hours every day on activities that don’t contribute to business development.
BrainShark
MARCH 18, 2011
On March 16, the winners of the 3 rd annual Sharkie Awards were honored during a live webinar.
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