SBI Growth
JANUARY 20, 2014
'B2B CMO’s are focused on driving revenue into the pipeline. Success is largely determined by the quality of campaign offers. Yet there’s little attention within marketing teams on developing quality offers. Every CMO is looking for ways to increase performance. Optimize campaigns at the offer level to increase campaign results. Even a small change in conversion effectiveness can change a failed campaign into a robust ROI.
The Pipeline
JANUARY 23, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Had the opportunity to listen in on an interesting discussion the other day between two sales practitioners, they were not aware of me, or what I do, I was just snooping. One, we’ll call him Fred, was telling the other, Joe, that he was looking forward to a negotiations program his company was sending him to, he felt this would help his sales.
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Jeffrey Gitomer
JANUARY 22, 2014
'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 and Marketing Management
JANUARY 20, 2014
'Issue Date: 2013-01-20. Author: By Amanda Wilson, Director, Product Marketing & Programs, Qvidian. Teaser: In order to empower sales to achieve their revenue goals, companies need to equip sales teams differently so they can execute effectively. Here are three new rules to stop enabling the poor behavior and start executing. In order to empower sales to achieve their revenue goals, companies need to equip sales teams differently so they can execute effectively.
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SBI Growth
JANUARY 23, 2014
'It’s a topic that won’t go away. Marketing is not driving the quality sales leads the field needs. It is causing your pipeline to clog. Very few leads from marketing convert to accounts. You’re hearing it from your Sales Managers and reps. Your VP of Sales is sick of the excuses. He tells you to produce more consistent forecasts ASAP. You must come up with an effective fix.
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The Pipeline
JANUARY 24, 2014
'The Pipeline Guest Post - Megan Totka. In the sales business, we hold the key to tons of information from customers. While it may be something as simple as their name, address, and phone number, it’s amazing what can be done with that information if it gets in the wrong hands. Sales companies also often store all kinds of other information – credit or debit card numbers, social security numbers, and so much more.
MTD Sales Training
JANUARY 21, 2014
'How do we sell to people who we would describe as ‘difficult’? Have you had those occasions when you just think, ‘What have I done to deserve this prospect?’ We all have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JANUARY 18, 2014
'Sales people quit when they lose confidence. The top 20% of reps are confident because they consistently hit quota. You don’t make the number on the top 20%. You make it on the magic middle. The Magic Middle is the 70% of reps performing somewhere between poor and excellent. This is the group that keeps sales leaders up at night. As the head of sales you need to retain them and improve their performance.
No More Cold Calling
JANUARY 23, 2014
'Is anyone else tired of hearing buzzwords? It has been said that cursing shows a lack of vocabulary. Maybe so, but I find buzzwords to be even more uncreative and obnoxious. And in Sales 2.0, buzzwords are flying around as frequently as bees in summer. A buzzword (a term first used in 1946 as student slang) is a word or phrase used to impress, or one that is fashionable, according to Wikipedia.
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The Pipeline
JANUARY 20, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I’m a firm believer that our habits and how we execute specific tasks do not vary widely from task to task. Sure we may be a bit more diligent when we are doing something important for the boss, bit more casual in social endeavours, but in most cases it is about degrees, not wholesale differences.
MTD Sales Training
JANUARY 22, 2014
'As the saying goes, ‘Beauty is in the eye of the beholder’ Well, just as each person has their own individual idea of what constitutes beauty, each prospect will have their own concept. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JANUARY 24, 2014
'Any ‘A’ Player will tell you that success is built around 3 main concepts: Possessing the right skills. Having a solid plan. Execution. January is coming to an end. Chances are you have just returned from your annual Sales Kickoff (SKO). SKO’s are great to re-energize and learn about sales direction for the upcoming year. But what about that sales training you received?
Score More Sales
JANUARY 24, 2014
'Do what you say, say what you do. Your word is the one thing that follows you wherever you go. You build trust with others this way, and in business it is critical to be a person of your word. This is a timely updated post of a previous one because I had a couple of mis-steps here due to company growth and not always capturing information into a safe container – right as it happens.
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The Sales Hunter
JANUARY 21, 2014
'You’ve had a great sales call, the customer is motivated, they’re ready to buy and you know you can close the deal. Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2.
MTD Sales Training
JANUARY 20, 2014
'In a book I hold dear in my library, business loyalty guru Fred Reichheld revealed the question most critical to your company’s future: “Would you recommend us to a friend?” Just think about that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JANUARY 22, 2014
'Why do you need customized sales training program? Well…there are a few reasons: 1) People learn differently, so an out of the box approach is ineffective. 2) You need to expedite the learning curve of your sales reps. A customized sales training program will do both of these. The importance of a customized approach is paramount to the effectiveness of your organization.
Score More Sales
JANUARY 21, 2014
'There is no substitution for goal setting, then creating plans of action and then taking that action. This is the time of making plans and creating goals to make this year better than years past. The famous author on achievement and inspirational speaker Dr. Stephen R. Covey used to demonstrate the idea of getting accomplishments done by putting rocks, stones, and sand into a bucket.
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.
Understanding the Sales Force
JANUARY 22, 2014
'Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention?
Sales and Marketing Management
JANUARY 20, 2014
'Issue Date: 2014-01-21. Author: Vinay Nadig. Teaser: I talk about 20 core leadership secrets in my executive coaching, speaking and writing. But if someone asked me to name only one that can make an immediate impact, I would pick the behaviors to counter setbacks. While I can’t say that I am totally immune to the vagaries of rejection and setbacks, here are five simple and quick daily practices I use that have helped me and can help you as well.
SBI Growth
JANUARY 19, 2014
'Your company is growing quickly. You have an aggressive number for the year. The only way to make it is to hire more heads. But you’re worried: How long will it take for them to be Customer ready? What instruction do I need to give them? How can I ensure their success? One of the big gaps between a mature and young organization is onboarding time. Mature organizations typically have a robust training program.
Pointclear
JANUARY 21, 2014
'I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). I listened to excuses about a series of initiatives we were undertaking. The different department heads were telling everyone why they were not delivering on their commitments. It was at that moment I learned an important lesson: there are two reasons why someone doesn’t want to do something: They don’t know how.
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Understanding the Sales Force
JANUARY 24, 2014
'Understanding the Sales Force by Dave Kurlan I was listening to a Boston Sports Radio Station, the same one I wrote about here. Today''s guests were Christian Fauria , former tight end of the New England Patriots, and Matt Chatham , former linebacker of the same New England Patriots. They were discussing the very recent resignations of 3 coaches from this year''s Patriots team and the co-hosts asked, "Would you like to coach?".
Sales and Marketing Management
JANUARY 23, 2014
'Issue Date: 2014-01-24. Author: Larry Caretsky, CEO, Commence Corporation. Teaser: Four key questions can form the basis of a formalized qualification process that sales reps use to qualify leads instead of relying on their “gut instinct” or potentially biased opinions formed by their knowledge of the lead. A planned and repeatable process means your sales staff will focus on the best prospects and spend minimal time with unqualified leads.
SBI Growth
JANUARY 21, 2014
'We all have it. It is the political bank account inside a company that gets things done. Some people have more political capital than you. Many have less. You can build or ‘deposit’ this capital through several methods. For example, making the number consistently helps increase your political capital. Getting drunk and insulting the CEO at the Annual Sales Kickoff Meeting withdraws it.
Jeffrey Gitomer
JANUARY 20, 2014
'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: 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?
No More Cold Calling
JANUARY 21, 2014
'Which bad tech habits will you break in 2014? These days, you can’t go anywhere without running into people who have their faces glued to their smart phones and their minds somewhere in the Cloud. It’s frustrating, disrespectful to the people around them, and even dangerous. Are You an Addict? If you’re too addicted to technology to focus on the people around you, it might be time to start weaning yourself off the Internet … if only just a little.
The Sales Hunter
JANUARY 24, 2014
'Salespeople love to think they’re smart. We like to think we’re so good at our profession that we have the ability to know what the customer is looking for even before they ask. Let’s fact it — we all think we have that “sales gift.” Now let’s look at the real problem. I don’t think it’s that we as salespeople think we know what the customer wants.
Anthony Cole Training
JANUARY 22, 2014
'Let’s start a revolution! Who’s in? We all know the problem. It doesn’t matter your role: VP of Sales, President of the company, sales manager, sales professional, and professional sales development expert. What we all know is that pipeline management is a myth! It doesn’t exist! What exist are sales enablement tools (CRM) that provide a repository for information about sales suspects, prospects and opportunities.
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