Sat.Sep 06, 2014 - Fri.Sep 12, 2014

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“That’s Too Expensive”—What It REALLY Means

The Sales Heretic

'One of the most common objections salespeople, professionals and business owners encounter is the dreaded Price Objection. While the wording can vary from prospect to prospect, the gist is, “That’s too expensive.” Fearing the loss of the sale, too many sellers respond by immediately dropping their price. While this can sometimes close the sale, it’s [.].

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Sales Management is not Cloning – Sales eXecution 266

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. To be fair, the thought behind the move is positive, rewarding deserving contributors, keeping good talent in house, and all that.

Hiring 296
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PowerPoint Is Killing Your Sales Presentations

No More Cold Calling

'Strip away the tech to increase sales effectiveness. I used to add long columns of numbers once, and I was always correct. I never had to add backwards or have someone else check my math. To this day, I can still look at numbers and ascertain whether they have the correct number of zeros at the end. Those of us who grew up before the world was dominated by calculators learned the reasons behind calculations.

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How sales is like dieting

Sales and Marketing Management

'Issue Date: 2014-09-08. Author: Liz Wendling. Teaser: In sales and dieting, there really is no easy fix for instant results, and most of the hard work is done when nobody is watching. If it were really that easy to see results without lifting a finger, everyone would have the perfect body and a booming business. In sales and dieting, there really is no easy fix for instant results, and most of the hard work is done when nobody is watching.

Sales 271
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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The 10 Most Common Mistakes Sales People Make

MTD Sales Training

'When discussions move round to the subject of sales, conversations often get quite negative. The profession has, in many circles, a bad reputation and it’s obvious to many that the salespeople they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 266

More Trending

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Around the World in 80 Minutes: No Passport Required

No More Cold Calling

'Social selling exposes your business to a world of opportunity. A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. (There really isn’t such a thing, but we try.) A Chinese woman connects with me on LinkedIn and then visits the States to begin a business conversation.

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I have lied…

Bernadette McClelland

'I have lied… “I have no intention of telling you the truth. Instead I’m going to tell you a story. This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. Make no mistakes. This is not about tactics or spin or little things that MIGHT matter.

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10 Tips for Successful Selling

The Sales Hunter

'Here are the 10 best tips for successful selling. I based these tips on my 30+ years of selling and working with hundreds of organizations and thousands of salespeople. In the end, it comes down to these 10: 1. Be consistent. Nothing will create more success than consistently taking one step forward each day. […].

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7 New Ways to Motivate Salespeople Through 20 Old Hurdles

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. Trust me when I say that this is a great article, but before we get to it, I have a few post-vacation links for you. This is important! We want you to be part of our next White Paper on Sales Force Effectiveness. Would you kindly take no more than 5 minutes to answer some questions about the sales force at your company?

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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

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Why Fear is Killing Your Sales Career

SBI Growth

'Last week I spent time onsite with a VP of Sales. As we were reviewing priorities for next fiscal year, I noticed hesitation. He was struggling on many of the items we discussed as top priorities. I sensed that something was holding him back. He knew he needed to make changes, but he was afraid to act. Fear was impacting his ability to lead.

ACT 251
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I have lied…

Bernadette McClelland

'I have lied… “I have no intention of telling you the truth. Instead I’m going to tell you a story. This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. Make no mistakes. This is not about tactics or spin or little things that MIGHT matter.

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Why Businesses Really Fail

The Sales Hunter

'“Businesses fail not due to a lack of financial resources, but due to a lack of intellectual resources.” When a business fails, the first person that tends to get blamed is the banker. I’ve heard this far too often and I have to ask myself, “If the business was a good business with potential, […].

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7 Steps to Gain the Market Share You Deserve (& Sometimes Don't!)

Pointclear

'Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market. We can agree that without marketing (the ability to create demand and sell) no company succeeds, and yet so many companies fail to succeed as marketers. They may create a terrific product and learn how to manufacture it efficiently, and yet they approach marketing as an afterthought.

Marketing 257
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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

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How a Sales Manager Gets Promoted

SBI Growth

'You have a consistent record of successful accomplishments. You beat your number every year. Yet you are always passed up for an internal promotion. This pushes you to look outside the organization. Almost like an NFL free agent, you test your value in the market. The problem is that you keep being rejected from other companies. This leaves you asking yourself, “What skills as a Sales Manager am I missing?".

Promotion 244
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Is the Mandate for ROI Creating an Elephant in the Room for Marketers?

Sales and Marketing Management

'When it comes to marketing initiatives, getting the biggest “bang for the buck” is essential. Accordingly, defining and analyzing the success of everything from tradeshow participation to social media campaigns are critical. At the same time some marketers wonder at what point did return on investment (ROI) become the holy grail of measuring success?

ROI 239
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Here’s A Great Way To Get Your Clients To Open Your Emails…

MTD Sales Training

'When we do buyers’ surveys, it is interesting to note how many people tell us that they are overwhelmed at work. The amount of work they have to do has increased exponentially and you’ve seen and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Survey 236
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Are You Selling or Merely Answering the Phone and Taking Orders?

The Sales Hunter

' A few years back, there were a lot of salespeople who realized they weren’t salespeople. There were a lot of companies that realized they didn’t have a sales team. In both cases, what they realized is they were merely order takers, and the success they had was merely due to answering the phone and […].

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Need More Leads? Fix Your Marketing Strategy

SBI Growth

'There is one month left in Q3. This is the time of year leaders begin to plan for 2015. As you look back on 2014, did your marketing team accomplish their goals? Did your team provide enough leads for your sales leader? As you review your performance, and contemplate next year, you have two choices.

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Money Monday Multi-faceted Prospecting Strategy

Score More Sales

'A multi-faceted prospecting strategy allows you to meet your buyer where they are. Not everyone likes using the phone – especially many in IT. Others don’t respond to email but they will pick up a phone occasionally or will listen to your voice mail message. I talked to some sellers last week who told me that they only use the phone to prospect with.

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Has The Modern Buyer Changed Or Is It Just BS?

MTD Sales Training

'In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced with more professional, more knowledgeable and more powerful buyers. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 223
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Sales Motivation Video: What’s the One New Question…

The Sales Hunter

'What is the one new question that you can ask your customers today? If you are serious about standing apart from your competitors and making a difference for your customers, it’s going to show up in the questions you ask. Be committed to coming up with one new question you can ask your customers […].

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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

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What Did 700 Executives Say About B2B Marketing Strategy?

SBI Growth

'The right marketing strategy provides: Twice the job tenure. Double the personal brand presence. Performance that beat EPS (Earning Per Share) estimates 88% of the time. Are you performing at this level?

Strategy 243
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7 Common Mistakes that Lead to a Bad Hire

Sales and Marketing Management

'A bad hire is not only bad for business, it can also be very costly. International talent management experts estimate the average cost of a poor hiring decision to be equal to 30 percent or more of that hire’s first year’s probable earnings – that could result in costs upward of $50,000 for replacing a senior executive. Factor in productivity loss and lost opportunities, morale implications, turnover and recruiting costs and the price tag starts to skyrocket.

Leads 199
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The Selling Process – Do We Have It Right?

Anthony Cole Training

'I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. I enjoy reading HBR publications even though some of the research findings they provide are way over my head. The various contributors always get me thinking and re-thinking about what I think I know about sales and sales management.

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How to Present Your Price and Get It!

The Sales Hunter

'You know the price you need to get, but you’re afraid the prospective buyer is going to reject it as being too high. You’re concerned about how to present the price, and the more you think about it, the more nervous you become. Here are the specific steps you can take to present your […].

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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.

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Bust These Sales Operations Myths for a Better 2015

SBI Growth

'Children believe in myths. Adults know better. When it comes to Sales Operations, it’s better to believe in fact over fiction. In SBI’s Annual Research Report we gathered facts about the best sales teams. We asked: “What are the top 10% of sales teams doing differently that is contributing to their outstanding performance?” One answer: strategy.

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Windows around the world

Sales and Marketing Management

'Issue Date: 2014-09-01. Teaser: High-tech workers love their incentive stock options, but Microsoft’s Michele Samoulides says that incentive travel programs are some of the software giant’s most effective motivators. She runs the company’s annual Gold Club program, which recognizes more than 2,000 sales professionals, human resources professionals, administrative assistants and other employees worldwide through three regional incentive programs.

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Sales Managers - Are You Thinking Presidentially?

Anthony Cole Training

'Not the Obama, Bush, Lincoln, Washington kind of presidential. More like the presidential thinking of Larry Ellison, Alan Mulally, and Beth Mooney. All are or were chiefs, and, at one time, were also presidents. But, prior to that, at some time in their careers, they were managers of something. What separated them, I’m guessing, is that they thought presidentially - they looked at the role of manager through the eyes of a president.

Hiring 169