Sat.Nov 08, 2014 - Fri.Nov 14, 2014

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Frontal Sales Blitz – Sales eXecution 275

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Several sources attribute the following statement to Gartner Group: β€œIn a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions. Lesson: cold call multiple people in each account.” It does not take a firm like Gartner to come to the realization that more and more purchase decisions are going to consensus, and often the winner in a bake-off is not the best product, but the one most people in the buying

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Six Sales Activities You Need to Do More Often

The Sales Heretic

'Your time is your most precious resource. Are you investing it where it will get you the biggest returns? Listen to my appearance on Breakthrough Radio with Michele Price. In this seven-minute segment, I share six things you need to be doing more frequently if you want to increase your sales. Allot more time in [.].

Segment 301
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Selling Value In a Buyer-Empowered World

Sales and Marketing Management

'Issue Date: 2014-11-10. Author: Michael Harris. Teaser: Selling to today’s empowered buyers is demanding. Sales stars are able to clearly articulate what hell looks like without your product because they know before they can close the value gap for your product, they first have to open it. Selling to today’s empowered buyers is demanding.

Buyer 297
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20 Reasons Your Customer Will Say Yes – Part One

MTD Sales Training

'When I worked in sales a few years ago, we were always told to β€˜walk in the customer’s shoes’ so that you could experience exactly what they were going through when they were conducting their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 284
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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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Why Are You Trying To Kill Me?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Said the Cold Call To The Socialite. Recent headlines about AC/DC’s drummer brush with the law, got me thinking why would someone want to kill someone? Such a passionate act must be a result of some big or egregious cause, or at the very least a means of avoiding harm. Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling.

More Trending

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5 Ways to Identify a Prospect and Stay Away from Suspects

The Sales Hunter

' Not all prospects are prospects. Too many prospects are nothing more than suspects faking to be a prospect. Here are 5 ways to identify if who you’re talking to is a prospect worthy of your time. 1. Have they told you when they are going to make a decision? Nothing can waste more time […].

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6 Ways To Accurately Measure How You Differentiate From Your Competitor

MTD Sales Training

'Today’s world is merciless if you don’t match your competitive offers and design quality. The business road is littered with companies who have failed in their attempts to launch or develop product. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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STRATEGIC SELLING – DECEMBER 4TH & 5TH IN TORONTO

The Pipeline

'I have recently partnered with a great organization to deliver some of the core Renbor programs to individuals in a public setting. SkillSharp was developed for the purpose of delivering a wealth of knowledge to Canadians, committed to providing their clients with the best available skills to help them succeed and reach their full potential. They’ve enabled thousands of professionals to find their path and achieve significant milestones throughout all stages of their career.

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[Message to Management]: How Much Time Should You Spend with Direct Reports?

No More Cold Calling

'Guest blogger Tris Brown shares some surprising data about how much time sales leaders should spend actually leading. Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of benefits, and instructions for how to complete time sheets. Then they were told to get to it. The process hasn’t changed much over the years, but the tools sure have.

Report 274
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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 β€” 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 the 'Best' Recruits Could Hurt Your Team

Sales and Marketing Management

'Issue Date: 2014-11-12. Author: Frank V. Cespedes. Teaser: Putting the right team on the field is crucial, especially in sales, where differences in individual performance are greater than in other functions. But focusing on hiring only “the best,” as many firms say they do, is not the best approach, for multiple reasons. Putting the right team on the field is crucial, especially in sales, where differences in individual performance are greater than in other functions.

Hiring 253
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20 Reasons Your Customer Will Say Yes – Part Two

MTD Sales Training

'In the first part of this article, we discussed ten reasons why it would be beneficial for your prospect to agree to choose your solution. All prospects and customers have to rationally and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 261
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Should You Gate Your Content? Answer These Questions To Find Out.

Pointclear

'Lead generation today relies heavily on creating quality content aimed at addressing prospects’ pain points and questions as they go through their buyer’s journey. Fantastic! Now that you, Ms. Marketer, have created all this wonderful content, an important question looms … should you gate it? That is, should you require interested prospects to fill out a form before giving them the content, or should you make it freely available to everyone?

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How Salespeople Goof Up on LinkedIn Part 2

Score More Sales

'Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World. If you agree, would you please take a moment to vote for us here?

LinkedIn 247
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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Achieve More Accurate Forecasts and Sales Results Today

Understanding the Sales Force

'Are you old enough so that if you don''t write something on your to-do list you won''t remember to do it? That''s me. I don''t feel old, I don''t look that old, but I''ll be 60 next year and I have become a slave to Wunderlist. On Monday, I forgot to push the correct notification button and only some subscribers were notified of Monday''s article. That article was perhaps the most important article I have written in all of 2014 and it introduced my latest White Paper - The Modern Science of Sal

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A personal β€œthank you” letter

Jeffrey Gitomer

'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.

Training 240
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How Do You Engage the Prospect?

The Sales Hunter

'Many sales processes will tell you to start with the basic questions. The Who, What, Where and How. The problem is these questions sound more like an interrogation than a conversation. Yet a conversation is exactly what a prospecting call should sound like. So how do you get your customer talking and telling you about […].

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What People Really Want this Holiday Season

Score More Sales

'You are busy. Days turn into weeks into months when you are in a growing company in sales or sales leadership. Suddenly the holiday season is upon us. Many of us will use the excuse of how busy they were during the end of this year to justify not doing anything for those around them. I think this is unwise and a missed opportunity. Or, they grab anything – often in bulk – as well-meaning gifts for people who don’t really want more chocolate or fruit baskets – traditional

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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Second Secret to Sales Force Excellence

Understanding the Sales Force

'Last week, I revealed the first secret success ingredient from our Sales Force Effectiveness Study. Today, before I reveal secret #2 I need to take care of a three important promos: Koka Sexton and I will join Dan McDade on Thursday at 1pm Eastern to talk about Lead Follow Up and you''re invited. Register. here. Our new White Paper, The Modern Science Behind Sales Force Excellence is available today - Download it. here.

Study 241
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Is there a right time for email marketing?

Sales and Marketing Management

'Issue Date: 2014-11-01. Teaser: Hitting a trifecta in email marketing — right message, right person, right time — is tricky. Janelle Johnson, director of demand generation at marketing automation provider Act-On Software (act-on.com), shares insights on the timing. Hitting a trifecta in email marketing — right message, right person, right time — is tricky.

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Customers Aren’t Looking to Buy the Lowest Price Item

The Sales Hunter

'Do you believe that statement in the headline? Or, are you saying that statement simply isn’t true and customers do always look for the lowest price? Let me put an idea out on the table. Customers aren’t looking to buy the lowest price; it’s just that they do because the salesperson makes it so […].

Customer 226
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6 Sales Strategies from Sales Hacker to use in 2015

Sales 2.0

'This looks like a goldmine of information on how to sell in today’s environment. I love the concept of the Sales Hacker conference (and the concept of “hacking”) and I’m hoping to attend one of these conferences soon. The most important thing that we learned at Sales Hacker Conference SF? At Sales Hacker last week, we listened and spoke with successful entrepreneurs that are finding ways to improve all parts of their sales pipeline by: providing salespeople with tools to

GoldMine 150
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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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It's Obvious That Sales Excellence is Not Important

Understanding the Sales Force

'Image Copyright: olivier26 / 123RF Stock Photo. This is an end-of-the-week follow up article on Sales Excellence and why it''s really not that important to most salespeople, sales leaders and CEO''s. Would you like to know why nobody seems to care about sales excellence?

Follow-up 201
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What Makes Sammy Run?

Sales and Marketing Management

'Issue Date: 2014-11-01. Author: Paul Nolan. Teaser: The statistics induce nightmares: · Gallup’s 2013 report on the State of the Global Workplace states that only 13 percent of workers in America are engaged at work. · The report states that the bulk of employees worldwide — 63 percent — are “not engaged,” meaning they lack motivation and are less likely to invest discretionary effort in organizational goals or outcomes.

Report 149
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Are You Asking Customers to Buy or to Invest?

The Sales Hunter

'Are you asking customers to buy or to invest? Think about that question for a moment. First think about what the question means and then how you would answer it, based on your approach to selling. Customers don’t want to buy anything. Buying means they’re giving somebody money and receiving something in exchange. Sure, […].

Discount 226
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The Fatal Sales Leadership Presumption within LinkedIn

Increase Sales

'LinkedIn is one of the best channels for discovering leaders especially if your decision makers are in sales leadership roles. Through the various functionalities such as LinkedIn updates, group discussions and the LinkedIn pulse publishing platform small business owners to Fortune 1000 executives can connect and begin to build relationships with their “ideal customers” or “ideal leaders.” There does continue to be this fatal sales leadership presumption by many LinkedI

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Why Sales People AREN’T Supposed To Win Every Sale

A Sales Guy

'Let me drop a little mad wisdom to kick off this post. We’re not supposed to win every sale and if that’s the attitude you take into selling, as a manager or as a sales person, you’re a shitty sales person. Yeah, I said it, and if that statement irritates you, then I’m not sure what to tell you, other than you’re a shitty sales person and it’s time to evaluate how you sell.

Closing 128
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Looking for Jack

Sales and Marketing Management

'Issue Date: 2014-11-01. Author: Paul Nolan. Teaser: I have been writing about the power of non-cash incentives for longer than I care to admit. Early on, I routinely called on John Jack, a vice president at BI WORLDWIDE, a Minneapolis developer of performance improvement programs. John had amassed a large folder of research and articles about why cash did not motivate as well as non-cash incentives, but he summarized it the same way each time we talked: "More money isn't what makes Sam

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Sales Motivation Video: Sell β€œYear End” Now!

The Sales Hunter

'Don’t wait for the end of the year to hustle on making those sales you need to make! Yes, sell “year end” NOW! Many companies have money to spend before the year ends, but if you wait, you may find your key contacts have gone on vacation or are otherwise too busy to meet with you. […].