SBI Growth
FEBRUARY 9, 2013
Your new product launch is on schedule. The CEO has promised the market a hit. In six months the market will react. Careers will be made or heads will roll. What happens in the next sixty days will make the difference. Your role as Chief Marketing Officer is crucial to success. You have two major responsibilities; Sales Enablement and Promotion. Prepare the field and give them tools to succeed.
The Pipeline
FEBRUARY 11, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. Back in the 80′s or maybe even earlier, the purveyors of Consultative Selling, put a lot of emphasis on Open Ended Questions, for all the right reasons. It took some effort and focus to get sales people to adopt this style of interaction, especially after years of pitching and doing things the traditional (old) way.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Sales and Marketing Management
FEBRUARY 10, 2013
Objections can cause doubt and confusion for prospects and salespeople. This can frustrate your team members and them to avoid objections. But as you know, objection avoidance can lead to fewer sales. As part of your sales coaching, help your team members embrace the philosophy that objections are a welcome and natural part of their sales conversations.
MTD Sales Training
FEBRUARY 13, 2013
Why do objections occur? It’s an age-old question that gets salespeople crying into their beer. There are, naturally, many reasons why they come up, but they tend to revolve around one main. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Advertiser: ZoomInfo
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.
SBI Growth
FEBRUARY 12, 2013
Stefan Captijn with Genesys Labs approached SBI this week with a blog topic. This topic centered on the sales rep’s dilemma. Specifically – when to walk away from an opportunity. He wrote us about a coworker who recently went through this. Naturally, he had been torn about what to do. We thought a Q & A blog would add value to quota-carrying sales reps.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
FEBRUARY 15, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. As some of you may know, last week was have fun with voice mail on LinkedIn, with people taking different reactions to a voice mail technique that gets me a 50% rate of returned calls. In response to comments on an LinkedIn group, I posted on Friday about a specific dynamic that makes the technique in question successful.
MTD Sales Training
FEBRUARY 11, 2013
Imagine you’re walking around the shops and an elderly man approaches you, asking you some questions. You try to ignore him, but his questions are powerful and engaging. He makes you think a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
FEBRUARY 10, 2013
A Sales VP called me last month. He told me revenue was declining. “Dan, we have problems. Lots of problems. I don’t know which ones to work on. Any advice ?”. I asked him questions. Lots of questions. Here is what he told me: New Logo Business Percentage was below last year’s in the same quarter. Sales Force Win Rate was flat year over year. 90% of their sales came from 5% of their sales team.
Sales and Marketing Management
FEBRUARY 14, 2013
Issue Date: 2013-02-15. Author: Ken Thoreson. Teaser: What can sales leadership do to achieve greater productivity? Follow the formula taken by the healthcare industry of merging sophisticated technology with past succes to begin creating custom sales plans for differing sales situations. What can sales leadership do to achieve greater productivity?
Advertisement
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.
The Pipeline
FEBRUARY 13, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. Many sales people find it difficult to engage with and sell to buyers who are set in their ways, the status quo. In fact there are sales experts who tell them not to even try or bother. Well I am here to tell you that there is success and money to be had by engaging with these buyers if you know how, and it all starts with you.
MTD Sales Training
FEBRUARY 15, 2013
Despite the fact that our economy is now growing and we are finally moving away from the dreaded “recession objection”, many sales people are finding that they are still coming up against. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
FEBRUARY 14, 2013
Torturous. Ineffective. Epic time waste. Not relevant. Old school. These are words Millennials used to describe one-on-one meetings with Sales Managers. (Millennials, or Generation Y, were born between 1977 and 1998.) These are Millennial Sales Reps that report to Gen X or older Sales Managers. It’s not uncommon to see sales forces with these mixed generations – older managing younger.
Understanding the Sales Force
FEBRUARY 11, 2013
Understanding the Sales Force by Dave Kurlan Prior to learning about healthy eating, I believed a bagel was a healthy alternative to a donut. After I was shown that a carbohydrate converts to sugar in the blood and there wasn't much difference between bread, bagels or rolls; and donuts, cake or pie, I changed the way that I ate. Most people have not seen the light, are not aware that sugar causes disease, believe that pasta, rice, grains and potato are healthy, and continue to gain weight.
Advertisement
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
Score More Sales
FEBRUARY 13, 2013
Be sure to listen to the great “10 Ways to Utilize Social Selling in 2013″ webinar that Linkedin and DocuSign hosted today if you missed it. (if the link is not here, it will be added when ready). Check out our Social ROI calculator. Contact us if you have questions. The Postwire page (one of my favorite tools for curation) has all ten of the tools mentioned, plus links to the presenters, moderator, and sponsor pages.
MTD Sales Training
FEBRUARY 12, 2013
Most salespeople dread the question that asks if you can match the price the competitor has offered. It immediately puts you on the back foot, as you probably wanted to concentrate on how your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
FEBRUARY 13, 2013
The average tenure of a VP of Sales is (18) months. Chances are a marketing leader will engage with a new head of sales at some point. So when you’re in this position, how do you ensure the relationship is productive? Think like a VP of Sales. Have you ever thought of your VP of Sales as a key Buyer Persona? You should. Your success is tied to his and vice-versa.
The Sales Hunter
FEBRUARY 14, 2013
We all have too big of an ego, and yes, there are times when you need to have an ego, but there are other times you need to put it in check. One of those times is in sales prospecting. When you’re developing your prospecting list and plans, is your ego working for you or against you? I’ll argue too many times it works against you because it convinces you a certain lead or prospect is not worth your time or there is no way you would ever be able get them to buy from you.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Score More Sales
FEBRUARY 12, 2013
Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. Company leaders I talk to say they understand retailers and big brands getting on the social bandwagon, but they have not done so as a strategy at their company for 3 main reasons -. 1) They feel they don’t have the time to “add” social strategies to their sales and marketing r
Jeffrey Gitomer
FEBRUARY 12, 2013
Tweet The social revolution has changed the way you sell forever. Only problem is, most salespeople have no idea of that – YET! As business social media evolves and matures, all salespeople, executives, and entrepreneurs will expose themselves for who they are and who they aren’t WAY BEFORE a sales call or sales meeting of any kind takes place. Think about the impact of that.
Anthony Cole Training
FEBRUARY 12, 2013
Some of you are old enough to remember LPs (long playing microgroove records) and record players. Back in the day, that is how we listened to music. The sound was, and still is, incredible. And like almost any medium used to record and replay audio, there were pluses and minuses. One of the negatives of the LP was the scratch. A scratch on the vinyl would cause the needle to skip back or skip ahead.
The Sales Hunter
FEBRUARY 15, 2013
The urge to cut your price to close a sale is something we all face, and for many salespeople, it’s almost a daily occurrence. There are a number of ways to decrease the temptation to cut your price and one very effective way is by having a full pipeline. When the sales funnel or pipeline is full, it’s amazing how much more confident we are when meeting with customers.
Advertiser: ZoomInfo
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.
Score More Sales
FEBRUARY 11, 2013
Do you get cold calls, e-mails, tweets, and LinkedIn messages from people trying to sell you things? If you are an inside sales person, it is important to put yourself in the receiver’s shoes – the person who you are trying to connect to. I get a lot of these calls and messages from eager sales reps every week, and I can tell you that there is one thing overall that shuts a conversation down quicker than anything else for me.
Jeffrey Gitomer
FEBRUARY 13, 2013
Tweet People judge you. By your words, your promises, and every action that you take. Do you always do what you say you will do? Do people refer to you as first class? The post Jeffrey Gitomer | Challenge for Today appeared first on Jeffrey Gitomer’s Sales Blog.
No More Cold Calling
FEBRUARY 14, 2013
How to operate in “zero-time” and deliver maximum impact to your customers and your bottom line. Last week we heard from Andy Paul about the Vicious Sales Cycle —bad sales practices that lead to poor results combined with an inability or unwillingness to change, which leads in turn to a never-ending, self-reinforcing cycle of unacceptable sales performance.
The Sales Hunter
FEBRUARY 12, 2013
Something amazing happens when you have the customer hold something. By engaging them, they are more inclined to take possession. It doesn’t matter what you’re selling. Just as you are getting ready to close, give the customer something to hold and look at that represents what you’re selling. By engaging the customer, you’re allowing them to take possession.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Pointclear
FEBRUARY 12, 2013
Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development. You can connect with Andy on LinkedIn or via email.
Jeffrey Gitomer
FEBRUARY 14, 2013
Tweet Put your heart into your business. Put your heart into your job. Put your heart into your career. . The post Jeffrey Gitomer | Real World Sales Advice appeared first on Jeffrey Gitomer’s Sales Blog.
Increase Sales
FEBRUARY 9, 2013
The reality is much of the organizational structure for mid size to small businesses (SMB) today including having a sales manager is based on some of the practices of years gone by much larger companies with over 100 employees and multiple locations. Maybe now is the time if your firm is actually a SMB of 99 employees or less to reconsider this organizational structure?
Expert insights. Personalized for you.
317 
Let's personalize your content