SBI Growth
OCTOBER 14, 2013
'The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Marketing leaders understand that content marketing is King. We are seeing marketing budgets increasing the content development line item. However, most marketing leaders are still faced with challenges that are surprising. In this post, I’ll address these challenges and how to conquer them.
The Sales Heretic
OCTOBER 16, 2013
'Jay Conrad Levinson passed away last week at the age of 80. Jay wrote the seminal book, Guerrilla Marketing, which fundamentally changed the way people thought about marketing. In all, he authored or co-authored 58 books, which have been published in 62 languages, selling more than 21 million copies. Before he revolutionized small-business marketing, Jay [.].
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MTD Sales Training
OCTOBER 15, 2013
'Training Alone Won’t Develop Sales Leaders UK companies spent a combined £13 billion on sales training last year. They made this investment with the hope that training would dramatically improve. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 18, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. In a business that emphasizes relationship as much as sales does, it is sometimes interesting to see the degree to which sales people, and buyers, tend to ignore, overlook and at times avoid some basic components of human interactions, and way to enhance those interactions and the impact of that on business and sales outcomes.
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SBI Growth
OCTOBER 13, 2013
'The next time you interview for a sales job, ask yourself a few questions. Is the company I’m interviewing for worth my time? Is the hiring manager keeping pace with my personal evolution? Does my potential peer group understand the modern buyer and how to reach them? You need to interview the interviewer. If you don’t do your research, you could land in the wrong organization.
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MTD Sales Training
OCTOBER 16, 2013
'About 20 years ago there was a revolution in the sales world, one that drove many people out of selling altogether, but drove others towards earning fortunes. Before that, most prospects found out. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 16, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. When I ask sales people what their biggest challenge is in getting to speak directly with decision makers they are targeting, and voice mail or gatekeepers are at the top of the list, (while call reluctance should be right there with the other two, they don’t usually volunteer that fact). We have dealt with voice mail in the past, so today we’ll look at “gatekeepers”.
SBI Growth
OCTOBER 12, 2013
'Most companies are in the heart of their planning process for 2014. Has your Sales Ops planning kept up with the new realities? Today’s post provides recommendations for revising your approach for 2014. Evolve your perspective or suffer the consequences of missing the number next year. Certain elements of your planning process will always need to be addressed.
The Sales Hunter
OCTOBER 15, 2013
'What separates great from average, and what do you need to do if you want to step up your sales game? Here is what I’ve found in having worked with thousands of salespeople over my 15 years of sales consulting — and before that, nearly 20 years of sales with 3 Fortune 500 companies: 1. Great salespeople set goals. But unlike average salespeople who also set goals, great salespeople are continually measuring their performance and looking for ways to achieve their goals. 2.
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MTD Sales Training
OCTOBER 17, 2013
'What is a brand? The IPO says that it constitutes a “promise of an experience’ and conveys to consumers a certain assurance as to the nature of the product or service they will receive and also. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 12, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Over the next couple of weeks I will be presenting three different webinars on 3 related topics that you should register for and attend. October 23 - Time – Prospecting – And Getting the Jump On Both. On Wednesday October 23rd, at 2:00 pm Eastern time, along with the good folks at eGrabber , I will present on: “ Time – Prospecting – And Getting the Jump On Both ”, looking at the combination of cutting edge tools for sourcing the right contacts a
SBI Growth
OCTOBER 18, 2013
'The VP of Sales is pulled in a thousand different directions. However, the greatest share of their time is still spent in the field. Rule of thumb is a VP should spend 25%-40% of their time on prospect calls. Most VPs fall within this range. However there is a key difference between the World Class and Average VPs: WHERE they spend their time. Sign-up here to get the Sales VP Allocation Time Tracker and Sales Stage Checklist.
Bernadette McClelland
OCTOBER 13, 2013
'We’re on LinkedIn. Successful Sales Strategies. We’re on LinkedIn!! Specifically designed for B2B sales leaders, quota bearing sales people and sales focussed businesses selling to other businesses. We can’t create the successful strategies we need because we are the ones who got us to where we are now, and sometimes we can’t be the ones that get us to go where we need to go.
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Understanding the Sales Force
OCTOBER 16, 2013
'Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. My post marks the 6th time I have strongly felt the need to question an article appearing on their pages. The November 2013 issue featured an article titled Dismantling the Sales Machine. Here''s the premise: Companies that have been rigorously enforcing sales process should stop doing so because it is resulting in longer sales cycles, decrease
The Pipeline
OCTOBER 14, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Short and sweet today, being Thanksgiving in Canada, need to focus on some non-sales things, but felt it was worth extending that in to the post today. As sales people, we really do have a lot to give thanks for, not the least of which is the options presented when the job is done right. Unlike some professions, sales does deliver that unique combination of unlimited financial rewards, personal growth and development, but most importantly, the op
SBI Growth
OCTOBER 15, 2013
'This post answers the most persistent question facing HR leaders who support Sales organizations. “ How can HR help Sales Make the Number? ”. In a word, become more Agile. This post focuses on 10 areas where HR can make a positive impact. I also offer the Agile HR Leader’s Scorecard. It’s a convenient tool to assess HR’s support for sales. It includes links to resources for each area of opportunity.
Jeffrey Gitomer
OCTOBER 12, 2013
'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.
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.
The Sales Hunter
OCTOBER 15, 2013
'Yes, price is only a state of mind, and it’s not your mind you need to be concerned with. Discussing with a salesperson the concerns he or she is having closing sales is something I do quite a bit. On one particular occasion, the salesperson shared with me how his company’s prices are simply out of line for the marketplace. He wanted to walk me through one example after another about sales he lost because his boss wouldn’t cut the price.
Score More Sales
OCTOBER 14, 2013
'Winning is fun and it gives you energy. If you have any doubt about that, look at how people feel the morning after their local sports team has won – especially in playoff competition. Many professional sellers like to win. Who else could deal with rejection much of the day or even the week? If you are in a sales role and do not experience regular wins of some type, you probably won’t feel very motivated or inspired.
SBI Growth
OCTOBER 17, 2013
'With 2014 on the horizon, new sales targets will soon be set. Your 2014 number will inform decisions about the makeup of your team next year. Many sales leaders think an increase in revenue targets translates to an increase in headcount. This may be true sometimes, but it’s not always the case. You may be able to improve the output of your team by examining and investing in other areas.
Understanding the Sales Force
OCTOBER 16, 2013
'Understanding the Sales Force by Dave Kurlan You may remember the book and later the movie, The Blind Side. The football term refers to the offensive tackle that protects the quarterback''s blind (non-throwing) side from defensive linemen who are rushing in hopes of sacking the quarterback. [This marks two posts in a row with a football metaphor. What''s happening to me?].
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The Sales Hunter
OCTOBER 17, 2013
'When asked this question, most salespeople respond by saying they use a “push” sales strategy. They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits of what they offer. I believe this approach is totally wrong, and it is the reason why more sales calls wind up going nowhere.
Score More Sales
OCTOBER 18, 2013
'If you could wave a magic wand and make improvements for keeping track of your business contacts, their social activity, and your current and past sales opportunities, what would you change or fix? First we need to uncover whether or not you (and your team) are implementing the basics: Do you: Keep track of ALL of your business contacts? These include prospects, customers, former customers, vendors, partners, and referrers?
Anthony Cole Training
OCTOBER 14, 2013
'Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their sales people. The purpose obviously is to get everyone on the same page with expectations of performance for the coming year. In my experience in working with approaches to this project, I find the following: The process is either too complicated or too simple.
Pointclear
OCTOBER 15, 2013
'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. In a recent article by Ryan Faughnder in the Sept 23 rd edition of the LA Times under the title “ Internet radio''s drumbeat is getting louder,” said that half of Americans (consumers) who go online listen to Internet radio and that the industry is becoming mainstream.
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?
The Sales Hunter
OCTOBER 14, 2013
'If somebody were to measure your level of commitment, would they be able to? Or would they merely come away thinking you’re only a participant? Think about what it is you do each and every day and the impact you have. Are you committed to the outcome? Commitment is seen in the level of focus one takes not just in the heat of the battle, but also in everything else.
Sales and Marketing Management
OCTOBER 14, 2013
'Issue Date: 2013-09-01. Author: Paul Nolan. Teaser: More companies are rewarding high-performers with travel experiences — and for good reason: it's memorable, drives performance and, when done right, more than pays for itself. A look at the latest trends and research regarding the use of incentive travel. More companies are rewarding high-performers with travel experiences — and for good reason: it's memorable, drives performance and, when done right, more tha
Bernadette McClelland
OCTOBER 12, 2013
'What about the desperate buyer? We hear so much about the desperate salesperson but what about the desperate buyer? I want the person I am selling to care about me as a person and as a professional. I want you to care enough about me before the sale to demonstrate you will care enough about me after the sale. Care enough to not make me feel belittled about what I sell.
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